In a perfect world, every single recruiting call would be met with boundless interest and unbridled enthusiasm.
But as you know, that’s usually not the case. In fact, the majority of candidates we reach out to will probably respond with initial indifference or even negativity to new opportunities.
Buried in every “no” however, is a glimmer of hope, a piece of gold or a treasure trove of clues laden with enormous potential. And most of the time, all it takes is a little imagination to dig out a variation of “yes” from every conversation and put it to good use.
Seven Magic Questions
For example, if you call a candidate who says he’s not interested in your job, a typical recruiter response might be, “Gee, I’m sorry to hear that,” and move on to the next call.
Instead, you might want to try some different ways to navigate the “I’m not interested” objection. Hint: All seven will end with a question.
These are just a few examples of how the right question can get your foot in the door. By opening a dialogue, you can potentially start a relationship, gather useful information or get leads or referrals.
Remember: Just because an initial response is “no,” it doesn’t mean the conversation has to grind to a halt. You never know where you might end up—and at the very least, you’ll probably learn something you didn’t already know.
- 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.