Always Be Yourself in Sales

I was talking to a friend the other day who runs his own business. He was asking me how he could get more sales. He asked me about how to cold call, reading scripts, and what to say to a prospect. As I started telling him he kept saying "I can't do that. I'm not a salesperson. I can't sell!" 
I stopped with my advice and asked him to answer two questions.
Why does he think people buy his services?
He answered "because they like me."
What does he do differently when talking to clients that make them like him?
"I'm just myself. I don't know any sales tricks and just am who I am with them."
Home run answers on both questions!

According to Tom Bird in his book Brilliant Selling, "people buy from people who are like themselves."
I've expanded that to "people buy from people who are like themselves, who they admire, or who they aspire to be." 
Think about times you made a major purchase of $1,000 or more.
You probably did some research on the item. Maybe visited one or two places that sold the item. Then when you decided to purchase, odds are there was something the salesperson did or said that you picked up on that made you feel comfortable in your decision to buy that item. Think about what they did that lead you to say to yourself that this is the right time and place to buy from. Notice this the next time you make a major purchase. Odds are something the salesperson did or said is something that is like you, something you agree with, or something you admire in others.

Good salespeople don't use tricks. They build rapport, ask a lot of questions, listen, and then ask for the sale when appropriate. At all times they are themselves. Sometimes they will instantly click with their prospect and get the sale, sometimes they don't click at all and lose the sale, and every spectrum in between. Odds are the closer your prospect is to being like you, liking you, or how much they want to be like you, directly corresponds to how easy the sale is made. 
Just be yourself. You'll close some sales and you'll lose some sales, however you'll always be true to yourself.

Give it a try!
Ev
A Heck of A Nice Guy

Top 3 Keys to Convert Phone Calls to Meetings

I had the privilege to train with Dave Kurlan several years ago.
More great stuff from him in his latest post!
Ev

Top 3 Keys to Convert Phone Calls to Meetings

by Dave Kurlan

top-3-keys-to-convert-phone-calls-to-meetings

I had just finished speaking in Bozeman, Montana and was sitting in a delicious little breakfast cafe (think cowboy truck stop). That's when I was asked to explain how to maintain control of a cold call.  Well, the environment screamed rodeo, my inner voice yelled riding and taming a bull, but my voice of reason began talking about the concept of flow, patience, listening and staying in the moment.
There are really only three primary things required to keep a call going long enough to get a disinterested prospect engaged:

1. Road Signs. Where I live in Massachusetts, we call them rotaries, but in most places, they are called traffic circles or roundabouts.  The premise is that there is no such thing as a wrong turn in a traffic circle. The world is round, so instead of fighting to reverse direction, simply follow the path until you eventually return to the same traffic circle.  On a phone call, that means allowing the prospect to turn onto Put-Off Place, Disinterested Drive, Stall Street, or Hate it Highway. Instead of wrestling with them for control, just go with the flow and at some point you'll have a second chance to turn onto Success Street.  That is when you must use...
2. If-Then Logic.  If you have ever written software code or even used formulas in Excel, then you have used if-then logic.  In sales, use if-then logic by writing out some formulas that you can use with confidence, whenever a prospect responds in a particular way.  For instance, if the first thing you hear is, "We're all set." you can respond with, "I expected you to say that...so I assume that [insert statement that assumes some version of perfection relative to what you sell]. If you are selling software, that might sound like, "So I assume that the latest efficiencies have allowed you to trim staff."  A series of if-then statements will work effectively if you have the proper...
3. Tonality.  The most important thing on a call is to sound like someone who your prospect would choose to speak with.  When prospects try to get rid of salespeople on the phone, it's usually because they sound like salespeople, act like salespeople, and suck like most salespeople.  The calls don't sound like they will be much fun, prospects already know it will be a waste of time, and the salespeople are talking about themselves instead of their prospects.

When you utilize these three concepts to listen, stay in the moment, exercise patience, and succeed, your calls will improve.  Those are the three primary elements to getting a prospect's attention, keeping it, getting them engaged, and converting the call to a meeting.
Experts who sell marketing tools will tell you that cold calling is dead and to them, it is.  But they're wrong.  Even a follow-up call to a lead is a cold call.  Why?  If the person you are calling does not know you or expect your call, it's cold.  Today's leads - those where people must complete a form in order to get what they want - aren't any warmer than yesterday's leads.  They're only fresher.
The real problem is that fewer salespeople are making phone calls and when they do, they aren't reaching as many prospects as they used to.  It now takes 8-10 attempts to reach a prospect and 10-20 attempts to reach a CEO.  If that's not discouraging, then their awful calls will be.
It doesn't have to be this difficult.  Salespeople can be trained and coached to be effective at both cold calling and today's modified version of lead follow-up.  It's just that things have changed so much in the past 5 years that most approaches are outdated and ineffective.
If you or your salespeople need to build a bigger, better pipeline today, then the phone is the fastest, most effective way to achieve that.

12 Most Infuruiating Things to do On Social Media

12 most infuriating things to do on social media

Do you comment on posts without reading the articles they reference? Do you call people names? You must be itching to alienate people.

http://ht.ly/mbKhI

By Rachel Thompson

There are numerous ways to irritate and annoy people in real life. But in the online world, blogging started as a place to speak your mind. Now social media has become the top "flame war" playground.

Here are 12 ways you can tick people off:
1. You don't read the referenced article.
It's important that you not read the article you're commenting on. The best way to look completely ignorant is to make comments on something you know nothing about.

2. You only talk about yourself.
The best way to not make friends on social media is to not to interact. Don't be friendly or generous with your retweets, either. 

3. You insult people.
Personally attack someone you don't know. It's also helpful to make judgmental statements about someone's character or appearance. 

4. You ignore comments.
Whether it's on social media or your blog, do not reply to comments. It's a waste of time and beneath you. 

5. You spam people.
The best way to ensure someone will report or block you is to repeatedly spam links to your stuff. Sending auto direct messages on Twitter asking people to buy and like your stuff- especially if you send them repeatedly-is particularly effective. 

6. You disagree.
Even if you like someone, disagree with his point just to make sure you have the last word. 

7. You call people names.
You don't care if you hurt someone's feelings by calling her a name. Free speech is your right, right? 

8. You act like a bully.
Despite protests from do-gooders, you love to make fun of people and cut them down. Just because they are upset doesn't mean you need to worry. Wimps. 

9. You send unsolicited and inappropriate photos.
By all means, send people pictures of yourself in compromising positions, particularly if you just met them and know nothing about them. 

10. You scold people.
Be sure to tell someone how he should conduct his life. It's clearly your job. He's outgrown his parents at this point. 

11. You stalk people.
It's important you comment on every post on every social media channel so the person you're targeting knows you are watching. How else can you freak her out? 

12. You talk about religion and politics.
There's no better way to rile people up than by disagreeing with their values and telling them what to believe.
I hope you found this list helpful. Do you have any comments? Please share them below so I can ignore them. 

Rachel Thompson, aka @RachelintheOC, is a published author and social media consultant. When not writing, she helps authors and other professionals with branding and social media for her company, BadRedhead Media.

Hire Middle Aged Job Seekers!

 You know you've reached middle age when:

-When your kid shoves something in your face for you to look at and you have to move their hand away so your eyes can focus on it and see it
-You have to read something and before you start have to put on or take off your glasses
-You see pictures from 20 years ago and realize you still have and wear the same shirt
-When you wear black shoes with white socks and jean shorts, something you laughed at your dad for doing, and you just don't care what people think
How did you know you hit middle age?
What does hitting this time of life have to do with a job search...EVERYTHING!

In a previous recruiting position I got four calls in the same day from employers looking to see resumes from the students at the college I worked at. They described the open position and I told them about a few candidates I had that I thought would make a great fit. In all cases they asked how old the candidates were. Given the obvious discriminatory nature of the question I asked why it mattered (for the record most of the students at that college are not traditional college age students). They all told me they wanted someone young in their mid to later 20's who didn't have any "bad habits" from other employers, who they could train, AND didn't have the burdens of family and mortgage, and was hungry to advance.
It was like I was shot by a bullet in the middle of my forehead.
THAT USED TO BE ME!
I WAS THE CANDIDATE THAT THEY ALL WANTED!
I'M NOW A DINOSAUR IN TERMS OF JOB CANDIDATES!


Then I got hit with a lightning flash.
THAT STILL IS ME! 
I'M BETTER & MORE MOTIVATED THAN THE APPLICANT YOU SEEK! 
Why do I say this? 
Speaking as an unofficial representative of middle aged job seekers, who have an open mind and are always open to the idea of new opportunities. 
As an employer you might want to hire a middle aged person (or older) over a younger person because:


1. I have a family and a mortgage. It is my top priority to keep them fed and warm. If I don't do that I've failed as a husband, father, and man. I never want to look into the eyes of my family and tell them we're being evicted, having the heat shut off, or junior can't have a new school outfit because dad didn't try and wasn't motivated to do his best at work everyday.


2. Having said #1, as long as my base salary covers my mortgage and car payment and/or kid's school tuition, my salary cost is the same as someone younger. If the burden of knowing those things are covered is off of me, I'll earn the money to pay the utilities. I'll earn the money to put food on the table, get the toys my family wants, and set us up for retirement.  


3. If the counter argument is I'll cost more in benefits, then my higher earnings in commissions will mean more income coming to the company and those costs are offset anyways.


That's great Everet, but what if the job isn't commission based?
The same criteria applies.
1. Are my basic needs covered?
If they are, then maybe instead of the extra money can I have two weeks of vacation in my first year rather than one, because at some point I will need to stay home with a sick kid or on a day when they have no school because of teacher in-service.
Since I have to factor into my vacation plans those scheduled days off from school kids have, I probably won't be taking a long extended vacation each year so even though you might lose me for a day here and there, you won't lose my production for an entire week. Me taking a day off because of those reasons is no different than a younger person calling in sick because they got drunk the night before
(No offense people younger than me. This does happen. Plus in this case you just happen to be the example the employers called about).


2. Can you be a little flexible with my start and end times? If I come in at 9:30 so I can take my kid to school then I don't have to pay for childcare before school. Maybe I can leave at 4:30 instead of 5pm and take a shorter lunch to make up the difference. In either case then I don't need as much salary. If you're worried that will look bad to the other employees don't worry. I'll be staying till 6pm to make up hours, and will be able to handle those calls/customers who come in after 5pm after the clock watchers have all gone home.


3. My previous work history has taught me to work smarter and be more efficient. Even if I'm not in the office the same amount of time as someone younger with no kids or mortgage, my productivity will be the same or better.


4. Besides family I still have personal goals I want to accomplish, and I don't have as many years to do them so I want to get them done..NOW! Maybe you can help me and these goals will make me even more productive.


5. I'm open minded enough to know that I don't know everything, especially your way of doing something. I can be trained! Please teach me what I don't know but respect me for what I do know. Since you won't have to teach me everything that will save you time and get me up to speed faster.


6. Because of points 1-4 and the respect you showed me in #5, you can count on me to be there for you and to always do what is in the best interests of the company because I understand that job searchers get harder the older I get and I will appreciate the time and effort you have shown me. I will be loyal and stay with the company as long as it is beneficial for both of us. That saves you the time and cost of having to recruit for my job.


7. I don't feel  my age. I have all the enthusiasm and zest for life I ever have, even more because now I have others in my life that I share that with and feed off their love of life.


8. Because I have work-life balance, I'm focused on my job. I'm mature. You shouldn't have to worry about a discipline action with me.


9. I'm always going to put forth my best efforts because I don't want my wife to nag me about not working, doing my best, or having money to give her to do or buy something. Fellow husbands you know what I mean. Working wives you don't want to hear lip from your husbands either if you are the one who is the main bread winner.


If you do not want to not hire me because I'm not qualified for the job that is okay. 
Don't think you can't or won't hire me because of my birth date. 
I'll go to the competition and make you regret the decision not to hire me.
How do I know this? Middle aged people who have "lost their fastball" for life don't go to Brewers games and are the originator of the "Banzai cheer" like I am.
Thanks for hiring me!
Ev
A Heck of A Nice Guy

Business development best practices your top salesperson won't master

Thanks Alexia for the insight!
Ev

Business development best practices your top salesperson won't master
Posted by Alexia Stath

You lucked out and finally found that perfect salesperson. She’s got the confidence of Donald Trump without the terrifying hair. She makes prospective clients feel at ease, that their concerns are truly understood. Once she sets her sites on a target, it’s as good as closed. Selling ice to an Eskimo? That’s for amateurs….she’ll have them buying flame throwers as their ideal home improvement tool. So what can’t she do? The work that happens before that first handshake.

 Hunters versus Farmers
The salesperson I described – the one closing those deals – is a farmer. All the work before that first meeting, that first handshake – prospecting and lead generation – is the work of a hunter. Yes, hunter definitely sounds far cooler (I’m fine with that – lead generation is what I do). Yes, farmer isn’t exactly the word that conjures up the image of a confident, aggressive closer. Call yourself the Grand Overlord of Furious Farming if it makes you feel better. But the key point isn't about nicknames, it's about two people with very different skill sets. 

Skills of the Hunter

• Research – before the hunt begins, you’ve got to know exactly what you’re looking for, the best places to look for targets, and gathering your list of those prospects.
• Patience – the hunt begins but it’s always a time consuming process. Most of your time is initially spent trying and failing to find the right people. But you know they’re out there so you continue until you’ve got those right people in your sights.
• Persistence til “the kill” – the shoot and miss, as I like to think of it. I know I’m calling the right person but I can’t get them in my sights….yet. Yet this is the thrill for people who prospect – keeping at it until you've got them.  

Skills of the Farmer

• Understanding and Responsiveness – you’ve got the lead or “seed” you want, but before it grows, you need to understand its needs. You listen and you discern how that particular seed will best respond to cultivation.
• Persuasion – good closers are great at this. The best farmers are the ones that have those innate skills in cultivating and convincing those seeds to grow.
• Success at the “market” – essentially, convincing the buyers you have the best “crop” out there. Demonstrating that your product is the best choice and gaining their confidence so they’re convinced you’re right.

Granted, some salespeople are great at it all - from the first cold calls through closing the deal - but those people are typically rare. Instead of expecting that farmer to go out hunting, business development best practices are far more effective when they're split between two people doing the job that thrives on their particular skill set. Let the hunters hunt and the farmers farm. 

When I was teaching a class about job hunting, one of the parts that students had the hardest time grasping was networking with live people they didn't know.
They didn't know how to start conversations. Anum's column provided some good, and clever ways, to do just that. If you're stuck trying to start conversations, try these. What is the worst that can happen? Someone walks away or says no? As a recruiter or salesperson you should be used to that already so what do you have to lose?

Ev

22 Conversation Starters For All Our Networking Needs

By Anum Hussain
Are you from Australia? Because you meet all my koalifications.
Conversation starters like the one above give me joy daily. I follow Tinder Nightmares, an Instagram account surfacing real stories from real users. But deep behind the comedy of these sometimes desperate attempts to trigger a relationship is a real issue ...
Starting conversations is difficult. And awkward. And just all around uncomfortable. 
While I may not be a Tinder user, I can relate to the struggle of starting a conversation at conferences, social events, and even internal company parties. Even when I'm speaking at conferences, I often hide in a corner avoiding the pre-presentation cocktail hour until it's my time to get up and speak.
To help poor souls like myself, I reached out to some of the most well-connected folks I know. In the presentation below, you'll find 22 unique conversation starters - which means If you're looking for the generic, "so what brings you to this conference?" you've come to the wrong place.

1. "Have you found a place to put your coats / bags, or are we just holding on to them?"

2. "Are you Italian?"

People always want to know why you think they’re Italian. This anonymous contribution comes from someone who says the line “does wonders on Tinder.” That must mean it works at conferences, too, right?

3. "After this, I'm thinking of flying to France, Hong Kong, or Rio. Which should I go to? Why?"Contributed by: Mark Roberge, Chief Revenue Officer

4. "Are any of you experiencing issues connecting to the Wi-Fi?"

I mean, the answer is almost always ... "YES."

5. One time I introduced myself to someone & we wound up helping each other a ton. Let's make it round two? Contributed by: Matt Bilotti, Student Investor

6. "Mind if I squeeze in and share this cocktail table?"

While this yields a one-word response, it serves as a staring point for approaching someone. 

7. "That's a sweet startup tee. I think I've heard of that company ..."Contributed by: Harvey Simmons, Marketer & Product Evangelist

8. "Is your phone dying too? There's got to be somewhere to charge this."

Lingering around a charging station is also a great way to meet others doing the same. 

9. "I like your bag. Where is it from?"Contributed by: Sasha Hoffman, Entrepreneur & Biz Dev

10. "Know anywhere I can get some good food or drinks around here?"

 Even when the answer is “no,” we may find  a new pal to go on a drink-finding journey with. 

11. I'll be honest, the only person I know here is the bartender, and I just met him. Mind if I introduce myself?

12. Looks like I'm not the only crazy chick who showed up in heels. How are you holding up all day?

13. Gotta love  bathroom wait lines, am I right?

No. No one loves these lines, but might as well chit chat while we wait.

14. I'm tired of chatting with my colleagues - I see ‘em all the time. What are you all  talking about?Credit: Pete Holmes

15. I'm not sure I knew what to expect when I came here. Have you been before?Contributed by: Meghan Anderson, Product Marketing Director

16. "How are you guys getting to the next event? Want to share a cab?"

Oftentimes, people don’t have a plan yet. Offer a ride-share and secure yourself a set time  to connect with them.

17. "Have you  downloaded the  mobile app? Which sessions have you selected through it?"Contributed by: Rachel Sprung, Product Marketing Manager

18. "If there’s one question you don’t want me to ask because you’re sick of answering it, what would that be?Credit: Conversation Arts

19. "You guys look like you're having the  most fun here, mind  if I join this conversation?"Contributed by: Corey Eridon, Managing Editor

20. "Is it quieter on  this side of the  room? I can hardly hear over there."Credit: The Muse

21. "Have you checked out [XYZ]  app? What did  you think?"Contributed by: Brian Balfour, VP of Growth

Simply replace [XYZ] with the hottest app of that year - Twitter, Whatsapp, Snapchat, etc.

22. Man, I hate networking.

Might as well start with the one thing just about  every attendee has in common. ;)

If you got to the end of the post, you may enjoy hearing that upon using the "koalifications" pick-up line on my best friend, she responded with, "yours are irrelephant."

19 Networking Tips I'm Sick Of Hearing

I thought this was a new spin on common advice.

Nice take Anum!

Ev

Blah Blah Blah ...
19 Networking Tips I'm Sick Of Hearing
 
 by Anum Hussain

Here's the thing: I have a personal vendetta against 99% of the networking content on the internet.
Every piece regurgitates the same pointers on perfecting business cards. Every article repeats outdated advice on how to work a room. That's why, for the past few months, I've attempted to surface real, actionable methods for building relationships. I've gathered stories on hustling for connections, uncovered email templates that trigger responses, and more.
But today I'm taking a break from all that. Instead I'm going to have some fun by featuring just about every tip you've already heard.
So if you're looking to be an old school networker and bask in some awkward fun while neglecting how social conversations have evolved over the past ten years ... then this 18-step process is for you. Shall we enjoy it together?

Step 1: Research a few people you want to connect with prior to the event.

Step 2: Eat a proper meal to avoid chatting fatigue.

Step 3: Learn big, fancy words to impress people with.

 Step 4: Take a moment to boost your self-esteem before working a room.

Step 5: Don't be afraid to enter the room. You went there to network afterall.

Step 6: Approach someone new and say hello.

Step 7: Give them a firm handshake so they know you mean business.

Step 8: Then employ the buddy system to divide and conquer.

Step 9: Keep your introductions brief and to-the-point.

Step 10: Look really interested even when you have no idea what someone is saying.

Step 11: If that doesn't work, just sprinkle in pop culture references.

Step 12: If all else fails, say something super inspirational to sound super smart.

Step 13: Just make sure you're not the jerk on the phone the whole time.

Step 14: Don't be afraid to admit when a conversation isn't benefiting you.

Step 15: Know when to end the conversation.

Step 16: Hand out your perfectly polished business cards to stay in touch.

Step 17: Send professionally-written follow up notes to everyone you meet.

Step 18: If they ignore you, keep following up. Don't stop until they respond.

 Step 19: And of course, dress to impress for post-conference parties.

Tired of all these so-called tips, too?
If you're looking for modern, effective networking pointers, I recommend these posts that over 35,000 people have already found helpful:

• 19 Subject Lines Stats Impacting Our Email Open Rates 
• Here's My Free Template For Tracking Personal Connections
• How I Identify The Right People For My Professional Network

Networking vs. Being a Creep

People I talk to often say they don't like networking events because they don't know what to say to people. Matt Bilotti wrote a fun article about how to get started talking to others at a networking even or any social occasion.
How many of these techniques have you tried?
Ev


How I Approach Strangers Without Being a Creep
Matt Bilotti  approach-strangers-networking

I'm at an event. I don't know anyone here. I'm standing by the food to make it look like I'm thinking about what to eat. I'm trying to look like I'm too cool to talk to anyone.
Really, though, I'm secretly hoping and waiting for someone else to come and say hi. 
There's many articles online about how to "work a room," but they all advise the same thing: Break out of your comfort zone. This typically comes paired with a graphic like so -

But hardest part isn't getting out of your comfort zone; It's knowing when it's appropriate to join a group of strangers without being that person who suddenly initiated an awkward silence.

As uncomfortable as it may feel, there's really no way to avoid wandering around the room for a bit while feeling like that creepy dude or dudette lurking. I've picked up a few tips to keep myself from looking suspicious when I wander: 

  Keep a drink in your hand - even if it's just water. 

  Listen carefully while casually strolling through groups. 

  Walk slowly to get a gauge on what's being discussed.

While walking by slowly a few feet away from a group, I give myself at least 15 seconds to gauge their conversation. Within these 15 seconds, I look for any of the following five signals that it's okay to start talking to one or all of the folks in the group. 

Signal 1: Someone is bored or ready for an escape.
Is one of the individuals in the group glancing off into the distance at least twice within that 15 seconds?
Are they a third or fourth person in the group and clearly looking in a different direction with the others?
This is the perfect opportunity to target this unengaged individual, make eye contact, and free them from their misery by smiling and introducing yourself.

Signal 2: Someone is using drawn out words, filler words, or single responses.

There are a few words that, when used repeatedly, trigger that a conversation is ending - or at least that one person is done with it. Examples include ...

• Mhhm
• Yeahhhhh
• True True
• Cool ...
• Yep
• Yeah
• Nice

Hear these words repeatedly? BOOM. Jump in. These people are done with one another, making it the perfect time to approach.

Signal 3: Someone has their feet pointed in another direction.

This may sound silly, but if somebody is standing in a group conversation but their feet are clearly pointed in a direction outside that group or the person they're speaking with, they are most likely ...

• Not interested in what the other person is saying
• Looking to move in that direction in the near future
• Leaning up against something with swag - in which case, they might not be looking for any conversation at all.
  

Signal 4: Someone is taking deep breaths or nodding slowly.

If one person is ending their sentences with long, deep breaths, it generally means they're ready to move on. Beyond the big breaths, from my experience, nothing is as crystal clear as when someone is nodding their head slowly. This is typically a big sign that the individual is tuned out.
I've found both these instances to be great opportunities to approach that person and spark a conversation.

Signal 5: Someone is wandering around confidently looking for conversation.

When I notice somebody else is wandering around the room on their own or look like they're employing the same strategy as me, I try to intercept their path and make eye contact.
Sometimes they're hoping to find someone like me to chat with. Other times, they may have their own agenda that doesn't involve me. I can typically sense this when they don't return my eye contact and keep moving around.

These five key signals come into play at every event I attend, resulting in at least five to six valuable conversations. No awkward introduction, no awkward interruption, just a natural start for both me and the person I'm talking to.

What Passive Candidates Really Want

It is a candidate driven marketplace for sure, especially in IT.
What will attract these candidates?
Thanks for the insight Ron!
Ev
A Heck of A Nice Guy

The Truth About What Passive Candidates Really Want
the-truth-about-what-passive-candidates-really-want
by Ron Stewart

nShare556

 

Expect to see a surge in the recruiting of passive candidates. While only 25 percent of global respondents from LinkedIn’s research are actively looking for work, 45 percent of candidates say that they would be open to speaking with a recruiter, which means that the passive talent pool could be a great source for finding fresh candidates. But how do you convince candidates who are satisfied with their job to make a switch?

Here are three things that can make the difference for a successful hire and what notable business leaders have to say about them. 

Figures First

While many commentators claim that money isn’t a main motivator, LinkedIn’s recent survey begs to differ. In fact, both active and passive candidates cite money as a top priority when it comes to a new job. For passive candidates it is actually the No. 1 pull factor for deciding to change careers. While active candidates sometimes prioritise opportunities for advancement and more challenging work, financial incentives — including annual salary, compensation, and benefits — are all contributing factors to motivate passive candidates to take on a different job role.

“Compensation and perks can open doors and entice a candidate,” says Sabrina Balmick, marketing manager for ACA Talent. “With a more competitive compensation package, your company will be able to attract better quality candidates who are serious about building a career with your organization.”

Work/Life Balance

Next on the list of pull factors for passive candidates is work/life balance. Employees are increasingly placing a higher value on their time, and will factor this in when contemplating a job offer. Many passive candidates want their jobs to be challenging and rewarding — but not take up their entire lives. The prospect of time at the end of the day to pursue their hobbies, head out with friends, or home to their family could very well entice candidates to make the switch.

“It’s important for businesses of all sizes to ensure that their employees have a good work/life balance,” says Tim Kitchen, founder of online marketing company, Exposure Ninja. “Many of my employees have the benefit of remote working and flexi-time. Everyone wants to be able to find the work/life balance that works for them and this is a good way to do it. And it means that when my employees are on the clock, they’re on fire.”

Company Culture

Professionals around the world agree that whether their prospective company is a good place to work is a highly important factor. 56 percent say the company’s work culture reputation is most important factor when considering a new job. 85 percent of active candidates and 90 percent of passive are passionate about the work they do, and a company that appreciates their work is essential. As a result, company branding and social media presence is more important now than ever.

“Culture eats strategy for breakfast,” is the phrase coined by Richard Plepler, CEO of HBO. Plepler is a leading advocate of transparency in the workplace, creating a company culture where employees feel able to contribute. He further said in an interview with the Financial Times: “The work environment that we create has to be transparent. Everyone can say what’s on their mind and once we make a choice, everyone is behind it.”

The Truth of It

When it comes to recruiting passive candidates, those pull factors need to be ever so slightly stronger. While a bigger pay packet might be the main draw, don’t overlook the importance of providing employees with a good work/life balance and creating a strong company culture.

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Lunch and Dinner

Knock Knock
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