Hot Spots are areas where demand is outpacing supply. The result is that prospects in these areas are more likely to be open to using your services, especially if you provide data, such as this information, on market demand and the impact this will have on their ability to hire quality talent.
Accountants and Auditors in Boston-Cambridge-Quincy (152% normal demand)
Administrative Assistants in Washington-Arlington-Alexandria (160% normal demand)
Computer Specialists in Dallas-Fort Worth-Arlington (167% normal demand)
Graphic Designers in New York-Northern New Jersey-Long Island (161% normal demand)
Home Health Aides in Philadelphia-Camden-Wilmington (160% normal demand)
Medical Scientists in Los Angeles-Long Beach-Santa Ana (175% normal demand)
Occupational Therapy Assistants in Chicago-Joliet-Naperville (236% normal demand)
Office Clerks in Miami-Fort Lauderdale-Pompano Beach (152% normal demand)
Petroleum Engineers in Houston-Sugar Land-Baytown (178% normal demand)
Sales Reps (Service Sector) in Atlanta-Sandy Springs-Marietta (152% normal demand)
There are some customers that, no matter what you do, are not going to turn into a done deal. Yet, many people still invest hours of time with them in hopes that maybe it will pan out. Unless you are into doing pro bono work, one of the best things you can do for difficult candidates and clients is to lay them off so you both can get on with your lives. The time you free up can be spent assisting those who really want and need your help.
Your time is tremendously valuable as is the service you provide, so work only with people who are responsive to your process. When you respect, protect, and value your own efforts others will be much more likely to do the same.
Imagine an Olympic skater who tries a new, highly difficult skill for the first time in competition instead of practicing it first. Or a football team who creates a complicated play and attempts it moments later during a crucial game. Most likely, the results would be similar in both sports — mistakes, failure, loss, and possibly injury. Managers who perpetuate a culture of on-the-job training versus providing regular opportunities for learning and instilling new skills through practice are culpable for the same type of poor results in business. These leaders, many unknowingly, are perpetrating a form of neglect by not giving their team the same winning edge that great sports franchises provide their players.
Practice makes profits is a lucrative mindset that operates from the belief that the game of business is won not in front of the client, but in preparation back at the office. Just an hour or two each week can turn a team like the Bad News Bears into the Yankees of our industry.
Selling value over price is so powerful that even procurement and HR may choose to buy in. If you have any doubts, listen to what Jen, one of my clients, had to say just a few days ago:
“You had suggested we go back to procurement and share the value we added and not drop our price as they wanted to see. They said our competitor, who was bidding for the business as well, was lower across the board. We did that and we just got word on Friday afternoon that we won the account This is the biggest account we have ever sold. Thank you for your advice as you have helped us seal the deal without lowering our price!”
What I had suggested to Jen is what I teach all of my consulting clients: fully understand your clients’ needs, provide multiple ways to buy that are packed with tremendous value, and price each option according to the amount of value you will deliver. When you sell and service in this way your clients will be tremendously satisfied with what they receive for their investment, your candidates will gain short-term or full-time work, and you’ll feel valued and be well paid for your efforts. Everyone wins!
Demand is outpacing supply for the following ten titles in the cities listed. As a result, prospects in these areas are more likely to be open to using your services especially if you provide data, such as this information, on market demand and the impact this will have on their ability to hire quality talent.
Accountants and Auditors in Chicago-Joliet-Naperville (146% normal demand)
Computer Specialists in Dallas-Fort Worth-Arlington (163% normal demand)
Civil Engineers in Houston-Sugar Land-Baytown (141% normal demand)
Graphic Designers in Los Angeles-Long Beach-Santa Ana (145% normal demand)
Manufacturing Managers and Supervisors in Philadelphia-Camden-Wilmington (140% normal demand)
Marketing Managers in Boston-Cambridge-Quincy (140% normal demand)
Medical Secretaries in Miami-Fort Lauderdale-Pompano Beach (148% normal demand)
Occupational Therapist Assistants in New York-Northern New Jersey-Long Island (222% normal demand)
PR Specialists in Washington-Arlington-Alexandria (150% normal demand)
Sales Reps (Service Sector) in Atlanta-Sandy Springs-Marietta (149% normal demand)