There are a hundred ways to
build rapport with your candidates. Unfortunately, most of
them don't work.
Take the technique of "mirroring and
matching." Sales gurus will tell you that if the other person
speaks slowly, then you should, too. Otherwise, you'll appear
edgy or hyperactive. And that's a non-starter for rapport.
Proponents of Neuro-Linguistic Programming
feel that a person's communication style is
the key to rapport. For example, if the candidate is
"auditory," then you should show empathy with, "I HEAR what
you're saying," or close with, "How does that SOUND" to
you?"
I know a recruiter who always tries to
find something in common with his candidates.
He figures that if he roots for the same football team, drinks
the same beer or prays at the same church, he'll form a
special bond with his candidates. Maybe he's right -- but his
candidates are still out of control.
Can't We All Be
Friends?
These techniques are fine, but
they miss an essential point: recruiting is essentially a
B-to-B proposition.
It's true that in some respects, your
candidates are "consumers." And in consumer or retail sales,
it's important to understand your customer's feelings,
frustrations and aspirations.
But when all is said and done, your job is to
provide a professional business service. And business
rapport isn't the same as consumer rapport.
Here's how business rapport differs from
consumer rapport, from the candidate's point of view:
|
Issue |
Consumer
|
Business |
| Trust |
You
share my values and we have a lot in common. |
You
interviewed me carefully and understand my
needs. |
| Warmth |
You
tell funny jokes and have a bubbly
personality. |
You
tell me the truth and treat my interests with
respect. |
| Performance |
You're
my friend, so you'll work hard and won't let me down.
|
You
have a history of success, and follow a timetable for
results. |
When you select a doctor, a lawyer or a CPA,
it's okay to expect a certain level of friendliness. But the
bottom line is, your choice -- and your loyalty -- is
based on their competency, not their bedside
manner.
Years ago, my wife and I selected a real
estate agent because she was a friend and lived next door.
After 90 days, our house didn't sell. So we switched to a more
competent agent, and our house sold in a week. Sadly, we lost
a friend in the process.
Making friends is fine, but it's not your
primary goal as a recruiter. Taking care of business
is.
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