As a recruiter, you’re constantly striving to present the best version of yourself and your firm to potential clients and candidates. You meticulously craft your pitches, thoroughly vet candidates, and go above and beyond to deliver exceptional service. However, the Pratfall Effect suggests occasionally showing your human side and embracing imperfections can actually make you more likable and relatable.

We’ve talked about this before… never re-record a voicemail message. Roll with your mistakes and people will like you more. You’ll actually receive more callbacks, but we can never make a mistake on purpose. Let’s go a little deeper into what it is and why it works.

The Pratfall Effect, discovered by psychologist Elliot Aronson in 1966, reveals that when a person is viewed as competent and superior, making a mistake can increase their likability. This phenomenon applies not only to individuals but also to brands and businesses. In the world of recruitment, where trust and authenticity are paramount, leveraging the Pratfall Effect can help you build stronger connections with your clients and candidates.

As recruiters, we’re often seen as experts in our field, with a deep understanding of the job market and the skills required for success. You’ve built a reputation for delivering top-notch candidates and providing valuable insights to your clients. However, in the midst of all this expertise, showcasing your human side can be a game-changer.

Imagine a scenario where you’re presenting a candidate to a client, and during the meeting, you accidentally mispronounce the candidate’s name or stumble over a few words. Instead of trying to brush it off or pretend it didn’t happen, you acknowledge the mistake with a smile and a bit of self-deprecating humor. This simple act of vulnerability can instantly make you more relatable and approachable to your client.

By embracing your imperfections, you demonstrate that you’re not just a recruitment machine but a real person who understands the challenges and pressures of the hiring process. Clients appreciate recruiters who are transparent, genuine, and willing to own up to their mistakes. It builds trust and fosters a sense of partnership, rather than a transactional relationship.

Similarly, when interacting with candidates, showing your human side can help you establish a deeper connection. Candidates often feel nervous and intimidated during the recruiting process, and encountering a recruiter who is willing to be vulnerable and share their own experiences can put them at ease. By relating to their concerns and admitting you, too, have faced challenges in your career, you create a safe space for open and honest communication.

However, it’s crucial to remember that the Pratfall Effect only works in your favor if you’ve already established a foundation of competence and credibility. Consistently making mistakes or appearing disorganized can quickly erode trust and damage your reputation. The key is to strike a balance between showcasing your expertise and allowing room for occasional imperfections.

You can embrace the Pratfall Effect by being authentic in your interactions, owning up to mistakes when they happen, and using humor to diffuse tense situations. Share personal anecdotes that highlight your own growth and learning experiences, and encourage your clients and candidates to do the same. By creating a culture of transparency and vulnerability, you’ll build stronger, more meaningful relationships that extend beyond the transactional nature of recruitment.

In a world where perfection is often the expectation, the Pratfall Effect reminds us that embracing our imperfections can be a powerful tool for connection and likability. In recruiting, leveraging this psychological phenomenon can help you stand out in a crowded market, build trust with your clients and candidates, and ultimately drive success for your desk. So, don’t be afraid to show your human side – it might just be the key to unlocking deeper, more authentic relationships in the world of recruitment.