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.

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Sponsored by:

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Matt Charney
Executive Editor
RecruitingBlogs.com
@mattcharney
@RecruitingBlogs
#RBCLive
Moderated by:

4. 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)

5. 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

6. 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

7. 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

8. 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

9. 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

10. 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

11. 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

12. 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

13. 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

14. Ladies first
Maureen will talk about Phone Sourcing
Steve will talk about Engagement Sourcing

15. 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

16. 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)

17. 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)

18. 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)

19. 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

20. 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.

21. 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)

22. 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…

23. 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]

24. 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

25. 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]

26. 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

27. 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

28. 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…”

29. 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

30. Don’t use “iffy” words
I was just calling…
I was hoping…
Maybe you could…
I was just hoping maybe you could…

31. 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

32. 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)

33. 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!

34. 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

35. 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

36. 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

37. Engagement Sourcing: Amazon Tip
People read books – and review them; let’s see what they have to say

38. Engagement Sourcing: Bowls Tip
People eat – and like to get free food; where does this happen?

39. Engagement Sourcing: Condoms Tip
The coffee or tea is hot – what about the openings?
(FYI, 1000 for $52.44)

40. Engagement Sourcing: T-Shirt Tip
People workout – and so do you; why not combine marketing and
sweating?

41. Engagement Sourcing: Shop Tips
People have to food shop; why not hit them up here?

42. 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

43. 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

44. Question time

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