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(Warning: This article contains subliminal
messages)
A few
years ago, I completely re-tooled my recruiting script.
Instead of paraphrasing the job description (dull and
boring), I began to tell stories about the company's
unique problems, and how the right person might solve them
(interesting and engaging).
Sure, I could have
blathered on about the job's technical requirements
(unrealistic), the salary (average) or my
client's mission statement (who cares). But then, I
would sound just like all the other recruiters in the world
(telemarketer at dinnertime).
I wanted to get
people excited whenever I pitched a job. With a more
powerful presentation, I figured I could do a better job of
stimulating interest and generating referrals. And in the
process, I'd build my professional reputation (and make
more money).
So, I came up with a novel concept:
Why not stop torturing innocent candidates with
dry facts and figures, and make recruiting calls a lot more
fun?
We All Love Stories
It's human
nature, and it starts in our infancy, when mommy or daddy
tucked us in with Mother Goose. A good story not only
entertains us and grabs our attention; a good story can also
help teach a lesson, prove a point or communicate an idea.
Unfortunately, a typical job description (blah,
blah, blah) does very little to reveal the "back story"
that led to the job's creation in the first place. But by
probing for details and by using a little imagination, you can
paint a more vivid picture in
the mind of your candidates and
put some top-spin on your presentation.
To convert facts into word
pictures, try using a template like this to storyboard your
recruiting script:
| "Hi, my name is
, and I'm a recruiter
specializing in
. I'm working on an
interesting assignment that I want to discuss with you.
Is this a good time to talk? Great. |
| "The job is with a
company that
, and they need to hire someone to
so that they
can
. |
| "It's especially
important that the new hire can
; otherwise the company
will find themselves in a situation in which
. |
| "However, if we can find
the right person, it will not only mean
for the company,
it could very well represent
for you. Is this
something you might be interested
in?" |
Putting It Into
Practice
And here's how I filled in the blanks,
based on what my client told me about his company's problem:
| "Hi, my name is Bill
Radin, and I'm a recruiter in
the instrumentation market. I'm working on an
interesting assignment that I want to discuss with you.
Is this a good time to talk? Great. |
| "The job is with a
company that makes
control panels for luxury yachts and off-road
vehicles, and they need to hire someone to run
their engineering department so they can bring
new, innovative products to the
market. |
| "It's especially
important that the new hire can act
as a bridge between the people in sales and the people
in engineering, otherwise the company will find
themselves in a situation in which the
two different groups will continually fight to protect
their own turf, to the point of paralyzing the
company." |
"However, if we can find
a technical person who has strong diplomatic skills, it
will not only bring peace and
prosperity to the company, it could very well
represent an
important and visible leadership role for
you. Is this something you might be
interested
in?" |
Scripting your presentation is not only fun,
it forces you to pay attention to what you're saying -- and to
what the other person will be hearing. Of course, you'll want
to tailor your style to match your market.
I've
learned that if I can get a candidate's attention by telling
an interesting story (Gotcha!), the rest will fall into
place. And as a result, I'll fill a ton of jobs and keep my
clients happy. (They love me! They really love
me!).
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