Average recruiters say “No” for candidates a lot! It sounds like this:
“You probably won’t be interested in this, but…”
“I’m doubting this is for you, but…”
“I’m guessing this position is below you, but…”
Average recruiters give candidates an excuse to say No, even before we know if the candidate is interested or not!
Because we all know how the above statements end! “You’re right, that position is below me, but thanks for calling.” Hang up. “You’re right, I’m not interested. Thanks. Bye.”
Great recruiters don’t do this. Great recruiters use silence as their friend!
A great recruiter will ask a candidate a question and then they’ll shut up. They won’t fill the silence. They will wait. 5 seconds. 10 seconds. Just wait…
It’s so hard! We naturally want to fill that silence with something, and average recruiters fill that silence with bad answers and excuses to the question we need the candidate to say “yes” to!
Great recruiters use the powerful psychological tool in the world – a candidate’s desire to be desired!
“Mary! It’s Tim over at HRU! I’ve been waiting so long to talk to you! I had a conversation yesterday with Sue, our group manager, about you. We both agreed, if we can get you over here, you’ll change our life! Do you have a minute to discuss?”
OF COURSE, I DO! Tell me more about how great I am!
Great recruiters never even believe a candidate isn’t interested or the position is beneath the candidate. All they see is a great opportunity to introduce a candidate to a potentially great opportunity, and make that candidate’s life better. They know they’ll hear a “Yes” I want to hear more!
Average recruiters know they’ll hear a “No” before they pick up the phone. Well, the last person said “No”, so I’m sure this person will say “No”. Average recruiters won’t even call the best candidates, already believing they’ve lost.
I love green-as-grass, brand new recruiters because they don’t even know this concept yet! Every time I hire a new recruiter who doesn’t have experience, they always, 100% of the time, find candidates that no one else on the team will. Why? Because they just call everyone! No preconceived notion that a candidate could even say “No”!
The experienced recruiters around entry level recruiters will always ask, “How’d you find that person?!” Um, I called them.
Today, pick up the phone like you’ll never hear “no” and start making calls. Reach out to the candidates that you think will never say “yes”. Something amazing will happen. A few will say “yes”!