The Market Mastery Approach is based on having a level of in-depth industry insight and knowledge above and beyond your competitors and then applying it to your everyday conversations with candidates and clients alike. This hyper-level of insight and knowledge comes from developing a true expertise in a very specific industry or niche. To determine your area of Market Mastery you must be able to succinctly define the Function, Industry, Location and Level (FILL) of the market in which you specialize.
The niche should be large enough that you could contact every candidate a few times a year but not so small that you are calling every other month. This approach works by immediately establish credibility by highlighting the strengths and attributes of your network, firm, team, fellow associates, yourself or all or any combination of the preceding. The Market Mastery approach may work best with those who have a track record of success, but if you are new in the business you can certainly build on the success of your firm’s previous track record. The key to the Market Mastery approach is to quickly share your insight as it benefits the candidate – but that insight that you share should be compelling enough to drive the conversation forward and keep your candidate engaged. The end goal of Market Mastery is to know more about the people and organizations within the niche than the people themselves!
Scripts
Market Mastery Approach Script 1
Market Mastery Approach Script 2
Market Mastery Approach Script 3
Market Mastery Approach Script 4
Video
Marketing yourself by leveraging your industry experience, expertise and benefits of partnering with a recruiter is the intent of using the Market Mastery recruiting presentation. This video segment from NLE Foundation Training helps you implement this consultative approach to your calls and presentations.
In this example of the Market Mastery recruiting approach from the NLRT DVD Series, Jeff Kaye correlates how to fuse your industry expertise and being a career manager into a powerful and differentiating message about why a candidate should choose to be represented by you.
Articles
SINALOA: Strength in Numbers and Law of Averages by Jeff Kaye
Ten Steps to Dominating your Market and Owning your Niche by Jordan Rayboy
Niche-Craft: 9 Steps to Refine or Select a Niche by Gary Stauble
Additional Market Mastery Approach Resources
Market Mastery Voicemail Scripts
Market Mastery Email Templates
