“The only point in making money is, you can tell some big shot where to go.” Humphrey Bogart
In essence, that’s what I did while on a marketing call when a potential client gave me a buy sign.
The buy sign came in the form of a question, as they usually do. I answered his question first and then said, “Tell me more about the position. Will this person report to you?” He replied, “You know what an AS400 programmer does … just find me one.”
“Bob, I’ll need to know a lot more than just finding an AS400 programmer if you expect me to provide you with an acceptable candidate for your company. If you can’t provide me with more details, I will not work on this opening for you. So what type of applications will this person work on?”
He said “You mean you won’t work on this position for me?” I said, “That’s correct. I am not going to waste my time or yours looking for a needle in a haystack, so if you want a qualified top notch candidate, then let’s get started. What applications will this person be working on?”
I was able to get the details and ultimately make this placement. When I did my two week follow up call to both the candidate and Bob to see how things were working out for them, Bob thanked me for not giving up on him at the beginning of our first conversation. “Darryl, when you finished asking your questions I think you knew more about the position and company than I did. That must be why your candidate turns out to be the best hire I’ve ever made. He is fantastic!”
“That’s what I like to hear, Bob. *What else can I be working on for you?”
*Never miss a chance to ask for more orders. Make it a habit to ask!!!!
In the next post I’ll let you in on what I found out about treating the candidate no different than the client.
To your success,