Passive candidates (or as I define them . . . Listener/Not-looking) are just that. Passive. I think we have to continue to remind ourselves of that fact when we are trying to make contact with them.
If you are like me, you often feel that they will respond if they are interested in talking. Especially if you pride yourself on sending compelling emails and leaving thought-provoking messages.
But the reality is (I know this but have to keep reminding myself of this fact) that most folks don’t respond because they are just too busy!
Think about what you do when you receive a voice mail and/or email from someone that has some sort of “appeal” but . . . the message is not critical or urgent.
- How many emails do you have in your inbox that you haven’t responded too? How many voice mails?
- Do you ever get to the end of the day and have about 5 – 10 ++ calls left to make but… have to run?
“No return call/email” DOES NOT EQUAL “no interest in talking/networking”.
In sales, studies indicate it take 5 contacts to solicit a positive response from someone. Heck, we recruiters often give up on 2-3 contacts and we are not even selling anything!
GREAT STORY: One of my partners (Troy) contacted a person 41 times over the course of 18 months with no feedback. Every time he called, he was respectful and used phrases like “I know you are busy . . . ” or “I know that I am not the first person on your call list but . . . “
He finally reached this person the other day. Now – 41 times – - 18 months – - for most that is “stalker status” but . . . the person was very polite, very apologetic that they didn’t call back and actually referred a couple of people to network with!
As you look at your list of folks you have contacted, think positive, think they are just busy, think they would LOVE to talk to you!