Here's Johnny's keynote from the Executive Research Association ERA Conference 2015 in London from 22nd April 2015.

1. 45
How to Find & Engage
Top Talent in 45 Minutes

2. Johnny Campbell
Founder & CEO
Social Talent
@socialtalent

3. S
Submit
E
Engage
I
Identify
C
Contact

4. S
Submit
E
Engage
I
Identify
C
Contact

5. Finding candidates is getting Easier!
source.socialtalent.co

11. What about really
difficult, niche,
senior roles?

13. I
Identify
S
Submit
C E
Contact Engage

14. I
Identify
S
Submit
C E
Contact Engage

15. How are Sourcers
engaging with
passive candidates?

16. 38%
30%
21%
6%
4%
Connect
Other

17. Does Medium of
Engagement effect
Response Rates?

18. 1 Medium Matters

19. - HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)
Connecterage
?
imarily
ing
formed
8%
22%
30%
23%
25%
10%
40%50%
0%) - VERY LOW (<10%)- LOW (10-20%)
Connect
16%
24%
37%
22%
22%
30%
23%
25%
- HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)
16%
24%
37%
22%
8%
32%
34%
26%
23%
25%
40%50%
11Global Sourcing Survey
- HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)
candidates you
?
When we analysed the data on how Sourcers primarily
engaged with passive candidates we found striking
differences in their average response rates.
someone as a connection, sending an email performed
even better. However, the majority of
This reinforces the need for Sourcers to have traditional
phone skills to complement their online search skills.
16%
24%
37%
22%
8%
32%
34%
26%
30%
23%
25%
40%50%
11Social Talent | Alexander Mann Solutions Global Sourcing Survey
- HIGH (> 40%) - MEDIUM (20-40%)
What are the average
response rates
by medium for
candidates you
?
When we analysed the data on how Sourcers primarily
engaged with passive candidates we found striking
differences in their average response rates.
someone as a connection, sending an email performed
even better. However, the majority of
This reinforces the need for Sourcers to have traditional
phone skills to complement their online search skills.
8%
32%
34%
26%
10%
40%50%

20. What is the best time of
day to call someone?
First
thing

21. 2 Timing

22. What is the best time of
day to send an email? 6am

24. 3 Structure

25. 3 Secrets to Crafting the Perfect Pitch
1. Hyper-Personalise your Opener
2+ Unique Details
Tenure, Current Employer,
School, Common Connection,
etc

26. 3 Secrets to Crafting the Perfect Pitch
2. What’s In It for Them (WIIFT)?

27. 3 Secrets to Crafting the Perfect Pitch
3. The Presumptive Close
What is the Purpose of your Pitch?
How many Interactions does it
take to close a Candidate?
4 8

28. 3 Secrets to Crafting the Perfect Pitch
3. The Presumptive Close
What is the Purpose of your Pitch?
How many Interactions does it
take to close a Candidate?
Time-Specific Call to Action
4 8

29. 4 Language

30. Interrogative: Ask Questions
You, Your, Yours

31. Concreteness
How do we make our ideas clear?
We must explain our ideas in terms of human
actions, in terms of sensory information.
Naturally sticky ideas are full of concrete
images.
We are 20 people, 12 in Dublin, 6 in
Poland and 2 lads (Vince and Walter) who
live in Cork and refuse to move to Dublin.
Our office is next door to a cool
university, on the tram line, we have a
cool Smeg fridge and our oldest plant’s
name is Harry!
We are 20 people, 12 in Dublin, 6 in
Poland and 2 lads (Vince and Walter) who
live in Cork and refuse to move to Dublin.
Our office is next door to a cool
university, on the tram line, we have a
cool Smeg fridge and our oldest plant’s
name is Harry!

32. Johnny Campbell
Founder & CEO
Social Talent
@socialtalent