We are neck-deep into a highly competitive job seeker’s market. What this means is that the feeding frenzy for talent has created a perfect storm for people to ask for a lot… and get it. The interview process has been plagued with bait and switch tactics, ridiculous compensation renegotiations (after the offer has been accepted), and outright ghosting once an offer is accepted.
The root of the issue is the transactional way your interview is being run. Evolving your phone screen into an in-depth “Discovery Call” is the first step to eliminate the huge time sink that results in a turned-down offer.
Today we are going to discuss the pivot that must take place in your hiring practice to align with what people really want. And it all starts with your first interaction.
Today we discuss:
The changes in candidate attitude and positioning
How to eliminate the frustration & engage people at a more human level
Approach evolution
Here's what I am hearing from a lot of entrepreneurs
A lot of dishonesty
People are being unreasonable when it comes to their demands
Challenge today?
People are lying on phone screens
Not showing up for interviews
people asking for ridiculous stuff
Problem:
We still approach people with an “About us first”
Educational approach with selling
Needs to be done at the end of the phone screen
Practice of not negotiating
Negotiating mitigated when people want it
Why is this important to the company?
Losing great talent
It keeps you awake at night
Rick’s Nuggets
I believe that a lot of the challenges are coming from two places:
Speed
Not taking the time to understand before selling
Need
Need to get this filled / off my plate
How do we solve the problem?
Your phone screen (aka: discovery call) sets the tone for the relationship
If your transactional, expect that from the relationship
If your adding value, expect that from the relationship
Adding value:
Seek to understand a person’s WHY (Career Wounds)
What's broken in their career that you can fix
What does this person want? (besides a job)
Environment in which they will thrive
Can they make an impact?
Past performance is a key indicator of future performance
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