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Maintaining Control of the Conversation

Posted on July 1, 2015 by admin in recruiting

Yesterday I was conducting a webinar for a group of legal recruiters. I was emphasizing the importance of not just pitching jobs when we make our initial recruit calls. In my own opinion, when a candidate cuts us Phoneoff and says, ‘Just tell me whatcha got. I’m really busy right now,’ you should respond to it with a question. Questions are a way to guide and lead and control the conversation. Such as, ‘Whatcha want?’  but phrased this way:

‘In that case let’s not waste each others time. I’m not in the habit of pitching jobs and hoping that I might randomly hit on something you want. Instead, our firm works a little bit more effectively. Since I have several opportunities that could be a fit,  I’d rather focus on where you want to go in your career. If that’s in alignment with one of my client’s opportunities, then I’ll tell you all about them and you can decide for yourself if you want to go forward, whatever you want to do is fine with me.’

If this seems awkward, then test it. Don’t just assume that people aren’t going to answer your questions. They’ll run you over and push you around if you let them. We train people on how to treat us. If you let them keep control of the conversation by capitulating to their dominance, then you are letting them do that. If they give you an attitude, give it back and mimic it. Then they’ll respect you and will start treating you as an equal, not a subservient kiss-up.

If you think this won’t work, then it probably won’t. Your belief in yourself and your expectation all factor into this. So test it and be bold and see if this works for you. Then you’ll know for sure if it does.



Comments

Maggie, Maggie.laubach@parkerlynch.com
on Friday, July 3, 2015
This is a good read!
David Bargman, d.bargman@bsblegalsearch.com
on Monday, July 6, 2015
One of your best pieces, Scott. Despite urging from you and others, it's taken me years to become comfortable handling intimidating lawyers. Believing in myself and believing that I am delivering value have made me more successful and the work more enjoyable. Thanks.
Cindy Williamson, cindy@connexissearch.com
on Monday, July 6, 2015
THANKS!!! Great idea.. I do get that response often times.. now I have a better way to respond.