Articles - Recruiting and Candidate Dev

Turn them into revenue with this technique.

Whether you have a gatekeeper or not we all get sales calls that eventually leak through to our desk.

Consider all these interruptions that can disrupt the average recruiter’s day: 

1. 1.Office co-workers storming in with the crisis “du jour”
2. 2.Sales people knocking on the door
3. 3.Cleaning out of spam that still gets through spam filters
4. 4.Sales calls from India-based call centers selling subscriptions disguised as “free updates” to your online listing on their website
5. 5.Sales calls from local services selling everything from time shares in the Poconos and Myrtle Beach to shares of oil rigs and Hollywood movies
6. 6.Politely declining non-welcomed solicitations from unknown characters on LinkedIn.com and other web sites

Well you get the idea.

Such annoyance and interruptions … right?

Wait a minute. Maybe not.

I discovered my best “talent pool” for low level “sourcing” and “recruiter research” hires were often right under my nose. Why waste thousands of dollars in advertising and job postings when I could make use of traffic flow already coming into the office.

Individuals already on the phone, calling us … and demonstrating sales capability are exactly what I want and look for!

So why hang up on sales people? I just developed a method of flipping the in-bound sales process around on its head!

Let’s revisit items number 4 and 5 above:

1. 4.Sales calls from India-based call centers selling subscriptions disguised as “free updates” to your online listing on their website
2. 5.Sales calls from local services selling everything from time shares in the Poconos and Myrtle Beach to shares of oil rigs and Hollywood movies

Both of these are exactly the type of individuals that make fantastic recruiting sourcers or “researchers”. Maybe not so much the foreign based offshore calls – but at least all others.

Just give them a list, pay their phone bill and you could have your next cybersleuth, sourcer or marketing rep!

You have found a researcher. Probably dirt cheap too. Please check with your CPA or accountant of course, with regard to payroll taxes and all other issues which remain your legal responsibility.

As for the offshore call centers – if some lousy web site is using them – why can’t we?

We pay on a contract basis and avoid payroll headaches just like Dell and the large consumer electronics firms do.

Used properly, a tele-marketing type sales person can generate a lot of leads for a low cost.

Now when I get a sales call – I get excited. It’s another free lead and I don’t view it as an interruption. I see it as a sourcing or marketing candidate to consider for hire.

When the individual starts their “pitch” I lead them on.

1.      I ask a few simple questions (to test their ability to counteract and rebuff basic objections)

2.      I ask questions about the service (see how pleasant they are)

3.      How long have they been “selling” for the company

I find most of these sales reps have been in their position no more than a few months. Here’s what else I usually glean from the conversation:

• They are usually pleasant and articulate
• Sincerely trying to close a sale and please their boss
• Working for peanuts due to location (some are home based)
• Eager for an opportunity that can use their skills but generate more income
• Chances are the service they are selling is lousy, and what I can offer presents better potential

Before you know it – I have a new researcher prospect to consider for the company.

Whenever I get a pesky sales call I now get excited and thrilled.

Stop hanging up on pesky sales calls.

Instead, start conversing, contemplating, and converting them into prospective employees!

Frank’s FREE “Audio Download” page provides an opportunity to “be a fly on the wall” and listen in to live calls, messages, conversations with clients and candidates – look for it on www.searchwizardry.com . His “Maximizing Search Firm Success” book has helped recruiters lock up partial and full retainers between $5,000 to $40,000 by standing out from the crowd.

BIOGRAPHY

Within two years after leaving the corporate world for the search industry Frank Risalvato was earning $21,000 single fees – rivaling his previous annual salary on a semi-monthly basis. He founded www.iresinc.com, the search firm he continues to operate today. Today his fees average $37,500 and he works on multiple positions in the $150k range monthly. His recruiter training site now features his newest book “A Manager’s Guide To Maximizing Search Firm Success”. Click the preceding link or the book cover below for the amazon.com order page and buy a handful to share with your clients. 704-243-2110.

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