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Top-Shelf Tip No. 66:

"Start by doing what is necessary, then what is possible, and suddenly you are doing the impossible."

Francis of Assisi

Four Ways To Close Your Best Candidate

No matter how large and successful your business, you need to hire great talent to succeed. Getting that talent is 100 percent a sales process. Perhaps, the most critical stage of this process is extending a job offer to the prized candidate.

In this issue of Promotional Consultant Today we continue our employment series, but today it's from the employer's side. Once you've found the ideal candidate, follow these three proven steps from Patrick McHargue, director of talent at PromoPlacement, to successfully make the job offer and ensure it's accepted.

1. Formalize Your Offer. The first step to extending a job offer is getting the offer down on paper in an organized and easy-to-comprehend way. Focus on the main points and make the offer clear and to the point. If you make it too complex, you'll likely confuse the candidate.

The offer letter should be on your company letterhead and include the following:

  • An introduction that expresses your excitement and hopes for a long relationship
  • Title of the position being offered
  • Potential start date
  • Compensation/pay period
  • Overview of health insurance benefits
  • Number of sick, personal and vacation days
  • Space for the candidate to sign to confirm their acceptance of the offer

2. Sell The Opportunity. The recruiting and hiring process needs to be a marriage of your human resources and sales/marketing teams. In today's highly competitive talent market, you need to sell the candidate on why he or she should join your company. Sell your company culture, your growth rate, opportunity for promotion and your company's position in the market place. Sell whatever you must sell about your company and the opportunity. Make it compelling or you will lose your candidate.

3. Present Over The Phone. The single most important aspect of extending a job offer is how you present the offer to your candidate. There are several ways but by far the most effective method is to review the offer over the phone with your candidate. To do this, schedule an offer call with your candidate. Email the offer letter just before your call and read it over together on the phone.

This method is the strongest option for two reasons. First, it allows you to get the genuine first reaction of your candidate as he or she is seeing the offer for the first time. Second, it segues perfectly into a close.

4. Close! Offer your candidate the opportunity to join your team and close the deal. As you read over and review the offer letter with your candidate, clarify any questions that he or she may have. Then get the person on board by saying something like, "Would the second or the ninth be better for your first day with the team?"

Extending a job offer the right way is all about presenting your candidate with reasons to want to join your team. Follow these simple steps and your offers will be accepted far more often, and you'll have a strong advantage over competitors in the talent war going on now in the promotional product industry.

Source: Patrick McHargue is the director of talent at PromoPlacement, an industry search and placement firm. He grew up in the promotional product industry, earned an MBA in international business, and managed a $35 million sales territory before focusing on the development of tools and services to benefit the promotional product industry.

Compiled by Cassandra Johnson

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Promotional Products Association International
3125 Skyway Circle North
Irving, Texas 75038-3526

Phone: 888-I-AM-PPAI (426-7724)

Fax: 972-258-3004