All posts tagged: value

Effort is the Enemy

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Scott's Monday Morning MessageHiring managers typically need that empty seat filled yesterday, yet they often wait until tomorrow or a series of tomorrow’s before that happens. It is this very gap between yesterday and tomorrow that holds one of the greatest opportunities for staffing and recruiting firms.

The staffing industry can quickly elevate its reputation by more consistently providing talent on demand, right when it is needed. This not only delivers tremendous value; it is how firms can be rewarded with a more loyal constituency, a larger base of customers, and higher margins which are proportionate with the value being provided.

One key element standing in the way is effort. Agencies must recruit ahead, not behind, manufacturing the talent before it is needed. Buyers must be enrolled in a smarter process that allows them to acquire talent today, not tomorrow. Anything that causes delays, including resume submissions and interviews, must be eliminated and replaced with processes and guarantees that create a more nimble and responsive approach.

We live in an on demand, iTunes oriented, download it now society. To solve the needs of yesterday requires that staffing and recruitment vendors start acting today more like Netflix, Uber, and GrubHub. The alternative, perpetuating the status quo, will only further erode the already tenuous repetition of the industry.

Scott WintripEffort is the Enemy
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Seven Actions in July – Simple Steps to Wow Customers, Improve Revenues, and Reduce Labor

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One day and one step at a time, every leader can drive positive change that has a lasting impact. Here are seven steps I recommend that you and your team take this month:

  1. Deliver unexpected value to at least two customers. Everyone loves positive surprises.
  2. Simplify at least one process, be it in selling, customer service, recruiting, or your back office. Simple is sustainable and often reduces labor intensity.
  3. Give someone a positive nudge toward achieving slightly higher production levels. This is an act of belief, and people appreciate it when you believe in them.
  4. Offer a new buyer several options for how they can buy from you. Buyers like having choices. Each option should offer escalating value for an escalating price.
  5. Take a long, hard look at the bottom 15% of your customer base. These are often the customers who require more of your time and effort while giving you the lowest ROI for your efforts. Start planning now on how you’ll replace these customers with betters ones by the end of the year.
  6. Unplug for an entire day or, even better, a few days. This will feel like a reboot for your body and brain, making you even more effective when you plug back in.
  7. Pick one aspect of your skills to make one notch better each day. Use resources, such as my blog, for best practices and ideas for improvement.
Scott WintripSeven Actions in July – Simple Steps to Wow Customers, Improve Revenues, and Reduce Labor
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Uncommon vs. Commodity

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Scott's Monday Morning MessageWhen you can do a common thing in an uncommon way, you will command the attention of the world.” – George Washington Carver

Too many firms in the staffing and recruiting business still compete on price even though it’s the least sophisticated way to sell. At times, even highly talented, seasoned veterans use this harmful technique when they’re afraid of losing a deal.

Our industry would do well to remember that buyers know that the lowest price rarely means the best investment. Competing on price positions recruitment, staffing, and contract services as commodities, not worthy of the true respect due to people who have such tremendous impact.

Emphasize value, not price. If you ask Launching Questions and practice Mind Over Mouth, you’ll be able to identify what your customers genuinely care about. If you take the time and make the effort to ask engaging and provocative questions, you’ll be able to identify what your customers need and value.

When you’re clear about what your customers value, you’ll be able to offer options they desire. At that point, as long as the value is valuable, they’ll feel much more confident about the investment…and then you’ve got yourself a deal.


Sales Yoga is helping people across the globe sell more with less words and effort through practices like Mind Over Mouth. Get your copy today.

Scott WintripUncommon vs. Commodity
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Deal Hibernation

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Like a bear taking a long Winter’s nap, it’s common that a deal goes into its own version of hibernation. At first the buyer seems ready to buy, creating hope for the salesperson. Then, a shift in priorities puts the sale on hold for weeks, months, or even years. Even the very best, most experienced salespeople can’t avert this from happening at least some of the time.

Managing the sales process once a deal goes into hibernation is one of those advanced sales skills whose mastery eludes many people during their careers. To become the equivalent of Spring sunshine that awakens a sleeping bear (without pissing the bear off!), salespeople must master the seven skills of Deal Arousal. Two of the simplest include:

1. Consistent Persistence
I’ve heard it said that showing up is half the battle. For many people, this alone is the biggest battle. Remembering to keep showing up or pushing past doubt and discouragement are habits most salespeople can improve in some way. In addition, buyers have built in forgetters and will easily develop amnesia the longer the deal remains in slumber.

Last week Ernie, a salesperson at a company I advise, awakened a polar bear sized deal after a year of hibernation. His campaign of Consistent Persistence cost him an hour in total time in those twelve months and net him and his company an initial million in revenue. Best of all, the deal closed quickly because of his persistence, the hunger of the client, and the Evolved Value he delivered.

2. Create and Deliver Evolving Value
Continuing to sell what you offered before the deal went into hibernation won’t bring many deals out of deep sleep. As you engage in Consistent Persistence, you must evolve value in three ways:  based upon how the customer’s business and industry have changed, in a manner that further accentuates your offering, and by adding value that makes ROI even more attractive to both parties.

Ernie got the customer to buy quickly because the Evolved Value made it too attractive for the buyer to pass up. Best of all, the profitability of the deal a year later increased by more than 10%.

Some buyers can be a real bear to deal with over time. Still others are ready for an awakening from a savvy salesperson who can create a Spring-like experience that causes the deal to rise and shine.


More on Deal Hibernation

Are you ready for advanced sales skills, including Deal Arousal? My upcoming program, The Inspired Sale, will show you how to awaken more buyers while also engaging in Sales Flow to create opportunities where they feel a compelling need to buy and buy from you. Learn more

Scott WintripDeal Hibernation
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Belief Rolls Down Hill – Scott’s Sales Yoga Thought for the Day

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Many things, including a well known four-letter word, roll down hill: attitudes, actions emulated by subordinates, and beliefs, to name a few. Of these, beliefs are the most powerful and do the most help or cause the most harm. What you believe becomes what you receive.

Salespeople who are doubtful about the value of what they sell have customers who more vehemently push back, demanding concessions and price reductions. They become those dreaded people who want to pay the least but end up demanding the most of your time, energy, and efforts.

Salespeople who practice an active belief in their tremendous value find they can more easily push through the push-back, enrolling buyers as willing participants in a collaborative sales process that meets their needs while reciprocally rewarding the salesperson and their company. Everyone prospers.

You can’t easily think your way into a new way of acting, but you can act your way into a new way of thinking. The quickest way to change your beliefs, and, by extension, those whom it will roll down hill to, is to act the part. Behave as the person who unwaveringly believes in the value you provide, and you become that person. Buyers will find this very becoming as they find it much easier to buy into the value you are selling.

My new book, Sales Yoga: A Transformational Practice of Opening Doors and Closing Deals, can now be pre-ordered at a 20% discount.

Scott WintripBelief Rolls Down Hill – Scott’s Sales Yoga Thought for the Day
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Submit One Candidate and Close the Deal – Scott’s Sales Yoga Thought for the Week

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There is absolutely no logical reason why customers buying staffing and recruiting services need to spend hours of their time reviewing and interviewing candidates. That is, unless you really stink at what you do.

If your firm is competent at understanding client needs, recruiting quality talent, and making appropriate matches a significant number of your deals should be one and done…one candidate submitted, interviewed (possibly even a working interview if an interview is necessary), and hired (or assigned if the opportunity is a temporary or contract position).

Since 2012, I’ve helped more than 100 of the companies I’ve advised shift more of their business to “one and done.” All of them are experiencing record-breaking growth, significantly reduced time-to-fill, and higher profit margins.

Is one and done happening on most of the deals at your company? If not, your team is allowing customers to dictate a process to you versus effectively selling a more efficient process to them.

One and done is the way to go. It reduces labor intensity for both you and your clients while delivering tremendous value for which you should be equitably compensated. Now, just go sell it!

Scott is the author of the forthcoming book, Sales Yoga: A Transformational Practice for Opening Doors and Closing Deals

Scott WintripSubmit One Candidate and Close the Deal – Scott’s Sales Yoga Thought for the Week
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Building Unconditional Customer Loyalty

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This past weekend I had the pleasure of being with my wife as she watched her beloved alma mater, Ohio State, beat Michigan in their yearly football matchup. While it’s been several decades since Holly sat in the stands cheering on her team as a student, you would’ve thought it was just yesterday as she hooted, hollered, and even dropped a few choice expletives. She is consistently passionate and loyal for everything Ohio State, regardless of whether they win or lose. Collegiate teams, and even many professional sports franchises, serve as models for creating experiences that enroll people in inviolable attachment, win or lose.

Imagine if your company had that type of loyalty from customers. In spite of occasional failings and shortfalls, they stick by you, your relationship transcending any one transgression or problem. Such loyalty is not only possible, it should be the goal of every business of every size. To achieve this, your organization must employ T-V-A:

  1. Trust: Make promises that are ALWAYS kept.
  2. Value: Provide value customers need along with value they didn’t know they couldn’t live without.
  3. Amends: While you must never fall short on promises, mistakes will happen. Own them, without making excuses, and while making things right use it as an opportunity to deepen your relationship with the client.

Most companies fall short in one or more of these areas at least some of the time. As a leader, it’s your job to ensure this never, ever happens. Yes, this is about perfection, and these three areas can be done perfectly as they are completely within your control if the appropriate processes are in place. If your customers trust that everything you promise will be delivered and if they receive anticipated and unanticipated value, the mistakes, as long as they do not happen often and are handled well, are quickly forgotten. Just like last week’s loss by your favorite team is ancient history, the next time they win, your clients will always be cheering you on as you build and sustain trust, deliver tremendous value, and make amends, as needed.

Scott WintripBuilding Unconditional Customer Loyalty
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Focusing on Value Creation (The Wall of Ideas)

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StaffingU and the Wintrip Consulting Group recently sponsored the Wall of Ideas, an idea exchange done graffiti-style, at the most recent Staffing World. This is the fourth in a series that I’ll share over the coming weeks along with commentary on how to employ these in your firm.

Focusing on Value Creation

The battle against commoditization continues to be fought by your colleagues in firms big and small. Nothing shifts the focus away from price better than drawing attention to the tremendous value that specifically solves the customer’s problems or challenges.

I recently advised one of my clients to price their service at a higher rate than the competition even though the customer appeared to be fixated on the spend. What prompted this was a comment made during the “ask” step (mentioned in a previous blog post on tailored presentations) where the buyer mentioned, several times, how busy they were and how much time the onboarding process was taking in their schedule. The proposal included added value that shifted more of the onboarding to the staffing firm. The buyer said, “while I was hoping to pay what I’m paying now, it’s worth paying more just to get this off my plate.”

Scott WintripFocusing on Value Creation (The Wall of Ideas)
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