Here is this Tuesday’s Phone Sourcing Tip. It is also listed in the ASK Maureen group on ERE.

I hope you’ll join and contribute to our discussion!

Phone sourcing is simple but it’s not easy.

There’s a ton of tension in the process for most people.

Excellent phone sourcers know how to use that tension to energize them selves and direct the flow of information.

There’s every bit as much science to this as art.

The science comes in the understanding of human nature (including our own) and the art flows out of that.

Once again I hope you enjoyed this series.

I enjoyed writing it.

This is an on-going series regarding phone sourcing. Here’s part I, part II, part III, part IV, part V, part VI, part VII, part VIII, part, IX, and the full, original post is on ERE.net.

Here is this Tuesday’s Phone Sourcing Tip. It is also listed in the ASK Maureen group on ERE.

I hope you’ll join and contribute to our discussion!

Customers usually know who their own competitors are and understand that those are the best ponds to go fishing in.

Here is this Tuesday’s Phone Sourcing Tip. It is also listed in the ASK Maureen group on ERE.

I hope you’ll join and contribute to our discussion!

It’s not what you say but how you say it. 

Here is this Tuesday’s Phone Sourcing Tip. It is also listed in the ASK Maureen group on ERE.

I hope you’ll join and contribute to our discussion!

Phone sourcing IS NOT finding a name online and then calling to see if the person is “still there.”

It’s much more than that and if you’re following this series you’re beginning to realize it!

Subsequent portions will appear weekly.

Here is this Tuesday’s Phone Sourcing Tip. It is also listed in the ASK Maureen group on ERE.

I hope you’ll join and contribute to our discussion!

If you hit a lot of headwind at one company skip to the next.

Don’t get hung up and don’t let it discourage you. 

So here we are on the second day of the onsite MagicMethod phone sourcing training.

We’re about to embark on the actual calling that is an integral part of the training.

It’s 8:15 a.m and my MagicMethod student and I are all cozy sitting next to one another in his cubicle with his phone and his screen before us with his worksheet pulled up .

It’s an Excel doc. Remember, I had asked everyone, the day before, to set the following day’s work up in Word.

I work in Word because it’s easy to manage and I can easily navigate it when I’m on the phone; filling it with notes and information from each call.

I find Excel exceedingly jumpy and confusing and the last thing I need when I’m on the phone is to become flustered because I can’t handle the document in front of me.

Handling Gatekeepers is hard enough.

Here is this Tuesday’s Phone Sourcing Tip. It is also listed in the ASK Maureen group on ERE.

I hope you’ll join and contribute to our discussion!

Asking more than one question at a time (or giving out too much information) overwhelms most Gatekeepers.

Here is this Tuesday’s Phone Sourcing Tip/it is also listed in the ASK Maureen group here on ERE.

I hope you’ll join and contribute to our discussion!

Identifying yourself immediately on the call goes a long way toward “removing the mystery” for the Gatekeeper. It is not necessary to state the company you’re calling from/on behalf or nor is it necessary to state the reason for your call. A simple acknowledgment of her name (if she tells you when she answers) and your name will many times get the job done! 

“What’s thorough sourcing?” you ask.

“We’re doing that!” you hope think.

Are you?

Thorough sourcing is when you are confident you have everyone inside a specific company (or companies) that you can contact for your open opportunity.

It’s when you have a list of names along with their titles (and hopefully their direct dials!) that you can sit down and call through and pitch your position to.

Many of you are dealing with some very hard-to-fill positions.

Candidates are not answering your ads.

They’re ignoring your social media call-outs.

You’re not finding enough of them on the job boards and when you do find them on LinkedIn you can’t get in touch with many of them or they don’t answer your e-mails.

You’re not taking things far enough.