One of the keys to successful recruiting is to increase the prospect’s awareness of what isn’t working in his life. But there’s a special way you must do this…
You want to get him in touch with the discomfort he has in his life – but do it in a way he doesn’t get defensive, or feel you are attacking or judging him.
So put it on you…
Here are some examples of frustration he may be feeling right now:
Hates his job
Fights rush hour traffic
Doesn’t have freedom
Facing a bleak retirement
Alarm clock going off every morning
You must get him to think about these things, but do it by making negative things about you. Whenever you make a negative example, relate it to your experience. Talk about how you hated rush hour traffic, missed spending time with your kids, were taken for granted by your boss, etc.
This makes you relatable, and the prospect will tie it together with how it relates to his own life.
So how are you in this area? Do you make negative things about you? And are you doing it enough, so your prospect realizes his current path is one of frustration, and your option is the way out?