How to Pre-Frame Follow-Ups With Value and Stop Feeling Like a Nuisance

So the big question is this, how do recruiting leaders like us who have 12 to 15 other job responsibilities win at this game of recruiting? How do we build a system that allows us to recruit effectively in a minimal amount of time while motivating recruits towards meaningful change? That is the question, and this podcast will give you the answers. My name is Richard Mulligan, and welcome to Recruiting Conversations. Hey everybody. Welcome back to recruiting Conversations.

It's Richard Milligan here, and today we're talking about one of the most overlooked parts of the recruiting process. Your follow-up game. Now, listen, if you're like most recruiting leaders, you've had this moment before you finally get that initial meeting, it goes great. They're smiling, they're leaning in. You feel the momentum. Then the meeting ends and suddenly it's like they vanished into thin air. You text them nothing, you send a follow up, crickets.

You reach out a third time and now you're wondering, am I being annoying? That moment right there, that awkward tension of when to follow up, how to follow up and what to say. That's what we're going to solve today. 'cause here's the truth. Follow up only feels annoying when you haven't set the stage for it. If you haven't pre-framed the relationship, then yeah, it can feel like chasing. But if you do it right, follow up becomes value. It becomes service.

It becomes the very thing that makes you unforgettable. So let's talk about how to do this.

The key is simple. You don't wait until after the meeting to figure out your follow-up plan. You start planting the seeds for future touchpoint during the very first conversation. Let me give you an example. When you're wrapping up a call or meeting, instead of saying, great connecting, I'll follow up soon. You say something like this, Hey, I'd love to stay in touch. I actually have a few resources that might be valuable for where you are right now.

Would it be okay if I shared something with you in the next couple weeks that I think you'd appreciate? See what we just did there. We got permission, we created anticipation, and now when you follow up, you're not just pinging them, you're delivering on something you already offered. That's what I mean by pre-framing. And here's where it gets fun. You can pre-frame multiple touchpoints with value-based assets, things that build trust and keep the relationship warm.

Lemme give you a few of my favorites. The first one, and it's my go-to is books.

I'm a big believer in using books as a leadership tool because when you send a book, you're not just sending content, you're sending a message, a message that says, I'm a learner. A message that says, I'm thinking about you. A message that says, I lead with value, not pressure. So during that first meeting, if someone says they're trying to grow their team or level up their leadership or get better with mindset, that's your signal. And you say something like.

There's a book I read recently that really helped me in that same area. Would it be helpful if I sent it your way? Nobody says no to that. And when it arrives in their mailbox with a handwritten note, you're no longer that recruiter. You're now a trusted voice in their world. Second follow up asset event invites. This one's gold. Let's say your company is hosting a leadership call, a mastermind, a live training, even a virtual town hall. Pre-frame the invite.

Don't just drop it cold later. Say this in the initial conversation. We do these invite only leadership events a couple times a year. If one comes up that I think would be a fit for you, would you want me to loop you in? Now when you follow up with the actual invite, it's received as a gift, not a pitch. You're saying, this is something exclusive, and I thought of you. That alone is enough to reopen a dormant conversation. Third option, custom content.

This one takes a little more intention, but it's powerful. After a meeting, you jot down a note about what they said. Maybe they mentioned building culture or improving their recruiting or handling burnout, and then a week later you send them a podcast episode, a quote, a framework, something that aligns with that pain point. It might sound like this. Hey, this reminded me of our conversation the other day.

Thought it might be helpful as you're navigating that next step that's meaningful follow up. It doesn't feel like a chase. It feels like care.

And here's the fourth option. And this one's underrated, just show gratitude. A simple follow up that says, I really appreciated your time last week. You've clearly put in the work as a leader. And I walked away better from the conversation that might not close a deal tomorrow, but it plants a seed. And what do seeds do over time? They grow. Now, let me give you a practical system for how to think about this. What I coach my clients to do is build a value library.

This is a running document, Google Doc, CRM, notes, sticky notes on your wall where you can collect books you love. Podcast episodes that hit hard quotes, or articles that speak to leadership, links to upcoming events or webinars, personal insights or frameworks you've created. So when you finish a conversation. You're not trying to pull something from thin air. You already have a menu of meaningful touch points ready to go, and this becomes part of your ongoing recruiting rhythm.

Every week you look at your active pipeline and ask, who do I need to reengage and what piece of value can I deliver to them? You do that consistently. People will start to see you, not as a recruiter, but as a resource, and when the time comes for them to make a move. Guess who's top of mind? Here's your challenge. Stop winging follow up. Start pre-framing it, start planning for it. Start leading with value instead of vague check-ins.

You're not being annoying when you're being intentional. That's all I've got for you today. Go put this into practice and I promise your follow-ups will stop falling flat and start turning into future hires. We'll see you next time right here on recruiting conversations. Want more recruiting conversations? You can register for my weekly email@fourcrecruiting.com. If you need help creating your own unique recruiting system, you can book a time with me@bookrichardnow.com. I.