I’m at the ERE conference in San Diego! Honestly, given the economy, I am actually surprised at how many people have attended the event. I think it illustrates that organizations want to improve their Human Capital functions by investing in learning new methodologies, tools and techniques.
On Monday I facilitated a pre-conference workshop with the renowned Shally Steckerl (www.jobmachine.net) on Sourcing Candidates with LEAN budgets. We had a great session and a ton of fun with those in attendance.
As always, the group interaction provided insight and inspiration on how I can improve my recruiting skills!
Probably the biggest “ah-ha” moment, or “take away” for me was reconfirming the importance of controlling the initial conversation with a quality, passive candidate you “cold called,” and then identifying their true “Motives to Move.”
Without this information, how can you possibly understand if you have a position within your organization that will clearly be better the one they have currently?
As Jeffery Gitomer says, “No one wants to be sold but everyone likes to buy.”
Hence, before you SELL anyone on an opportunity, it is probably better to understand exactly what they are looking for in a new opportunity, and if you have that answer, they will most likely want to BUY it!
Oh, by the way, if you approach the call with this attitude . . . it becomes a much more enjoyable conversation!
In upcoming blog posts, I will discuss some tried and proven techniques to “cold calling” passively-looking top talent, overcoming the initial awkwardness of the call, and capturing their “Motives to Move!”
I am looking forward to Day II of the ERE expo!
Hope you have a great week!