The document provides best practices and tools for cleaning up databases to find new leads. It discusses using existing data like LinkedIn profiles to find updated contact information for individuals in a database. Common data errors are outlined and techniques are presented for researching leads online through Boolean searches and Chrome extensions to uncover new phone numbers and emails. The goal is to enhance existing data and continuously find new prospects to fill roles by taking advantage of database cleanup.

1. The ABC’s of How to Turn
Database Cleanup Into Hires: A
Researcher’s Tale on How to
Always Be Closing
Trish Wyderka
Sourcecon Digital – March 2021

2. WHAT WILL YOU LEARN FROM THIS
PRESENTATION?
 Best practices on cleaning up your database
(ATS/CRM)
 Using existing data to find current data on
individuals such as phone numbers and email
addresses
 Tricks and tools (both free and paid) you can use
to enhance your data

3. • The phrase was made
popular by Alex Baldwin
in the 1992 hit movie
“Glengarry Glen Ross.”
• “Always Be Closing”
(ABC) is a motivational
phrase used to describe
a sales strategy where a
salesperson should
continuously look for
new prospects, pitch
products or services to
those prospects and
ultimately complete a
sale.

4. How does “Always Be Closing” apply to
the recruiting industry?
 In recruiting, we want to find ways
to continuously look for
individuals to fill positions,
whether for corporate or
recruiting firms.
 Where is the best place to find
leads? Many of them are currently
in your database but are being
missed.
 .

5. 1. BEST PRACTICES ON CLEANING UP
YOUR DATABASE

6. Don’t have weak leads!! Take advantage of lulls
in your business day or week to clean up and
revitalize existing data…
 Individuals in your database may be hard to
connect with due to outdated information such
as phone number and email addresses.
 Clean data can help you streamline your
marketing efforts (i.e., mail merges and contact
campaigns will be much more successful).

7. Deciding how to
get started…
1. Have not contacted an
individual in over 10 years?
Consider deleting, since
many individuals change
company’s, retire, and
sadly, pass away.
2. Have leads in a pool?
Review those individuals to
see if they are still relevant
for the roles you want to fill
and remove those who are
no longer relevant.
3. Meet with your team to
see what is the next phase
of review.

8. Tackling data entry errors…
 Examples of the most common data entry errors:
 First or last name spelled wrong (can lead to duplicate
files and contacts receiving excessive amounts of e-mail)
 Example: Jain vs. Jane, Allen vs. Alan and so on…
 Phone numbers entered but missing a number (the
guessing game is endless! What is the missing number?)
 Example: 214 – 867 – 530?
 Email addresses with extra punctuation
 Example: jane@aol.com.
 Note: extra period at the end of the email address
will make it invalid, as will other symbols $, &, etc.

9. 2. USING EXISTING DATA TO FIND
CURRENT DATA ON INDIVIDUALS

10. Your database is a
goldmine!
Review previous
notes entered on the
individual, which can
inform you that
phone numbers
and/or emails
associated with the
file are no longer
valid.

11. Can’t get a hold of
someone after leaving
10 messages? Emails
keep bouncing back?
Let us find out where
they are…

12. LinkedIn’s search engine
Winning! We found out
where our lead works
and a BONUS! Her
email was located in her
profile!

13. X-ray into LinkedIn
using Boolean
site:linkedin.com/in
"janet ross" "regional
manager" Edmonton

14. Often times people
annotate it on their
LinkedIn profile they
are retired…
… or sadly pass
away

15. Pssst…Did you
know you may
find resumes
attached on
LinkedIn profiles?
Say what?

16. Is your company
spending money
on a LinkedIn
Recruiter seat? If
so, you may be
missing out on
information which
is actually listed on
the individuals
public LinkedIn
profile

17. Looking at the individuals
public LinkedIn profile it
may have their resume
attached for easy
download
** Don’t forget – you may
have the old version of your
lead’s resume on file, but their
new resume is attached to
their LinkedIn profile. **

18. Check out the Contact Info section…

20. Additionally, reviewing public LinkedIn
profiles you can find an individuals
certificates for courses completed, patents &
publications (peers) and much more.

21. Look for clues
on an
individuals
profile

25. More clues can be
on the LinkedIn URL
such as middle
initials (and possibly
duplicate profiles)
PROFILE #1
PROFILE #2

27. Tips to Remember
• Many individuals change their name– if you
enter an individual with their original last name
and they are married, often times it redirects
you to the profile with the new last name
• Names can be listed in various ways: Robert
(Bob, Rob, Bobby), James (Jim), Susan (Sue) and
so on

28. 3. TRICKS AND TOOLS TO ENHANCE
YOUR DATA
 Boolean is great when researching your leads; and it’s
FREE!
 Google the person's name and company
Example: “John C. Doe” IBM
 Google phone number and/or email address –
oftentimes, you can uncover things on the internet
John “214-211-0111”
gonzalez121027@yahoo.com

29. Research for new
phone numbers and
emails to increase
your chances of
reaching individuals.
 https://start.me/p/GE7Ebm/ssar
 https://start.me/p/aLAeEp/ssar-2
 https://start.me/p/q64ONA/ssar-4
 https://start.me/p/EL84Km/cse-utopia
 https://start.me/p/NxRQbG/search-eng-
utopia
FREE Online sources
from Dean Da Costa

31. More ways to
find contact
information
https://www.slideshare.net/Su
sannaConway/finding-contact-
information-phone-numbers-
email-addresses-sourcecon-
atlanta-2018-roundtable

34. True People Search
• Free to use
• Mobile and home phone
• Email addresses

35. Melissa Lookup
Why Melissa Lookup?
 Melissa helps companies to harness
Big Data, legacy data, and people data
(names, addresses, phone numbers,
and emails).
 Sign-up free 1000 pts / Paid version
available
 Business & Professional:
 Personator Search: Find people
nationwide by name, address, phone
or email
 Global Phone Check: Verify phone
numbers worldwide
 Global Email Check: Verify email
addresses and get associated name
and mailing address

36. https://www.melissa.com/v2/lookups/

37. Hiretual Extension
 Hiretual: 10 free per week with
free version; paid version
available
 Potential emails
(personal/office) and phone
numbers (office/mobile)

38. Other Chrome Extensions
Swordfish - Find cell phone numbers & email addresses on LinkedIn, Facebook, Twitter, Github,
Stack Overflow, Xing, Meet-up, Dribbble, Google Search & Gmail (Free/Paid Version)
Nymeria - Find email addresses on social or professional networks (Starts at $19 a month)
Lusha - Direct dials, emails, and company information; free version is 5 free credits per month
SalesQL - 100 free personal & business emails per month
Adorito - Automatically finds email addresses & contact information for any web profile
** Above can be found on Chrome Web Store**

39. KEEP YOUR EYE ON THE PRIZE…
Don’t miss out on placing
candidates and achieving
your goals because your
information is outdated.

40. Thank you!!
Trish Wyderka
SourceCon Digital
https://www.linkedin.com/in/trishwyderka/
trish@fideliscompanies.com