Martin Hunt

Making contact

Tell the candidate how the dialogue will be structured. We create a dialogue space and set the rules of this space. This creates a feeling of certainty and calm in our counterpart. It becomes clear and simple. He sees that his opinion and interests are also taken into account.

Clarifying needs\ Finding out the candidate’s motivation

IT recruiters are faced with the fact that a candidate who has the stated skills is not actively looking for a job. It is also logical to clarify the motivation and interests of the potential applicant.

Direct questions do not always bring the desired result, so selection professionals use various types of questions in their arsenal – projective, situational, clarifying. In any case, sincere interest in the candidate is important. Ask and they will tell you everything. Are you planning to change jobs and what is the reason? What would you like to change at your current job? Why are people looking for a new job? Only after receiving the answers do we move on to the next step.

Presentation of the company

To represent a company favorably, IT recruiters rely on two decisive factors:

• Company value proposition
• Candidate motivation.
• When you clearly see how the company you represent differs from other companies and why it is suitable for this candidate, with his expectations and motivation, you can make the candidate fall in love with the project.

You can close a candidate’s objections only if you know his true motivation. Questions of a different nature – situational, developmental, clarifying, projective. All this helps to understand who we are dealing with.

Closing

When all the cards are up, ask what the candidate thinks about it all. What he doubts remains unclear. We answer questions and talk through all the difficult points that worry the person on the other end of the line.

Summary of agreements

Let’s summarize the meeting. We voice all the candidate’s key expectations and agreements regarding the schedule, wages, and work tasks. Why repeat it again, because it’s clear that if the candidate responded, he already agrees to our conditions.

By repeating what you have already agreed on, you help the candidate make sure that it is exactly right for him. That the decision to continue the dialogue is not caused by an emotional upsurge or the velvet voice of the recruiter. We give space for confirmation – is this exactly what I want and this is what I believe in.

Work with objections

At every stage of sales, a potential employee may have objections. Only after the objections have been resolved can we move to another stage. This is how we check the truth of our candidate’s intentions and move towards the result in small steps.

Thorough preparation means a lot to a recruiter. Even without clarifying the motivation and expectations of the future employee, you can persuade the candidate to come to work, convince him that your offer is his dream job, and charm him with upcoming projects and prospects.

But the pros don’t do this. Such a candidate can go to work and even work for a short time. However, if his values ​​turn out to be different from the company’s values, and his motivation is not satisfied, he will leave at the first opportunity. And this already affects your reputation as a professional.

Another feature of an IT recruiter’s work at each stage is that the candidate may simply not respond to your message. In this case, you need to revise the text of the appeal. What are you talking about in it – about the best company, about yourself as a good specialist, or about the candidate himself and his interests. Do you take into account the benefits for the candidate? Do you want to clarify his motivation? Is there a call to action at the end of the message? It is clearly understood by the recipient and it is obvious what needs to be done after receiving the information. Translate communication into a you-vector, focusing on the candidate and the customer.

Follow sales milestones and be humane in your communications.

Good sales and clear communications.