I read this article this morning, and thought - "does he know what's going on?" And then I thought - "Hmm: its just a piece of seminar fodder!"
The reality of recruiters, and even employers using web 2.0 is - they already do. We just often at present don't use it to advertise vacancies.....
In a previous blog, I wrote about how much information there is now out there in the public information space, and how social networking (Web 2.0) was being used by recruiters and employers to more thoroughly vet applicants. Only last week, I coached a pre-grad University student on how grooming and possibly hiding her Facebook and MySpace pages may assist her in both finding employment and on being vetted.
What really amazed me about the article was that, as in example a member of LinkedIn LION's where an outsized proportion of members are recruiters; they join because of who they want to connect to in both potential candidates as well as other recruiters, so that they can both more easily find people and check them out.
So, just to repeat - if you are looking for a job on either permanent or contract basis, and have a professional pitch to make: just watch what you have about yourselves on your Web 2.0 pages. Honestly, Google and social networking is a god-send in the recruitment market!
Wednesday, 23 April 2008
Monday, 7 April 2008
Why cold calling has an awful reputation - LMB Direct Marketing
There are lots of cold calling guru's out there. Many will tell you that its the only proven way to gain new customers. Many will tell you that its the cheapest way of gaining new customers. And many will teach you systems which will have excellent "response" rates.
Having designed call centres since 1990, and having directly learnt various cold calling systems since 2002, I am here to tell you that - the internet is killing cold calling, through consumer power.
In example, my business phone line for the past month. I have been getting a series of cold calls from various 0800 numbers, which when I answer remain silent......
Rule1: under OfCom rules, there is only a certain amount of time that you can be left waiting
My business line is not CTPS registered.....
Rule2: if you don't want cold calls, use either TPS to suppress personal cold calls or CTPS to suppress business cold calls. Simply register
So, I did a search on the numbers calling me, and all came back to LMB Direct Marketing. This user forum site run by Dynamoo is just one of many found by a quick Google search that correlate various telephone numbers with companies and, where the customers/targets have had awful service, scam hunts. Most of these mainly bulletin board format forums will tell you:
who is calling
what they are selling
their systems - including if they are who they say they are!
whether the customers have had good service (complainers normally out voice happy customers by 10 to 1)
how to avoid being conned where appropriate
Having read about the people calling me, I simply followed the system explained on the bulletin board - and then legally suppressed my data last week with LMB....
Rule3: if you are legally cold called, you can choose to suppress your data on their database. Just say: "I'd like my data suppressed on your database, I do not wish to receive any more calls from your company or the company you represent." Not following your instructions can result in an immediate sanction from OfCom
So, does cold calling still work? I was always amazed when designing call centres that marketeers would leap around like spring chickens with response ratio's of greater than 5% - to me, that just means 95% said no. And when I learnt about 100% cold calling systems, although they would get close to 100% agreement to a meeting (remember - calling busy people means they are busy: so no system can be 100% successful), my conversion ratio to paying/contracted customer fell on the back - from 3in4 to 1in3. Many would say at some point while we were shaking hands "and why are you here?"
Personally as a busy business person myself, I think a letter as an introductory system works to a better professional level. A friend who runs the UK's second largest call centre (they log everything - data tells them a lot, both inbound and outbound), tells me that 7/10 callers who call to sell to them don't know the name of the key executives - even though they are fully listed on their website! If someone writes a letter to them, which is clearly aimed at them, they normally always take the meeting. Its what they term "warm calling" (its normally followed up by a phone call from the salesperson), and gains an 80% plus conversion ratio. If you want to know how to write a great letter, start with Mike Southon's book "Beermat Entrepreneur" - the system I use starts with a letter like Mike's.
Cold calling - yes, you can learn a great system, but the moment someone (equally intelligent, busy and professional as you are), recognises you as a cold caller, then watch-out for the reaction. It may have nothing to do with you or your product, and often much to do with the fact you are cold calling - probably after someone like LMB!
Having designed call centres since 1990, and having directly learnt various cold calling systems since 2002, I am here to tell you that - the internet is killing cold calling, through consumer power.
In example, my business phone line for the past month. I have been getting a series of cold calls from various 0800 numbers, which when I answer remain silent......
My business line is not CTPS registered.....
So, I did a search on the numbers calling me, and all came back to LMB Direct Marketing. This user forum site run by Dynamoo is just one of many found by a quick Google search that correlate various telephone numbers with companies and, where the customers/targets have had awful service, scam hunts. Most of these mainly bulletin board format forums will tell you:
Having read about the people calling me, I simply followed the system explained on the bulletin board - and then legally suppressed my data last week with LMB....
So, does cold calling still work? I was always amazed when designing call centres that marketeers would leap around like spring chickens with response ratio's of greater than 5% - to me, that just means 95% said no. And when I learnt about 100% cold calling systems, although they would get close to 100% agreement to a meeting (remember - calling busy people means they are busy: so no system can be 100% successful), my conversion ratio to paying/contracted customer fell on the back - from 3in4 to 1in3. Many would say at some point while we were shaking hands "and why are you here?"
Personally as a busy business person myself, I think a letter as an introductory system works to a better professional level. A friend who runs the UK's second largest call centre (they log everything - data tells them a lot, both inbound and outbound), tells me that 7/10 callers who call to sell to them don't know the name of the key executives - even though they are fully listed on their website! If someone writes a letter to them, which is clearly aimed at them, they normally always take the meeting. Its what they term "warm calling" (its normally followed up by a phone call from the salesperson), and gains an 80% plus conversion ratio. If you want to know how to write a great letter, start with Mike Southon's book "Beermat Entrepreneur" - the system I use starts with a letter like Mike's.
Cold calling - yes, you can learn a great system, but the moment someone (equally intelligent, busy and professional as you are), recognises you as a cold caller, then watch-out for the reaction. It may have nothing to do with you or your product, and often much to do with the fact you are cold calling - probably after someone like LMB!
Monday, 24 March 2008
When marketing goes badly wrong...
In these modern times, it is often difficult to get traction for start-ups which are new into the market. Markets are crowded and there is much competition, so marketeers are forced to get more - creative. Often this leads to the use of what in modern terms be called "shock and awe" - in other words, I have too shock greatly for you (Mr/Ms Consumer) to notice my product.
Often, this leads to the use of sex in adverts - either in simile usage, or direct "do this, result: have sex:" the Lynx advert is probably the best send-up of the game which high quality perfume manufacturers and brands have been playing for a while.
However, some things don't need added sex - for instance, the radio advert for this event almost got me to drive off the motorway in shear shock. I wonder if they ask you would like milk with your tea and biscuits...?
Often, this leads to the use of sex in adverts - either in simile usage, or direct "do this, result: have sex:" the Lynx advert is probably the best send-up of the game which high quality perfume manufacturers and brands have been playing for a while.
However, some things don't need added sex - for instance, the radio advert for this event almost got me to drive off the motorway in shear shock. I wonder if they ask you would like milk with your tea and biscuits...?
Thursday, 13 March 2008
UK immigration death sentences - targets over policy, compassion, thought, and common sence
I have always though and believed that the UK was a fair and open minded society, but I am out raged at the actions of our Labour government.
When I lived in Kent, I knew what the immigration problem was - all I needed to do was to drive to Dover from Tunbridge Wells (optionally take a Shuttle to Calais), and count the number of people trying to break into my car, or act like rabbits in front of it for a lift to London. The other option when working in Croydon was to take lunch in the High Street (where the main appeals office for UK Immigration is), and see how many times you were asked for directions. Summary: I knew there was an immigration problem before the Government announced there was one.
The outrage of the public came when the volume of these economic migrants were exposed by the Daily Mail amongst others - bastions of the middle classes. So suddenly echo's of Michael Howard-esque policy came thundering from the Home Office, as migrants were viciously pursued and sent home - firstly with large lumps of cash on BA airplanes, now with an appropriate amount of cash on a charter jet.
However, the problem of this target driven system is - it forgets the humanitarian clause, which all countries who are members of the UN sign into. I guess in the case of this lady who was suffering from cancer, that because it was only a local campaign "fair care" means dumping you in a place with no care; where as the case for this young man who is also most likely condemned to a death sentence, is worthy of Home Secretary review.
I can't see that personally either case is deserving of a target driven death sentence on behalf of my country - but apparently, policy is driven by the media and the Government have lost it in their targets.
Please don't ask me why I can't vote Labour at the next election - I don't have pockets financially deep enough to afford the moral and humanitarian cost of them any more
When I lived in Kent, I knew what the immigration problem was - all I needed to do was to drive to Dover from Tunbridge Wells (optionally take a Shuttle to Calais), and count the number of people trying to break into my car, or act like rabbits in front of it for a lift to London. The other option when working in Croydon was to take lunch in the High Street (where the main appeals office for UK Immigration is), and see how many times you were asked for directions. Summary: I knew there was an immigration problem before the Government announced there was one.
The outrage of the public came when the volume of these economic migrants were exposed by the Daily Mail amongst others - bastions of the middle classes. So suddenly echo's of Michael Howard-esque policy came thundering from the Home Office, as migrants were viciously pursued and sent home - firstly with large lumps of cash on BA airplanes, now with an appropriate amount of cash on a charter jet.
However, the problem of this target driven system is - it forgets the humanitarian clause, which all countries who are members of the UN sign into. I guess in the case of this lady who was suffering from cancer, that because it was only a local campaign "fair care" means dumping you in a place with no care; where as the case for this young man who is also most likely condemned to a death sentence, is worthy of Home Secretary review.
I can't see that personally either case is deserving of a target driven death sentence on behalf of my country - but apparently, policy is driven by the media and the Government have lost it in their targets.
Please don't ask me why I can't vote Labour at the next election - I don't have pockets financially deep enough to afford the moral and humanitarian cost of them any more
Only 35% can buy 8Mb ADSL broadband, and NO ONE can get it
This story in the news is interesting. Effectively it says.....
ADSL technology can't beat the laws of physics
But, more complexly it says.......
Your service provider, if you are buying 8Mb ADSL broadband, is lying to you
But actually, does it really matter? Well, yes, because as business people and consumers what it says is both good and bad.......
ADSL broadband is now so widely available with reasonable coverage at good competitive prices (good), that the sellers of such services to gain a competitive advantage are lying to their (potential) customers (bad)
One of the reasons that Post Offices are closing is this wide availability of ADSL broadband - you no longer need to sign on or tax your car (how ever expensive the new taxes are), at your Post Office - you can now do that online. This is possible because of ADSL broadband. Unfortunately, ADSL can't break the laws of physics - nor can the mobile phone networks: so much as thought it all works well in Bayswater, neither do in the centre of a mid-Wales valley.
I think the government need to do two things.......
1. Agree fair rules about the marketing of broadband. I think that will mean a disclaimer clause like those at the end of an investment advert, that explains that "markets fluctuate, and you may not get what you put back in;" the ADSL one would say that only x% of the population can get 8Mb ADSL, and actually you won't get 8Mb during peak traffic times
2. Agree an investment policy re rural services. This should include the creation of multi-functional premises - shops, post office, pub, etc in one place; and all should include a "hole in the wall" machine, a surf café and a mobile phone mast. If such an investment is not made, then any policy which claims to be green or rural is bunkum
Physics and being honest with consumers/voters - the way to save the rural communities!
But, more complexly it says.......
But actually, does it really matter? Well, yes, because as business people and consumers what it says is both good and bad.......
One of the reasons that Post Offices are closing is this wide availability of ADSL broadband - you no longer need to sign on or tax your car (how ever expensive the new taxes are), at your Post Office - you can now do that online. This is possible because of ADSL broadband. Unfortunately, ADSL can't break the laws of physics - nor can the mobile phone networks: so much as thought it all works well in Bayswater, neither do in the centre of a mid-Wales valley.
I think the government need to do two things.......
Physics and being honest with consumers/voters - the way to save the rural communities!
Asda's in Aberpandy this Saturday?
One thing that people never get about rugby in Wales, is that its not just a sport - its taken as seriously and as part of the fabric of life as a religion. Its a fair summary to say that if Wales lose on Saturday, it could be the best days weather in history - and Cardiff would still be like a wet and dank morgue. Win, and who cares about the rain ...... :)
My reintroduction to this fact was sitting on Radyr station a few years ago, when Wales were playing Scotland in Cardiff. Two little old ladies, one with a walking stick and the second with a Zimer frame, came bouncing down the platform wearing obligatory scarves discussing the detailed tactical intricacies of the present three quarter line versus the classic one of the 1970's...... ;)
Not to be left out at any point when a rugby event occurs, BBC Wales long ago invented the fictional valleys village of Aberpandy. As the Welsh like all celts have a fairly robust sense of humour, Aberpandy is what the PC English would call politically incorrect - much like a Welsh-set recreation of Ashes to Ashes, it includes blonde barmaids, men in tweed who drink beer; and the centre of life and culture is the rugby club. The present Aberpandy advert for BBC Wales coverage of the grand slam decider against France includes a man hitting his Peugeot with a large stick, and women getting excited about another Welsh try.
This classic of Aberpandy is from last years series for the Rugby World Cup coverage - but it does look like a recreation of what my local Asda's will be like at 17:00.
PS: And just in case you thought this was just a male PC phenomenon, look here - shot in the Hilton 4star hotel in Cardiff!
My reintroduction to this fact was sitting on Radyr station a few years ago, when Wales were playing Scotland in Cardiff. Two little old ladies, one with a walking stick and the second with a Zimer frame, came bouncing down the platform wearing obligatory scarves discussing the detailed tactical intricacies of the present three quarter line versus the classic one of the 1970's...... ;)
Not to be left out at any point when a rugby event occurs, BBC Wales long ago invented the fictional valleys village of Aberpandy. As the Welsh like all celts have a fairly robust sense of humour, Aberpandy is what the PC English would call politically incorrect - much like a Welsh-set recreation of Ashes to Ashes, it includes blonde barmaids, men in tweed who drink beer; and the centre of life and culture is the rugby club. The present Aberpandy advert for BBC Wales coverage of the grand slam decider against France includes a man hitting his Peugeot with a large stick, and women getting excited about another Welsh try.
This classic of Aberpandy is from last years series for the Rugby World Cup coverage - but it does look like a recreation of what my local Asda's will be like at 17:00.
PS: And just in case you thought this was just a male PC phenomenon, look here - shot in the Hilton 4star hotel in Cardiff!
Thursday, 6 March 2008
Property investment and financial planning ........ the NHS way!
I love this story.
In background, after stealing £104,000 over three years, NHS GP's Practice Manager Dawn Beynon, 45, was caught out in September 2007 while on a £13,000 Caribbean cruise with her husband and three children, two of whom had been privately educated. The five doctors in the 8,000 patient NHS practice commented that they had simply allowed Beynon to look after the accounts "while they got on with treating patients" - hence why she got away with cheque fraud for three years!
The new case is for recovery of the proceeds of crime - in other words, the gain on the five property portfolio she had created with the money she had stolen.
Questions.......
Does it make you worry that £30kpa disapearing out of an NHS account wasn't spotted by the auditors or the owners/doctors?
Would the alarm bells have been ringing in your mind, if in your business your £30kpa practise manager started taking £13,000 cruises as standard holidays?
How much of a medal does the judge deserve? If she does serve time in jail for non-payment of the £250k, that will be just an additional punishment
And finally: what has it come to when NHS staff build their "property is king/though must have property" portfolio's to wash their stolen gains?
Whatever the answers, the morale of story: sometimes, there is justice!
In background, after stealing £104,000 over three years, NHS GP's Practice Manager Dawn Beynon, 45, was caught out in September 2007 while on a £13,000 Caribbean cruise with her husband and three children, two of whom had been privately educated. The five doctors in the 8,000 patient NHS practice commented that they had simply allowed Beynon to look after the accounts "while they got on with treating patients" - hence why she got away with cheque fraud for three years!
The new case is for recovery of the proceeds of crime - in other words, the gain on the five property portfolio she had created with the money she had stolen.
Questions.......
And finally: what has it come to when NHS staff build their "property is king/though must have property" portfolio's to wash their stolen gains?
Whatever the answers, the morale of story: sometimes, there is justice!
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