At Lead Group, we recently experienced a powerful lesson in the importance of asking the right questions. Two recruiters from our team asked the same candidate the same question. Yet, the answers they received were drastically different.

Here’s how it went down:

One of our junior resourcers, with just 12 months of experience, asked the candidate, "How much money are you looking for in your next role?" The answer was a straightforward expectation of a $130,000 base salary.

But when our principal recruiter, with years of experience, asked a slightly more strategic question, the response was quite different. He asked, "What would be the least amount of money required for it to make sense for us to have a discussion about a role in the future?" Then, "So, if I had the perfect role that was $5k less than the figure you just mentioned, it’s not worth our time to discuss?"

This prompted the candidate to adjust their expectations, revealing a figure of $115,000 instead.

Simple Questions Lead to Missed Opportunities

The first recruiter simply asked for a salary figure, which led the candidate to offer a higher number than they might have otherwise considered. While that’s a fair way to begin, it lacks depth and nuance.

In contrast, our principal recruiter framed the question to push the candidate to think about their flexibility and the value of a potential opportunity, leading them to offer a more realistic figure.

Great Questions Open Doors

By framing the question as a conversation about opportunity, the principal recruiter was able to uncover the candidate’s true expectations. This wasn’t just about numbers—it was about understanding the bigger picture.

The candidate's price tag was lowered not because the recruiter pushed for it, but because the right question brought out a more honest response.

Don’t Let Candidates Price Themselves Out

As a recruiter, the way you phrase your questions can mean the difference between a successful placement and an opportunity lost. Asking the right questions allows you to uncover more than just a candidate’s salary expectation—it opens the door to better, more fruitful conversations.

Make sure your team is asking the right questions. They could be unknowingly helping candidates price themselves out of great opportunities.