The fact is you make a placement only if your candidate gets an interview.
So your job as a recruiter is so much more than sourcing the talent and making the match. As important as they are, it’s all a waste of time if you don’t get your candidate sitting opposite your client.
And so you find yourself enthusiastically telling your client about this great candidate for his job, which he has told you he is desperate to fill. The candidate is a perfect fit, but of course, she has other interviews on the go. So you need to get her that interview fast. Your client listens, agrees she ‘sounds great’, and then utters those fateful words. “Just send me her resume and I will get back to you”.
Mediocre recruiters do just that, and if the client reverts at all, it’s usually all too late, and a competitor quickly places your top candidate… somewhere else.
So, your job is to push back. Find a way to get that candidate an interview. And it must be done on this call, right now.
Here is how
Firstly, you say,
“I will send you a resume Mr. Client, in due course. However it’s clear she is worth you seeing quickly, as she fits your role so well. In fact I will stake my reputation with you that you will not waste your time seeing her. She is a prime candidate, and I want you to secure seeing her before she goes to one of your competitors.”
Then, if the client needs more persuading, you elaborate,
“Mr. Client, while I do have the candidate’s permission to talk to you, she does not want to hawk her resume around town. Between the candidate and I, we have isolated just a handful of opportunities she is interested in. Yours is one of those. She is a perfect fit, and is keen to work for your company. We really should move fast to see her, and let her know that you want to see her, or else we allow her other options to have an advantage over you. It is best we set up a time now, and the resume will follow well before the meeting.”
But then, if required, you have the clincher. So obvious, so true, but hardly ever raised by recruiters in this situation.
“What is there on the resume Mr. Client that I cannot tell you in far more detail right now?”
How brilliant is that? It cuts through everything. I mean, what can a piece of paper tell a client that you, who interviewed the candidate, reference checked the candidate, and has a relationship with the candidate, cannot tell him far, far better?
Indeed, there are many critical hiring criteria that a resume CANNOT tell the client, but you can. For example.
So, your job is to get your candidate interviewed. Don’t stumble at the first tricky hurdle, which will often be “send me the resume”. You are a ‘consultant’ and trusted advisor, and advocate for your candidates.
You have the words and the tools, above. You just need the courage to fight the good fight, and get your candidate an opportunity to shine.
It’s in the interview that the magic happens
Make sure she gets that interview