Dear Barb:
I just had my third offer rejected since the beginning of the year. I had none last year. I don’t know what I’m doing wrong. When I try to get feedback from the candidates they don’t respond, so I’m at a loss. I tried to pressure close my last deal and as a result it went south. I can’t afford for this to continue and I’m looking forward to your advice.
Rebecca Z.
Kansas City, MO
Barb Responds
Dear Rebecca:
There are several reasons for most offer rejects:
- The opportunity is not exactly what this candidate envisioned as their next logical career move;
- The offer was lower than anticipated;
- The candidate decided to stay at their current employer and probably negotiated a counteroffer;
- Another job offer was extended that was a better offer;
- Your candidate’s priorities changed.
More importantly, let me provide solutions for the five reasons outlined above.
When you interview conduct a general interview with no specific job in mind. Often you will discover that the candidate does not want to continue doing what they are currently doing. Always ask:
- What are the five things you’d change if you were your boss?
- What must be there for you to make a change?
These will reveal their real reason for contemplating a change.
To avoid a low ball offer, pre-close both the candidate and client throughout the entire placement process.
If your candidates’ only reason for changing a job is money and advancement, they will accept a counteroffer. You need to recruit additional candidates.
Your goal is to send every candidate on more than one opportunity or they will interview on their own. The Internet and social media have made this easier. The minute you book a candidate on an interview, you need to market them to other clients or companies they want you to target on their behalf.
Answers provided by your candidate on a first interview, are similar to answers on a first date. There is no trust or rapport so answers are guarded. It is important to re-interview throughout your entire placement process. As rapport and trust improves, answers become more thorough and you will be aware if priorities have changed.
You can’t pressure close someone which is why your last deal didn’t close. People like to buy, but don’t like to be sold. Implement these solutions and you will solve your offer-reject dilemma.
Barbara J. Bruno, CPC, CTS