Richard Milligan shows recruiters how tentative language like "I hope you can make time" kills influence. Swap it for confident statements: "I believe if you met with me Friday, I can bring you a lot of value." Certainty breeds influence, and it changes your results.
As a recruiting leader, you have to be aware of what language you're using. Now, I know that sounds like your mom saying, watch your language, but I find that most recruiting leaders use very tentative language when they're sending videos, when they're typing messages, a lot of times even over the phone. And they do it because they're very, very relational. They would say, I hope you can make time to meet up with me. That's tentative. Right? One of the things I found is that he or she who is most confident is most right. Or let me give you another framework: certainty breeds influence. You want to have influence to recruit? Use strong language. I believe is strong language. I believe if you met with me on Friday, I can bring you a lot of value and help you grow your business. That is a certain language. It's a confident language. Change your language and you'll change your results.
