Don’t ask your client if they would like to hire the candidate you are marketing. Because then they can say, ‘We’re not hiring,’ and your conversation is over.
Instead, move them forward with what I call ‘Little Yesses.’ One little yes moves it forward to another little yes, and then after about ten more little yesses, they are fedex’ing you a check for the candidate you just placed there.
Ask them this question: “Is this the type of candidate who can provide value to your firm right now?”
Even if they are not hiring, and if the candidate isn’t a slug, what do you think the answer will be?
“Yes.” That’s just enough to move it forward.