Jay Abraham's Case Study #79
August 23 2007
From: Neil Maxwell-Keys
To: Jay Abraham
Sent: Wednesday, August 14, 2002 11:33 AM
Dear Jay,
"Result Of Our Recruitment Jumped By Over 50% Just Through One Of Jay Abraham's Referral Generating System..."
I have only very recently been introduced to the Jay Abraham methodology.
Around two months ago I purchased a tape set from Nightingale Conant called "The Marketing Mastermind System" and this was the very first introduction I have had to Jay.
We run a specialist recruitment agency called MK Recruitment and we specialize in recruiting personnel to work onboard some of the world's most luxurious cruise ships in various different departments. We basically earn a fee from each cruise line company for every qualified person that we recruit for them.
After listening to all 6 cassettes I decided to think about which of Jay's strategies I could implement immediately that would have an instant and positive effect on our business. One thing he said that really hit home was something so obvious that I almost feel embarrassed to say that we haven't done this already!
"He (Jay Abraham) said that every single business should have at least one (preferably several) systemized referral generating systems in place.... "
I immediately began to think about how we could do this and increase the number of qualified candidates we recruit. I had an idea straight away. The candidates that we were currently processing to work onboard a cruise ship (these are people that we had already spent money on advertising in specialist publications to recruit) - of course, they would know other people with similar experience, backgrounds, etc as themselves (i.e. work colleagues and friends).
So why didn't we just add a few extra lines as a "P.S." on the bottom of each letter that we were sending them (that we sent them anyway, so the extra cost was zero) asking them if they knew of any other people with similar experience as themselves that may be interested in working onboard a cruise ship?
We did this and the result was immediate. Our results show that the number of people that we recruited jumped by over 50% just through this one referral generating system and we haven't even offered any kind of incentive to them for doing this.
Our candidates were actively asking their colleagues and friends whether they too fancied the once-in-alifetime opportunity to work onboard a luxury cruise ship, as a favour to us for getting them such a sought after job!
"With Doing Nothing More Than Adding Precisely Three Sentences To The Bottom Of Each Letter, We Are Able to Plan More Budget For Other Recruitment Activities..."
Basically we recruit people by placing classified adverts in local newspapers throughout the country. These adverts cost us around 100 pounds each. From each advert we get around 50 positive enquiries. After vetting and then interviewing each person we will end up recruiting an average of seven people from this ad, which equates to around £1400 in revenue.
Now that we have a referral generating system in place and the people who enquire and candidates we recruit are referring friends and colleagues we are now recruiting around 11 people from each advert that we put out. This means that our revenue has gone from £1400 per advert to £2200 per advert from doing nothing more than adding precisely three sentences to the bottom of each letter!
Although this is only a very small success story it has had a very profound effect on our business. Not only are we happy with the much improved results and increased revenue it has brought us but our clients are delighted with the increased number of people we're sending through. And this is only the beginning.
We plan to use as many more of the 93 - ways referral generating systems Jay talks about that we can get away with!
Kind regards,
Neil Maxwell-Keys
MK Recruitment
43 Mainwaring Road, Wallasey, Wirral, CH44 9DN. England.
Tel: +44 151 512-5218
Email: neil@mkships.co.uk
Size: Operates part-time with two employees
Business Type:
Specialist Recruitment Company, recruiting personnel to work onboard luxury cruise liners throughout the world
My statement is true and provable and you have my permission to use my testimonial in your promotional and marketing endeavours.