I'm happy where I work. I don't want to leave. I'm working on a major project that I have to finish. You should have called sooner, I just accepted another job offer. I don't talk to recruiters ...
These are examples of the most common denials headhunters hear when trying to reach passive candidates. However, since the vast majority of the best candidates are passive candidates, you have to learn how to communicate better with them. In his article on the LinkedIn network, Lou Adler, American expert on recruiting top talent and journalist, shared the following recommendations on how to become more persuasive and more successful in attracting passive candidates.
Don't sell jobs
Passive candidates aren't looking for new jobs. That's why you shouldn't hasten to sell them the specific jobs you're offering, but to talk about career opportunities.
Prevent negative answers
If you ask a passive candidate whether he would like to hear about a great job offer in his field and area, he can easily say that he's not interested. Instead, try asking a bit smarter, for example: "Would you like to learn more about a job opportunity at a higher position than you hold now?"
Talk about the future
Begin the conversation by explaining that you're planning to hire for senior positions in the future (not immediately) and you would like to talk about whether the person could be one of the candidates to consider.
Use referrals
Every phone call from a stranger causes distrust. Therefore, always try to mention the specific name of the person who recommended the candidate to you.
Talk about resistance to change
If a candidate says immediately that he's not interested, respond by saying that that's exactly the thing you want to discuss. Make sure he knows that initial indifference is understandable, but it may not be legitimate.
Explain the risks of staying in the current position
Candidates who are afraid to leave their current jobs, even if they're not completely satisfied, need to hear this from you: "Time is the most important asset you have. What you do in the next two to three years will affect the next five to ten years of your life." Sometimes it's simply a greater risk to stay.
Stay in touch
Present yourself as an expert on hiring for top positions in a specific field. Agree with the candidates that even if they aren't interested in what you're currently offering, you will stay in touch and let them know when there is a something new.
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