by Taylor Deer
During recruitment we tend to be problem solvers.
Your mom doesn’t want you to join? Let me talk to her.
You’re worried about the time commitment? Let me show you a brother who works 3 jobs and has a 4.0 GPA.
Worried about grades? Let me show you all of the programs we have set up to help brothers get better grades.
Here’s the issue. When we are only temporarily curious about a potential new members concerns about joining, we don’t get the full story. We jump to solving the problem when we might not fully understand what the REAL problem is. Let’s put ourselves in a helper role and take our curiosity one step further.
The best recruiters are problem finders, not problem solvers.
To better understand this concept lets use the phrase “I’m worried about grades” as an example. Most of us when we hear that phrase come from a potential new member’s mouth, we pounce on it like a rabid dog and start firing off all the reasons why joining our chapter will help them boost their grades!
“Our chapter has been .002% higher than the average fraternity GPA for the last 6 months. We have an academic chair that has a 3.5 and can bench 340lbs with one arm. He makes sure we all go to the 2 hours of mandatory study hours where no real work ever gets done each week”
Well hang on. All of that is well and good. But what if when that potential new member says “I’m worried about grades” what they mean is: “I have a 4.0 GPA and I am worried about maintaining my habits of studying 5 hours a day in order to keep that average and scholarships that come with it.”
Now, we can see that the problem isn’t “How can you help me get better grades” it now turns to “I’m worried that the rest of the obligations that come with being a part of a fraternity will give me less opportunity to study 5 hours a night”. So your long well crafted pitch, isn’t relevant to the potentials concerns. You’re trying too hard to solve a problem that doesn’t exist.
So, in order to forgo these pre-close woes, just ask more questions. Be more curious. Become a problem finder.
Your mom doesn’t want you to join? What is she concerned about? What would make her feel comfortable with you making the decision to join?
You’re worried about the time commitment? How much of a time commitment do you think it takes to be a part of our chapter? What about the time commitment worries you?
You’re worried about grades? What about grades are you worried about? How can we help you be successful?
The more we position ourselves as a helper, the more we can help prospects make the right decision for themselves. That’s what being a problem finder is all about.