Never Cold Call Again: Selling HR to your Company
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Transcript of Never Cold Call Again: Selling HR to your Company
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Never Cold Call Again
Presented by Erik Vermeulen.
HRMC, Gaborone, November 2011
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What?StrapColourShapeNumbers
Why?
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SHEER DRIVING PLEASURE
BEAT THE BENZ
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GLOBALLY CONNECTING PEOPLE
HIP GEEK
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Why is company culture important?
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68% of customers leave because of poor employee attitude.
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41% of customers are loyal because of a good employee attitude.
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70% of customer brand perception is determined by experiences with people.
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Global Economic Change
Attention Economy Attraction Economy
Interruption Engagement
Reactive Interactive
Big Promises Intimate Gestures
What you need What I want
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Right now, Gen Y outnumber Baby Boomers,
96% belong to Social Networks
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In 1995, the average
person had 27
connections.
In 2005, the average
person had 215
connections.
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Reasons For Losing Customers
• 1% Die• 3% Move• 5% Buy from friends• 9% Prefer a different product• 14% Unresolved service problems• 68% Because they feel that
employees are disinterested in giving service
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Service = Experience - Expect
The Service Equation
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The Service EquationPeople expect only two things1. That you know they are there2. That they made the right choice by coming to you to satisfy the need
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Lesson #1
Service aboveeverything else
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There are many ways to skin a cat…..
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Lesson #2
Advocacy beatsSelling
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Lesson #3Understand that
consumers areirrational
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X9 Factor
Trinitron
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Lesson #4
Create Mystery
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Lesson #5
Ruthlessly give away free
information
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Follow me on Facebook: Erik VermeulenFollow me on Twitter: ErikMVermeulenE-mail: [email protected]: www.erikvermeulen.com
Never Cold Call Again