We’ve often found it effective to do a reverse-sell discussion with candidates before we extend an offer (but after we’ve determined that we’d like to do so). Therein, we tell them all the reasons that they should not join our company: we’re a startup which might run out of money, we're a quirky bunch, we don’t have titles, we work in a regulated industry, we have long hours, et cetera. In some cases, we couple this conversation with a review of the strengths and weaknesses that the candidate displayed during the interview process. Counterintuitively, this is a very effective tool in closing candidates. It sets clear expectations, and great candidates see this as an opportunity to grow and be challenged.