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The ABC’s of recruiting Why do so many recruiters struggle to close candidates? Why do recruiters dread going to the finish line? A candidate’s acceptance is the result of winning the race. Top producers learn the ABC’s of recruiting, Always Be Closing. This session will focus on all the components of making the close process simple and easy. Learn how to embrace relationship building with clients and candidates and ways to stand out among peer recruiters. We will look at suggested interview questions, pre -closing techniques, and overcoming objections. All recruiters can be a Jerry Maguire and lead a candidate to the winning company while showing them the money. These techniques can be applied to both agency Account Executives as well as corporate in house recruiters.
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CLOSING SKILLS
Diane Hill
An agreement on a subject and bringing the
situation to a close before moving forward.
18+ Years Recruiting Experience
Basic Skills
Sales
Person Product
Interview questions help closeA) Tell me about your current situation, what makes now a good time to
think about another opportunity perhaps stronger than the one you are in
now?
B) What are you looking for from the new company?
C) Tell me about your current position, break it down by 100% time wise
D) Let’s discuss compensation, what is your current base, bonus, stock
etc..I can share with you a little more about this role’s compensation.
E) Where are you in your interviewing process? Offers pending?
Interviews…
F) Last question tell me about your right to live and work in the US.
Jerry Maguire
Agent/Recruiter
Rod Tidwell
Player/Candidate
Jerry Maguire Example
Pre-Closing idea
• Keep candidate informed build the relationship = trust
• Simple check in with company blog or weekly PR keeps the candidate engaged and starting to feel apart of the company.
• Keep in mind if you were the candidate what would your own expectations look like.
Courting
Pick up the phone call the
candidateInvite the candidate for lunch/
Dinner, coffee w mgr./ team
Socializing & Extending the Offer
Socialize the numbers before
the offer
Who else Influences your
Candidate’s Decision?
Socializing the Offer
• Since you covered compensation in the first interview
questions you should be prepared and know simple
expectations on numbers.
• Remind your candidate there is a range to hire within
internal equity.
• Discuss the full break down of the offer with benefits,
stock etc.
• This is what the Hiring Mgr and HR have recommended ,
do you want me to chase down the approvals?
• Tell the candidate what negotiation you have already done on their behalf.
• LinkedIn- Sr. Mgr Engineering
• LinkedIn- First Engineering hire outside HQ- NY
• LinkedIn- Head of Labs
• Most candidates are not born negotiators unless work in Sales.
• Logitech Imaging Engineer –from Canada.
• If we move to SJ my wife needs a job too- Wildlife major.
• Yahoo- MSCS new grad.
Best Closing Stories
Testimonies
“ I chose to come to LinkedIn because I felt like there was no other company I could have a greater impact on the economy and world than here.” – LinkedIn Candidate, 2012
“I chose to come to Logitech because you and the team made a difficult situation and process, easy with efficiency. If the whole company runs like this I want to be apart of it.”
– Logitech Candidate, 2014
ABC’s – Always Be Closing
• LinkedIn Talent Connect 2014 – Always be Coaching.
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