Science Of Persuasion
FOMO (Fear of missing out) is often used as a way to describe this technique
Scarcity
Share an open-ended question you can ask a client to create urgency
How urgently do you need to make a hire?
Why is there such a rush to hire?
What would making this hire do for your business?
What does the acronym TAT stand for?
How can we upsell a CPA client that is NOT included in different tests or tiers?
Job Optimization
Getting a client to give small "yesses" or "trial closes" through the call - is another way to describe this technique
Consistency
What are 2 ways we can create urgency with clients?
- Schedule quick follow-up calls
- Stress the client has your help for 14 days(fomo)
- Use data/analytics/live searches to leverage the need to post now
What is the first step in the Objection Handling process?
Listening
What is the max amount of invites a client can send for the "invite matched candidates" feature
200
What technique is Indeed's commercial using here:
Social Proof - example of someone having a successful and specific experience using Indeed
In 3 or fewer sentences, share a story as if you were speaking the Rosie the restaurant owner.
Client objection to reposting their Server ad is that no one had experience.
Something along the lines of
"With the current job market, many clients are experiencing the same thing, you're not alone. Let me walk you through "XYZ"
List 4 of the 5 steps of objection handling
Listen - cushion - question- evidence- evaluate
any 4 of the 5
Give 3 examples of jobs that do NOT qualify for CPA pricing
Multiple Locations
State/Nation Wide,
Confidential (S.O jobs)
OPT out
Not using email apply
US Only
Account is paid via IO
Job is "nowhere"
List 5 of the 6 techniques
Reciprocity
Scarcity
Authority
Social Proof
Consistency
Likable
Your client, (Robert) is rushing you off the phone because they have a meeting to get to - give us a mock example on how to create urgency and be assertive, without being pushy
Example: "Your time is valuable and I want to help you save it wherever I can. I know you're walking into a meeting now, so lets's connect in 2 hours so we can talk about getting you some applicants. Does 4pm work"
Provide a cushion for this client's objection:
"Indeed is awful. I'm wasting all my time scheduling interviews and no one shows up for interviews"
Example: "Your time is important..."
-- any cushion works as long as it's addressing the client's objection--
Mock Scenario - In a few sentences how do you respond?
You call Penelope who has a $47 recommended budget and they say:
"I set my ad up for 3 weeks in 3 locations with $10 per day and I spent $14 yesterday and my report says I'm paying almost $3 per click but I can't even find my ad. How much is Indeed actually charging me?"
It's important you know where you're budget is being spent. To start, the daily budget is an average and will fluctuate but not surpass your 21-day end date max of $210.
The cost per click will also fluctuate to keep up with job seeker traffic. Right now your ad is underfunded which can cause you to run out of that budget before the day is over.
I have a few recommendations to help improve your ad, do you have access to a computer?