One of the most important lessons I have learned in my brief recruiting career is to shut up and listen. This tenet holds true in every relationship a recruiter develops- with his candidates, his clients, and his coworkers.
Candidates are going to be interested in an opportunity presented to them. How could they not? Its an exciting chance for career advancement. And when I have done a good job of vetting my candidates, even the initial call should reveal that the candidate and client are a possible fit. However, I have acquired vastly more information, and earned more respect, from holding my tongue and devoting my attention to listening. In a vacuum, candidates will continue to speak- and they will reveal potential pressure points, the real story behind why they are looking for a new job, or even a major asset that is inexplicably missing from their resume. I only gain this information by asking brief questions and waiting for revealing answers. An oversell of a position inherently demands that I, the recruiter, speak, when ultimately I am looking for excitement and compliance from the candidate. My interest is vested from the get go- my job is to make the candidate feel the same way.
In the same way, client companies will give you the real story behind who they are looking to hire by applying this same practice. Clients who trust DaVinciTek already know what I can tell them; that I am only going to send them the elite few qualified individuals they need. Again, by following brief silences to detailed answers, I will hear more about the ideal candidate profile than I would by opening my mouth and promising that very thing.
As a recruiter, I have rapidly learned the value of listening. Everyone wants to be heard. And when candidates and clients feel comfortable to do so, they will give you more information off the cuff than they would under formal questioning.