tonyrestell

Tony Restell

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Ex-Strategy Consultant | Founder: Top-Consultant.com and Social-Hire.com| Entrepreneur with over a decade of experience in online recruitment and social media | Head of Social-Hire.com --> Social Media Marketing Agency for the Recruitment industry.

Please feel free to send me your questions any time!

Talenetic Founder Keith Potts on The Evolution of Recruitment

Recruitment Agency and Job Board Owners joined us yesterday for a briefing on the ways that technological advances have been impacting the recruitment industry. I was delighted to host Recruitment Entrepreneur Keith Potts for this session. Best known as the Founder of Jobsite - and more recently as the Founder of Talenetic - Keith addressed both the impact that technology has had to date and the further evolution of the recruitment industry that we can expect to see in the coming years.
 

The Evolution of Recruitment

A full recording of the session follows below. Personally the 3 key messages I took away from the session were: i) be wary of becoming over-reliant on any one channel for reaching candidates; ii) constantly be adapting to the ways that smartphones are impacting our behaviour; and iii) always be testing, collecting data and then refining what you do in light of the outcomes of your tests. For more insights like these do watch the recording below and check out the Talenetic Blog.
 

Jobsite & Talenetic Founder Keith Potts - Webinar Recording


The main topics addressed in the recording are:

  • The dramatic changes underway in the recruitment market - and how adapting can open up new revenue opportunities for your business.
     
  • The inside scoop on the recruiting technologies you could be incorporating into your Job Board, Recruitment Agency or Publishing business.
     
  • Question & Answer session with Keith Potts and Felix Wetzel.


For details of other forthcoming presentations, do register as a member of our inner circle.

 

3 Key Steps To Make Your Business More Social Media Savvy

I've spoken at length about the business upsides of investing in your social media presence. Whether you're looking to attract talent, generate business leads, drive online sales or raise the profile of your business, the right social media strategy can play a huge part in making you successful.

However, there are three challenges for a business to overcome if it wants to fully exploit social media...
 

Social Media Savvy


Those three key steps to make your business more social media savvy are:

  • Devising an effective social media strategy

  • Securing the social media skills necessary to deliver this strategy

  • Making the whole business more proactive on social media


Let's look at each in turn - and the changes you need to make in your business to exploit the full benefits that social media can bring...


Devising an effective social media strategy

Planning is essential when it comes to winning with social media. Once your team is let loose on social media, it can become a major time drain on the business. Your company needs to have a defined audience that it wants to reach, a specific outcome that it wants to achieve - and a funnel that takes people on that journey from first encounter to end result.

For some businesses this may be achieved entirely organically. You'll look to build up an ever larger audience and become increasingly effective at converting that audience into business leads, website traffic, online sales or candidate applicants. Yours will be a business that wins itself a rapidly growing fan base and engages to steer fans in the desired direction.

For other businesses the focus may be much more focused on direct marketing. You will become expert at using the wide range of advertising options and re-targeting approaches that are made possible by social media advertising channels. You will test, learn, test until you've found the formula of audience targeting, advertising copy, call to action and landing page that delivers a favourable ROI on your social media spend.

In my experience, most businesses will use a combination of both of these approaches to fully take advantage of social media and the business upsides it can bring.


Securing the social media skills necessary to deliver this strategy

You probably noticed that we've just uncovered a significant obstacle for any business wanting to make the most of social media. Having the skills in your team to do all of the above is a big ask. Maybe you'll choose to outsource your social media to dodge this challenge altogether, certainly this is an option that some SMEs have been adopting.

Many businesses want to have these skills in-house though. At which point you have two options. For the most rapid results, there's no avoiding the fact that you'll need to hire a proven Social Media Manager to lead the delivery of this strategy. You're going to need to involve someone in the hiring process who has deep knowledge of social media, or you run the risk of hiring someone whose seemingly impressive social media skills are actually quite mediocre. Or you're going to have to find the budget to engage a specialist social media recruitment agency who can select a proven expert for you. Obviously this ratchets up the cost of delivering on your social media strategy quite considerably.

Once on board you'll need to invest in keeping their skills current, given the rate at which social media best practice is evolving. Social media training like this actually opens up a second option though. Many businesses are trying to get social media results at a lower cost by turning to admin staff or interns to deliver their strategy. Without investment in their training, this can be a horribly ineffective option. Social media is often viewed as being free and easy to use. But there's nothing free or easy about getting business results on social media - and misjudging this is the single biggest reason that businesses fail to get results from social media in our experience.

However, if you can afford to wait a few more months to see social media results in your business, training up an under-utilised or lower cost member of staff may be a highly attractive option. Online courses make it possible for a staff member to learn these tools and approaches on the job - and to undertake training that is bespoke to the needs of your individual business. Take a look at The Unfair Advantage if you're thinking of going down the route of training staff in social media skills.


Making the whole business more proactive on social media

Numerous studies have shown that potential customers need something like seven touch points with your business before they will feel reassured and ready to "buy". Whether your "customers" are potential hires that you want to join your business, or people who you want to buy your services online, or businesspeople who you want to request a consultation... the same logic holds. If people have had more exposure to your business brand and its advocates, they are more likely to take the desired course of action and in a shorter space of time.

It stands to reason, therefore, that a team who all pull together in sharing a company's messages on social media will achieve stronger results than a company that's trying to get its message out there on its own. A company whose voice is multiplied is also more likely to be noticed and shared by social media influencers, taking your social media reach to a whole new level.

Success on this front comes down to two things. Firstly, conveying the message from your CEO that this is critical to the success of the business. You need your staff to really buy in to the importance of them being more proactive on social media. Secondly you need to give your staff the tools necessary to do the job. From curating the content to be shared to providing the tools that make that sharing hassle-free, the easier you make it for staff to get involved the more they will do so.

I hope this post has helped you in deciding on the right course of action for your business. If you need more input you're very welcome to book in for a free consultation with our team and we'll help you to reach the conclusion that's right for your budget and circumstances. Good luck.

 

Is Your Social Media Stream One Great Big Turn Off?

Many moons ago I worked as a cold-calling sales agent in the US. It was great life experience and equipped me well for the challenges of setting out as an entrepreneur. One of the things that really stuck with me is the mantra that people buy from other people they know, like and trust.

This advice is gold-dust when it comes to social media.
 

Social Media Advice - How To Attract Interest


As a business or a professional, you are probably active on social media for commercial gain in some shape or form. Maybe you want to attract new client leads for your business, maybe you're looking to drive online sales, maybe you're eager to attract talent to apply for your vacancies... or to grow your own influence in your market. But before you can achieve any of these end goals on social media, you need to have transformed strangers into people who know, like and trust you and your business.

Let's explore that idea a little further, because the implication may well be that what you're currently sharing on social media is completely unsuited to the end goal you're striving to achieve! Could it be that your current social media stream is one great big turn off?!


Become Known

So firstly, how do we get people to know us or our business? What we're striving for here is to consistently appear in the social media streams of our target prospects, preferably without having had a massive advertising outlay to achieve this.

Two things need to happen here - and there's a common theme when it comes to ensuring that both things happen.

Firstly, we want our social profiles to be compelling for our target audience to want to follow. If we succeed in "signing up" (as followers) 40 out of every 100 people who look at one of our profiles, then we are well placed to build our social media presence really quickly. If, however, we only "sign up" 1 out of every 100 people who look at one of our profiles, it's going to be extremely hard work to build even a small following on social media.

Secondly, we want people who start receiving our updates to choose to reshare or retweet them to their networks. This is how explosive growth in your business reach can be achieved - and therefore how you can achieve the first stage goal of having your target demographics know your business.

The common theme with both of these success factors is that your social media updates need to be noteworthy and share-worthy. When people look at your social pages for the first time, are they going to look at your last few updates and think these are insights or entertainment that they'd like to see more of? Or are they going to look at them and think they're too promotional and commercially driven? The answer here impacts both whether people will sign up to get more of your updates - and whether they'll start regularly resharing your posts once they do start regularly seeing them.

Now let's be clear here. Unless your company is selling $10 bills for $5 each, your promotional messages are unlikely to be so compelling that people will be queuing up to follow you and to receive a stream of these from you each day. They're also unlikely to be offers that people instinctively want to reshare with their networks. So do away with the constant promotions in your social media stream (run these as paid promotions instead if you need them in your business).


Become Liked

So we've figured out some key ingredients for ensuring our profiles stand a chance of becoming well known. But how do we also become liked? This part should be simple - although many businesses struggle with it!

As humans, we like people who show an interest in us. We like it when strangers call us by our name. We like being treated with respect. We like it when someone wishes us well or asks how our day is going. We like our contributions being noticed. We don't like being sold to.

Instinctively you know this, right? If you went to a conference today and were networking with people from your industry, you wouldn't launch straight in with a complete stranger and try to sell your product or service would you? No, you'd introduce yourself, show an interest in what they do, enquire how business is going for them, be appreciative of insights they share with you. Any attempt to sell would come further down the line wouldn't it?

So it always amazes me when I see people's first interactions on social media being a sales pitch. You've all been on the receiving end of a LinkedIn message that is a sales pitch from an individual you've only just connected with (or worse still, have never interacted with!). You've no doubt received an automated direct message from someone on twitter, where within minutes of being connected they're asking you to like their facebook page or check out their brochure. This is the social media equivalent of behaving like that dreadful bore of a salesperson at the conference. Make me like you first - and then you've earned the right to pitch me on what you can do for my business!

This really isn't hard to enact on social media, but it requires willpower and a change in mindset to play the long game rather than always going for the quick win.

Thank people for insights they've shared; ask them if they're having a successful month; reshare their updates with your own compliment or insights added; interact with them by first name. Try this for just a few weeks and you'll be absolutely staggered by the transformation in your results.


Become Trusted

Becoming trusted can be achieved in a variety of ways. But ultimately they all come down to being helpful, interacting with people individually and de-emphasising selling.

One way you'll become trusted is through social proof. If other people are regularly interacting with you, recommending you, resharing your updates... then that has a positive impact on everyone connected to you. I may already trust your business enough to buy from you, but the chances of that are multiplied considerably if I see someone else I know who's raving about your expertise or sharing with their network a promotion that you're running right now.

Familiarity also breeds trust. If I've seen your company active in the market for some time, I have more confidence in recommending you and using your services. As a business, you can accelerate this process by regularly interacting with your prospects or by paying to promote some of your updates to be seen in your prospects' streams. Of course the longer you've been investing in your social media presence, the more prospects you'll have who think you're a familiar name. Just one of many good reasons to invest in social media today rather than delaying.

My favourite tip though for becoming trusted is to give selflessly. If people are struggling with a challenge, wade in with the solution. Provide people with free resources rather than immediately pushing to make the sale. Be objective in the advice you give, rather than self-serving. Then when you eventually recommend that your goods or services are what they need, your input has far more credibility. Recommending that people do not buy some of the products or services you offer is one of the surest ways to have them trust the advice you give them - and so increases the likelihood of them actually buying from you when you are finally putting to them the solution that really is best for their own business needs.

Make your social profiles a fountain of insights and helpful resources for your target prospects and you'll build up goodwill that in time becomes trust. Interacting in ways that are helpful rather than self-serving shows that you have their best interests in mind. Get this right and you'll have completed the cycle of becoming known, liked and trusted in your niche market. Good luck and I hope this advice helps you accelerate your results on social media.

If you'd like ongoing help with developing your social media presence, be sure to check out our training programme "The Unfair Advantage" or explore how you can outsource your social media to us for a low monthly fee.

 

Key Social Selling Takeaways for Your Small Business

How can small businesses get results from social media? What time investment is needed for those results to start flowing? Is it realistic for businesses to do this themselves? Are they missing a trick by focusing so heavily on LinkedIn? And what does success look like?
 

Social Selling for SMEs


In preparing slides for a webinar I’m running to help small business owners, I’ve had cause to reflect on all of the above. I thought it'd be helpful to share some headlines with you in case you’re unable to make the webinar:


How can a business get results from social media?

In my mind there are two really distinct ways of effectively selling your company through social media. The first involves using social sites to run highly targeted advertising campaigns, seen just by people who fit your ideal customer demographics. Then there's the second angle, which is attracting customers by having a compelling social media presence and tapping into the pool of people who may not have even considered or been exposed to your business. Depending on the type of results you’re primarily hoping to see, you'll need to have one or both of these angles covered.

Whichever route you go down, to be successful you'll need to turn your social media presence into a sales funnel for your business - the end outcome of which being whatever you want your social media strategy to deliver for the team (sales, website visits, demo requests, calls booked… or just creating a buzz about your business). There are 4 key steps to achieving this which you can learn about on the webinar.


What time investment is needed for those results to start flowing?

In what timescales should you promise the business that the fruits of this social media presence will be felt? Clearly this is a function of how much resource you invest in building your social media presence. But you shouldn't be thinking about this as producing overnight results. Initial business results being seen within 3 months is achievable if you have an expert working on this. 6 months if not. Then you're looking at 12-24 months to really build an unassailable lead in your market and be a company that everyone knows and wants to interact with. Running some social media advertising can significantly accelerate results, but will of course require budget – the more you can afford, the greater the impact will be.


Is it realistic for businesses to do this themselves?

The answer here is yes and no. Success requires you to have a consistent presence on social media - and to be doing a multitude of things that are all needed to generate success. It also requires you to be expert at running social media advertising campaigns if you are going to invest in that side of things. Within a small business, it's inconceivable that team members could do this adequately; they’re unlikely to have the necessary expertise and are likely to struggle to devote the the time needed to be successful.

To this day I've never seen this type of social selling strategy be successfully undertaken in-house, unless the business has gone all out and hired a social media marketing manager with explicit responsibility for making this happen. More common is for companies to try and have an admin person or intern take this on – and then the results simply don’t flow owing to a lack of skills and experience on social media.


Are you missing a trick by focusing so heavily on LinkedIn?

Without question! Consider for a moment that a significant portion of all LinkedIn users only return to the site once a month. Now consider that many of those same users are logging into Facebook multiple times per week, or are active on Twitter several times a day. If you are entirely focused on researching potential hires or potential customers, then LinkedIn has a lot to offer. But if you're also wanting to build your brand and attract people to your business then it's the other social sites that will give you the frequent touch points and immediacy of interaction necessary to generate results. The under-utilisation of the more personal social media platforms is undoubtedly cutting you off from a huge section of your target audience, meaning you’re not generating the number of new customers you’d be looking for.


What does success look like?

Just as with the question of the timescales necessary for results to be achieved, clearly the results you will see in your business are going to be a function of the time and resource you invest into your social media presence. But to help you quantify what could be achieved in your business, I do share in these webinars insights into the types of results you can expect to achieve - be that visits to your website, purchases of your products or services, or active online conversation about your company.... What's key, though, is that by turning your social media presence into a sales funnel, you get to the point where there's a clear end result being achieved for any given level of investment in social media advertising. And that everything has been turned into a lead generation or sales process that is scalable and repeatable without being reliant on the Founder or key sales people in the business.
 

10 Ways Small Business Can Benefit From Social Media

The infographic below made it to my inbox this week, reflecting on B2B opportunities arising from Social Media. Some interesting stats contained within - and whilst I can't see the exact source for each of them, I was pleased to see the array of small business benefits arising from social media getting some coverage.

What small business wouldn't want to:

  • Remove marketing expenses or improve sales?
  • Grow business partnerships or establish themselves as thought leaders?
  • Improve Google search rankings or generate leads?
  • Provide market insight or develop loyal fans?
  • Increase traffic and increase exposure?

Of course there are plenty of people out there who'll rubbish the notion that businesses can achieve all this on social media - and that's principally because they've tried and failed to do so themselves. While using social media is still largely free, getting results from social media is far from straightforward. So thinking you can do this on a shoestring, without investing in skills development or outside assistance, is a sure way to becoming another of those who cry foul.

What's the number one action point you take away from this infographic? Do let me know in the comments below - or tweet me on @tonyrestell


Final Thoughts

If you've been meaning to generate more results from social media for your small business then do join me for our Small Business Webinar. Or if you'd prefer you're welcome to reach out for a free social media consultation to talk through the specifics of your business and the markets you serve.

 

Small Business Tips: Focus On Engagement Rather Than Promotion

With the mass adoption of social media, the small business owner’s marketing arsenal is broader than ever before. The number of tools and approaches available to attract customers has ballooned – as has the hyperbole about the most effective ways of attracting prospective customers!

Social Media for Small Business

Engage don't shout on social media!


What is increasingly clear is that some small business owners get Social Business – and others really don’t get it at all.

The good news is there is a simple litmus test you can take. Simply look at the current ways you are using social media in your marketing strategy and ask yourself this:
 

  • What proportion of your social media use is aimed at engaging prospective customers, informing people about you as a business and interacting with your target audience by offering them fantastic customer service, insights and content? That’s to say, fostering loyalty to your brand and engagement with your business?
     
  • What proportion of your social media use is actually pure advertising of the products or services you’d like to sell, calling out to people to purchase these via social media just as you might do via an email marketing campaign?


The reason for this litmus test is that interaction and engagement with prospects should be the primary aim of your social activities. This places the emphasis firmly on befriending people, building up trust and enthusiasm towards your company – and thereby securing interest from individuals who otherwise might not have considered your company at all - or who were a long way from having decided to purchase from you.

Now look back at the litmus test above. It should be self-evident that any business owner simply pushing people to buy isn’t breaking any new ground or distinguishing themselves from competitors. They’ve just taken this new media and used it as a channel to push out the same old advert they’ve always promoted on a slightly different medium. There’s no attempt at engaging with a whole new audience of prospective (but as yet unengaged) customers. There’s no pretence that people can now interact with the business where previously they could not – or indeed that such interaction would be welcomed. It’s rather a case of “business as usual”.
 

Carving Out a Competitive Advantage with Social Media

The businesses really carving out competitive advantage for their organisations are those who have instead grabbed social media as a way of talking to customers and interacting with them as much as possible in a conversational and approachable manner.

Social media has given small businesses the tools to be able to understand what motivates their target audience, to engage with them, to overcome their objections… and to solidify their decision to buy.

Those who have grasped these possibilities are building up followings of intrigued – and often devoted – advocates and customers. People who increasingly aspire to the products or services the business offers. People who may also evangelise about your company and what is sells, who will speak warmly about as a current customer or as someone who’s been won over by the business. The truth is that you have to give to get in social media – the polar opposite to the advertising mindset and the reason that so few small businesses are yet fully capitalising on social media.

Going head to head against such a business with a simple promotional feed of products and services is like pitting a caveman with a spear against a modern day soldier. The only explanation is that many businesses simply don’t understand they’ve left themselves at such a disadvantage.

So take away this key message. If you will focus on engagement – rather than promotion – then you’ll leave yourself well positioned for success. You’ll also find it a more rewarding way to spend your working day, engaged in a series of warm conversations rather than soul-destroying “cold call” campaigns.

Of course there's a lot more to social media business success than just this. If you've been meaning to generate more results from social media for your small business then do join me for our Small Business Webinar. Or if you'd prefer you're welcome to reach out for a free social media consultation to talk through the specifics of your business and the markets you serve.

 

Social Media Marketing: The 4 Steps Small Businesses Must Embrace

Today I thought I’d share with you the 4 steps we consistently see our small business clients need to have implemented to become successful business brands on social media... and by successful I mean they are extracting tangible business results from being active on social media. How many are you genuinely doing in your business?
 

Start with The End Goal in Mind

The first step sounds very obvious but a great many businesses we speak with actually haven't taken this conversation to its conclusion. The first key step is being very clear about the audience you want to reach with your social media presence - and precisely what do you want your growing social media audience to have done several weeks or months down the line that will have made your investment in social media worthwhile?

The answer here will be different for different businesses. Some will be focused on bringing customers to their premises. Others will want to boost the search engine rankings of their website through stronger social sharing activity. The overall goal will be influenced by what it is your small business is dealing in. The key thing is to have actually defined this at the outset so that all your social media activities are undertaken with this end goal in mind.


Become a Magnet for Your Ideal Business Prospects

The second step is to think about what will make your social media profiles amongst the most valuable, entertaining or insightful for this target audience. Often small businesses are guilty of their social streams being nothing more than a parade of their latest products or services, plus maybe the occasional team photo or special offer. This invariably means only appealing to people who were already predisposed to buying from you. Whereas having a focus on helping, entertaining or informing your ideal prospects is what draws swarms of them to you! Add in some more personal touches to appeal to your prospective customers on a more personal level and you will have differentiated your social presence from the majority of small businesses you compete with. Remeber, just because your goal is to sell doesn’t mean your social media page should reflect this!

Now if you want to become a magnet in your industry that attracts your desired target audience, a focus on selling, selling, selling simply will not do. You need to become an invaluable resource in your niche market, one that people will come to view as indispensable and whose updates they will want to share with others in their network. This is where the huge value on social media can be derived. For example, several of the accounts we manage have twitter followings of 30,000 to 60,000 followers. But when we look at the reach those profiles enjoy each month, their messages are often seen by 1million+ twitter followers. Even with smaller accounts, a similar multiplier effect can be achieved if the right things are being done. It’s this network effect that gives your business huge visibility amongst - and access to – the target audience that you want to reach. But this is only achieved when the updates you post are consistently valuable or entertaining and share-worthy. It’s also paramount that you are regularly active, posting updates on all your accounts... not letting it slip. It doesn’t take much to slip into obscurity either online or on social media!


Attract and Convert Customer Interest

The 3rd step is equally key. If all you do is Steps 1 and 2, you will have a social media presence that looks professional when people click to your profiles from your website. But you will not be growing an ever larger audience who go on to do the things needed to start bringing your small business really tangible financial results.

That’s why Step 3 is so key. Step 3 involves understanding each of the social platforms where you have built a presence on and figuring out the steps that are needed to get your profiles seen by more and more of your target audience. Purpose plays an important role in this, so ensure you understand each social platform and its role. What's also important is maintaining consistent and informed activity across your social networks in order that your follower and fan base grows month on month.


But Don't Forget To Engage!

Last but absolutely not least, Step 4 involves engaging with your target audience on social media. This includes reviewing the profiles of everyone who has interacted with your business on social media and following up accordingly. Or it may mean discovering conversations taking place in your industry and jumping in and participating in those conversations. But essentially it revolves around taking that awareness that your company brand now has on social media and turning it into meaningful conversations taking place with prospective customers. Social media is also the ideal platform to respond to queries and receive feedback from your potential and existing customers, as it allows your customer service to be more efficient and personal than ever before - so ensure you’re making the most of the opportunities it presents.

Just keep in mind that you can't ever fulfil Step 4 effectively if you haven't already done a great job implementing Steps 1-3.
 

It should go without saying that we're only scratching the surface in this post. If you've been meaning to generate more results from social media for your small business then do join me for our Small Business Webinar, lifting the lid on how to do this effectively in your business. Or you're welcome to reach out for a free social media consultation to talk through the specifics of your business circumstances if you're eager to act as quickly as possible.

 

Targeting Your Ideal Customers Using Social Media

Social media has had a massive impact on the ways that small businesses attract new customers and market to their existing customer base. Let's have a look at some of the ways social media has affected businesses - and how you can profit from these trends.
 


Background

Before the arrival of social media, your small business may have attracted customers in a number of ways such as:

  • Attracting customers via localised advertisements, perhaps utilising area specific magazine space, business cards, or an invasive leafleting method.
     
  • Being thrifty and relying on old school word of mouth. This not only required established customers, but also that their experience with your business was positive enough for them to recommend your services to others.
     
  • Reliance on cold calling and an aggressive sales team to persistently "knock on doors"


Why Might A Small Business Owner Now Look To Find Customers Using Social Media?

These dated approaches to winning customers have distinct drawbacks. With localised advertising the business is hostage to whether they’ve placed advertisements in the right places, whether that method of advertising is persuasive enough, and whether the target audience is likely to respond to it – or even have access to the places in which the adverts are running. The up-front cost of such advertising may or may not be modest - and if the business is still establishing their brand, it may not have the desired immediate effect.

Old school word of mouth, on the other-hand, is a more personal way of attracting your target audience, but is far from ideal for a young business looking to generate a large number of customers in a short period of time. If you don't yet have a big pool of existing customers, you're ill placed to generate mass word of mouth unless using the multiplier effect of social media.

So how can a modern day small business owner attract their target audience using social media? How has the balance therefore changed?
 

Social Media Explored

Using sites like LinkedIn, Facebook, Twitter, Instagram, Pinterest and Google+, a business is now able to:

  • Research markets and find the ideal target audience via social media so that you’re aware of exactly who you’re reaching out to, and where to find them.
     
  • Directly approach potential customers via social media channels - bringing an element of direct and more personal marketing to the traditional advertising model.
     
  • Influence customers through the sharing of updates on your services and/or products and business insights via social media.
     
  • Share articles and images that are likely to attract your target audience to your social media pages. If you’re a bakery, for example, sharing images of baked goods or updates on baking competitions will result in more clicks.  Ensure you have an active online presence, and maintain the momentum!
     

Social Media Has Created A Hybrid Approach

Social media has fundamentally transformed the methods in which we are able to find potential customers and its global and boundary-free nature ensures we are able to reach our target audience regardless of location. It has effectively created a hybrid approach to marketing that sits part way between mass market advertising and personalised individual outreach. In essence this approach allows better results to be achieved and for word-of-mouth referrals to be accelerated, whilst facilitating the A/B testing of your product messaging and calls to action.

Business owners not using social media to market themselves and build a pipeline of prospects are likely to put their companies at a competitive disadvantage; restricting their pool of customers to those who are already inclined to seek their business out, rather than the far broader pool of viable prospects who are out there waiting to be engaged.

Have you researched your sector recently to see how other small businesses have adapted their advertising strategies? Could be an exercise well worth undertaking...


And Finally...

We're of course only scratching the surface in this post. If you've been meaning to generate more business wins from social media then do join me for a SME webinar lifting the lid on how to do this effectively in your business. Or you're welcome to reach out for a free social media consultation to talk through the specifics of your business circumstances. Putting this off is no longer an option for any business owner wanting to ensure they're not left behind by more innovative local competitors.

 

5 Challenges That All Entrepreneurs Face

What are the 5 most critical challenges for you to address if your business is to thrive and leave you able to enjoy the fruits of your work? Here I'd like to share my own Top 5, based on the 16 years I've spent building a number of successful small businesses.

Entrepreneur Challenges

During that time I've had the privilege of serving, partnering with and buying from a wide array of small businesses. The following are the challenges that I've seen hold small businesses back most consistently - and that Founders have often found it hardest to address:
 

  • Bringing Leads Into The Business
  • Conquering Cashflow Issues
  • Learning To Delegate
  • Choosing What To Outsource
  • Building a Scaleable Business


Bringing Leads Into The Business

This first one is such a critical topic I'm addressing it through a series of presentations (see info). One major constraint on the rate of growth a business achieves is its ability to bring in a consistent and sizeable flow of quality leads. If the quality of leads isn't high enough, profitability will always suffer from the sales costs of interacting with such a high number of "prospects".

A key success factor for any small business is to find ways of bringing leads into the business that are i) not reliant on key individuals, ii) are readily scaleable and iii) are pre-screened so that sales efforts are focused only on the most promising of prospects. Can you disappear on holiday for a couple of weeks and come back knowing that there'll have been no discernible blip in new client leads and sales volumes? If not - or if that thought makes you feel anxious - there's work to be done on improving your lead generation activities.


Conquering Cashflow Issues

The second challenge is poisonous. Worrying about cashflow, about whether you have the funds in the bank to pay your bills, can be a huge drag on a business. Firstly it can be a huge source of anxiety for the business owner and distract them from being the inspirational source of motivation and leadership that the business really needs. Secondly it can hamper the speed at which you grow - since your ability to invest in smart ideas is constantly constrained by your ability to finance them.

Some of the most successful small businesses out there have built their products or services around payment plans and practices that mean the business actually gets the money in the bank before it's had an outlay of costs to deliver on those sales. If your business sells either to consumers or to other small and medium sized businesses, you'd be amazed to discover just how many businesses have sold their offerings in ways that involve payment being received up front. Challenge yourself long and hard before caving in to any conclusion that this can't be done in your market. The upsides from removing cashflow worries from your business are worth more than a cursory thought - and indeed are worth restructuring your whole offering around.
 

Learning To Delegate

The third challenge is undoubtedly tough. As a business owner, you need to focus your time on doing the most value-adding things in your company. When you started out you may well have gotten involved in everything. You may have become quite the expert at a whole variety of business-essential activities, tasks and tactics.

There comes a point though where your limited time becomes a serious constraint on the growth of your business. There are only so many years you can burn the candles at both ends without paying the price. To ever fully enjoy the fruits of your labour, you're going to need to learn to delegate much of what you do to other people. There are people far more knowledgeable about this subject than me, so I'll defer largely to their wisdom.

For completeness though, my own experiences suggest you have to be prepared to accept periods of time when you feel like business results are suffering, in order that you may invest the necessary hours in bringing your colleagues up to a level of expertise that you can live with. Notice here I say "that you can live with". Some aspects of what you've learnt to do you've become such an expert at, it's not realistic to expect anyone else to jump in and fill your shoes to your complete satisfaction without a considerable window of time for learning. A key part of delegating is accepting that someone doing a job 80% as well as you might have done it is still driving the business forward. It's a mindset that many business founders struggle to accept - and in doing so, therefore inadvertently make their own time limitations a massive constraint on the growth of the business.


Choosing What To Outsource

What may seem like a related topic is becoming ruthless at deciding what can and cannot be outsourced. There's often a certain prestige associated with growing a large team of staff and strolling in of a morning to that ever growing office space. Be wary though. Outsourcing can give you access to levels of expertise that you simply couldn't have afforded to hire in-house. It can allow you to react and adapt in your business far faster than if relying on internal hires. It usually involves a far smaller financial commitment and so leaves your business much more resilient to riding out any financial shocks that the business may suffer as well.

I still remember the weight that was lifted from my shoulders when I first outsourced a key element of the operations (our finance function) in the early years of my first business. The time that was freed up in my day was a real boon for the business - and being able to turn to real subject matter experts paid off time and time again. I challenge you to think about every aspect of your business - your lead generation, your website, your social media presence, your HR function, your Finance function.... and force yourself to justify why that particular part of the business needs to remain in-house. There are almost certainly cost-savings to be made by outsourcing. You'll probably become more expert in that area if you outsource too. So unless it is so strategic that you business just cannot let go of it, think seriously about outsourcing.


Building a Scaleable Business

Last but by no means least is the challenge of building a scaleable business. So many small companies I've worked with have grown in a piecemeal fashion. They've evolved how the business functions from year to year to adapt to the fact that they're now a bigger operation. But that is entirely different from building a business to be scaleable from the outset. All too often, businesses become locked into the way they do things - locked into extremely costly and ineffective processes and supplier arrangements - because the founder hasn't regularly stopped to think about scaleability.

So I encourage you to think about your business now and imagine it being a business that is ten times larger. What challenges would you face that you barely face today. What processes and tactics could you do totally differently today if you knew with certainty that you would soon be ten times bigger? Wherever you identify something that would need to be done very differently, try to build the business from today onwards in a way that accommodates that need for efficient growth. You'll end up being able to grow far faster and with far less stress and pressure in the long run.


Final Remarks

I've thoroughly enjoyed thinking about this post and the various challenges I've encountered in my time as an entrepreneur. I really hope it's given you at least one thing you can go away and reflect seriously upon in the coming days. If you have other points to add to the list, please do comment via the box below - or fire me across a tweet on @tonyrestell. Best of luck to you and may you take your business to a totally different level in the coming years.

 

Determining Your Best Source of New Client Leads

There are three metrics that are critical to success in the overwhelming majority of small businesses. The first is how frequently (and consistently) new leads can be brought into the business. The second is how effectively those leads can be converted into actual sales. Whilst the third is whether each customer can be transformed into a repeat customer.

Your Best Source of Client Leads

One of the things I love about social media is how important it can become as a source of new business leads, almost regardless of the market the business serves or the size of the company. It's such a weight off the shoulders of a business owner to provide them with a scaleable source of new business leads - and refreshing that this isn't constrained by the availability of key salespeople or indeed the Founder themselves.

Note: if you've been trying to figure out how to do this in your own business, do join me for a presentation on this very topic.

What I'd like to share with you here though is the importance of tracking the source of your own business leads, so you can decide where to invest your time and money in a more informed manner going forwards. Here's an example of what I mean, looking at the relative cost of generating a quality lead via a variety of lead generation channels:
 


Clearly you need to determine what constitutes a quality lead for your business. What demographics do you need to reach to have a qualified buyer for your products or services? And what step do they need to have taken to become a genuine lead for your business? Maybe you need people with a certain job title to register for a demo of your software. Maybe you need people in a particular income bracket to request a promotional code for your services. The important thing is to define this - and to make sure that the step you're requiring them to complete does mean they're self-selecting themselves as a genuine prospect for your business.

Having done this, you'll then want to test a variety of channels for bringing in leads. Ideally testing each channel until you've optimised that channel to get the best performance from it. Then once you have each channel delivering at peak performance, putting an equal budget into each - over the same timescale - and then seeing how each performs in otherwise identical market conditions.

If you do this well, you should end up with a chart not dissimilar to the one above, but showing you the comparative costs of generating leads via each of the channels you've tested. For small businesses with limited budgets, you're clearly going to want to exhaust the most cost effective channels first before investing too heavily in the channels that produce smaller profit margins. So this one exercise can give tremendous focus to your business activities - and in all likelihood demonstrate the overwhelming case for investing more heavily in your social media presence.

If you need help getting this right in your business, you're welcome to reach out for a free social media consultation - or better still, join me for a presentation where we'll explore these tactics in greater depth.

 

APSCo CEO Ann Swain To Star in Top Recruiter 5 - Will You?

Regular readers will know that I've watched with a mix of awe and intrigue these last couple of years as Top Recruiter has captured the imagination of Recruiters in the US. A reality show that sees recruiters competing with one another, it's amassed a huge audience of fans in the States. If you've never watched the show before, I highly recommend heading over to the show's official website.

The latest series will see Top Recruiter evolve from a reality series to a more mature docufilm series, with a new level of competition added to the mix. North America will be taking on Europe in a twist that will see the show being filmed in London and across Europe during this summer. Just this last week producer Chris LaVoie has confirmed that APSCo CEO Ann Swain will star in Top Recruiter 5 - but the question is, will you? 

Four enter. One survives. Who's the Top Recruiter who will help elevate the industry? You, perhaps?

Top Recruiter - New Series


For the more competitive amongst you, this is a rare opportunity to elevate your position as a thought leader and recruiting visionary. To get exposure on a global stage and to appear alongside some of the most highly regarded recruiters from the US. The winner from the last season of Top Recruiter was featured on NBC News and now has a regular slot every monday on Sirus Radio. It'll be interesting to see the UK exposure that results for those who make it through.

If that's got you intrigued, the casting call is now out and Recruiters interested in being considered are invited to submit their details today (you can apply here). I very much hope to see you featuring prominently when the production airs - and remember, you heard about the opportunity here on Social-Hire!

 

Social Media is Like Riding a Bike...

Social media is like riding a bike isn't it? A few quick outings and you'll soon have the hang of it? And once you've learnt how to use social media you can hop back on anytime you'd like!

Social Media Recruitment

Sorry to disappoint, but nothing could be further from the truth - and this goes a long way towards explaining why recruiting teams have so spectacularly failed to capitalise on the opportunities that social media presents. Sure it's easy to start using social media, but it has to be mastered for true business results to start flowing.

So how can you tell if you're in one of those rare recruiting teams that has properly mastered social media? Well it's perhaps easier to help you identify that you've not reached these heights by sharing with you 5 tell-tale signs that show your company's recruitment team is flopping when it comes to social media:

1) Your candidate targeting hasn't been explicitly defined and shared across the team. What types of candidates are you trying to reach? Passive candidates? Active candidates? What job titles are you targeting? Which competitors have staff you would like to woo? Which types of roles are you best placed to fill via social media? If this hasn't been put in writing and shared with all your recruiting team, how can you expect the whole team to pull in the same direction on social media?

2) There's no consistency of message. What makes people choose to work for your company as opposed to your competitors? Consequently what types of people do you need to be appealing to? Has your messaging been designed to appeal to this demographic of candidate? And most importantly, have these messaging themese been shared with all your recruiting team so that everyone's updates reinforce the wider company message you want potential candidates to be exposed to?

3) There's no clear conversion strategy. Once your social media profiles are winning followers and you've started interacting with the types of candidates you'd like to hire, what conversion tactics are you implementing to turn possible interest into concrete actions that candidates take to bring them into your hiring funnel? (P.S. simply sharing your latest jobs with them falls way short of what's needed and can actually be counter-productive!).

4) There's insufficient testing being undertaken. From the types of content you share... to the tone of messaging you use... to the social media adverts you run - every element of social recruiting needs to be tested and perfected. Continuously improving the results you're getting means you have to be regularly testing out new approaches, new messages, new conversion strategies - and then tweaking your social media approach based on what's producing the best results for your recruiting team.

5) There's a resourcing void! Are there recruiters or marketers in your business dedicated to mastering each social site, each of whom has their time part-allocated to building your social recruiting capability? If not, this is a sure-fire way to underachieve on social media. It's commonplace for recruiters to be asked to try out social approaches alongside their regular day job, without freeing up hours of their time to do so.

This doesn't work! Non-core responsibilities are always the first things to be sacrificed if a recruiter is struggling to fulfil their primary responsibilities. So the company never really builds any momentum or generates the necessary degree of expertise in social recruiting. You simply must have some dedicated resource - either in-house or by buying it in from external social media experts.


Concluding remarks

If your conclusion is that your recruiting team is simply not at the races when it comes to social media, we can help. By providing an outsourced service to build your social media recruitment presence, we free your recruiting team to focus on actual recruiting - whilst simultaneously bringing the social media expertise to the task of growing your social media presence. Join one of the next webinar dates to learn more about the impact social media can have on your recruiting team, or book in for a free consultation with one of our team using the calendar button below.


Schedule a social recruiting call

 

Tony Restell is the Founder of Social-Hire.com and helps candidates and recruiters leverage social media. A published author and Cambridge graduate, you’re welcome to reach out to Tony on @tonyrestell

 

Small Business Marketers: 5 Things To Cram Into Your Social Media Workday

Getting great business results from social media is just like baking a cake. There are heaps of key ingredients needed - and if any are overlooked, the end result may prove a big disappointment!

Small Business Marketing Tips

This characterises what I hear day in and day out when talking with small business owners and marketing managers, dejected by the poor results they're getting from social media. Naturally some of these businesses just don't have a clue how to leverage social media - and that's fine. A quick call can soon fix that. But others are doing a really good job with certain elements of their social media presence - they're just oblivious to the parts they're neglecting, undermining all their hard work in the process!

So with this in mind, I'm going to detail 5 activities that you should be looking to regularly undertake so that your social media cake isn't lacking any of the key ingredients:


1) Make Your Profiles Truly Valuable 

The chances are your business operates in a niche market. You serve certain geographies, sectors, types of customers - and you want to build your network and brand presence within that niche. That's what's going to enable you to generate client leads via social media or produce a regular stream of sales from your social profiles.

To do this you need to make your profiles a magnet for people in your niche market - by consistently finding and sharing content they will want to devour.

Find and share reports, interviews, data, tips and insights that enrich people's professional lives each day. Or make your profiles a source of humour and inspiration. Don't stick with just the most obvious sources in your market though. People are much more likely to have seen those already. Uncover hard-to-find or enthusiast niche blogs, reports, interviews and cartoons whose content is excellent but is much less likely to have been read. This way you turn your profiles into information sources that potential customers feel compelled to follow and willingly choose to interact with and reshare.


2) Proactively Get Your Profiles in Front of Your Target Audience

One of the most documented causes of business failure is the belief that "if we build it they'll come". The same is true of your social media presence. Just because you've made your profiles incredibly fun or informative doesn't mean everyone's going to find out about your social media presence and flock to it. No - you have to proactively get your profiles in front of the types of people you want to attract to your business (and ultimately convert into customers).

This topic warrants a whole article in itself. But whichever social platforms you aspire to having a presence on, each and every day you need to be doing things to ensure that the right people become aware of your social media presence. This includes activities like following people, commenting on posts, contributing in groups, participating in tweetchats, running paid sponsorship campaigns ... Every time you invest in doing these things your audience grows - building your business an asset for the future.


3) Make Others Warm To You

Make it part of your routine for your company to find and share other people's content, mentioning them in your updates so they know you're doing so. Find relevant people's updates that you can comment on or re-share, adding your own insights or compliments to give your presence that personal touch. Like, +1 and favourite updates where appropriate.

If you think about it, the majority of social media users get less than one retweet or re-share per day, so just think how much you can stand out in their feeds if yours is the business that gives them the warm glow of feeling appreciated ...


4) Build Relationships With Influencers

Lots of business owners I speak with are obsessed by their follower or fan numbers. This, they perceive, is the audience they can reach with their updates - and therefore is the size of the potential client base they've amassed on social media.

A key thing to consider is that businesses can easily get a 20x to 30x increase in the reach of their messages if influencers start to reshare some of their updates.

For me, influencers are people who have a significant follower base of the types of people your marketing manager would like to be reaching. They're also people whose followers actually interact with them (ie. they've not just bought followers but have a really engaged audience of people who act on the things they share).

You need to target your influencer efforts though, as not all influencers are of equal value to your business. You see many influencers only ever share their own content and very rarely re-share or retweet others. As a business you could invest a lot of time trying to cultivate relationships with such influencers, but this is unlikely to ever result in them sharing your updates with their followers.

So what we're looking for are those influencers who have a large following, an engaged following ... and who have a track record of regularly re-sharing other people's updates. I personally like to use Buzzsumo to identify such people. But the key thing on a day to day basis is to be taking little steps to build rapport with the influencers you have identified as being key to your marketing strategy.


5) Engage With Your Audience

As a small business owner or marketing manager, there are things you 'd like people to be doing that would take them from being a mere follower to someone who is now a potential customer for your business.

Engaging with your audience is a great way of cementing that these actions are taken. If people have started re-sharing your updates or commenting on them, hearing back from you is a great way to turn that one-off action into more of a habit. But equally important is the fact that engaging extracts the marketing value from all the other social media efforts you've been making.

Whenever someone engages with your profiles, or a discussion relevant to your business, have a check on their social profile. Do they look like a prospect for your business? If so, interact with them. Do so conversationally, keep the dialogue going, befriend them. Then when the moment is right, prompt them to think about taking the step you 'd like them to take next.

For each business that step will be different. Maybe you would like them to submit a request for assistance. Maybe you'd like them to book in a call time with one of your team. Maybe you 'd like them to sign up for a demo or request a discount voucher code.

The key thing is to ensure that every day you are jumping on the hidden opportunities to turn social media followers into real business results. Social media, you see, is like a sales funnel. Each step can be refined and optimised. Eventually you arrive at the point where you know that every 100 new targeted followers you attract will lead to X number of customer enquiries in the subsequent months - and then it becomes a lot easier to justify the ongoing investment in your social media presence.


Concluding Remarks

If you're like most small businesses I speak with, you've probably had a number of "Aha" moments whilst reading the above. Things that you can see it makes sense to be doing, but that to-date you've not been doing or have been inconsistently doing.

A key element of success on social media is consistency. So get into the habit of doing the above 5 things on a regular basis and you'll start to see the results you're getting from social media inexorably creeping upwards.

All the best.

P.S. By now I hopefully have your brain whirring in terms of fathoming out how you can put this all to work in your own business? If you'd like to pick our brains some more about what your business should be doing to leverage social media, we'd be very happy to help. We can provide an outsourced service to build your social media presence and maximise your chances of success; or just schedule a free call to brainstorm what your next steps should be. You're welcome to book in a call time below to get started - hope to speak soon either way.


Schedule a social media call

 

Tony Restell is the Founder of Social-Hire.com and helps small businesses to leverage social media. A published author and Cambridge graduate, you’re welcome to reach out to Tony on @tonyrestell

 

Social Media Marketing - A Wake Up Call for Small Businesses

I tried not to work much over the holiday period (hope you had a great break yourself by the way!). But I did get lured into devouring a fascinating article profiling one simple change that can transform the success of a small business. I don't know the business coach who authored the post, so I'm not going to endorse it here. But suffice it to say that they illustrated the difference between two small businesses, one of which could bring in new leads and convert them quickly... whilst the other one struggled to do so. Everything else about the two businesses was assumed to be the same.

The difference in how these businesses did after just one year was staggering - and made me think this should be a wake-up call for anyone running a small business...

Social Media Marketing for Small Businesses

In one scenario the small business becomes hugely valuable in a remarkably short space of time. In the other the business plods along and the owner constantly has the worry hanging over them about whether they'll have enough new business coming through in the next months. I don't know about you, but I like going to bed at night knowing that my business is doing so well we're having to turn away work - not worrying if I can pay our staff this month!

The key message is that the simple act of being able to consistently attract quality leads completely transforms the value of your business and your enjoyment of owning the business (as does the ability to then convert those leads into sales).


Turning on the taps to bring a flood of leads into your business

You may well be one of those business owners who's actually finding it harder to generate new client leads. People seem increasingly less responsive to email marketing don't they? Whilst cold calls just aren't as effective as they used to be. Pay-per-click marketing is becoming ever more costly... and getting your website to rank highly on search engines is a constant battle. Some of this sound familiar?

If you're keen to boost the flow of new leads into your business, social media may just be the secret sauce you've been looking for. You see one of the most exciting things about social media is the way it can bring a flood of new leads into a business - and in a manner that is consistent and replicable. What's more, small businesses can generate leads through social media marketing every bit as successfully as global mega-brands. I can say this with such certainty for the simple reason that we're doing exactly this in our own business and on behalf of numerous clients we work with.


Making social media marketing work for your small business

Let me share with you a few things you need to know in order to start successfully generating leads on social media. This should help you think about how social media can start to strengthen your own small business:


- No matter what business you're in, it's likely that people don't buy from you the moment they first find you. They will probably not even share their details with you the first time they come to your website. So the first challenge with social media is to figure out a social media strategy that makes your ideal prospects want to follow your business on social media - and therefore open themselves up to receiving your messages on a regular basis. Winning the right to remain on your prospects' radars is the first step in your social media journey.

Key takeaway: figure out how you can make your social media profiles valuable, insightful or entertaining to your target customers.


- Building lots of fans and followers on social media is a great asset for your company, but the real magic happens when other people start sharing your updates with their contacts. Imagine if your company started to appear in the Facebook feeds and Twitter streams of a million people in your local area or in your target industry. An exciting prospect right?! The key to making this happen is to figure out a strategy for enticing people to share your updates. Maybe that's through relationship-building with key influencers in your market. Maybe it's by running a viral competition. The strategy will be different for each business, but the key is to figure out how you're going to tap into this viral sharing effect in your business and therefore reach a mass audience.

Key takeaway: don't be overly focused on your own follower and fan numbers, but instead look at the number of people your business is reaching on social media.


- Engagement rather than promotion is often where the real business value lies. There's no "one size fits all" when it comes to getting a great return on your investment in social media. However, one of the biggest mistakes I see businesses make is relying on promotion rather than engagement to drive business results. If you're selling something cheap to a mass market audience, it may be that pure promotion campaigns on social media can produce results. But for any business selling higher priced goods or services, the reality is that people are much more likely do what you want if you've engaged with them rather than promoted something to them. A massive mistake businesses make is to take the shortcut of running paid promotions on social media when the harder graft of finding and engaging with prospects would have been more likely to produce results.

Key takeaway: determine whether your business is transactional (people will usually buy from you without talking to anyone) or relations-based (customers typically speak to you before buying) and then formulate a strategy based on promotions or engagement accordingly.


- One final key element of success is figuring out how to convert fans and followers into actual prospects for your business. Having a large and growing audience of prospects is all well and good, but we need some of these people to actually place an order if we're to really be successful. The trick here is to think about what you could offer of value to people that they would want to sign up for and that allows you to flush out the most serious prospects amongst your followers.

eg. if you run an event management business for weddings, you might offer a free consultation for people to have their wedding preparations checked. Those who sign up for the offer clearly have anxiety around the planning of their wedding - and so are amongst the most promising prospects for your business.

eg. if you run a software business, you might offer people a sneak preview of your latest new tool on a live demo. In signing up you may look to collect a few bits of information about each person so that you have a richer prospecting list to follow-up with after the call.


Two things are essential here. Firstly, you need figure out what you can offer that people would want or would be intrigued enough about that they would not want to miss. Secondly you need to be constantly challenging whether that is the offer that converts your audience most effectively. Always be running tests where your current approach is being challenged by an alternative offer, so that you're constantly refining how many leads you can extract from your social media lead funnel.

Key takeaway: don't rely on your audience choosing to find out what your business does or how you could help them; instead entice them to reveal that they are prospects for your business by signing up to something that would only be of interest to a prospect.


How To Get Started?

By now I hopefully have your brain whirring in terms of fathoming out how you can put this all to work in your own business? If you'd like to pick our brains some more about what your business should be doing to leverage social media, we'd be very happy to help. We can provide an outsourced service to build your social media presence and maximise your chances of success; or just schedule a free call to brainstorm what your next steps should be. You're welcome to book in a call time below to get started - hope to speak soon either way.

Schedule a social media call

 

Tony Restell is the Founder of Social-Hire.com and helps small businesses to leverage social media. A published author and Cambridge graduate, you’re welcome to reach out to Tony on @tonyrestell

 

How to Solve These 16 Hiring Problems in the New Year

The new year offers us the opportunity to reflect back on the year that has passed and make resolutions for the year ahead. For hiring professionals and HR managers, fixing problems within the hiring process is always a priority. Businesses have to keep up with the modern job-seeker, meaning that they have to constantly adapt and change their hiring process to suit their talent pool. This article sent through from Heather R. Huhman looks at this topic and provides some interesting insights into how to solve the hiring dilemmas you may face in 2016. 

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Today’s talent pool looks a lot different than it did 10 years ago. To keep up with the modern job seeker, today’s hiring process should have also changed and improved over the years.

The infographic below, compiled by Spark Hire, a video interview solution connecting hiring professionals and job candidates, offers a number of solutions to common problems HR professionals face at each stage of the hiring process, from sourcing candidates to making the final offer.

Some highlights include:

  • 46% of talent leaders say finding candidates in high demand talent pools is a major barrier
  • 77% of hiring managers say that recruiters’ screening processes are inadequate
  • Only 41% of talent has received interview feedback before
  • 18% of candidates reject the initial offer and negotiate for a better one

Check out the full infographic below to see where your hiring process might be lacking and how to best fix it.

What are some other common issues with the traditional hiring process? What’s the solution? Share in the comments!