You Open up your inmail response and it goes something like this....

Hi Bill,

I'm pretty happy where I am but open to finding out a bit more.

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What goes through your mind?

My training with Tony Byrne and Peter Lefkowitz would tell me that this person (guy in this instance)

may be happy but not everything is right in his world.

But, maybe he's one of those people who just likes to know about everything going on.

So, how do you go about qualifying this candidate without wasting a whole lot of time?

With this statement, he puts himself in a position to be "romanced." He thinks that we are just going to

spill our guts about the company, the role, etc. So we have to stroke his ego and at

the same time set the stage and wrestle back "orchestration" of the call.

I start with "I really like when candidates say that they're happy. What is it about your current position

that satisfies you..." Which leads to the inevitable " What can be improved" You now have

"control" of the call and can assess the candidate as if they are an interested party.

Happy Sourcing!

Bill

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Replies to This Discussion

Permalink Reply by Sandra McCartt on July 11, 2012 at 6:49pm

There is a book about that, it's called "Romancing the Stone". :)

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Permalink Reply by Theresa Hunter on July 12, 2012 at 10:35am

I say I am glad that you are happy I like working with happy people. Tell me though what don't you have in your job now that you would like to have? Then I shut up and listen.

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Permalink Reply by Bill Schultz on July 12, 2012 at 2:54pm

That's the tough part, Theresa. This guy was actually kind of tough. He would answer my questions briefly and then go back to" tell me the name of the company." I didn't feel any warm and fuzzies so I shut it down.

Theresa Hunter said:

I say I am glad that you are happy I like working with happy people. Tell me though what don't you have in your job now that you would like to have? Then I shut up and listen.

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Permalink Reply by Theresa Hunter on July 12, 2012 at 2:58pm

Yes, I would do the take away close at that point too. It sounds like this is not the right time for you when it comes to pursuing a new career oppty. I do appreciate your time and I would like to keep you on my contact list for the future. Than you listen again and if you don't hear wait a minute and him convince why that is not true, then you say goodbye nicely. You have not lost a candidate as you never really had one but it is still hard to take especially if he had all the things your client wanted and finding someone like him was a bugger bear to begin with. I know I have done it with an IP Attorney my client would have killed for. : )