I felt like someone kicked me in the stomach. I just left the third message for the candidate without a getting a single call back. He had a great background and the first time I talked with him two weeks ago he said there were some pretty important issues motivating him to consider other things. Just last week he seemed interested in my client’s opportunity, but I feared that the fear of change had taken him out of play. Finally, with my timing just right and the planets in proper alignment, I made one last call and caught him at his desk as he was on his way out the door.
I told him that my client wanted to meet with him for an interview. He responded by saying the three words that every recruiter fears to hear: "I’ve been thinking…" Anytime I hear a candidate say they’ve been thinking, it usually means that they want to withdraw their candidacy. Then they usually end this sentence saying ‘thank you’, the same way I thank a cop for giving me a speeding ticket.
But I did it. I was able to turn him around. This is what I said:
"Bob, I’m not the kind of recruiter that pushes people to do things that aren’t in their own best interests. I hope I don’t come across as being pushy, but I really need to share something with you. You really need to meet with my client. You told me things about your situation that were keeping you from being fulfilled and I think you deserve better. I would hate to see you settle for something that doesn’t fulfill you, just because you are facing the normal fear of change. Let me make a small suggestion. I’d recommend that you talk with my client, meet with them for just an hour, and then you’ll know whether or not it is something that you want to go forward with. Either way, you’ll never wonder about it. I think you deserve the chance to look at something that can not only solve those issues you told me about the week when we first spoke, but something that can give you a better fun quotient at work. I’ve placed four people with this company who were just like you, and all of them met with my client and all of them told me the same thing: they all thanked me for getting them to meet with my client."
It worked and I think this is why: he trusted me. The rapport was strong enough for me to give him some ‘tough love’ and gently nudge him to meet with my client. At the end of the call he thanked me and this time he meant it.
I think there were five key ingredients of this call that made it work. If you make sure your next call with a fence-sitter has all of these, then you can put the odds in your favor:
Remember that when you deal with people, the formula for influence is never a guarantee, but it does give you better odds of gaining a commitment and compliance from someone else. And at the end of the deal when the candidate makes the move to your client, he’ll be the one thanking you for getting him there.
- Scott Love
Copyright © 2005 Scott Love
Scott Love improves the performance of recruiters and the margins of search firms by working as a consultant, in-house trainer, and keynote motivational speaker. Scott believes that burning desire outperforms natural talent and reminds his audiences that it was the tortoise who won the race. To have Scott inspire, motivate and train your team to bill more than they ever thought they could, call him today at 828-225-7700, ext. 11.