Offers that become very drawn out, or for some reason just don’t gel, frequently occur when candidates are considering an opportunity with your company for the wrong reason. This can occur when:
- The candidate’s most voiced concerns and questions pre-offer are about the dollars, the potential bonus, the stock options and overall compensation package
- The candidate’s interest in your opening feels like he/she is just taking the first viable opportunity to avoid potential loss of income
Both of the above scenarios are red flags. What you want to hear of course, is what challenges, scope of position, team members met during the interview process, company dynamics, etc., this candidate finds interesting. What is exciting to the candidate about your organization?
For successful closes, ask your candidates these two questions prior to giving an offer:
1. “Remind me again of what interests you most about this position? In other words, what do you like about the position and our company that would make you want to work here?”
2. “Why would possibly accepting this position with our company be the right move for you in this stage of your career?”
By asking these two questions you can more clearly discern the genuine motivational factors of your finalists. Sincere and enthusiastic interest in you, your team members and organization make for long-term employees!