This is exactly what goes through the mind of a passive job seeker when the Headhunter calls to make him/her aware the exciting job opportunity of a lifetime.  Actually this is a defensive reaction whenever anyone truly believes that he/she is being sold.  It could be a product, a service or even their time.  But they sincerely believe that they don’t have a need especially for something that will end up costing them something of value they really don’t want to part with. 

Can you blame them, especially today when people can be so easily found, especially on social networks like LinkedIn?

Let’s get back to the recruitment of the passive job seekers for a moment! 

Clearly he/she does not have a need for another job because they have a job and a very good one indeed.  Most likely, they were recruited into that present job, they had to compete with hundreds of other applicants to get the job offer, they had a lengthy decision making process prior to accepting that job offer, they are receiving positive feedback on their performance, a career path to the next level has been established, they like the people they work with, and a host of other reasons.

Now, here’s the Headhunter, someone they don’t know calling them about a new job.  Why should they care; why should they risk playing games with their livelihood, for something that someone else thinks is good for them.

What they will tell Headhunter is that they are not looking for anything right now, but what they are actually thinking is: “whatever you’re selling, I’m not buying”

I wrote a piece on this subject explaining that passive candidates are apprehensive when approached about a possible job change.  They are skeptical because they are not sure how the job will add value to their career or personal interest.  And a passive candidate most likely will not take the first step until trust has been established with the headhunter.

Here is the most recent trend especially among the younger workers: you are irrelevant if you are not in their network! 

By network, I mean-you are not locked into their mobile phones, you weren’t friended on Facebook and they didn’t add you as a connection on LinkedIn.    Bottom line is-you are a stranger and they don’t trust strangers.  They won’t talk to strangers, especially about sensitive matters that their financial existence depends on.

So picking up the phone and dialing for dollars has been one sure method for generating sales activities, but it’s just not as effective in today’s digital world.  To get positive results from cold calling efforts, you need a strategy.  And one where the phone call is not the entry point to making a sale/placement.

The new entry point today is your on-line profile, blog, website or a social presence’ anything that will answer questions (without your presence) about who you are and that will add value to you as a trusted advisor and an expert in your craft. 

As Tony Montana stated from the movie “Scarface” to get the women-you first need to make the money-money get the power and the power attracts women.  To recruit passive candidates through cold calling-you need to first build credibility.  Credibility is similar to trust; but trust cannot be bought-it has to be earned.   There’s no easy way-you must invest time in building credibility in their Industry to effectively play at a high level in this game, especially today.