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This presentation will take some of the mystery (and fright) out of telephone sourcing for you!
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Phone SourcingWhat It Is
What It Isn’t
Maureen Sharib
Phone Sourcer
513 899 9628 513 646 7306
Many people ask me what I do.
• “It’s simple,” I tell them.
“I call companies and find out who holds what title.”
• “I find out who does what.”
• “I find out who reports to who.”
• “I find out everyone inside a specific
department or a specific company.”
• “Sometimes I hear secrets.”
In so doing I find out lots of things.
• I find out how many reports a certain person has.
• I find out who a person reports to and how many
reports that person has.
• I find out when a position is open; about to be filled
or has been open a long time.
• Sometimes I hear things I really shouldn’t be
hearing only because people love to talk and say
things without thinking!
I find out all kinds of things.
• I find out who the Gatekeeper(s) is/are.
• Sometimes I find out who EVERYBODY is inside a
particular office. (This is one of my most valuable
phone sourcing techniques!)
• I find out department size; who’s new and who’s
not.
• In other words, I find out who’s on first, who’s on
second and who’s on third!
I find out all kinds of things that can add competitive intelligence to other
organizations.
• I can pretty much tell, talking to
individuals inside an organization (or
sometimes just listening to their
Voice Mails), what the morale is like
inside a company.
People are (generally) always happy to talk about their jobs.
• If only someone would listen.
• If only someone would invite them to
talk!
You see, phone sourcing isn’t about talking.
• It’s about listening.
I say very little on a sourcing call.
• “Hello Renee. This is Maureen
Sharib. Can you tell me who your
Cost Accountant is?”
• Sometimes she does tell me.
• Just like that.
• If they have one.
I research a company before I call it to find out the likelihood of them having one.
• Nothing fancy.
• I use Hoovers to do it.
• www.hoovers.com• If you want a low cost seat on my Grandfathered Group
Rate (about a $3000 savings!) see me after class.
I look at the company bio.
• I capture the company name,
location telephone, fax, website and
miscellaneous information about
what they do.
I’ll next find out where satellite locations are and their telephone numbers!
• Many times the hinterland locations
of a company are a wonderful way
to source a company. But that’s
another story…
If I wanted I can also look at:
• Officers of the company
• Some employees of the company
• Financial data on the company
• Ownership detail
• # of employees
• Industry Information
• Competitors
• Historical Events, News & Press Releases and Family Tree
But all I really need…
• Is the company’s telephone number
and a brief glance at its bio, number
of employees, overall size and the
location’s place in the company
hierarchy.
Some companies won’t be big enough to have a dedicated “Cost
Accountant.”• The Controller may be doing that function.
• However, there’s a possibility if the target company
is a good deal smaller than your company the
Controller may take what appears to be a backslide
on title.
• Controller Cost Accountant
It happens, but not all that often.
• Titles are important to people.
• Companies know that.
Maybe we’re off track.
• At this point you don’t really need to
know so much how I phone source as
you need to know what phone
sourcing is (and isn’t.) That’s the
subject of today’s presentation.
What (Phone) Sourcing Isn’t
• Lying, rusing or whatever you want to call “telling tall tales” to “get a name”
• Complicated
• Easy
• A 9 to 5 activityA lot of yakkity-yakhin’ on the phonePulling candidates off the
boards, LinkedIn, Facebook, MySpace, YourSpace, wherever and passing them off
as “phone-sourced” names just because you called to see if they were “still there”
• Pushing paperwork around your desk (or fiddling on your keyboard) so you “look”
busySetting up a website/posting a job and expecting it to do the hard work for
youSending e-mail (or InMail) to contact potential candidates – this goes along
with:
• Leaving Voice Mails and then “waiting” for call backs from potential candidates
The pathway to recruiting mediocrity
What (Phone) Sourcing Is
• Simple
• Quiet Listening
• Straight Forward
• Process Driven
• Calling into companies to find potential candidates that might fill your open positions
or connecting with people in your own influence sphere who might connect you to
others who might fill your open positionsLearning - always learning - new ways
Utilizing any tool that might contribute to your success on the phone
• Hard workLong hours- it’s not “9-t0-5”
• Concentration / Tenacity / Bull Doggedness
• Mostly “lone” wolf workThe pathway to recruiting success
Do I have to lie (ruse) to get names?
• No, you don’t have to lie (ruse) to get
names.
• You do however, need to know how
to communicate with people – how to
engage someone in a conversation.
Not everyone knows how to engage people.
• Not everyone knows how to be a
good conversationalist.
• It’s why so many of us feel awkward
at cocktail parties, networking events
– even company meetings!
Most of us feel awkward in flesh-and-blood social situations.
• “What do I say?” you’re thinking as you stand there
with your heart thumping in your chest, glancing
surreptitiously around the room, feeling like all eyes are
on you.
• “Hello. My name is Maureen Sharib and you don’t know
me,” isn’t a bad first start as you stick your hand out in
front of you.
• “I’d like to get to know you! What’s your name?”
What would you say if I said that to you?
• Would you recoil from me or would
you smile, stick your hand out too
and tell me your name while you
silently breathed a sigh of relief?
How do you engage someone? Do I have to do a lot of talking?
• I like to tell this story about what a good conversationalist
is (and what one isn’t.)
• Benjamin Disraeli, one of Great Britain’s more flamboyant
parliamentary members and conservative prime minister
during Queen Victoria’s reign, was a famous communicator.
• His main political rival was the renowned orator William
Gladstone and four-times Liberal prime minister.
Both Disraeli and Gladstone were politicians of extraordinary ability whose personalities clashed throughout their lifelong
rivalries.
• Gladstone’s style of debate was “torrential, eloquent, evangelical,
vehement, and ‘preachy’; Disraeli’s, urbane, witty, and worldly, with
a streak of romance as well as cynicism.”
•
• The two styles of communication reveal how someone who is full of
himself — even though brilliant — can be unlikeable as a result of
pedestaling his own ego.
•
• On the other hand, someone who is skilled in social interaction (as
Disraeli was) understands the power of listening and how it
translates in connecting with another human being.
By making a conscious effort to focus on others — to practice attentiveness — you’ll find that all the parties to the
conversation enjoy themselves.
• A young lady was taken to dinner one evening by
Gladstone and the following evening by Disraeli.
Asked what impressions these two celebrated
men had made upon her, she replied, “When I left
the dining room after sitting next to Mr. Gladstone,
I thought he was the cleverest man in England.
But after sitting next to Mr. Disraeli, I thought I
was the cleverest woman in England.”
You’ve all heard the old common sense adage; “God gave you two ears and one mouth so you can listen twice as much as
you talk.”
• If you ask far more questions of the
other person than they ask of you,
you’ll experience a meaningful and
connective dialogue and the other
person will remember you for how
you made them feel.
It’s all about how you make the other person feel.
• If there’s one simple element to successful
communication, it’s listening and it doesn’t require
amazing social skill and it doesn’t require a lot of
talking.
• It just requires keeping your mouth shut and not one-
upping the other person’s story — not telling yours at
the expense of another’s.
• In general it requires keeping your finger off the trigger
of your mouth.
We often ignore the basic elements we use in both our personal and business communications.
• In truth there’s not a lot of difference in the two.
• In both, you want to engage people naturally.
• Talking with a business associate should be not
much different from talking with a friend.
• Talking with a friend employs many of the same
techniques we use in business communications
— respectful and tactful interaction.
“There is no index of character so sure as the voice.”
~Benjamin Disraeli
• Phone sourcing is a very simple - but not easy - process.
• It requires sophistication in communication technique
and comes more naturally to some people than others.
• This does not mean you cannot improve your own
communication skills.
• You can.
• It takes dedication, lots of practice and lots of hard work.
• Are you willing to do those?
There are a couple things you can do to get started improving your phone sourcing skills.
• Read.
• Google my name and the word “Gatekeeper” to get started – like this:
“Maureen Sharib” Gatekeeper
• Lots will come up that I’ve written on the subject.
• www.ere.net has a very large library of articles of mine published over the
years.
• Register for the MagicInTheMethod Phone Sourcing classes. You can find
information here: http://tinyurl.com/c8fa2qm
About Maureen…
• Maureen Sharib is a seasoned phone sourcer who began phone sourcing in 1996 for
an established firm in Northern California known for its fine phone-sourcing product
and was promptly fired (after a year or so) for not knowing what she was doing.
• Because she loved what she was doing she made it her business to get better at it
and has since gone on to successfully phone source for thousands of customers and
has become something of a maven in the business.
• She has a Bachelor of Arts from the University of Cincinnati in Economics.
• Her writings on Gatekeeper techniques are read worldwide. You can find them by
googling her name like this: “Maureen Sharib” (and the word) “Gatekeeper”.
• You can reach Maureen at [email protected] or call her at 513 899 9628 or
513 646 7306.
• Maureen doesn’t take herself too seriously (anymore.)
• Her website is www.techtrak.com