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More Callbacks from Quality Candidates!

Optimizing Recruiter Performance...

...Creating Competitive Advantage

Optimize Your Talent!

If a person has a talent and cannot use it, they have failed.

If they have a talent and use only half of it, they have partly failed.

If they have a talent and learn somehow to use the whole of it, they have gloriously succeeded, and won a satisfaction and a triumph few people ever know.

- Thomas Wolfe

The Advanced Recruiting Trends, “High Impact Recruiting”© Training Program is protected by US Copyright laws. Unauthorized reproduction, use, or distribution of this workbook is strictly prohibited without first obtaining the express written consent of Advanced Recruiting Trends, LLC.

Program Agenda

This Program Will Address:

  • The principal benefits of proactively engaging passive candidate prospects when we are uncertain of their interest level relative to considering a new job opportunity;
  • Call objectives, and understanding/overcoming call reluctance;
  • The realities of voicemail and email as communication tools, and the inherent weaknesses associated with many sales-oriented voicemail & email messages;
  • Constructing candidate voicemail and email word-tracks that are more intriguing and that elicit more callbacks (the need to “Sound Better”);
  • Understanding the importance of message composition and delivery approach; creating message creations and adaptions.

Notes:

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Proactive Recruiting Calls

(To Passive Candidates)

What are the benefits of proactively engaging Passive Candidate Prospects?

  1. Secure ______Candidates
  1. Build More ______
  1. Timely Engagement of On-Target Prospects
  1. Pro-Active Vs. Passive Approach
  1. Sharpen ______
  1. Uncover Market Intelligence
  1. Increase Potential for ______

Notes:

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Introductory Call Psychology

The 4 Fears of Calling Passive Candidate Prospects:

  • Fear of ______
  • Fear of the ______
  • Fear of Seeming ______
  • Fear of ______/______

Notes:

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Overcoming Fear Factors

  • Present Yourself In An Engaging, Genuine Manner
  • Embrace/Enhance Consultative Selling Style
  • Know Who You Are Calling, And What You Want To Say
  • Batch Calls & Track Outcomes
  • An Appropriate Amount of Activity Matters

Notes:

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The Realities of Voicemail Messages

  • Intent of Our Messages: To Create Prospect Interest, and secure a pro-active response.
  • Realities of Voicemail:
  • Ubiquitous
  • Virtual Gatekeeper
  • Screening Tool
  • Time Saver
  • Most Sales-Oriented Messages:
  • Provide Too Much Information
  • Tend to be Too Lengthy
  • Fail to be Compelling/Interesting

Notes:

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What Did You Hear?

(Voicemail #1)

All in all- this is not a very good message for the following reasons:

  1. Uses Qualified Speech: “I got your name from someone who said you might be worth contacting, so I guess I’m headhunting you…”
  1. Talked too much about self (to build credibility) “I’ve been doing this for 15 years…I work around the nation…”
  1. Recruiter’s delivery is very choppy.
  1. Recruiter doesn’t sound confident.
  1. Voicemail message sounds transactional.
  1. Promotes voicemail into role of recruiter.

Notes:

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What Did You Hear?

(Voicemail #2)

This is a modestly better message, but we still have several issues including:

  1. While the delivery is more fluid, the pace of the delivery is way too fast and difficult to understand.
  1. The message provides way too much information-citing statistics about a firm’s performance in voicemail, however well intentioned, is not likely to resonate.
  1. Recruiter’s delivery style sounds extremely transactional.
  1. Recruiter’s tone doesn’t convey a genuine or sincere style.

Notes:

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What Most Recruiters Say…

Most Recruiters will leave a message that approximates the following word-track:

“Hi ______, My name is Tom Smith and I’m a recruiter with ABC Corporation. Interestingly, I came upon your background, and saw that you were doing XYX Job right now, and it happens that we are presently seeking a really dynamic individual for XYZ job at our firm. I would really love the opportunity to tell you about this situation, so if you can call me back at 555-4455, that would be great! Thanks, and I look forward to speaking.”

Notes:

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Getting Call Returned Via Enhanced Voicemail Messages

The Compelling Voicemail Message:

•Controlled Rate of Speech/Inflection (Mirror)

•______– Imply A Need for Help or Assistance

• Do NOT Overly Detail the Purpose of Your Call

• Create Sense of Urgency (Best Time to Call)

• Consider using ______for Key Call Backs

Voicemail Sample Scripts

Sample Script #1 (Basic):

“Hi Sue, my name is Jane Smith, and we haven’t talked previously…. I came across your name relative to a project that I am working on and was hoping that we might have an opportunity to speak briefly. If you could call me back at 867-5309, I would really appreciate it.”

Notes:

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Voicemail Sample Scripts, Cont.

Sample Script #2 (Time Sensitive):

“Hi Sue, my name is John Smith, and your name was referenced to me regarding a project that I am working on…My reason for calling is somewhat time sensitive, so if you could call me back between 4 PM and 5:30 PM today, that would be great. If that timeframe doesn’t work, feel free to call me at your convenience. You can reach me at 867-5309.”

Sample Script #3 (Hybrid):

"Hi Sue, my name is Jane Doe. Sue we haven’t talked before, but I am under the impression that you are very relevant to a project that I am currently working on…or, if not, I am hoping you can point me in the right direction. My schedule is pretty hectic, but I should be available between 4:45 PM and 5:30 PM. If you could call me back at 867-5309, I would welcome the chance to speak with you, and promise not to steal more than just a minute or two of your time."

Notes:

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What Hasn’t Been Stated…

  • I haven’t said that I’m a Recruiter....
  • Recruiter is a powerful word with strong connotations;
  • Recruiter implies change (as in “changing jobs”);
  • If a person perceives that he/she is happy, you are less likely to get a returned call.
  • I haven’t specifically referenced anything about a job
  • Having never spoken with this individual before, talking about a specific job opportunity seems a bit presumptuous;
  • I can bring up the possibility of a particular job when the individual calls me back – if it makes sense.
  • My objective is to get a returned call – nothing more.

Notes:

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Voicemail Sample Scripts, Cont.

Sample Script #4 (Networking):

"Hi Sue, my name is John Doe and we haven’t spoken previously. I am with ABC Company and support/am affiliated with our XYZ Practice area. Because we work in the same market sector, your name was referenced to me earlier today, and I simply wanted to reach out to introduce myself with the thought that we might have occasion to network in the future.

If you could call me back at 867-5309, I would welcome the chance to chat with you, and pledge not to steal more than just a minute or two of your time. My schedule is pretty hectic, but I should be available between 4:45 PM and 5:30 PM. I look forward to the possibility of talking, and thank you in advance for your time and consideration.

Notes:

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Enhanced Email Strategies

The Compelling Email Message:

  • Objective is to set an Appointment to Speak
  • Message must be Appropriately Personalized
  • Key Considerations/Message Variations:
  • Concise Message – Imply Need for Help (OR)
  • Detailed Message – Specify Interest In Prospect (OR)
  • Networking Message – High Level /Non-Specific
  • Create Sense of Urgency (Best Time to Call)

Notes:

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Leveraging Email

Unlike this example, Email messages MUST be personalized – and should project more of a “hoping you might be able to assist me,” or “seeking to re-engage” tone/tenor

Notes:

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Leveraging Email

(Creating/Using Email Templates)

Notes:

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Leveraging Email

(Less Direct)

Notes:

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Leveraging Email

(More Direct)

Notes:

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Leveraging Email

(Very Direct)

Notes:

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Leveraging Email

(To Follow-Up With Candidate Prospects)

Notes:

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Leveraging Email

Notes:

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Final Thoughts

  • To create a greater sense of urgency, and enhance the likelihood of a candidate response, consider leaving both a voicemail and transmitting an email simultaneously.
  • Try to formulate different message variations that convey your style. It’s important to have different approaches that you can use, as no single approach will work all of the time.
  • Slow down your delivery – this particular point can’t be overstated. Slow down and you will reduce the likelihood of being interpreted as a salesperson.
  • Be genuinely upbeat and enthusiastic, and be sure when leaving a message or transmitting a voicemail, that you reference something that correlates with the individual’s market sector or specific discipline or job. In short, be sure to localize your message to the person that you are calling.

Notes:

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