Great Employees Are in High Demand

In a coaching session last week with a business owner that was in the interview process with a great candidate that he was excited about hiring. He’s in his mid-50s, owned the business for 15 years, and managed it for over 25. Let’s just say he is a little “old school” in a few of his business practices.

No secret to anyone that hiring great talent has changed a lot recently. There are more jobs than candidates to fill them. On top of that, great employees are in HIGH DEMAND.

How do you hire them?

Get REALLY, REALLY GOOD AT HIRING!!!  

He was following the process that most business owners follow and that he has followed for years. He weighed his time with the candidate heavily on making sure they were the right fit for the job and hadn't spent hardly any time selling the candidate on the position. A few questions in our coaching session uncovered the selling deficiency and I reminded him of the importance of using the “Selling the Candidate System” that he learned in the book Who by Geoffrey Smart.

The “Who: Selling the Candidate System” is alliterated using the 5 F’s – Fit, Fortune, Fun, Future, and Family. If you want details, pick up the book Who or download it instantly from Amazon. One of the important lessons Geoffrey Smart teaches is to make sure you are selling the candidate THROUGHOUT the process.

The Final Interview

The business owner realized that he had a lot of selling ground to make up in the final interview. He applied the system to the context of the candidate, “Here’s why I think you are a great FIT…This is the income that you can make now and in the FUTURE…We make sure we have FUN here by…We want to make this a good experience for your FAMILY by… This is what I see for your FUTURE….” It worked beautifully! The candidate accepted the job offer on the spot by replying, “This sounds like a great place for me to work and I am excited about joining the team.”

The owner admitted that following the system helped him produce an excellent result at something that he considers himself as typically average.

If you want to get better at any part of your business game and need a system in that area to help you out, we have a toolbox full of them. Let us know what you need! 

- Coach Reggie