There are some fundamental questions (discussed yesterday) recruiting prospects need answered before deciding to join your team.
According to Robin Dreeke, the answers to these questions have common themes.
Your recruiting prospects will want to talk with you, tell you things, and agree to follow-on appointments when…
They feel listened to and validated in a nonjudgmental way.
They feel accepted and liked.
They feel you understand and appreciate their goals, priorities, and aspirations.
They feel you truly understand the context of their situation.
When these happen, your prospects’ brains are getting rewarded for engaging.
They’re being told: This person is good for my survival.
It’s only after these prerequisites are met that recruiting prospects consider what they can do to help you.
For a type-A, transaction-oriented manager, this is a frustratingly slow process because it moves at a pace controlled by the prospect.
But it’s how the best recruiting is done—especially if you’re after the best and the brightest.
