THE REAL REASON YOUR CANDIDATES ARE TALKING TO YOU!
Published on 11 May 2007 at 9:21 am.
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Isn’t is amazing how candidates often tell us “You called me, I’m not looking!”, but when we requested an updated resume, they email it right over to us. Most of the candidates we recruit, are unhappy in their current position - but don’t know what actions to take in order to find a new opportunity. You call, your timing is perfect and you have a new candidate to represent.
It is important to know the REAL REASON you candidate will go through the “trauma of change!” If you just ask for their reason for leaving, they will give you one of the thirteen reasons all candidates list i.e. money, advancement, lack of communication etc. If you want to know their REAL REASON, ask the following question:
“What would you change about your current opportunity if you were your boss?” If their answer is only MONEY and ADVANCEMENT they will more than likely take a counter offer. You need to probe to see if there are other reasons for instance: Management never keeps us informed, there is no communication in our company, or our technology is extremely outdated, or the morale in our company is terrible since we’ve been sold…..those reasons are not SOLVED by a counter-offer.
You can also use this information when you are presenting future opportunities to this candidate. Stress what you now know they would change about their current situation. The question listed above is one of the most important questions you can ask a candidate and should become part of your interviewing process.
As top talent continues to be scarce, the more you understand your candidate - the better it is for YOU! Trust me, you will close more Placements!
Here’s to a Record Month…..Barb Bruno, CPC, CTS
