The “REAL” reason…
Published on 28 Jul 2008 at 10:01 am.
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It is vitally important for you to uncover the “real reason” your candidates have given you their resume. Have you ever heard….”you called me, I wasn’t looking!” If the truth be known, this person HAS “thought” about a job change and some have been quitting for months, even years…but didn’t know where to start. They realize you have access to opportunities and as a result send you their resume.
If you want to know the real reason someone is contemplating a change, ask them the following question:
“If you could change five things about your current position (if you were your boss), what changes would you make?
If the only changes are money and advancement – you need to walk away. This person WILL accept a counter-offer.
The answers to this question provide you with the information you need to close this candidate throughout the placement process. They will address issues that can not be solved by more money or their next promotion. You will hear answers including:
• We need to update technology
• Management needs to communicate
• We are understaffed and they are still cutting back
In addition, to asking what they would change about their current job, you need to ask “Why have you accepted job in the past and what must be offered by a new company to motivate you to make a career change?” People are creatures of habits and many times what is most important to them stays consistent throughout their career. There must be a strong interest and excitement about your new opportunity, to enable this candidate to go through the trauma of a job change.
Throughout the entire placement process utilize the phrase “I take my direction FROM YOU”. These words “empower” your candidates, and help them realize you are focused on their “best interests.” Their priorities become your priorities and the foundation of a trusting relationship is established. Once you have identified their REAL REASON for contemplating a change and their “HOT BUTTONS”, you are on your way to making an appropriate match (and placement) with one of your clients.
Barb Bruno, CPC, CTS
