Recently I read a blog post by Simon Sinek (author of the book, Start With Why) called Two, Not Three: Boost Sales by Offering Less. The post describes why a chain of shoe stores that appeared to have no competitive advantage consistently outperformed its competitors. The owner of the shoe store chain had learned that customers bought shoes if they had no more than two options. When a customer had to select between three or more options, the customer most likely would not make a purchase.
I wonder if this idea of presenting only two options also applies to when independent recruiters present candidates to their clients?
1. What is your philosophy regarding presenting candidates? How many do you strive to present to your clients?
2. Have you found any difference in decision-making by your client when you present two candidates vs. three or more?
3. If you presented one candidate only, did your client hire that person or did the client ask for at least one more option?
4. Does recruiting internationally affect the number of candidates you present to a client?
Our society promotes that more is better. But is it really better? Upon reflection, I find that when I am presented with more than two options, my confidence level in making a decision goes down and I delay my decision.
Are you willing to test this idea by presenting only two candidates to your clients?