1. What is an Employer contact worth?
What you are prepared to increase their value to?

2. How we approach dealing with employers will determine this
How we approach dealing with employers will determine this. If you are celebrating after gaining a vacancy with an employer ( as you should ) and leave it at that your employer contact is valued at exactly that. One placement.
$7300!!!! FANTASTIC RIGHT?????
Yes, its great BUT what is the real value?
We provide maintaince for 26 weeks conservative cost $1300, lets say we have a trainer in there for the first 6 weeks, $2400, those costs alone, and there are others, $3700.
Now the value of your employer contact has been reduced to $3600
In reality, you are probably lucky to clear $2500 after costs.

3. You may have been working to get that employer on board for 12 months, before you gained a vacancy, so effectively all that work, for very little return not loosing sight of that you changed someone's life by getting them a job.
BUT WAIT
What happens when you utilise the relationship that you worked so hard to get to develop a network as opposed to a single contact

4. What happens if you ask some questions, and get introductions to other areas of the business? Lets say your employer is a motor mechanic. What other options are there within the business?
Administration:
Bookings, Accounts
Cleaner
Car Washing/ Detailing
Get to know the other people in the business, what their roles are, and you may put yourself in the box seat should a position come up, or alternatively you may identify a need and be able to create one

5. NOW What is your Employer contact worth?
By simply introducing yourself to various areas of the business, getting to know what they do, letting them know what you do you may have 3 placements instead of 1. So based on the earlier example you have just made $7500 right? WRONG. You have reduced travel costs, maintaince costs, possibly trainer costs by being at the one location. So now the value of your employer contact might be $12,000

6. Lets take it a step further. ASK for introductions to their suppliers
Smash repairers
Parts suppliers
Stationary suppliers
Tyre Suppliers
Use endorsements from your employer to sell your story to others within their network
Towing Services

7. NOW What is your Employer contact worth?
As an example if you gain another 2 employers out of those contacts who each take 2 clients. That is conservatively another $10,000 - $12,000 after costs of servicing these employers / clients.
So the value of your initial employer contact has now increased to app:
$25,000

8. NOW What is your Employer contact worth?
Remember, it is a numbers game, the more people you talk to, the more people you learn about what they do, and educate them as to what you do, the more chances you have of saying, “Yes, I am prepared to give him a go”. No, you will not get a referral every time, and there will be times where it stops at the first placement, but if you don’t ask, you will never know what potential that initial contact had.
Success breeds Success. When you have a client work out well, make sure you ask for referrals. If you have a success story, the employer will endorse you, the company, the service, and our clients.

9. Is an employer the only source of referrals?
NO!!!!
Many consultants overlook asking one of the best sources of referrals for their clients

10. THE CLIENTS
Many of my placements came from contacts that the clients already had, they had just forgotten about them, or never thought to ask. People that knew them, knew of their situation, and were happy to help them out.
Ask them if they know anyone in business, or do they have friends or family that do. Get them to do a list. Make sure you ask them about previous employers and have they made contact with them. I recall one client, who had dismissed a previous employer completely. When I asked him why, he had no particular reason. We looked up the number, we rang the employer, and the employer was very excited to have him back !

11. HOW MUCH IS YOUR CONTACT WORTH???????
ASK THE QUESTION
NEVER WORK ON ASSUMPTIONS
REMEMBER, YOUR CLIENTS CAN BE A SOURCE OF EMPLOYERS
ALWAYS TRY TO EXPAND YOUR NETWORK FROM THE INITIAL EMPLOYER
MAKE SURE YOU KNOW ALL THE DEPARTMENTS IN A BUSINESS
AND ALWAYS ASK YOURSELF, HOW CAN I INCREASE THE VALUE OF THIS EMPLOYER
HOW MUCH IS YOUR CONTACT WORTH???????