Post Demo Process
You've pitched a sponsored job campaign and you have a follow-up call for three weeks out because the HR manager needs to get approval from the executive team. What stage should this opportunity be in?
What is Stage 2
Elaborate: Explain the importance of an organized pipeline
When a client disagrees or challenges something you said.
What is an objection
Elaborate: On the demo follow-up, the client said they cannot afford the budget pitched and are looking for a discount. We pitched 3k 90 days for 5 roles for RNs in a very competitive market. Handle this objection (Mike Role Play)
A client agrees to a 3k 90-day commitment.
What expectations do we inform the client about before starting a campaign with us?
What are weekly review calls, budget, time to fill, etc...
Elaborate: Handle this objection - "Sorry I don't have enough time in my week to meet with you. If this works, I shouldn't have to connect with you weekly, right?" (Role play Espo)
This report is used to compare free and paid traffic
What is the sponsored vs. Organic report
Elaborate: How can you leverage this data for an upsell?
We send this to clients who've already received pricing information
What is value
Elaborate: A client tells you through the needs analysis that the quantity of resumes is the biggest challenge for their recruitment team. What type of value can you send to the client? (We're looking for specific examples)
We discovered that this client needed to make multiple hires "yesterday" and are now asking to push the follow-up call a month out. What information do we leverage to convince them to take the call earlier?
What are pain points
Elaborate: We discovered that this client needed to make multiple hires "yesterday" and are now asking to push the follow-up call a month out. Each contestant must create a question to handle this objection.
A client needed to make 10 hires "yesterday". They are unwilling to agree to a 90-day campaign and they only want to commit for 2 weeks. What is a question you can ask/what part of their hiring process can we leverage that will show them the value of a 90-day campaign?
What is.... How long does it take for you to make a hire? (What is your normal hiring cycle?) (How long does it take from application to hire?)
Elaborate: The client is still hesitant to sign up for more than 30 days. What can we leverage to provide value to the client?
You've set up a 90-day campaign with this client and are on your first review call. One week into the campaign, the client is unhappy with the traffic they've been receiving and is starting to feel uneasy about this partnership. What do we need to do to overcome this obstacle?
What is Manage/Reassess Expectations
Elaborate: The client is having buyer's remorse after not receiving any quality applications and is getting into the thought of stopping the campaign. We've set up a 3k 90-day in hopes to hire for RNs in a competitive market. (Role play Sierra)
A previous client's point of view that helps set expectations. Often used as value for potential clients
What are case studies
Elaborate: Value is important in the post-demo process. Name 2 apps within the Okta dashboard that you can leverage to find information to use post-demo
This term refers to the practice of acknowledging a client's concern in a positive manner before addressing it with further questions and evidence
What is cushioning
Elaborate: Create a response for the following
"I don't think Indeed has what I'm looking for. I've made hires for assistants in the past, but no skilled professionals are looking on Indeed. They're all using LinkedIn"
The client makes their hires and is fully staffed before the campaign has finished. They currently have $4,000 left on the IO. What can we leverage to keep the client spending the remaining balance?
What is allocating budget to another product/solution
Elaborate - The client makes their hires and is fully staffed before the campaign has finished. They currently have $4,000 left on the IO. How can you leverage your initial agreement into continuing Indeed's services?
A client's click-through rate is less than 50%. Their job description is perfect and they have competitive pay. What can we leverage to help drive their engagement?
What is Employer Branding
Elaborate: What is the benefit of improving your employer brand presence on Indeed and Glassdoor? How can this improve their CTR?