Close All the Candidates You Want
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Transcript of Close All the Candidates You Want
Jenifer Lambert, CPC TERRA Staffing Group [email protected]
Closing a candidate is not an event. It’s a process.
There’s a job for every candidate and a candidate for every job.
What do you bring to the table?
What’s generally cool about your company?
What’s specifically cool about this job?
Make sure you don’t inadvertently repel the right people!
Weak Wow Work‐hard, play‐hard culture Hard work but at the same time serious fun.
Something about laughing makes the work come easily.
Casual work environment We're casual with lots of t‐shirts and flip flops (but if ties and high heels are your thing, that's o.k. too). Meetings are short and infrequent.
You will be building cool products Our software engineers develop the next‐generation technologies for which we've become world renown. In addition to revolutionizing search technology, we use our world‐class programming skills to innovate in a number of other areas as well.
Work for an industry leader Our site is one of the top 10 consumer destinations in the U.S. with millions of unique visitors monthly. Your work will contribute to making a better experience for the consumers who are beating down our door.
You can close any candidate you want by helping her get what she wants!
I don’t feel like I fit here! The product stinks! I’m concerned about the future of this company.
I’m being asked to do things that are inconsistent with what I think is right.
I hate my boss, my boss’s boss and my boss’s boss’s boss.
• What would you hope to accomplish with a change?
• Relationship to boss? • Recent changes to
circumstances. • What’s next for you in
your career game plan?
Why now? Who have you told? How soon are you
prepared to start a new job?
If the candidate’s pain can be easily solved by her current employer, you’re wasting your time.
Unresolved concerns don’t die. They resurface later in ugly, messy ways.
Debrief the Candidate after every interview: Chemistry Fit with career goals Tell me about the interview Variance between expectations and actual Positives? (amplify) Concerns/questions (neutral)
Debriefs offer you insight into:
Nuances of the job Hiring Manager’s
preferences Hiring Manager’s interview
style Information that will help
you calibrate the search. Details that will help you
prepare future candidates.
“Money aside, do you want this job?”
“Assuming we can make the money work, do you want to be here?”
Direct questions Direct answers
Start talking about it early. Have they taken a counter‐offer in the past? What will they do WHEN one is offered now?
Look for signs Pre‐occupation with money Non‐committal answers to direct questions No discernable reason for making a change Inappropriate emotion about resignation
Offers are a consummation, not a question.
Pre‐close the offer THE offer is… Expiration date If/then close