<\/p>\n
\u00a0– what<\/strong> \u00a0you want <\/strong>\u00a0<\/strong>to<\/strong> get with the<\/strong> initial message <\/strong>\u00a0<\/strong>is<\/strong> just<\/strong> a reaction –\u00a0<\/strong><\/p>\n \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 I had the opportunity \u00a0to \u00a0see dozens, maybe hundreds of \u00a0messages \u00a0sent \u00a0by \u00a0recruiters from different countries \u00a0and \u00a0cultures. I wasn’t \u00a0surprised \u00a0to \u00a0see striking similarities. \u00a0\u00a0Not only \u00a0did they contain too much information, for a first message, \u00a0but \u00a0most of all, they were trying from the very beginning \u00a0to \u00a0convince the developer \u00a0to \u00a0take the job. And I think that is \u00a0wrong.<\/p>\n Let’s be clear \u00a0from the start: recruitment is sales, and sales means serving your customer through decision building process! What works in sales should work in IT recruiting.<\/p>\n<\/blockquote>\n By selling, if I would \u00a0like \u00a0to \u00a0reduce \u00a0the definition to the essence, I mean the construction \u00a0of a decision-making process for customer, towards a product or a service that \u00a0must \u00a0necessarily address a need, problem or a goal. Without this direct relationship between the product \u00a0and the \u00a0customer’s need, the sales process is next to a scam.<\/p>\n What does it mean when I try \u00a0to \u00a0sell from the first stage with the approaching message? It means I am cluttering my candidates with information that they should process so that I can obtain from them a positive decision. Thus I try to \u00a0to \u00a0convince \u00a0the developers that my job is \u00a0what \u00a0they looking for and \u00a0is right for them at this point in his career. To \u00a0make \u00a0sure I am compelling, I throw away all the information in the first place. How do I do that? I try to them \u00a0in a very positive light. \u00a0\u00a0In such situation I would think this \u00a0will get me a positive decision from my candidates. In reality we believe only in the things we conclude, and not in the things \u00a0we \u00a0are told. I repeat: we believe \u00a0what \u00a0we conclude, not \u00a0what \u00a0we are told!<\/p>\n We believe only in the things we conclude, and not in the things \u00a0we \u00a0are told<\/p>\n<\/blockquote>\n For those who already have good solid sales experience \u00a0and \u00a0know \u00a0what it means \u00a0to \u00a0help a customer take a positive decision about their product, \u00a0it is \u00a0already clear how such an approach, trying \u00a0to \u00a0sell \u00a0with the first \u00a0message, \u00a0is \u00a0wrong.<\/p>\n \u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Convincing a customer is talking 20%, \u00a0and listening, \u00a080%.<\/p>\n<\/blockquote>\n I cannot stress enough the importance of the second: listening 80% of the whole conversation. If I try to sell with the \u00a0first message, \u00a0I would make a fundamental \u00a0mistake \u00a0of talking too much about the job I want \u00a0to promote, regardless\u00a0 of my candidates\u2019 interests, goals \u00a0and problems.<\/p>\n Thus, I would fall into the fallacy of having unrealistic expectation from my first touch point with my candidates. Many recruiters think it is a good strategy to say almost everything from the very beginning and not probe the interest of the developer towards the conversation and the presented job. This is \u00a0due to the fact that \u00a0the closing a job is \u00a0considered a matter of \u00a0statistics of large numbers. You should contact enough candidates so that, probabilistically, you will get enough positive answers that you can rely on that will lead to a recruitment. The worst part is that such a strategy, from the point of view of the recruiter, can sometimes work. The basic condition: \u00a0hard work! After all, anything is possible with enough perseverance.<\/p>\n Why do I say that when it works, it’s a bad thing?\u00a0 Because it \u00a0hides \u00a0from the recruiter the \u00a0very \u00a0high \u00a0costs that this strategy has: to \u00a0count the candidates not as a \u00a0community \u00a0(in which you evolve \u00a0professionally, you develop, to which you come back), but as a database. I would obtain \u00a0by \u00a0aggressive \u00a0approach type „sale from the first message” \u00a010 developers who are willing to talk to\u00a0 me, and through the process I managed \u00a0to \u00a0alienate \u00a0and \u00a0make myself \u00a0ignored by 10 times \u00a0more \u00a0of them, to which I will hardly \u00a0manage \u00a0to \u00a0come back \u00a0later on and get a response.<\/p>\n What’s to be done? Count the first message as just a touch point, an introduction by which under no circumstances do you want to make a sale or to close the project with that developer, but only to get a reaction, a minimum interest by which your candidates will tell you that they want to know more of your offer. Even if it seems to you that the whole process will be extended, and that you will find it harder to reach out to a sufficient number of candidates, you will see that out of fewer candidates contacted you will manage to have many more discussions that will give you a better conversion.<\/p>\n On top of that, you will be perceived as being more polite, with respect to your candidates and you will succeed and have more relationships with more developers and by doing so you will gain trust their eyes.<\/p>\n Don’t rush, build \u00a0your introduction, ask for permission to interrupt, be curious and listen, gain trust from your candidates one step at a time.<\/em><\/p>\n<\/blockquote>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":2,"featured_media":16870,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"iawp_total_views":0,"footnotes":""},"categories":[202],"tags":[],"class_list":["post-16869","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-it-recruiting-ro-ro"],"aioseo_notices":[],"yoast_head":"\n\n
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