How to Overcome Passive Candidate Objections | Webcast
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This document provides guidance on performance-based hiring and overcoming passive candidate objections. It recommends thinking "backwards" by converting jobs into career opportunities. Recruiters are advised to "bridge the gap" between a candidate's current role and new opportunity by focusing on selling the next step (e.g. discussion) rather than the job itself. Common candidate objections like compensation concerns or lack of interest are addressed with techniques like delaying negotiations or understanding perspectives.
How to Overcome Passive Candidate Objections | Webcast
- 1. Performance-based Hiringsm Talent Rules! How to Overcome Passive Candidate Objections Based on Lou Adler’s The Essential Guide for Hiring & Getting Hired Rev 513 Budurl.com/EGFH info@louadlergroup.com #passivetalent
- 2. Thinking Backwards HAVE GET BECOMEDO The Wrong Way for Hiring! The Right Way for Hiring! Budurl.com/EGFH info@louadlergroup.com #passivetalent
- 3. Job-hunting Status Fully-employed Extraordinary Career Move Great Career Move Very Good Career Move Good Career Move Lateral Transfer LinkedIn Adler Group Survey 2011 – 4,500 Members 20% Postings Visible & Compelling 20% Targeted Email Targeted/Mail Merge 60% Networking VTC – PERP
- 4. From Skills to Performance Basic Performance Objectives • Collaborate with sales rep to develop customer solutions at C-level in F500 companies • Lead intense detailed product spec presentations to sophisticated buying groups • Provide technical liaison to engineering design groups • Work with contracts on developing cost/price/margin analysis for $5mm+ programs • Handle 3-6 major programs concurrently • Assess impact of spec changes on design, project & cost projections
- 5. • Becoming - Doing • Personalized EVP • Captures intrinsic motivator • Email & Call
- 6. The Basic Network Call • Don’t sell the job, sell the next step – a short discussion! • Bridge the Gap • Don’t negotiate the offer in the first 5 minutes • Get the prospect to talk first! • Create the Career Gap “Let me ask you candidly, would you be open to explore a new career opportunity if it was clearly superior to what you’re doing today?” Budurl.com/EGFH info@louadlergroup.com #passivetalent
- 7. Recruiting Rule #1 Sell the next step, not the job! No – Maybe – Yes Budurl.com/EGFH info@louadlergroup.com #passivetalent
- 8. Bridging the Gap Criteria to Engage Title – Company Compensation Location – Job Criteria to Accept Career Opportunity Job & Impact Hiring Manager – Team Comp – Work/Life Company/Culture/Mission Day 1 vs. Year 1 & Beyond!
- 9. Lightning Round Typical Objections • What’s the money? • Can’t talk • Already have a great job • Not interested • Too late • Where’s the location? • What’s the title? • ____________________ • ____________________ Countermeasures • Think Backwards! • Sell 5 minutes – not job! • Anticipate the “NO” • Buy time w/AGM • Can’t Get No Satisfaction • Seek 1st to Understand • Strategy vs. Tactics • ROI or buy decision • Engage – Network
- 10. Performance-based Hiring Summary Think Backwards Convert job into a career Bridge the Gap Don’t sell the job, sell the next step Budurl.com/EGFH info@louadlergroup.com
- 11. Performance-based Hiring HAPPENINGS Sneak Peek on May 21st Recruiter Boot Camp LIVE June 13th in Atlanta Hiring Manager two-part online course June 26-27 Budurl.com/EGFH info@louadlergroup.com #passivetalent
- 12. ORGANIZATION NAME LinkedIn Talent Solutions through the eyes of our customers ©2013 LinkedIn Corporation. All Rights Reserved. 12 Learn more at talent.linkedin.com in the ‘customers’ section “We now post any hard-to- fill positions on LinkedIn’s Jobs Network because of the success we’ve had finding candidates. It’s really simple.” “This recruiting tool was our game changer.” “Hiring managers now perceive human resources and recruiters as partners, and as the recruitment experts.”
- 13. ORGANIZATION NAME Additional resources from LinkedIn Talent Solutions 13 lnkd.in/LIwebcasts Access our library of free recorded webcasts on employer branding, passive candidate recruiting & more lnkd.in/gettheplaybook Get our 5 step plan for creating, launching & measuring your company’s talent brand lnkd.in/LIsolutions Learn more about LinkedIn Recruiter, Job Slots, Career Pages & Work with Us Ads
- 14. ORGANIZATION NAME Save the date! ©2013 LinkedIn Corporation. All Rights Reserved. 14 Become a Sourcing Ninja! Featuring Glen Cathey, a.k.a. Boolean Black Belt Tuesday, June 4 at 1PM Eastern/10AM Pacific Follow @hireonlinkedin for details