Opening remarks to an applicant

Your opening to an applicant is of course critical.  Here are some ideas for the opening remark:

      “Isaac (someone he/she should know) has considered / interviewed / accepted a position we were able to find for him which met all his objectives.  We may not be able to help you immediately but just 4 questions and 2 1/2 minutes, and I will be able to give you an immediate answer.”

     1)  “What is your current responsibility?”

     2)  “What is important to you?  Is your current company providing this?”

     3)  “What is the most important thing I can do for you?”

     4)  “What is your current salary?  When do you expect an increase?”

      “Hi, I am Jim Black, a recruiter with WebSearch, doing business in LA since 1980.”

      “You might know Isaac Newton, he worked there.  He has used us and we were able to:

     1)  substantially increase his salary.”

     2)  move his career forward.”

     3)  help him find that special position.”

     4)  help him weed through the multiple opportunities and negotiated for ....”

      “Hi, WebSearch is an executive search firm and we are looking for a skilled programmer analyst with UNIX, C++, etc.”

      “I am with WebSearch, a search firm that has been corresponding with you for quite some time.  I believe you spoke with Ann of our firm.  Our information on your career needs to be updated so that we can contact you with only opportunities that would interest you.”

There is a type of question called a 'tie down' that has proven an effective way to phrase a question because it draws out information regarding the applicant's preferences and works applicants closer to accepting the idea of looking for another position.

Here are some questions which can be used with an applicant or potential applicant.  Some are examples of 'tie downs’.  They can be used literally word for word or just the idea gleaned and incorporated into the recruiter's own style.

      “You wouldn't mind making more dollars and being just as, or more satisfied with your position.”

      “It would be nice to have only a twenty minute drive, wouldn't it?”

      “Chances are you won't be retiring from your present company, will you?”

      “It would be nice if you could make a move for a promotion, wouldn't it?”

      “Could I just get some basics on your background to update my files and make sure we don't waste your time the next time we call?”

      “How important is a position title to you?”

      “We would all like opportunities to learn new things that will enhance our careers, wouldn't we?”

      “Personally I like to work in an environment that's comfortable, don't you?”

      “You're working for a very good company, aren't you?”

      “We all need recognition, don't we?”

      “Most of the time development projects are more interesting than maintenance, aren't they?”

      “It's frustrating working for a boss that can't stay with you technically, isn't it?”

      “Politics of a company can sometimes frustrate your desire to accomplish something, can't it?”

      “It's great when people you work with recognize your accomplishments, isn't it?”

      “You probably get a lot of recruiters calling you, don't you?”

      “What don't you like about recruiters? What do you like?”

      “We could all use a little more money, couldn't we?”

      “Are you married or single?  Any children?  Own your own home?  Do you like to travel?  What do you usually do on your vacation?”

      “I bet your wife would like to see you bring home a fatter pay check, wouldn't she?”

      “Kids are sure expensive, aren't they?”

      “Does your wife/husband get involved in your work? (yes) She/he would like to see you getting ahead, wouldn't she/he?  (no) It would be nice to spend more time with your family, wouldn't it?”

      “You do understand the power of third party negotiations, don't you.  People who command high salaries, presidents, professional athletes, entertainers, all use agents for negotiations of contracts, including salary, for a very good reason: their agents get the best deals.”

Questions to draw out dislikes in their present position to bring out as plusses in your pitch:

      “How far do you drive to work?”

      “What are you working on?”

      “How do you get along with your boss?”

      “What is your most recent accomplishment?”

      “When was your last increase? Were you satisfied with it?  When was your last promotion? Are you expecting a promotion soon?”