old school strategies for new recruiting challenges with @levyrecruits and @maureensharib

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Sponsored by:

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Matt Charney Executive Editor

RecruitingBlogs.com

@mattcharney

@RecruitingBlogs

#RBCLive

Moderated by:

Your Presenters

Maureen Sharib and Steve Levy are two old hands in the

Recruitersphere; the term “Recruitersphere” was coined many years

ago by the ever-clever, forever cheezy Recruiting Animal (@Animal) on

his very popular radio hour “The Recruiting Animal Radio Show” on

which Maureen is an on-and-off again participant in the show’s every

Wednesday noontime dark humor

If you think you can stand the heat of being a guest to a rough-and-

ready panel of critical recruiting pundits, let Maureen know and she’ll

put you in touch with the Animal himself! (transparent show plug)

If it matters…

Maureen has a BA from the University of Cincinnati in Economics and

Steve has a BS in Bioengineering from UVM and a grad degree in

Industrial/Organizational Psychology from Hofstra University

Neither have any recruiting, sourcing or HR certifications

What they do

Maureen calls into companies and talks to people to find stuff out

Steve sits in these companies and makes faces when people like

Maureen call; trains his employees about the “Ways of Evil People Like

Maureen”; and runs recruiting, creates global sourcing and recruiting

strategies, massages the egos of hiring managers, and builds talent

communities and pipelines

When Maureen met Steve

Maureen and Steve met a long, long time ago on the fabled Electronic

Recruiting Exchange (now ERE.net) network when Steve surprisingly

called Maureen in response to some snarky (and childish) comment

she made to one of his online comments in one of the first-of-its-kind,

early blogs evah in the Recruitersphere

Maureen would rather not recount that embarrassing moment but will

tell you today it was a moment in time where everything changed for

her

Furthermore…

Take it away, Maureen

I’ll tell them how easy it is to be brave and mouthy online but how real

it gets when someone calls you on the phone

High touch beats high tech

It’s just plain scary to talk to other people; we avoid it not because

people don’t matter—but because they do

Sourcing Tips

Throughout this presentation we’re going to stop and stick in some

quick and dirty “sourcing tips” that Maureen uses everyday in her

phone sourcing exploits and Steve uses to find and engage talent;

they’re the small things that make her life easier and will make your

sourcing attempts fun! Here’s the first:

When a Gatekeeper answers, listen very carefully. If she says her

name, write it down

Now, back to the program

Everyone knows how to

Find people on the Internet

Find their email addresses

Sniff their exhaust signals

Find tools that create email messages around that sniffing technology

Send those emails and InMails

Few know how to do these

Find a person’s direct dial where they work

Call into a company without going through the Gatekeeper

Procure a person’s cell number, personal email

Learn who everyone is who works in a particular office and what their

titles are

How to talk to someone that makes them feel like they want to talk to

you for more than fifteen seconds

Survive a catastrophic LinkedIn breakdown

Or know about these

Alumni Coffee condoms Academic research

Amazon Contests Recruiting tees

Meetups Doctors, Dentists Religion

Blogs Forking & Dongles Subway car ads

Boomerangs Lanyrd.com Supermarket Ads

Business card bowls Patents & Pubs Twitter Lists

Ladies first

Maureen will talk about Phone Sourcing

Steve will talk about Engagement Sourcing

Phone Sourcing Tip

When the Gatekeeper answers:

Say “Hello”

Repeat her name if she said it

Tell her your name

Ask her your question (1 question)

Nothing Else

Let’s take that last one apart…

How to make someone feel like they want to talk to you for more than

15 seconds

My name is Maureen Sharib and you don’t know me (a great

icebreaker)

I work as a sort of “Girl Friday” to ________ and you can call me

anytime (works well when a sourcer is working in tandem with a

recruiter in a handoff)


I don’t know hardly anything about what you do – I’m sorry I sound so

dumb; I’ve been this way all my life (another icebreaking maneuver)

Would you like me to stay in touch with you about upcoming

opportunities? (hardly anyone says no to this)


Is email the best way to reach you? (a great way to get their email)

Is this the best number to call you on? Do you have a cell? (about 80%

of those asked give up their cells)

There’s revelation in conversation

It’s all about Getting To Yes (find and read the book)

People really are desperate to speak with others

Phone Sourcing Tip

Compass Automation 1380 Gateway Drive Suite

4 Elgin, Illinois

60124 tel: 1-847-250-0475fax: 1-630-

503-5070

Different area codes/prefixes may be a clue that the direct dial into

employees’ direct dials is different from the area code/prefix of the

main number (usually employees match the fax)

To reach employees directly, dial 630-503- 5071, 5072, etc.

Phone Sourcing Tip

To see differing area codes is unusual. The more usual example looks

like this:

EPtronics, Inc.Gardena, CA 90248Toll Free: 800 643-0688Phone:

310 536 0700Fax: 310 643-9488

In this case 310 643 is a likely suspect for the employee direct dial (the

Fax Rule)

Phone Sourcing Tip

TITAN LED

4590 Ish Drive, Unit 100

Simi Valley, CA 93063

Tel: 805-523-7500

Fax: 805-523-7502

Numbers like this tell you the employee direct dials may lie beyond

805-523-7503, 7504, 7505, etc.

OR NOT; sometimes you have to go fish…

Stabbing in

“Stabbing In” is a very efficient phone sourcing techniques

It’s when you can’t deal with the Gatekeeper and you just want “in” to

talk with someone; you call directly in and whoever answers becomes

your helper

“Hi, this is Maureen Sharib. I know I have the wrong number. I’m

trying to reach Development – can you help me?”

[yes, I know it’s rusing]

Everyone can speak on the phone but

not everyone can communicate

If you're a recruiter and you speak well on the phone, you're going to

make more money

Focus on the call in your hand

Avoid all distractions

Close your eyes if you must (standing up also helps)

The person on the other end knows when you’re not listening intently

and your disinterest translates to disrespect

Skydiving

Calling someone on the telephone you don't know and striking up a

conversation is the social equivalent of skydiving

It's thrilling; it's an extreme (social) sport

But if you haven’t checked your parachute, the last word you might

hear is [expletive]

Phone Sourcing Tip

Don’t chit-chat with the Gatekeeper; they know you don’t give a rat’s

ass about her health or the weather

Get right down to business

Say her name, tell her yours and what you want

When your phone rings…

Give yourself time to collect yourself

Answer on the second or third ring to avoid sounding harried or

surprised; smile and say your name

Sound like you’re happy to be of service to the caller

If you can’t do that let the call go to Voicemail and return the call at a

better time

Don’t ask for permission

Your job at the beginning of a conversation is to inspire the other party to

have a conversation with you

30-50% of “Do you have time?” calls get turned away with a “No” or “Not

now” answer; if they answered they have time to talk

Listen carefully to what’s going on in the background and cue into that –

“Oh, it sounds like you’re driving – maybe I should call you back?” is often

met with a, “No, now’s a good time to talk – I have twenty more miles to

go…”

Words matter

Your phone audience pays attention to your words

Words are the body language of the telephone call

The telephone conversation exposes nuances of meaning; language is

composed of words AND inflection (accent) including the deciphering

of emotion; things like sarcasm and happiness and sadness and

wistfulness

Don’t use “iffy” words

I was just calling…

I was hoping…

Maybe you could…

I was just hoping maybe you could…

Phone Sourcing Tip

Don’t ask a Gatekeeper for more than one thing at a time; wait for her

to answer one question before asking another

Listen carefully to her answers as she gives them for signs that she

may be growing weary of answering your questions

Most Gatekeepers have limits to their patience; the trick is in exiting

the “stage” before she begins to ask you questions about why you

need to know the questions you’re asking

Leaving Voicemail

It’s not about you. It’s about your clients or your prospects. People have

big lives – they’re not ignoring you – they’re just busy!

When you leave a message don’t create phone tag; tell the person you’re

calling when you’re calling and what your expectations for being called

back are

Finish with a promise to call back again; say your name at the beginning

and at the end of the message and repeat your number TWICE, slowly

(leave your phone number at the same speed it takes you to write it down)

Phone Sourcing Tip

Hi, _______ this is Maureen Sharib. I’m calling you at 9:30AM your

time on Tuesday, January 24 and I’ll be here today until 3 – my number

is 513-646-7306 and if I don’t hear from you today – no worries – I’ll

call you back tomorrow. Again, my name is Maureen Sharib and my

number is 513-646-7306.

Don’t leave too much information on the voice message; if you do the

person will start to interact with the message and may think they’ve

answered your question and not return your call!

Engagement Sourcing







Differentiation

If you’re sourcing strategy mimics that of others, how special does that

make you? Not everyone is leading

You want to create and market good buzz

Tools don’t source or recruit – people do

People will respond like Golden Retrievers if you hit the sweet spot

Engagement Sourcing Tip

This talent you’re attempting to lure with your recruiting baubles is

human like you – they read, eat, shop, workout just like normal folks;

they’re not CFOs, developers, tax analysts, or call center managers

24/7

You damn well better really know your quarry: Likes, Dislikes, Favorite

Things, Personality Quirks, Cultural Elements

Your quarry is emotionally injured from other sourcers and recruiters

Engagement Sourcing: Amazon Tip

People read books – and review them; let’s see what they have to say

Engagement Sourcing: Bowls Tip

People eat – and like to get free food; where does this happen?

Engagement Sourcing: Condoms Tip

The coffee or tea is hot – what about the openings?

(FYI, 1000 for $52.44)

Engagement Sourcing: T-Shirt Tip

People workout – and so do you; why not combine marketing and

sweating?

Engagement Sourcing: Shop Tips

People have to food shop; why not hit them up here?

Engagement Sourcing Tips: Random







Sourcing People

You don’t want to lead the horse to water – you just want to make them

thirsty

Beyond the Boolean is someone like you and you’re helping them

make important career choices – so be human

Question time

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A copy of this presentation’s slide deck and session recording will be

available on http://www.recruitingwebinars.com/ within 2 working days.

You can visit our previously recorded event library at any time:

http://www.recruitingwebinars.com/

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old school strategies for new recruiting challenges with @levyrecruits and @maureensharib

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