Scripts can feel overly constrictive and robotic if you become attached to them but as a point of reference and starting point they can be a huge asset. Becoming a master at language is a key skill for a top producer. Below are some of my favorites that I’ve created or picked up from other trainers over the years.
A Powerful Recruiting Question:
When you make a cold call (to a candidate) are you first looking to pitch a job or open a conversation? Pitching a job or asking for a referral right off the bat puts you in a low level conversation with your candidate. Passive candidates who are top performers will see you as a tele-marketer.
Here’s an excellent leading question that will get you a “yes” 90% of the time:
“Would you be open to exploring a new career opportunity if it was clearly superior to what you’re doing today?”
When they say “yes”, don’t tell them about the job yet! Say, “Great, why don’t you give me a 2 minute overview of what you do and then I can give you a 2 minute overview of the job, and if it makes sense, we can go into more detail”
Try to establish a professional relationship before pitching a job.
Most people you call are not going to be a candidate for the job at the moment- but they know people they could refer. The referral is much easier to get if they first trust you and your professionalism.
The Referrals Script:
Here's the best referral script that I'm aware of. I heard it from Peter Leffkowitz.
"In the same way that I'm going to do my best in trying to move your career forward, there is a way that you can help me as well. Basically there are 2 types of people that I'm able to help in the work that I do.
One is someone like yourself who excels at what they do and is currently looking for a position. The other is someone who excels at what they do and is not currently looking. I wanted to ask you who you know in either of those categories that I could speak with".
The Options script:
I heard this one from a Pinnacle Society member:
“I’d like to support your career in 1 of 2 ways: 1.) When the time is right I can help you to find a stronger position for yourself or 2.) I can help you to recruit talented people for your group. I’m not sure if my timing is on target but I wanted to find out if this may be something you’d like to explore for a few minutes. What are your thoughts?”
*If you’re in need of a scripts upgrade for your office, you’ll want to check out The Recruiter's Almanac of Scripts.
- Gary Stauble
Gary Stauble is the principal consultant for The Recruiting Lab, a coaching company that assists Firm Owners and Solo Recruiters in generating more profit in less time. Gary offers FREE how-to Articles, Resources & Special Reports online to assist you in building your firm. Learn more now at www.therecruitinglab.com. © Copyright 2004-2007 Gary Stauble - All Rights Reserved