1. Direct Recruiting for
Retail Recruiters

2. From the TA Call….
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 What did you learn?
 How did Nancy’s presentation change how you approach
direct recruiting?
 Any success stories?
 What stops you from direct sourcing talent for your open
positions?

3. Preparation is the key to success!
“Give me six hours to chop down a tree, and I will spend
four hours sharpening the axe” – Abraham Lincoln
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There are two basic steps at the heart of every successful direct recruiting
initiative:
1. Building a good list of names to call
2. Being effective at processing the list

4. From the TA Call….
1. Build a good list of names to call
 Where are you calling?
 Who are you calling?
2. Be effective at processing the list
 When are you calling?
 Why should they be interested in your opportunity?
How do we answer those questions in a way that leads
us to top retail talent for our open positions?
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5. Where are you calling?
Technology is making it easier for us to identify
businesses to target, regardless of geography.
 Yelp, Angie’s List, Yahoo Local, InsiderPages.com, etc
 Google Maps and other similar mapping services
 Local resources
 CM’s and DM’s
 Better Business Bureau
 News affiliates
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6. Who are you calling?
 While technology has made identifying businesses to contact
easier, it can still be a challenge to identify names for specific
candidates
 That doesn’t mean it’s impossible!
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 LinkedIn, Facebook,
Twitter and Pinterest
 Utilize both personal
and company pages
Company directories
 Found on websites and
via Google.
Local Resources
 CM’s and DM’s
 BBB
 News stories
 Government
Employment Agencies
 What if I can’t find a name?
 Never be afraid to call a business and ask for the Manager!

7. When are you calling?
 Don’t call on Monday mornings or Friday afternoons
 Is this true for retail operations?
 What are the best times to reach our managers?
 What are the worst times to reach our managers?
 Focus on off-peak times for retailers
 Depending on the company/industry this may vary
 Can be counter to what we already know about the best
times to reach active job candidates.
 Nights and Weekends
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Don’t give up! It can take multiple calls to reach the right
person.

8. Why should they be interested in your
opportunity?
 What does FedEx Office offer that other retailers do not?
 Work/life balance  Manager schedules
 Advancement opportunity Promote from within
 Industry leader  Do you want to work for the best?
 Do your research before you pick up the phone!
Where is our competitive advantage?
 Visit their Career Site and learn about benefits like vacation time,
stock purchase programs, health benefits offered, etc.
 See if there is any financial information available?
 Are they profitable?
 Are they forecasting growth?
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9. From the TA Call…
7 Steps to Successful Direct Sourcing Calls
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Introduction
Permission
Describe
Compliment
Invite
Referrals
Close

10. Questions?