Soar to Success May 2018

SOAR TO SUCCESS / May 2018 / Business Acceleration Strategies How Can Good Recruiter-Questions Build Trust? By Dan Toussant H ow can a series of good questions create a bond of trust and friendship? How can a skilled executive search consultant establish themselves with a candidate by asking questions? And what questions work best to encourage a potential candidate to assess their own employment, and evaluate whether they should consider another opportunity? There are a series of recruiter-questions that lay the groundwork of trust needed for some personal evaluation by the candidate. When the potential candidate chooses to evaluate themselves, they may discover that they are at a fork in the road. Is this worth the risk? Trust- builder questions can lead them to eventually choose to move forward with an interviewing process that can lead them to an important new step in their work life. One caveat: the questions must be asked with boldness, patience and skill. Here is an opening gambit: ‘On a scale of 1-10, 10 is ‘I love this place’ and 1 is ‘get me out of here now!’ – where are you now? 7R EH DEOH WR LQćXHQFH D SHUVRQ UHTXLUHV WKH courage and the verbal dexterity to ask the right questions. Sometimes the personwill not answer such a question directly. ‘Can we talk later? Not in a good spot at the moment.’ All the answer you need, right? ‘You’re a seven; what would you need to make it a nine or ten?’ Now you’re asking them for their pain points, for what might drive them to look elsewhere. And you choose which of these TXHVWLRQV ĆWV WKH FRQYHUVDWLRQ 0D\EH LWV êZK\ would you want to make a change now?” Or possibly, “what are you looking for in your next opportunity?