Five Critical Words
Five critical words differentiate candidates we might want to hire from those who never get past the initial meeting. "Tell me more about that."
We are searching for a freelance graphic designer to assist with our burgeoning business. To attract candidates, I posted our requirements on social media. I received many replies.
Your agenda is not my agenda
Many talented designers sent me replies, indicating their background and experience and telling me they were interested in working with us. Some sent us links to their work. Most of them didn’t, requiring us to ask for it.
Think about that for a moment. How likely is it we would hire someone without reviewing their work?
When I clicked on the links that were finally sent, I was confronted with an overwhelming number of examples, requiring me to search to find something similar to our needs.
The agenda of the applicants was to get hired. My agenda was to find the right fit.
Their agenda is not my agenda.
Why is that so difficult to understand?
A solution hiding in plain sight
I would describe the approach of all applicants as a combination of a “pitch” and “data dump.”
What if, instead, they asked the following questions:
- Can you send me a link to your website?
- Can you describe the nature of your requirements, generally or specifically?
- If you have a particular project in mind (we do), can you send me details? I would be happy to look at them without charge or obligation and tell you if I’m a fit.
What if those questions were asked, I provided information, and they responded with these five critical words: Tell me more about that.
That person would likely be hired.
Finally, consider how my experience applies to meetings you have with prospects and clients.
Which category are you in? The one who presses your agenda or the person who elicits information?
Resource of the week:
This wonderful article in the Harvard Business Review explains the awesome power of asking questions.
