Making a Job Offer that No Job Applicant Can Resist

If a candidate isn't excited about the offer, all the hard work that led up to that point may be wasted. So how do you generate excitement?

1. Timing is everything. Once you've decided whom to hire and put your offer together, you're probably chomping at the bit. But impatience can backfire. Not many candidates will really listen carefully to an offer that comes while someone is listening to the conversation.

Call the candidate to make an appointment. Ideally, you should present the offer within a couple of days. If you delay, all your top choices will have been snapped up. Try to present the offer face to face, so that you can convey interest and gauge the candidate's reaction. If that's not possible, at least arrange t have the candidate's undivided attention during a phone call.

2. Put everything in writing. Even a face-to-face offer isn't enough. Your offer should also be in writing. A written offer gives the candidate something to review, leaves less room for misunderstanding, and offers you some protection if there's a dispute later. The written offer should include the job title, location, proposed start date, duties, responsibilities, who to report to, base salary, specifics of any variable pay, employment benefits (which includes dates when employees become eligible for specific benefits), special considerations, dates when the employee's performance will be reviewed, any legal documents required, and any contingencies to the offer (for example, passing a physical examination).

The offer should also include a written copy of the employee handbook or policies and procedures manual and be clear that the employee will be bund to the terms of the handbook if he accepts the position.

3. Keep the meeting upbeat. If you're having a bad day, don't carry the baggage into the offer meeting. Convey your enthusiasm about the company, the job, and the future. Talk about ways in which you think the candidate can contribute and make him feel wanted. Allow time for him to ask questions, and make yourself available should he have questions later.

4. Give the candidate time to think. Accepting a new job is a big decision that affects not only the candidate, but also his family and the people at the job he would leave behind. Allow the candidate a few days to consider the offer, but don't leave the door open indefinitely.

5. Be prepared to negotiate. The candidate probably won't see the offer as an all-or-nothing proposition. Expect to negotiate.