Move that Client Forward with Little Yesses

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.

Scott Love
www.GreatRecruiterTraining.com

Comment by Steve Levy on February 6, 2009 at 7:15am: THE book on "yes"

Comment by Irina Shamaeva on February 6, 2009 at 10:47am: Good advice!

This reminded me (I read this somewhere) that with young children, if you get them to answer yes to several questions in a row (ask the ones that would give you a Yes for sure), they are likely to answer Yes to the next question. That would help you get them to do something "challenging" such as take a bath or go to bed.