To get someone to change their mind, it’s helpful to classify their decision-making perspective and use a different approach depending on their viewpoint.
Insight Topics
The Hidden Characteristic Most High-Performing Recruiters Share
It may seem like a subtle distinction, but what you believe about yourself and your organization taints all parts of the recruiting process—for the good or for the bad. Recruiters, therefore, have a tremendous amount of power as change agents in their companies.
Set Yourself Apart by Listening More
By making listening one of your signature strengths, you’ll stand out among your competitors and engage more recruiting prospects.
Assessing Motivation During Interviews
Intrinsically motivated individuals tend to perform their work with dedication and commitment. Research demonstrates that this motivation must be constantly cultivated in order to be maintained. With such a stark difference between the two types of motivation, it’s an important topic to cover during both interviews and follow-up.
Recognizing Cognitive Dissonance
As a recruiter or hiring manager, you’ll constantly be running up against cognitive dissonance when connecting with your prospects.
Execute More, Tweak Less
Yesterday, we talked about the importance of hiring professionals instead of amateurs. The same principle applies to your own...
Building a New Agent Checklist
In previous Insights, I’ve encouraged you to spend some time quantifying your ideal recruiting prospect. It may be helpful to go one step further and convert your collection of desirable characteristics into a checklist–especially for new agents.
A More Effective Way to Ask for a Referral
“Do you know anyone…?” is open-ended and quite overwhelming. It likely will produce the respectful response: “Well, I’m not sure, I’ll think about it.” “Who do you know who…?” will likely move your guest into searching their mind for just one person who might be a fit for you.
The “I’m Happy Where I’m at” Objection
It reminds us that recruiting inertia is real, but your recruiting prospects are always looking for something a little better. This hope for something better is nearly universal, and it’s the weak spot in the defenses of every recruiting prospect.
Educate Your Recruiting Prospects
So how do you keep a large pipeline like this engaged over a long period of time? One way is to educate them on how to solve their problems.
Recruiting Fast, Recruiting Slow
So, from the outside, it can look like they’re hiring fast.
But in reality, they’ve created a system that is always hiring.
Ask for Permission to Follow-Up
Asking permission to follow-up changes the way recruiting prospects view your follow-up information—it’s now expected and has a better chance of being appreciated.
Why Recruiting Prospects Need Consistent Follow-up
The best recruiting outcomes happen when candidates recruit themselves by discovering (with a little help from you) a new reality that was not initially visible.
The Best Way to Start a Meeting
Mike Walker suggests that most meetings (including recruiting appointments) get off on the wrong foot because expectations are not properly set early in the conversation. To avoid this, he suggests using a set of “framing questions” to get your prospect ready to hear your value proposition and potential offer.
Narrow and Deep or Wide and Shallow
Building awareness one person at a time is a lot of work. Is there a shortcut? Yes. It’s called an employment brand.
Crafting Stories That Persuade
Perhaps you have some standard stories you share during the recruiting process.
While this is a good baseline, Rich Millington argues that stories become super-powered when they are customized to match the worldview of your listener.
How to Get More Prospects to Respond to Your Recruiting Emails
Emails that are short and contain one idea or question get the highest percentage of replies.
How Negative Emotion Kills Your Recruiting Effectiveness
Multitasking and constant interruptions at work can lead people to display negative emotions in addition to stress.
The connection between negative emotion and constant interruptions was so strong, the researchers likened it to a contagion.
Simple is Better (and It Leads to More Hires)
By doing the extra work to make things simple, author Jory Mackay says you’re clearing the way for your prospects to quickly and easily engage.
Find a Struggle to Share
If you want to connect with someone beyond the surface level, find something they’re struggling with and share in their pain.
Authors Chip and Dan Heath describe how this works:
One study found that when strangers were asked to perform a painful task together—in one case, submerging their hands in tubs of ice water to perform a sorting task—they felt a greater sense of bonding than did strangers who had performed the same task in room temperature water.
This bonding happened even though the task was pointless.
How to Turn Cancelled Recruiting Appointments into Hires
Getting experienced agent hires is often about staying in the game until the time is right for the prospect to make their move.
The Loyalty Perception Gap
Every organization has retention vulnerabilities, and the first step to solving the problem is admitting it exists.
Why Recruiting Conversations Feel So Awkward
The best recruiting happens when you’re able to temporarily ignore your basic need for connectedness and help those in your recruiting pipeline feel something remarkable.
Stop Promoting and Start Attracting–Part 2
In simple terms, the more you’re exposed to something or someone, the more attractive it becomes.
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