Recruiting prospects who become hires always share two common characteristics:

1. Dissatisfaction:  Their current employment situation is not meeting their expectations.

2.  Hope:  They are optimistic that changing their employment situation would relieve their dissatisfaction and allow them to do their best work.

At the nurturing stage of the recruiting process (initial interview or meeting), a recruiter or hiring manager should spend most of their time focused on these two issues.

Asking questions that help a prospect to verbalize their dissatisfaction brings their pain into focus.

Helping a prospect imagine how working in your group could solve their specific problems solidifies their hope.

If these issues are fully addressed during the initial meeting, you’ll move more quickly and reliably towards the finish line.