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Old School Strategies for New Recruiting Challenges with @LevyRecruits and @MaureenSharib

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We brought in 2 heavy hitters to drop the knowledge on how you can use old techniques and tactics to create new value – and start building relationships instead of lead lists.

In this exclusive event just for Recruiting Blogs readers, Steve Levy, Recruiting Lead at Kaltura, and Maureen Sharib, one of the world’s top telephone sourcing trainers, to learn:

Sourcing 101: Back to the Phones – For all the excitement about mobile recruiting, it seems we forget that the phone function on our devices still works, too. Learn the basics of phone sourcing and what you need to know the next time you dial. You’ll never have to make a cold call with these hot tips and tricks.

It’s the Message, Not the Medium: Whether you’re looking to source candidates via an InMail or by picking up the phone, finding them and their contact information is one thing – getting them to actually respond is far more difficult. We’ll look at some ways to break through the noise and make sure your call to action is actually worth listening to.
In Real Life Is Still Really Important: From networking events to career fairs, when it comes to recruiting, face-to-face still matter more than Facebook.

We’ll look at some of the ways to turn recruiting events from necessary evil to invaluable asset when building relationships and developing a pipeline, along with some secrets for researching and following up on leads, generating referrals and building word-of-mouth with, well, word of mouth. The best way to get in front of a candidate is by getting in front of them, after all.

Whether you’re a veteran headhunter used to making dozens of calls a day to a rookie sourcer focusing primarily on social media, if your job is to attract, engage and hire the best talent for your business, there’s nothing more fundamental than knowing these recruiting fundamentals.

Published in: Career
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Old School Strategies for New Recruiting Challenges with @LevyRecruits and @MaureenSharib

  1. 1. 2 Sponsored by:
  2. 2. 3 Matt Charney Executive Editor RecruitingBlogs.com @mattcharney @RecruitingBlogs #RBCLive Moderated by:
  3. 3. 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)
  4. 4. 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
  5. 5. 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
  6. 6. 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
  7. 7. 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
  8. 8. 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
  9. 9. 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
  10. 10. 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
  11. 11. 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
  12. 12. 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
  13. 13. Ladies first Maureen will talk about Phone Sourcing Steve will talk about Engagement Sourcing
  14. 14. 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
  15. 15. 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)
  16. 16. Let’s take that last one apart… 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)
  17. 17. Let’s take that last one apart… 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)
  18. 18. 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
  19. 19. Phone Sourcing Tip Compass Automation 
1380 Gateway Drive Suite 4 
Elgin, Illinois 60124 
tel: 1-847-250-0475
fax: 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.
  20. 20. Phone Sourcing Tip To see differing area codes is unusual. The more usual example looks like this: EPtronics, Inc.
Gardena, CA 90248
Toll Free: 800 643-0688
Phone: 310 536 0700
Fax: 310 643-9488 In this case 310 643 is a likely suspect for the employee direct dial (the Fax Rule)
  21. 21. 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…
  22. 22. 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]
  23. 23. 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
  24. 24. 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]
  25. 25. 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
  26. 26. 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
  27. 27. 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…”
  28. 28. 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
  29. 29. Don’t use “iffy” words I was just calling… I was hoping… Maybe you could… I was just hoping maybe you could…
  30. 30. 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
  31. 31. 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)
  32. 32. 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!
  33. 33. Engagement Sourcing 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
  34. 34. 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
  35. 35. 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
  36. 36. Engagement Sourcing: Amazon Tip People read books – and review them; let’s see what they have to say
  37. 37. Engagement Sourcing: Bowls Tip People eat – and like to get free food; where does this happen?
  38. 38. Engagement Sourcing: Condoms Tip The coffee or tea is hot – what about the openings? (FYI, 1000 for $52.44)
  39. 39. Engagement Sourcing: T-Shirt Tip People workout – and so do you; why not combine marketing and sweating?
  40. 40. Engagement Sourcing: Shop Tips People have to food shop; why not hit them up here?
  41. 41. Engagement Sourcing Tips: Random 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
  42. 42. 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
  43. 43. Question time
  44. 44. 45 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/ Please send your questions, comments and feedback to: webinars@recruitingdaily.com

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