Trust Your Candidates, But Have More Waiting

Dear Barb:

Is it me or are candidates just impossible? There is no loyalty with people these days. I’ve had four offer turn downs in the past six weeks and all of these people were recruited candidates who were not in an active job search. People are just not being honest, and my clients are just as upset as I am when this happens. How can I control my candidates more so they tell me the truth, and accept the offers I get for them? What can I say to clients who are now very unhappy with me?

George M.

Sarasota, FL

Barb Responds

Dear George:

I want to address all of your questions, starting with how you control your candidates more effectively. Your goal should not be to control your candidates, to develop rapport based on trust. What did you do the last time someone tried to control you?

The information you receive during a first interview is the best information an individual can provide to a person they don’t know or trust. Re-ask pertinent questions throughout the entire process to make sure you have accurate information. Answers become more honest as trust is established.

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You need to realize that the Internet and especially social media has made it simple for candidates to surface job opportunities. Candidates will not accept a job if you have only shown them one opportunity. They want to make a choice, not have only one option. Once you schedule an interview for your candidate, you need to market them to other clients. Your goal should be to send every strong candidate out on at least two or three different opportunities.

To service your clients better, make sure you back-fill every single candidate that is screened you’re your goal should be to have two or three on the final interview, not one. Show your clients how this benefits them. If someone turns down an offer, you have two other strong candidates who could possibly accept the offer.

Follow this advice and you will have fewer offer-turndowns.

Barbara J. Bruno, CPC, CTS

Barb Bruno, CPC, CTS, is one of the most trusted experts, speakers, and trainers in the Staffing and Recruiting Professions. If you want to receive FREE training articles from Barb, sign up for her NO BS Newsletter! Barb has spent the last twenty years focused on helping Owners, Managers, and Recruiters increase their sales, profits, and income.

Her Top Producer Tutor web-based training program jumps-starts new hires and takes experienced recruiters to their next level of production. Barb's cutting-edge program, Happy Candidates, provides you with a Customized Career Portal in less than 10 minutes. Happy Candidates allows you to help the 95% of candidates you don?t place and eliminates the greatest time waster in your business.

If you'd like to contact Barb, call (219) 663-9609 or email


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