Gary Stauble’s 2 Minute Coaching
This monthly article gives you quick, easy-to-implement ideas on various subjects. This month’s topics have to do with candidate prep, staying energized and referrals.
Topic #1: Prepping Candidates on Salary
There is probably no single area of the interview process that is so fraught with danger and emotion than the subject of money. Candidates often freeze when they hear the question, “what are you looking for in terms of salary”? As with most important subjects that are likely to come up during the interview, candidates should memorize their responses regarding salary in advance so that they sound polished. It is our job as recruiters to help them rehearse and prepare for this very important question.
Here are some things to cover with your candidates regarding salary:
Tell them that it’s ok to disclose their current salary, but not to disclose the specific dollar amount that they desire for a new position. Explain that they don’t want to price themselves too high or too low for the position. You might advise them to use this response that Peter Leffkowitz recommends, “Yes, money is one reason I'm here today, but more importantly, I am here about the opportunity. If you have an interest in me, I would like to entertain your strongest offer”. Or they might say, “I’m currently making $100K; I would be in the market for a fair and reasonable increase on my salary.” The point is to memorize their answer and to rehearse it in advance until it sounds natural.
Topic #2: Emotion is created by motion
The fastest method that I know for getting yourself into a powerful mental state is to move your body in deliberate ways at various points in your workday. Tony Robbins has said, "Emotion is created by motion", and if you test it out, you'll see that this is true. You can change your mental state (and relive stress) in many ways during the workday. Here are a few that you might try out:
Topic #3: 3 Easy Steps to Landing New Clients (via Referrals)
If you became a master at landing new clients via referrals, it would mean that you would need to make far fewer cold calls and spend much less time prospecting. Being hired based on a referral crushes the normal sales cycle and shrinks the time it takes to land new business. Here are a few simple ways to land new clients via referrals from your existing client base.
- Gary Stauble
Gary Stauble is the Principal Consultant for The “Recruiting Lab”. He offers several Free Special Reports on his website including, “$1 Million Time Management”. Get your copies now at www.TheRecruitingLab.com. His new website is called, “Done By Noon” and is focused on Time Management & Lifestyle Design training. You can get his new Report, “3 No B.S. Strategies for Increasing Productivity” at www.DoneByNoon.com.