All posts tagged: NAPS

Candidate Gravity – NAPS

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Candidate GravityIt was an honor and pleasure to share time with all of you who attended my session in Houston at NAPS.

I promised more potential Points of Gravity for enhancing your gravitational field in the market. Here those are:

  1. College and trade school recruiting
  2. Providing outplacement services
  3. Contacts from trade association websites
  4. Speaking at events attended by potential candidates
  5. Mining social media sites
  6. Sponsoring and/or participating in user or trade specialty groups
  7. Partnering with continuing education providers
  8. Press releases and being quoted in the media
  9. Hosting content-rich workshops
  10. Sponsorship of events that attract your types of candidates
  11. Participating on your city or county Economic Development Council
  12. Mining zabasearch.com and pipl.com
  13. Attractive, value-added content on your blog
  14. Hosting targeted happy hours
  15. Marketing at churches and community centers
  16. Direct mail campaigns
  17. Micro-targeting of advertisements
  18. Newsletters
  19. YouTube channel with candidate specific videos
  20. Networking groups
Scott WintripCandidate Gravity – NAPS
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Is It Best? Or Is It Merely Repetition?

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Scott's Monday Morning MessageLast week I had the honor of speaking at the conference of the National Association of Personnel Services (NAPS) in Houston, an event with lots of smart and talented people sharing information and learning good practices. Embedded within those good ideas, unfortunately, were Repetitive Practices, inefficient routines that are often the way things have always been done. These include:

  • Candidate and client control
  • Feature-benefit selling
  • Always Be Closing
  • Back to basics
  • Value propositions
  • Influencing or convincing clients or candidates
  • Time kills deals

When people pause and honestly assess these tired ideas, they realize:

  • Your can’t control anyone. You can facilitate a process that mutually benefits everyone.
  • Customers don’t buy features and benefits. They do buy an improvement to their current circumstances.
  • Closing isn’t as powerful as collaborating.
  • Back to basics perpetuates the problem. Stay with the basics solves it for good.
  • Value propositions pale in effectiveness to provocative stories.
  • Trying to influence or convince anyone is a waste of energy and only does harm. Allowing people to convince themselves take less effort and helps your relationship.
  • Time simply marches on. What kills the deal is the recruiter or salesperson who fails to gain agreement to a process, up front, that maximizes the time at hand.

It’s time that we, as an industry, begin to thoroughly question and assess what we’re being told, unless we’re satisfied with the status quo. I don’t know about you, but I want better for our industry. Better respect, better profits, and better processes that reduce our labor intensity. Perpetuating past practices isn’t going to make that happen.

Scott WintripIs It Best? Or Is It Merely Repetition?
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