The false notion of candidate control damages the performance of most recruiters in the qualifying call. Candidate control is a myth. Candidate Leadership is the reality and the main driving force of this critical conversation that will move your candidate forward in your search process.
There are three objectives in the qualifying call, and four steps that you must follow. The qualifying call is the conversation that you have with a candidate who is worth your time to potentially put in front of a client. The candidate is interested, the interest is valid, and he or she is qualified to perform in the way that the client wants. In other words, you are starting to smell money.
Smell the money with those candidates who are willing to go down the path. Itís easier to lead a candidate than it is to push one, so lead them through this four step process.
There are three objectives to this call. First, you are obtaining the necessary information in greater detail, information that will be relayed on to a client which the client will use to determine whether or not this candidate is worth the time of an interview. This is your first sales job, to the client, so you need to elicit the information from the candidate which is listed below.
The second objective is to develop the proper authority influence relationship with the candidate, so the candidate understands that you are the expert and you are the one who will be managing the process.
The third objective is to clarify expectations and explain exactly what the protocols are in this process.
Here are the four steps to this call.
During this call, you should have already received a resume from the candidate. If not, get as much information from the candidate that pertains to the search. Specifically, get information such as:
In addition to this, get overall information by asking:
Next week: Steps two through four in "Wrapping Up the Qualifying Call".
- Scott Love
Copyright © 2005 Scott T. Love
Scott Love improves the performance of recruiters and the margins of search firms and staffing agencies. His training website, www.recruitingmastery.com, has become one of the largest free internet training sites for the industry. To have him show your staff how to produce more than they thought possible, call him at 828-225-7700.