7. Current background
check vendor.
8. Be sure to include franchisee's location and contact information.
Please remember we know it is seldom a perfect world and we are happy to
get just a contact name and phone number and we will do the rest.
6.
How should I present ALTN/ABS
employment screening to my clients?
The good news is that you do not need
extensive knowledge of the background check industry to suggest this
service to your contacts.
We suggest something like: "We also offer all forms of employment
background checks.
Our company has the ability to offer very competitively priced
background checks, including criminal records, driving records and all
other legally permissible background checks."
"Could I have our representative give you a call to explain our
employment screening services and give you a price quote?"
"If so, when would be a good time to have them give you a call?"
"To save time, may I ask a few questions now"
Then, try to get as many answers as you can to the questions above.
Please remember
we are happy to
get just a contact name and phone number and we will do the rest.
7. What does the ABS
rep say to the client when you call them?
It is very low key.
We say "(Blank) from Any Lab test Now said you might give us a chance to
give you a quick overview of our background check services and pricing."
"Is this a good
time for us to call?"
We take a
consultative approach to offering these services and after some
discussion with the client we may suggest they order certain searches
appropriate to their particular business or the specific job they are
screening for.
We may also suggest that they may not want to continue ordering certain
searches that they may have simply been ordering routinely.
For example, some companies order employment credit reports on all
applicants. If they are hiring people for, say, manufacturing or plant
jobs we may suggest that type of search may not be needed for all
applicants. We explain the various types of searches and they decide.
Every company must decide for themselves how much they are willing to
spend and how thorough they want the background check to be.
We usually send
them an example of one of our typical background checks. These
three background searches included in the example are all available
instantly form our web site and are priced at $30 or less. Please don't
quote this price however, as they may be ordering much more or less
extensive reports than the examples shown and state fees may also
distort the quote.
For an example of a typical report:
Click Here
7. Do we quote prices?
Prices can only be determined after considering many factors about the
account such as number and types of reports ordered each month and many
other competitive considerations. Please avoid quoting prices. If you
are pressed you can just say "I understand many of our clients do
employment screening packages in the $30 to $50 range depending how
thoroughly a company wants to screen applicants.
However, the danger is, if they are only paying, for example, $25 for a
minimal search like a driving record and statewide criminal background
check, they will say " Oh, we are getting them for much less than that
now".
As a result, we have no further chance of engaging them in a discussion
to determine what they are paying and what they are really getting.
So, it is definitely best to avoid discussing price at all.
What if the client says price is the
most important consideration?
If you are dealing with a client that indicates that price is the most
important consideration, depending on how you feel about the client, you
might say something like " I won't take up much of your time with
this. If you can tell our representative exactly what searches
you are getting and what you are paying he can tell you very quickly
whether we can do it for less or not."
8. What if I need more training?
We are glad to provide you with any one on one training you require.
Just call with any questions you may have and we will work with you
until you are comfortable with presenting the employment screening
services we offer.
9. How do we get paid?
Franchisees are paid 15% of the gross
revenue generated on any account they refer.
*Commissions are not paid on state fees that are associated with driving
records.
* Commissions are not paid on fees charged by counties for access to
county criminal records.
(Only about 10% of the counties charge these access fees)
The normal pay cycle works like this:
Client orders searches in month one.
Client is billed at the beginning of month two.
Client pays bill sometime in month two.
Commissions are calculated during the first 10 days of month three.
Commissions are mailed to your office by the 10th day of month three.
