Don't Talk to Everyone the Same Way

In HR we are taught to treat everyone fairly and consistently. This is mainly to comply with company and most importantly federal law. However, that is not to say everyone should be talked to the same way. According to Seth Godin, follwing the Dreyfus Model of Skilll Acquisition:

there are five stages people go through:

1. Novice
--wants to be given a manual, told what to do, with no decisions possible

2. Advanced beginner
--needs a bit of freedom, but is unable to quickly describe a hierarchy of which parts are more important than others

3. Competent
--wants the ability to make plans, create routines and choose among activities

4. Proficient
--the more freedom you offer, the more you expect, the more you'll get

5. Expert
--writes the manual, doesn't follow it.

When recruting or phone screening a prospect or a candidate, you are selling them as much as they are selling you. The really good people (proficient and expert level candidates) expect to be treated differently. If you treat them like a novice, you will turn them off.