There are few things more frustrating to a hiring manager or recruiter than having an in-demand top candidate who you have fought hard to sell reject your offer at the last minute. However, if you are willing to go the extra mile, there are some powerful deal closers or sweeteners that you should consider. These deal closers aren’t cheap or easy, but I have seen each of them work amazingly well.
Prior to our last economic downturn in 2008, a company’s approach was — “What’s in it for us” and if a prospect didn’t meet those requirements, or complete an assessment prior to the interview process, it was a no go. This was done due to supply and demand — there was an abundance of talent, and only a limited number of roles available.
Ghosting in business is getting worse. The Washington Post reports that there was a 10- 20 percent increase in ghosting over the past year. The Federal Reserve Bank of Chicago for the first time even cited an uptick in ghosting in its recent economic activity report. If you’re not familiar with the term ghosting, during recruiting, it’s when a candidate stops merely responding to their recruiter.
In last week’s companion article “The Top 5 No Cost Sourcing Approaches — And Each Is Guaranteed To Work,” I covered the five best no-cost approaches for finding top candidates. However, in today’s highly competitive job marketplace, even if you find top candidates those with multiple job choices will be extremely hard to land. So, if you are also having difficulty in the areas of selling and closing top candidates and you don’t have the resources to pay well, use the effective candidate selling approaches outlined below. All are intuitive, easy to understand, and because they produce great results, you won’t break your salary budget.
It’s inevitable that someone you want to interview or hire will say “no.” However, that “no” isn’t permanent. You can get a talented person to change his or her mind by applying a powerful principle of selling.
Hiring the right people at the right time can make or break a business. Unfortunately, most businesses wait to hire until it’s almost too late. This makes it essential to bring new hires on quickly and efficiently. You don’t want to waste time with long, drawn out negotiations when you needed someone to start yesterday. Having worked with clients in a variety of fields from manufacturing to collections, I’ve discovered that these five steps to good negotiations remain the same in any field, including hiring.