As a recruiter you will understand people- you have to or you won’t last long in your current recruiter role.

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Phone: 020 3178 8118 |Web:http://gsr2r.com
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How To Understand What Motivates Your
Candidates To Move Companies
Prepared by: Cheryl Wing

2. ~ 2 ~GSR2R
Phone: 020 3178 8118 |Web:http://gsr2r.com
Email:hello@gsr2r.com
I know you are probably reading this and thinking; “I haven‟t got a clue what drives them?”
Well that isn‟t really true is it? As a recruiter you will understand people- you have to or you
won‟t last long in your current recruiter role.
Motivation is a fascinating topic and one that switched on recruiters study. Because those
hard to access, passive candidates can be motivated to move companies-yes they can. You
just need to make sure you find the right button to press that; lights their button or rings their
bell.
As recruiters we are generally pretty self-motivated. We like the buzz, the hard work, the
thrill of placing candidates, the respect of our bosses. In the most part we go home pretty
upbeat and pleased with where we are at. So how can you find out your candidates
equivalent? Let‟s step back first and ask; “What exactly is motivation then?” Well here is a
definition for you from about.com.
Motivation is defined as the process that initiates, guides and maintains goal-oriented
behaviors. Motivation is what causes us to act, whether it is getting a glass of water to reduce
thirst or reading a book to gain knowledge.
Uhm… in plain English then what does that mean for us as recruiters? Well people are driven
to do certain things because it is important to them. These are known as emotional drivers.
This might shock you and it‟s rarely money. Think about it? Those hard to reach passive
candidates are no doubt well paid- once we have a certain level of income that fulfils our
basic needs it becomes less of a driver for us-or they would have moved on before.
What might motivate them is an opportunity to work on a new project, more responsibility,
and the chance to work from home one day a week and pick the kids up from school;
remember they aren‟t you, so what motivates them might be totally different.

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Phone: 020 3178 8118 |Web:http://gsr2r.com
Email:hello@gsr2r.com
Lou Adler talked about a similar topic recently when he highlighted that a good salary and
conditions are a given for great candidates. Where you need to get creative is how you then
„sell‟ the original aspects of a role that will appeal to your candidate. How will you know?
Find out by taking the time to talk to them and ask them; “What is important to you
about……”
Don‟t be fooled by this simple question as it will uncover things that might surprise you; as
long as you truly listen to the answers. Ask questions like this and you will be head and
shoulders above other consultants and your candidates will recognise it.
Till next time,
Cheryl and the GSR2R Team

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Phone: 020 3178 8118 |Web:http://gsr2r.com
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At GSR2R we opened the doors for business in July 2001, placing the first of thousands of
Recruitment Consultants just days later. Since 2001 we’ve celebrated more than 10 years as the
established Rec to Rec company recruiters go to when they are looking to move.
Since GSR2R started as a Rec to Rec consultancy the recruitment industry has changed. However,
one thing remains the same, which is that GSR2R provides the highest quality Rec to Rec service to
our clients and candidates. We keep to our vision of providing an uncompromising service, working
with the best candidates and clients the industry has to offer.
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