Anyone Can Recruit…But can you Sell the Organization?
Even at this time when talented people are more available than they have been in years, it is still difficult to land top talent. Why? Because top talent can chose where they want to go to work. After you make them an offer…they still have to accept! This topic came to mind yesterday when I was visiting with the President of a client company that I have worked with in the past. He is outstanding at selling his company to candidates and, as a result, he has successfully competed with large employers such as Caterpillar and John Deere when we have worked together in the past…even in a booming economy.
Yesterday he and I met with his team in one of his newly acquired companies to discuss several search assignments that I am working with his team on. As the discussion was drawing to a close, HE brought up the topic of how to sell the organization to prospective candidates. Our discussion was the basis for writing this and article and will be the basis for the next few articles in the “No Nonsense Letter.”
When candidates come to your organization they should be treated as if they are guests you are inviting to a party at your home. If you act with that thought in mind, your candidates will always be treated with the utmost respect and courtesy. Why is that important? You want your guests/candidates to WANT to come to your party. You want them excited and enthusiastic about their potential visit.
When does that enthusiasm start? It starts when you set up a time to do a phone interview. You set a time to call the candidate for the phone interview…CALL EXACTLY AT THAT TIME! Amazingly…very few companies do. As a result…candidates are amazed by your timely call because what should be common courtesy is rarely practiced by many companies today. You have just set yourself apart from 90% of the other companies and just taken the first step in the process of SELLING THE ORGANIZATION by calling on time!