We are getting ready for a family summer full of exploring colleges with my son, Gavin. He’s narrowed his search down a bit, so now we are going to put the footwork into finding the best campus for him. It’s wonderful to be a part of Gavin’s journey as he decides which path is right for him in this next stage of his life.
It’s gotten me thinking a lot about the different stages we go through in our lives and how we can become empowered to find the best fit for each new phase. It’s now up to the colleges to help Gavin decide which is his ideal destination. I’m excited to see what they present him with, and which he will choose.
And when it comes to recruiting, we need to do the same thing. We need to think about the different stages that we go through with our potential recruits, and how to get them to cross that finish line with us.
We have the first conversation, and a second. The recruit is interested, but hasn’t pulled the trigger yet. So how do we inspire them to move with us to the next stage?
Just like colleges need to think about what they are offering a potential student beyond scholarships and financial aid, we need to really think about what we are offering our recruits beyond the dollar sign.
I once worked as a consultant for a company that was having a hard time getting to the next stage with their recruits. They had this one top performer that they really wanted, they had flown him in to see corporate twice, they did the whole dog and pony show, and they offered him more than a million dollars. But they just couldn’t get him to join their company.
So I sat down with this recruit and had some great hour-long conversations with him. And during this time, I asked him, “Was the company able to cast a clear vision for what it would look like in your state if you were to come work with them?”
He said no. He had no clue what that would look like.
Moral of the story? Get to know your recruits. Find out what matters to them beyond the dollar sign, and help them paint a vision of the future that they get excited about.
And as we go on our college journey this summer, I can guarantee you that whatever college Gavin chooses, it will be the one that best aligns with his passions, his values, and his vision for the future.
Interested in learning more about this? Check out our exclusive 4C University article: How to Cross the Finish Line With Your Recruits.