I’m not a big fan of chit chat. Whether I’m on the phone, in a meeting or writing an email, I like to get down to business, say what needs to be said, and move on to whatever’s next on my schedule.
However, there are certain times when a conversation dramatically increases in value the longer it lasts. For example, take the end point of a typical recruiting call, in which you’ve described a job you’re trying to fill.
“Is this job something you’d be interested in?” you ask Emily, the candidate.
“It sounds okay,” says Emily. “But the position is a bit too low-level for me.”
“I’d have to agree,” you say. “Is there anyone you know who might be interested?”
“Not at this point. But if I think of someone, I’ll let you know.”
And that’s where the conversation usually stops. Maybe you're afraid of being pushy or overly talkative. But no matter; you got the information you needed: Emily’s not interested in the job.
Attention Surplus Disorder
But is the call really over? Not if you get really focused and unleash your inner detective.
“Tell me something,” you say to Emily. “Are there any companies locally who employ the types of people I’m looking for? And if so, which of them would you describe as being top tier?”
“Well, Alpha Technologies comes to mind,” she replies.
“Really,” you say. “Have you ever met, worked with or heard about any of the people there?”
“Well, my company just hired someone from Alpha who works in my department.”
Now, isn’t this a juicy bit of news? Think of all the directions you can take the conversation, all the questions you can ask, and all the potential discoveries that might lead to new candidates and new business. You might ask:
These are just a few of the pathways to explore if you're not afraid to ask questions or connect dots that might appear beyond the visible horizon. In fact, if you apply the 80/20 rule to the telephone, you'll see that 80 percent of the value can be found in the last 20 percent of an extended conversation.
It’s true that vast resources are available online. But assuming the other party has something to say, nothing beats the scope—and relevancy—of information gathered from a thoughtful conversation. And on the flip side, nothing burns the bridges of opportunity faster than a reluctance to engage or a failure of imagination.
- Bill Radin
Bill Radin is one of the most popular and highly regarded trainers in the recruiting industry, and has trained many of the largest independent and franchised recruiting organizations, including Management Recruiters, Dunhill, Sanford Rose, Snelling and Fortune Personnel. His speaking engagements include the NAPS national conference, the annual Kennedy Conference, and dozens of state association meetings and network conventions, including Top Echelon and Splits.org. The Radin Report is published monthly.