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Recruiting
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by Bill Radin
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The
Recruiter's Digest
Recruiting
News, Training & Commentary by Bill Radin |
|
March,
2008 |
Consumer Rapport
There are a
hundred ways to build rapport with your candidates. Unfortunately, most of
them don't work.
Take the technique of "mirroring and matching." Sales gurus will tell you
that if the other person speaks slowly, then you should, too. Otherwise,
you'll appear edgy or hyperactive. And that's a non-starter for rapport.
Proponents of Neuro-Linguistic Programming feel that a person's
communication style is the key to rapport. For example, if the candidate is
"auditory," then you should show empathy with, "I HEAR what you're saying,"
or close with, "How does that SOUND" to you?"
I know a recruiter who always tries to find something in common with his
candidates. He figures that if he roots for the same football team,
drinks the same beer or prays at the same church, he'll form a special bond
with his candidates. Maybe he's right—but
his candidates are still out of control.
Can't We All Be Friends?
These techniques are fine, but they miss an essential point: recruiting is
essentially a B-to-B proposition.
It's true that in some respects, your candidates are "consumers." And in
consumer or retail sales, it's important to understand your customer's
feelings, frustrations and aspirations.
But when all is said and done, your job is to provide a professional
business service. And business rapport isn't the same as consumer
rapport.
Here's how business rapport differs from consumer rapport, from the
candidate's point of view:
|
Issue |
Consumer |
Business |
|
Trust |
You share
my values and we have a lot in common. |
You
interviewed me carefully and understand my needs. |
|
Warmth |
You tell
funny jokes and have a bubbly personality. |
You tell
me the truth and treat my interests with respect. |
|
Performance |
You're my
friend, so you'll work hard and won't let me down. |
You have a
history of success, and follow a timetable for results. |
When you
select a doctor, a lawyer or a CPA, it's okay to expect a certain level of
friendliness. But the bottom line is, your choice—and
your loyalty—is
based on their competency, not their bedside manner.
Years ago, my wife and I selected a real estate agent because she was a
friend and lived next door. After 90 days, our house didn't sell. So
we switched to a more competent agent, and our house sold in a week. Sadly,
we lost a friend in the process.
Making friends is fine, but it's not your primary goal as a recruiter.
Taking care of business is.
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