Streaming video - 13 minutes

Historically, recruiters create a “sea of sameness” with calls and emails that tend to focus too much on the service being provided by the recruiter’s organization. These messages are disconnected from the real priorities and can be perceived by the prospect as self-serving, self-interested, and lacking real insight into their business. In that initial connection, they are also making decisions based on the value in your message - and whether it is even worthy of a response.

Rob Mosley explains the purpose of the I-Model approach for earning the meeting is to initiate communication in a more diagnostic conversation (or face-to-face meeting) with the decision maker. Through using this approach you will turn cold calls in to warmer consultative conversations that accelerates the relationship. Additionally, you will stand out from the masses and the sea of sameness in voicemails and emails by better communicating a clear purpose for the conversation.


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The I Model For Prospecting by Rob Mosley

Streaming video – 13 minutes Historically, recruiters create a “sea of sameness” with calls and emails that tend to focus too much on the service being provided by the recruiter’s organization. These messages are disconnected from the real priorities and can be perceived by the prospect as self-serving, self-interested, and lacking real insight into their […]

Your Professional Recommendation Visualized by Karen Schmidt

Streaming video – 18 minutes So often we talk about the tactical pieces of the recruiting process. What makes a great introduction, how do we deliver a more impactful presentation to a candidate or client, what are the hot buttons we should be speaking to, how do we handle a counteroffer, and more. In this […]

Business Development by Trish Ryan

Streaming video – 11 minutes Trish Ryan is Managing Partner with Ryan Consulting Services. For over three decades, Trish has served our industry as a recruiter, leader and strategic consultant. Her search experience began in 1980 as Managing Partner at JPM International, then as a Director of Network Development of a global recruitment network. She […]

Engaging the Gatekeeper by Rob Mosley

Streaming video – 14 minutes While it is always our goal to work directly with decision makers and influencers, the reality is that we must often navigate past gatekeepers first in order to have valuable conversations with our intended prospects. Every relationship in an organization, whether it be at the executive, managerial, or individual contributor, […]

Spin Selling by Scott Love

Streaming video – 4 minutes Scott Love is President of The Attorney Search Group – a member of the Sanford Rose Associates network of offices. Scott is also a leading expert and authority in the executive search industry and has been quoted in the Wall Street Journal and Selling Power Magazine and is the author […]

Mass Emails and Your Database by Jordan Rayboy

Streaming video – 8 minutes Jordan Rayboy is President and CEO of Rayboy Insider Search – A Member of the Sanford Rose Network of Offices, and leads the top information storage focused executive firm in the country. The RayboyIS team has helped clients hire hundreds and hundreds of sales, engineering, and management professionals. Jordan is […]