This is going to be a post that will really be necessary to have a community discussion and feedback. I have had the experience to play in what I will refer to as the Direct Recruiting Marketing and the Indirect Recruiting Market.

Let me explain...Direct Recruiting is the action of calling a specific person with the intent to sell them on a job and get them interested in a particular position you are recruiting for.
Indirect Recruiting is the action of calling a specific person (the same with a Direct call) and approaching the conversation from the angle of networking first, getting two or three names of people they would suggest I speak to further regarding the opportunity.

As I mentioned, I have done both. I don't even remember who or the exact webinar but it was a few years ago on how to recruit on LinkedIn. Remember when LinkedIn was a completely brand new concept and non of us had a clue on how to use it appropriately? Now there is an awesome book by my friend Jason Alba, President of JibberJobber called "I'm on Linked In, Now what?" So let me stop rambling and get to the point. The person giving the webinar said Networking first, recruiting second. That thought has resonated with me and I changed the way I approach a recruiting call.

Let's take a look at these two approaches.

Direct-You call the passive candidate at work. This is Darrin Grella, I am an Executive Recruiter and you have been referred to me as someone who is knowledgeable in the Interactive Marketing space (Insert your industry) and we would like to speak with you regarding a specific opportunity we are working on with one of our top clients Do you have a moment to talk in confidence now?

If the person is interested, they listen. No matter what, they always think they have the upper hand because you called them...you recruited them. You and I both know that these people are a bear to close if close-able at all. Does that make sense? If they are NOT interested they may hang up and you could potentially walk away with nothing. No perfect candidate, no referrals, no relationship.

Indirect - You call the same passive candidate at work. This is Darrin Grella, I am an Executive Recruiter and you have been referred to me as someone who is knowledgeable in the Interactive Marketing space (Insert your industry) and in the least would be a great person to network with. We are engaged on a a specific opportunity with one of our top clients. Do you have a moment to talk in confidence now?
After you give the highlights of the OPPORTUNITY, not job, you ask, "With that being said, who are two or three people you recommend I speak to further regarding the opportunity?" OR "If you were building your A-Team, who are the first two or three people you think I should speak with?"

Slightly different script. Keep in mind these are scripts I just threw together and would've taken more time developing them were it a specific assignment. In this situation, if the person is interested, they will say so. I promise you. When they say something corny like, "Well, what about me?" I reiterate, "Oh, that was not the purpose of the call but are you in fact interested?" Just like fishing, you are setting the hook. They have to bite first. It is so exciting when that happens, you have what seems to be the upper hand, and they are the ones that threw their name in the hat, you did not recruit them. On the other hand, if they are NOT interested, then they will give you two or three names. It works like a charm. I was literally shocked at how good it worked. A short list of 40 names quickly turns into 100+ qualified and recommended people and many of the people that you have never talked to or heard of before.

I have been amazed at how we are able to root up true TOP PASSIVE TALENT. Fresh meat if you will. Try it today. Let me know how it goes. If you need any help or have questions make sure you reach out to me on Twitter or on my Website. I would welcome the opportunity to interact and help you through if you are not doing this already.

What are your thoughts? Experiences?