The EPG Connection

As a business owner, with business development responsibilities, I have much experience with both ends of the sales call. I thought I would share a few time-tested techniques which have served me well on both sides of the sales fence. Please keep in mind, how I make and receive sales calls is always filtered through the portion of the Emerson Personnel Group mission which speaks of unrelenting friendliness and a passionate commitment to customer service.

Okay, first the receiving end. As owner of a successful business that has been around since 1971 I am, needless to say, on the prospect list of salespeople selling everything from office supplies to employee benefits; from business insurance to payroll services; from promotional items to, well… you get the idea. I receive a lot of sales calls, and you know what? I call everyone back. Maybe not right away, and maybe not even that day, but always within the week. I do this for a few reasons. First, it only takes a few seconds and it is absolutely the right thing to do. Secondly, in some situations I actually have a need for whatever the salesperson may be selling. Thirdly, in my experience, calling a salesperson back is the absolute best way to ensure they do not begin to hound me on a daily or weekly basis. Look at it from their perspective. Until I let them know I am not a prospect, I am a prospect! When conversing with a salesperson for whose product I have no need, I listen briefly, and then politely and honestly tell them why. If I want them to check in down the road, I give them a very specific time frame for doing so. However if, for example, I ask them to check in monthly and they continue to call me weekly, they will NEVER make a sale to me. Their lack of respect, and inability to follow a simple request will forever put them on my ”doesn’t get it” list. If the salesperson “gets it”, and respects my time then I will always have time for them. That, my friends, is how relationships are built.

Now, let me take off my business owner’s hat and put on the hat I use when making sales calls (just so you know, it is a green beanie with a propeller on top.) When making sales calls; whether they are cold, warm, or red-hot, I try my best to hold myself to the expectations I have for salespeople who call me (see above paragraph). Do I make a lot of calls? Yes. Do I wind up on a lot of voicemails? Yes. Do many of those folks never call me back? You betcha. And you know what? Until they let me know they are not a prospect, they are a prospect, and I will continue to call, email, and/or send smoke signals until I have a conversation. Sorry, but I am just wired that way. If you want to make me go away, simply read the step by step instructions outlined above and I will fully respect whatever your wishes may be. That too, is how relationships are built.

Thus, the moral of this story has a very Zen quality to it…If you want a salesperson to stop calling you, you should call them. I’d be interested to hear how things work out for you. ~ Steve Emerson

The trend towards using temporaries and other nonregular employees is growing, and with good reason. There are many advantages to using temporary employees in your business, here are the top 10.

1. Temporary gaps in positions due to an employee leaving. Examples include vacations, maternity leave, or illness. Bringing in a temp to help out will prevent overload of your other employees.
2. Special projects. Say, for example, your marketing department has come up with a terrific idea, but you’re not sure it will warrant hiring a new person. Why not bring in a temp to test your theory?
3. The busy season. Perhaps your industry is busiest during the summer? An extra pair of hands while you’re busy taking orders is just what you need to keep your customers happy.
4. New computer software. This new technology is really going to help expand your business, but everyone needs to be brought up to speed. A temporary employee can help with data transfer or even a specialist to help answer your employee’s questions or concerns.
5. Transition to new job assignments. Perhaps you’ve created a new department and it is a work in progress for everyone. A helping hand can ease the pain of reorganization.
6. Meet unexpected staffing needs. Perhaps an employee has left suddenly, while you’re searching for the perfect replacement, a temp will provide maximum flexibility for minimum cost. Maybe they’ll turn out to be the perfect replacement. This brings up #7.
7. Temp-to-Hire trial period. This option is a win-win for all parties involved. “Auditioning” a potential employee as they work and learn the new position.
8. Catch up on “paperwork”. A temporary employee is perfect to help finish up tasks and filing which never seems to get done.
9. Ease year-end headaches. You’ve just finished off your most profitable year yet. Closing the books can be time consuming; a temp can help with this burden too!
10. A bridge to growth. Sometimes there is no specific reason, just some extra help as your company expands and becomes more successful!

Emerson Personnel Group has been a leader in temporary staffing in the Delaware Valley for 38 years. To learn more how we can help you succeed, please visit our main website, or visit the newest edition to The EPG Connection… Why Emerson Personnel Group?

~ Amy Steelman; Marketing Coordinator Emerson Personnel Group.

Personal Information

Name: Steve Emerson

Title: CEO/Owner

What you do for EPG: Oversee operations, business development, strategize.

Education: BA. Psychology, Westminster College & MA. Psychology, University of Alaska

First job: Paperboy for the Courier Post

Little-known fact about you: I played guitar in an electric blues band called The Fabulous Skidmarks in Fairbanks, Alaska.

Home: Moorestown, NJ

Business Philosophy

Essential business philosophy: Always be fair, honest and ethical but don’t get pushed around.

Yardstick of success: Happy, productive employees.

Goal yet to be achieved: To be the most sought after and most highly recommended staffing/recruiting firm in the tri-state region.

Mentor: Several over the course of my life, but one in particular would have to be my wife Mary from whom I learn how to treat people.

True Confessions

Word that describes you: Thoughtful

Like best about your job: Interacting with a tremendous group of people

Like least about your job: Working with individuals and/or companies who make decisions based solely on price.

The most important lesson you’ve learned: If we don’t take care of the environment, it won’t take care of us.

Life motto: “Be here now.”

Pet Peeve: People who try and get on an elevator before I can get off.

Person most interested in meeting and why: Stuart Brand, a former member of Ken Kesey’s Merry Pranksters who went on to found the Whole Earth Catalogue, and has championed many environmental causes.

First choice in a new career: Owner of a vintage guitar shop.

Greatest extravagance: I’m not a very extravagant guy, but I would have to say various golf outings to nice locations.

Et Cetera

Most influential book: Atlas Shrugged by Ayn Rand

Favorite movie: The Wizard of Oz

Favorite restaurant: Tequila’s in Philly

Favorite vacation spot: Toulon, France

Favorite room in the house: The family room because it is the main gathering place.

Favorite way to spend free time: Fishing with my two sons Luke (21) and Matthew (18)

You’ve had a great interview, met everyone in the department, and it all feels right. Your potential new manager indicates that a reference check is needed and says that you’ll be hearing back from her “soon”. You are left believing that an official offer for the job is right around the corner. And then… nothing. Could it be a bad reference check?…YES! Is it possible that a former boss is raising some concerns? Or is he just not saying much of anything causing questions about his real impression of you? Or is there a discrepancy on your résumé  that raises questions of truthfulness? There are many cases where a job offer is lost based on a poor or questionable reference check. What can you do about this? You should do your homework! You have several choices- call each of your references and ask them point blank if they have any concerns about recommending you. Of course, you can’t always be sure they are being truthful with you. So, you could have a recruiter or a good friend contact these references stating they are doing a reference check on you (which would be true!). Have them ask the usual questions about your past performance, reliability, general business ethics, and of course, ask if there would be any concerns about hiring you. There are also professional services that can do this. Whichever method you choose, you’ll feel more confident about your references when you have checked up on THEM!

Diane Irwin is President of Dynamic Résumés and helps individuals impact the job market through effective résumés, job search skills, and interview skills. She has almost 15 years experience in Human Resources, specializing in Résumé-writing, recruitment, and outplacement. She is an active memeber of the National Résumé Writers Association, The Career Management Alliance, and Tri-State Human Resources Association.

This year’s college graduates can look forward to an increase in job opportunities, according to a survey by the National Association of Colleges and Employers.

NACE found that nearly 58% of the approximately 1,000 employers responding to the survey reported plans to increase their college hiring. Survey data showed that service-sector employers plan to hire nearly 18% more new college graduates this year than they did last year.

Staffing firm clients may especially be looking for college graduates with degrees in financial and technical disciplines. The 10 degrees in greatest demand at the bachelor’s degree level are:

• Accounting
• Mechanical engineering
• Electrical engineering
• Computer science
• Business administration and management
• Economics and finance (including banking)
• Information sciences and systems
• Marketing and marketing management
• Computer engineering
• Management information systems and business data processing

By: Lindsay Estes

Emerson Personnel Group will be putting out a special edition of The EPG Connection in the next couple of weeks, officially launching our “Green Campaign”! Keep your eye out for this exciting issue to learn more!

Thoughts on sustainability? Please leave your comments here in the blog… we’d love to hear from you!!

Please join me in congratulating Nichole Justice, our December 2007 Employee of the Month! Nichole began her two month temporary assignment with a local hospital on October 1st, 2007. She did such a wonderful job for them, they requested she interview for a different position within the hospital. Her newest position started January 2nd, 2008 and is an ongoing temporary position. She was chosen for this position because of her compassionate nature and professional demeanor. Congratulations, Nichole!