Help Prospects Try Before they Buy
What you'll learn:
This section will help you understand the Hire Free user experience, notifications that partners receive, and information on Hire 2.0 user roles. You’ll also find lessons as well as a sample video that will help prepare you to deliver the 1:1 Hiring Strategy Session.
Deliver the 1:1 Hiring Strategy Session
The 1:1 Hiring Strategy session is an opportunity for you to position yourself as your prospect’s trusted Talent Optimization Advisor.
There are four keys to delivering this session successfully:
|Key to Success||Definition||Observable Behaviors|
|Meeting Management||Displays confidence and manages time effectively.||Opens with a verbal agenda, gains agreement, sets expectations and next steps.|
|Trust Building||Develops rapport quickly and establishes credibility.||Shows up authentically, shows empathy, listens actively, and provides value.|
|Business Acumen||Researches prospect. Matches need to value prop and displays organizational savvy.||Speaks to the pain points and understands the prospect’s business.|
|Product Knowledge||Fluently represents the power of the PI software.||Provides examples, navigates easily in the software, anticipates hesitations.|
Agenda + Opening
u003cspan style=u0022font-weight: 400;u0022u003e60 minutes scheduled.u003c/spanu003e
u003cspan style=u0022font-weight: 400;u0022u003eIn our time together, we’ll discuss: u003c/spanu003ernu003culu003ern tu003cliu003eu003cspan style=u0022font-weight: 400;u0022u003eu003cstrongu003eJobu003c/strongu003e: Job targeting u003c/spanu003eu003c/liu003ern tu003cliu003eu003cspan style=u0022font-weight: 400;u0022u003eu003cstrongu003eCandidateu003c/strongu003e: Evaluating the candidate’s Head (BA), Heart (Interview Guides), and Briefcase (Resume)u003c/spanu003eu003c/liu003ern tu003cliu003eu003cspan style=u0022font-weight: 400;u0022u003eu003cstrongu003eFitu003c/strongu003e: Using the customized interview guideu003c/spanu003eu003c/liu003ern tu003cliu003eu003cspan style=u0022font-weight: 400;u0022u003eIs there anything else you want to be sure that we cover during our time together today? u003c/spanu003eu003c/liu003ernu003c/ulu003e
u003cspan style=u0022font-weight: 400;u0022u003eBefore we jump in, how have you been doing this past year, with every organization experiencing the Great Resignation? What has made your job increasingly difficult? (e.g., job targeting, hiring manager alignment, sheer volume of open positions, etc.)u003c/spanu003e
u003cspan style=u0022font-weight: 400;u0022u003eThank you for sharing with me. I’m here to help you. Many of my clients are experiencing turnover, looking for ways to accelerate their hiring process, or working to de-risk their talent selections. Sounds like your main focus right now is [FILL IN TOP HIRING NEED], so if it’s okay by you, let’s talk through this [NEED] together during our time today. Does that sound okay?u003c/spanu003e
u003cspan style=u0022font-weight: 400;u0022u003eThe closer I can get to your needs, or pain points, the better I can understand how this solution will help you. Tell me: What’s the volume of open positions? Who is involved in that process?u003c/spanu003e
u003cspan style=u0022font-weight: 400;u0022u003eRecap any pre-work that had been completed by the prospect: Thank you so much for taking these few steps in Hire 2.0. Have you used anything like this before? Job targeting? Behavioral Assessments? Custom Interview Guides? Best fit ratings?u003c/spanu003e
u003cspan style=u0022font-weight: 400;u0022u003eAnd if what you see here today resonates with you, we can discuss any next steps – does that sound like a good use of our time? Excellent…let’s get started.u003c/spanu003e
Just a quick note before we get started: we’re going to cover a lot of ground in the next hour, but don’t worry! I’m going to send you an email that will recap our discussion, any relevant resources we discuss, and our next steps.