The Sweet Art of Persuasion  6 Authoritative Hits for Recruiters Motown really knows relationships, so of course it stands to reason that Motown is hiding the holy grail of influencing hiring between its funky lines (i.e., they know how to work with hiring managers). "Why does that stand to reason?" you ask?  I dunno. I don't have time to explain it to you. We asked Steve O'Brien - an especially groovy dude who just so happens to be President of Staffing at Job.com - to go on a mission through Motown.  What he found was pretty far out, and that (you guessed it) is why we're here.  Motown’s 6 Principles of Persuasion You want to work on requisitions that are actually approved? More hires? Feedback!? Here's the thing: You gotta rule The Man...or The Man rules you.   We're going to take a deep look at your relationships with your hiring managers and what it takes to be an advisor instead of a paper-pushing, interview scheduling, support role.  Here's what you're going to learn. Track List Reciprocity, Reach Out (I'll Be There), Four Tops Scarcity, Needle in a Haystack, The Velvelettes Authority, Super Freak, Rick James Consistency, Keep on Truckin', Eddie Kendricks Liking, What Does it Take (To Win Your Love), Junior Walker and the Allstars Consensus, Let's Get it On, Marvin Gaye BONUS B-SIDE:  Lean on Me, Bill Withers   Hey - We're all sensitive people... ...with so much to give.  Just think of how sweet and wonderful life can be if you take the lead with your manager. We don't want to push, but...see you on the webinar.

2. The 6 Authoritative Hits for Recruiters
Track 2 Scarcity 2:26
Track 1 Reciprocity 3:01
Track 4 Consistency 8:00
Track 3 Authority 3:22
Track 6 Consensus 4:55
Track 5 Liking 2:33

3. Track 1 Reciprocity
Now if you feel that you can't go on
Because all of your hope is gone
And your life is filled with much confusion
Until happiness is just an illusion
And your world around is crumbling down,
darling
Reach out, come on girl, reach on out for me
Reach out, reach out for me
I'll be there, with a love that will shelter you

4. Track 1 Reciprocity
When a waiter drops off a check is
the bill is given with:
One mint given
Tips+ 3%
Two mints given
Tips + 14%
Mint and compliment
Tips + 23%!!

5. Track 1 Reciprocity
People Feel Obligated to repay
what has been given to them
What we Usually want:
#1 Hiring managers to be responsive and time sensitive
#2 Take feedback and guidance on the market
#3 Make reasonable decisions and problem solve
What we need to do:
#1 Be the 1st to give
#2 Give something personalized and unexpected
Possible applications:
#1 Formally write up and present intake meeting notes, fully edited,
within 24 hours
#2 Write up and send through critiques of candidates (that you
agree with)
#3 Tell them about opinions you’ve changed or ways they’ve
educated you

6. Track 2 Scarcity
Well well, I once believed all fellas were nice
But listen to me, take my advice
Well you`d better get yourselves on the right track
`Cause findin` a good girl man is like findin` a
(Needle in a haystack)
What did I say, (Needle in a haystack)
(She-doop, she-doop, la la)
(She-doop, she-doop, la la)

7. Track 2 Scarcity
In 2003, when British Airways
announced it would end
Concord flights to London, Sales
the next day took off!
Nothing changed, except
FOMO!
Not faster … Not cheaper …
Unique is better than Good

8. Track 2 Scarcity
People typically
overvalue what is rare
What we Usually want:
#1 Accurate appraisal of our talent
#2 An understanding of the market
#3 An agreement on Cost-Speed-Quality
What we need to do:
#1 Point out the strengths and what is UNIQUE about our
candidates
#2 Point out what we stand to LOSE if we reject the candidate
#3 Send through less qualified people :O
Possible applications:
#1 Always sells why your candidate is unique and not just good.
Rare > Good.
#2 Communicate when you’re going to let candidates know they’re
not being considered.
#3 Put your star candidates in a context to help them stand out.

9. Track 3 Authority
She's a very kinky girl,
The kind you don't take home to mother
She will never let your spirits down,
Once you get her off the street.
She likes the boys in the band,
She says that I'm her all time favorite
When I make my move to her room,
It's the right time, she's never hard to please.

10. Track 3 Authority
A person wearing a security uniform comes
up to you and says, “See that man over
there? He’s over-parked, but doesn’t have
any change. Go give him a dime.”
Statistically speaking, you probably will; 92%
of the participants in a study, done by
Leonard Bickman in 1974, did. However,
when the requester wore civilian clothes,
that percentage dramatically decreased to

11. Track 3 Authority
People are more easily persuaded by
individuals with perceived authority
What we Usually want:
#1 Trust our guidance
#2 Respect our push back
#3 Act on urgency and decision needs
What we need to do:
#1 Brag - humbly :)
#2 Arrange for other people to brag about you
#3 Communicate expected positive results
Possible applications:
#1 Write a 15 second introduction. Spend the time giving it.
#2 Talk with your manager about producing TA PR!
#3 Collect and share hiring manager feedback.

12. Track 4 Consistency
And Ill keep on keep on truckin, baby
I got to keep on truckin
Got to get to your good lovin
Huh...huh...huh...huh...huh...
Feelin good
No, you cant stop the feelin
No, you cant stop the feelin
No, not now

13. Track 4 Consistency
Researchers found that very few
people in a neighborhood would be
willing to place a “Drive Safely” sign
in their front yard.
But they were able to increase
willingness 4x by first sending them
a small “Drive Safely” sticker to put
in their front window.

14. Track 4 Consistency
People feel strong pressure to be consistent
with their words and actions
What we Usually want:
#1 Follow through on promises
#2 Willingness to make a selection decision
#3 The search to stay focused
What we need to do:
#1 Look for and ask for small commitments that can be made
#2 Make requests that can be put in writing and that are voluntary
#3 Increase the size of our requests throughout a search
Possible applications:
#1 Have them confirm review of emails and search documents
#2 Have them send you names of talented people they’ve worked
with
#3 Have them describe successful staff (and identify their
development)

15. Track 5 Liking
What does it take to win your love for me?
How can I make this dream come true for me?
Oh, I just got to know,
Oh, baby, 'cause I love you so,
Gonna blow for you
I've tried, I've tried, I've tried,
I've tried in every way
I could to make you see how much I love you
Oh, I thought you understood
So you gotta make me see,

16. Track 5 Liking
#1 We like people who are similar to us.
#2 We like people who pay us
compliments.
#3 We like people who cooperate with
us towards goals
MBA Students were told:
“Time is Money”: 55% agreement
“Get to know each other”: 90%
agreement and contracts were worth

17. Track 5 Liking
People prefer to say yes
to those they like
What we Usually want:
#1 Pleasant working relationships
#2 Successful negotiations
#3 Closed requisitions!
What we need to do:
#1 Spend the time to get to know people
#2 Express the shared goal of the search and your confidence in it
#3 Acknowledge and verbalize peoples accomplishments
Possible applications:
#1 Do a bit of research on the person and look for things in
common
#2 Describe the results of an intake meeting or candidate review in
words they agree with and reiterate your confidence in the plan.
#3 Go slow to go fast! Invest time in finding things in common and
learn and compliment their accomplishments professionally.

18. Track 6 Consensus
I've been really tryin', baby
Tryin' to hold back this feeling for so long
And if you feel like I feel, baby
Then, c'mon, oh, c'mon
Let's get it on
Ah, baby, let's get it on
Let's love, baby
Let's get it on, sugar
Let's get it on

19. Track 6 Consensus
Hotels place a small cards in bathrooms
asking customer to reuse towels that often
describe the environmental benefits.
A sign that says “75% of our guests reuse
their towels, please consider doing so as
well.”, increases towel reuse 26%.
A sign that says “75% of guests that stay in
this room reuse their towels …” increases

20. Track 6 Consensus
People often look to the behavior of
other people in similar situations
What we Usually want:
#1 Hiring Managers to make decisions
#2 Feedback and timelines
#3 Strong SLAs
What we need to do:
#1 Communicate metrics
#2 Tie metrics to the hiring manager
#3 Identify industry patterns
Possible applications:
#1 Know your data and market research!
#2 Confirm their perspective on roles that are similar to theirs
#3 Communicate TA SLAs and desirable patterns

21. Track 2 Scarcity
Needle in a Haystack, The Velvelettes
Track 1 Reciprocity
Reach Out (I’ll be There), Four Tops
Track 4 Consistency
Keep on Truckin’, Eddie Kendricks
Track 3 Authority
Super Freak, Rick James
Track 6 Consensus
Let’s Get it On, Marvin Gaye
Track 5 Liking
What Does it Take (To Win your Love) The Allstars