Closing candidates isn’t about getting someone to accept a job so you can fill a requisition or generate a commission. It is about reminding them why … Read more
Why Do People Switch Jobs? It’s Mostly the Same No Matter How Much They Make
Here’s the big takeaway from this latest bit of candidate data from Ladders, the career site for six-figure jobs: When it comes to pay, perks, and … Read more
Employees Excel at Selling Candidates – The Warriors’ ‘Hampton 5 Story’
When it comes to closing top candidates, your own employees are the best salespeople. Top recruiting leaders already know the tremendous value that a firm … Read more
Let Job Candidates Sell Themselves On Your Company
Hiring is a form of selling: You’re selling opportunity. The hope is that your best prospective buyers — top talent –choose you. During … Read more
9 Steps To Making a Winning Job Offer
Editor’s note: In this column, Jorg Stegemann, one of Europe’s leading independent search consultants, offers advice to hiring managers on making an offer. … Read more
Agreements, Slumps, and Offers
Topic 1: Should you start a search without a signed agreement? We were all likely taught that you should never start a search without a signed agreement. … Read more
If You’re Always Closing, You’re Not Selling
Closing techniques are as old as the sales profession; isn’t “Always Be Closing” the A-B-C of sales? Could this practice have anything to do with the sales … Read more
How To Counteroffer Proof Your Offers
Ben Franklin said “An ounce of prevention is worth a pound of cure.” It’s an old English proverb (as in Ye Olde) that goes back many centuries even prior … Read more
Step-by-Step to “Closing to the No On Money”
Dear Barb: In the past 30 days I’ve had three offers turned down and they all came down to money. I heard you teach a process that I think you called, … Read more
Don’t Let the Client Bulldoze You Into Making the Offer
You’ve worked hard and spent weeks assessing the client’s needs and interviewing potential candidates. Finally the perfect match has been found and the … Read more
With Candidates, You Have to Dig Deep and Pre-Close
Dear Barb: Am I the only recruiter who feels candidates are not telling us the truth during interviews? They tell me one thing and then give different … Read more
Here’s How to Close to the ‘No’
Dear Barb: I heard you speak in Mexico and I remember you teaching us how to close people to the “NO” on money and I’ve forgotten how to do it. When I was … Read more
Can A Company Blow An Interview? Yes It Can!
Has your company ever lost the competition for a great candidate to a competitive offer? If so, there’s an excellent chance that your firm may not have … Read more
Implementing an Effective Counteroffer Prevention Strategy
Almost daily, I receive calls from practitioners who find themselves challenged by the fact their candidates are receiving an ever increasing number of … Read more
Offers Getting Rejected? Here’s What To Do To Before the Sendout
Dear Barb: I just had my third offer rejected since the beginning of the year. I had none last year. I don’t know what I’m doing wrong. When I try to get … Read more
30 Client Questions That Will Save You Time and Make You Money
Just like a golfer tees up the ball to optimize their drive for distance and accuracy, a Recruiter needs to prepare thoroughly before embarking on a … Read more
Treat Actives Like Passives and You’ll Close More Candidates
Often we see articles about recruiting passive candidates. The perception is that active candidates are not as desirable as their working counterparts. … Read more
How To Make A Successful Hire
An indisputable fact: the job market is heating up. Candidates seeking employment no longer go months without returned phone calls, but rather, quite the … Read more
How To Get Clients to Make Faster Decisions So You Don’t Lose Candidates
Dear Barb: How do you force your clients to make decisions faster? I just lost two candidates who had completed final interviews because my client didn’t … Read more
The Parable of the Two Principals: A Tale to Share With Clients
She’d found her calling as a teacher of kids with special needs. She loved her job, and enjoyed working for the person who’d graciously given her a start. … Read more