Many people don’t know what to say to the sourced names we provide. Because these names are many times the truly “passive” candidate some recruiters who’ve been reared on resume farming are “reluctant” to call someone who isn’t actually “looking”.

Just about everyone is “looking”.

Out of 10 names you telephone source:
1-2 will be looking at the present time
3-4 (maybe 5) will be interested in listening to you immediately
3-4 (maybe 5) will be interested in listening to you at some point in time
1 won’t be interested

“This is Maureen Sharib. You’ve been identified as someone XYZ is really interested in regarding an open position – do you have a few minutes to spend with me to maybe discuss this?”

“Huh? Who, me? How’d you get my name?” they might reply, surprised, but at the same time somewhat flattered.

Repeat yourself, s-l-o-w-l-y. Tuck in another question.

“This is Maureen Sharib. You’ve been identified as someone XYZ is really interested in regarding an open position they have in their marketing research department – might you be interested in this opportunity?

Be alert to any discomfort. Offer to talk another time that is more convenient.

“May I call you this evening at home regarding this opportunity? Would your cell be better? What is your cell/home number?”

Stay in control of the process.

If he sounds like he’s willing to talk right then and there, continue. Expect this:

“How’d you get my name?”

“You’ve been specifically identified by XYZ through research as someone who could help take them to the next level.”

Who could say no to this?

“Oh,” is many times the response.

“Do you mind if we spend a few minutes together chatting and sharing a little information? If you do have an interest, a representative from XYZ will contact you to answer any specific questions I may not be able to, but first, I need a little information – you’re a Market Research Analyst there, right?”

All questions may not get answered on this “first” call.

Education, past and present job responsibilities and level of skill/knowledge are usually easily discussed.

Keep the call short - ten minutes maximum but you can usually get quite a lot accomplished in five.

Don't forget to ask, if he turns out to be in the 40% or so range that may not be interested AT THIS TIME, "Do you know anyone who might have an interest in this position?" It never hurts to ask!
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Attend the MagicMethod Phone Sourcing Seminar in Cincinnati on June 24 sponsored by the Greater Cincinnati Human Resources Association. Email gchracincinnati@aol.com for registration form or call Suzy Hoffman at 513 554 4747.