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December 11, 2017

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Small Words, Huge Results

Lisa was worried. She made a placement a few weeks ago, but hasn't spoken to the candidate since.

From Lisa's point of view, the silence was deafening. She was afraid the candidate wouldn't like his new job; or that the added responsibilities might be too much to handle.

And if that were the case, the candidate might quit, or try to solicit a counteroffer from his previous employer.

So Lisa popped into my office to ask for guidance.

"What do I say to the candidate?" Lisa asked. "Should I assume that everything is okay, or should I take a defensive or pre-emptive position?"

"I've got the perfect script," I said. "Do you have something to write with?"

"Sure," said Lisa, eager for my sage advice.

"Okay, here's what you say to the candidate:

"Hi, this is Lisa. How's it goin'?"

Found in Translation

Words have power. And words pay our bills. But we're not paid by the word. If that were the case, we'd all be millionaires.

Every time I hear a recruiter on the phone, I'm amazed at how many words it seems to take us to express our ideas, and how often we tend to dominate the conversation.

If we could delete all the unnecessary verbiage and get to the point more quickly, we'd get better information, save time and make more placements.

To help reduce our dependence on excessive words, I've devised a Recruiter/English dictionary to simplify the way we speak. Here are some common translations:

(Pitching a job) Recruiter: The job is with a fast-paced, high-profile Fortune 500 company that's an industry leader with a solid reputation and great name recognition.

Simplified: Tired of slaving away in obscurity? I've got the perfect job for you.

(Verifying the candidate's current salary)

Recruiter: Okay. Your base salary is $96,000 and last year you were paid commissions of $62,000 plus a bonus of $5,000, which brought your total compensation to $163,000. That seems like a lot of money for a person who finished college two years ago. Can you tell me what you did that was so extraordinary that you were given such an aggressive package by your current employer?

Simplified: Last year you earned $163,000. Can you prove it?

(Closing the candidate on a job)

Recruiter: You like the company, the management team and the people you'd be working with. The job itself is challenging, the commute is okay and the pay looks pretty good. Tell me: If everything were to come together to your satisfaction, could you visualize working at the company?

Simplified: Do you want the job?

I recently heard a twist on an old saying. To make the point that reading and listening to words can often create a more powerful impression than watching TV, it was said that a word creates a thousand pictures.

I couldn't agree more. By focusing on the quality—not the quantity—of words, you'll create stronger impressions and a sharper expression of your ideas.

-Bill Radin

Bill Radin is a top-producing recruiter whose innovative books, tapes, CDs and training seminars have helped thousands of recruiting professionals and search consultants achieve peak performance and career satisfaction. Bill’s extensive experience makes him an ideal source of techniques, methods and ideas for rookies who want to master the fundamentals—or veterans ready to jump to a higher level of success.

www.billradin.com