In recruitment, turning references into candidates is a powerful strategy that can maximise your efforts. Think about it: referees are often experienced professionals, possibly open to exploring new opportunities themselves. By simply asking the right questions during a reference call, you can start them thinking about their prospects—and potentially turn them into your next placement. Here are five easy, impactful questions to help you plant those seeds and grow your recruitment pool.
Why Referees Are Prime Candidates
Referees have likely shared professional experiences with your candidate, and many of them may be thinking about their own career goals. When a friend or colleague asks for a reference, it often nudges them to consider their own job satisfaction. Here’s how you can harness this natural curiosity and subtly prompt them to explore opportunities—without a hard sell.
5 Questions to Ask at the End of a Reference Call
- “Do you have any questions about the job market right now?”
- Start with a gentle question. Let them know you’re a recruiter and offer insights into the current market. They might be curious about salary ranges, new projects, or upcoming roles. Even if they don’t ask much now, this question can make them consider reaching out later.
- “Is your salary above or below the market rate?”
- A bold question, yes—but it’s effective! Many professionals are unaware of how their salary compares to the market. This can spark interest, especially if they’re underpaid. It’s an easy way to start a discussion about what they might be worth elsewhere.
- “When was the last time you tested your profile on the market?”
- Many long-term employees haven’t explored their market value in years. By asking this question, you’re subtly encouraging them to consider whether it’s time for a fresh look. If they’re open to it, offer to catch up next week for a chat—no rush. This can be a highly successful tactic, especially for those who’ve been in the same role for a while.
- “I noticed your LinkedIn profile. Are you open to hearing about current opportunities for someone with your skills?”
- Mentioning their LinkedIn profile shows you’ve done your homework and that you value their expertise. This can pique their interest, especially if there are strong opportunities in their field. It’s a simple but effective way to build rapport and open the door to a deeper conversation.
- “Could I grab your email in case you ever need advice or recruitment help?”
- If all else fails, collect their contact details. After the call, send a follow-up email thanking them for the reference. Attach a list of active roles they might find interesting, and let them know they can reach out anytime. This way, you’re staying top of mind for future opportunities.
The Power of Planting Seeds
The goal of these questions isn’t to pressure referees but to subtly coach them into looking around and considering their options. Most people are open to a conversation, especially if it’s framed around curiosity and helpful advice rather than a hard sell. Over time, as they start noticing other opportunities, they may very well reach out to you.
Takeaways
- Referees can be prime candidates; all they need is a gentle nudge.
- Asking open-ended, curiosity-driven questions can help them consider their options.
- Following up thoughtfully can lead to long-term opportunities.
Try incorporating these questions into your next reference call and watch your recruitment results grow!
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