Recruiters are really bad at marketing. Yeah, I said it. And I’ll say it again. Here’s the deal. I (Ryan Leary) will be hosting this webinar along with my pal Mike “Batman” Cohen to help bring marketing back to recruiting. Wait, it left? That depends on who you are talking to. Some might say, “It was never a thing.” Recruiters are Marketers. Ryan Leary RecruitingDaily So… Here’s what we are going to do We communicate for a living, but when it comes to communicating with prospects and candidates, we often fail. Strike that. We FAIL at communicating and connecting. Using a combination of personal experience, recruitment community education, and scientific research – let’s talk about 3 best practices for each stage of the recruiting process (top and middle of the funnel). Sourcing. Messaging. Qualifying. What are the industry-agnostic best practices during each stage? And why? Who says? The Takeaways: 3 Sourcing 3 Messaging Qualification Call Best Practices with data and market research validation and (of course) abdominal exercise (from laughing – Batman’s pretty funny).

1. The Recruiting Workflow
3 Best Practices for Each Stage of
Sourcing, Messaging, Qualifying
Mike “Batman” Cohen I February 19, 2020

2. The Plan
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7. Mike “Batman” Cohen
CEO
Wayne Technologies
People aren’t commodities.
Sourcing isn’t a tool.
Information should be shared.
Recruiting isn’t a dirty word.
Let’s use our IQ - to build our EQ - and strengthen
our AQ.
Connect:
LinkedIn - Mike “Batman” Cohen
Twitter - @gothamtechtalk
Facebook - Mike Cohen

8. 9 RECRUITING WORKFLOW TAKEAWAYS
Best Practices for: Sourcing, Messaging, and Qualifying Candidates...
… So you can love your job

9. AGENDA
3 Sourcing Tips
1. PLAN IT!
- pre-search
2. WORK THE PLAN!
- sourcing with intention
3. TRACK IT!
- speed & efficacy
3 Messaging Tips
1. Follow-ups
- persistence vs. annoyance
2. Individual Messaging
- personalized outreach in bulk
3. Looks Matter
- message format
3 Qualification Tips
1. C.O.R.E.V.A.L.U.E.S.
- gather all data
2. Avoid Order Taking
- what, so what, now what
3. Screen Candidates
- talk to them as people

10. SOURCING - #1
Job Research
a. Competitors
b. Sales points
c. Benchmark
d. Misses
PLAN IT!
Pre-Search
Manager and Team
a. Past Companies /
School / Interests
Company Research
a. Where employees
go

11. SOURCING - #2
A. Build a foundational search and save it
B. Use research & foundational search
WORK THE PLAN!
Source With Intention

12. SOURCING - #3
A. Sourcing Platform
Vs.
B. Spreadsheets
TRACK IT!
Speed & Efficacy

13. SOURCING
PLAN IT! WORK THE PLAN TRACK IT!

14. MESSAGING - #1
A. Write out the sequences ahead of time
B. Automate
a. Calendars, tasks, email tools automation tools
5-7 Follow-Up Messages

15. MESSAGING - #2
7 Points of Personalization
1. Name
2. Day
3. Source
4. Company
5. Title
6. Function
7. Location
Source-Specific Messaging
Bonus Points for:
1. School
2. Past Companies
3. Likes / Interests
4. Groups / Meetups

16. 7 Points of Personalization
Hey {first name} - I hope it’s a good {day} in {location}.
I saw your profile on {source}, it says you’re still in the
{job function} space - I wanted to see if things are still
going really well in your {job title} role at {company}?

17. MESSAGING - #3
A. Short “Paragraphs”
a. Including Subject (38 characters or less)
B. Humor
a. You’re funny*
C. Images
a. GIFs / Memes
Looks Matter
* If you are actually not funny, trust the internet or phone-a-friend

20. MESSAGING
FOLLOW-UP SPECIFICS LOOKS

21. QUALIFYING - #1
C.O.R.E.V.A.L.U.E.S.

22. QUALIFYING - #2
Avoid Order-Taking
A. “What?”
B. “So What?”
C. “Now What?
D. Watch your “filler” words

23. QUALIFYING - #3
Screen Candidates as Candidates
A. They are People first - Candidates second
B. Be Yourself!!!

24. QUALIFYING
“COREVALUES”
AVOID ORDER
TAKING
SCREEN
CANDIDATES

25. In Closing

26. THANK YOU FOR SHARING YOUR
TIME WITH ME!!!
Batman@Wayne-Technologies.com