Welcome to The Fordyce Letter:

The Fordyce Letter

Straight Talk for the Recruiting Profession

Articles tagged 'telephone'

Cold Calling, Jeff's On Call!, Relationships

How To Turn Client Criticism Into A Win

Placements and the law logo

Although it’s rarely discussed openly, the most pervasive problem in doing search is internalizing criticism from employers. It causes recruiter burnout, limits options, stifles creativity and results in low self-esteem.

That is why overcoming objections is such an important part of any placement training program. But overcoming objections doesn’t overcome the effects of destructive criticism. This PTL column will show you how to do so and improve your bottom line.

Let’s start with your role in the placement process. With few exceptions, the relationships between the recruiter and the client are transitory. You’re in a “what have you done for me lately” business. You’re only as good as your last placement. Don’t perform, suffer a massive ego stroke, or overcharge and you’ll be history. This is a reality of business; it’s a value-for-value relationship. That’s why you charge for your services, and that’s why they pay. For this reason, satisfied clients are the key to a satisfied, successful you.


Americas Sourcers Not As Savvy As the Rest of the World

Sourcing response rates global survey

Sourcing response rates global surveyDespite inventing the job of sourcer, professionals in the U.S. are less technically skilled at it than their counterparts in the rest of the world.

They are more reliant on paid LinkedIn accounts and InMail introductions than are sourcers elsewhere, yet they are ahead in using Google+, Twitter, and especially Facebook, which is used by an average of 46% of American sourcers versus a global average of 37%.

And, regardless of region, sourcers who pick up the phone to reach candidates have a far better response rate than other contact methods.

At first glance, these findings from the Global Sourcing Survey produced by Alexander Mann and Social Talent would seem to suggest American


Is It Time to Ditch the Phone Interview?

Video interviewing

In the 1870s, we were first able to transmit speech electronically, thanks to Alexander Graham Bell and Elisha Gray. Before then, we relied on hand-delivered messages and in-person communication, much like companies do in the hiring process with in-person interviews.

Today, the phone is the most convenient way to reach someone from virtually anywhere, with more than 67% of mobile subscribers in the U.S. owning smartphones.

Your phone is probably sitting within reach right now. The phone has become so commonplace, especially since going mobile, that it’s rare to find someone without a phone nearby most of the time.

Ask Barb

Call People? Talk to Them? What A Concept!

Ask Barb

Dear Barb:

How do I get my younger recruiters to make phone calls? They are convinced that our candidates will only communicate by text or email, but I believe this is the way my recruiters want to communicate. They look at me like I’m a dinosaur and don’t listen to my advice. They are not hitting their goals, so how do I force the issue?

Amanda H.
San Jose, CA
How-To, The Business of Recruiting

Are Poor Listening Skills Costing You Money?

Phone laptop office woman

Phone laptop office womanNote: Yesterday, Jeff Allen discussed the importance of having a “phone voice” and how to improve how you sound and what you say when taking on the telephone. Today, the focus is on listening skills.

Poor listening skills are costing you money.

If you’ve ever hung up from taking a job order only to discover later you missed an important detail and blew a placement, then you know just how expensive a mistake it was.

These things happen, but if it’s more than a once in a blue moon thing, blame your listening skills.

In truth, our listening skills have never been especially great. A 1983 study found that on average, viewers who just watched and listened to the evening news could only recall 17.2% of the content when not cued, and the cued group never exceeded 25%. A study a few years later found participants could recall only about 10% of their conversations immediately after they took place.

How-To, Jeff's On Call!

A Four Step Program to Improving Your Phone Voice

Placements and the law logo

The phone voice is almost everything in making placements. Even in personal meetings, 38% of the meaning is conveyed by the voice. Surprisingly, the words themselves only convey 23%. What you convey it is more important than what you say.

Since recruiters (and lawyers) talk so much, they tend to become deaf to their own voices. We practice a four-step program of simple voice improvement techniques. We’ve achieved unbelievable results in negotiation and trial using them. Since I introduced them to our favorite recruiters they’ve made more placements. It’ll work for you too.

Let’s get started!

Cold Calling

‘No’ Could Mean ‘Yes’, So Just Talk to Me

Marigold hotel

Marigold hotel”Just talk to me.”

I saw a post in a sales group on LinkedIn:

How do you generate leads of potential customers in B2B, industrial products, raw materials or semi-finished products?

Actually it was a poll and 33% said they did geographical screening/searching; 33% said they used fairs, ads, associations, the web and etc.; and 33% said they used “other,” but it didn’t say what “other” was.

I bet it’s cold calling.

I saw a movie a while ago  called The Best Exotic Marigold Hotel. Here’s the trailer.

I loved it and highly recommend it.

It’s about a bunch of financially distressed old farts that travel to Jaipur, India (for various reasons) to spend their golden years in the lap of luxury. When they get there they discover they’ve been taken in by advertising that promised so much more than it delivered.

Or did it?

Cold Calling

Yes’ Could Mean ‘No,’ So Just Talk To Me


Just talk to me.

I saw a post in a sales group on LinkedIn: “How do you generate leads of potential customers in B2B, industrial products, raw materials or semi-finished products?”

Actually it was a poll and 33% said they did geographical screening/searching; 33% said they used fairs, ads, associations, the web and etc.; and 33% said they used “other,” but it didn’t say what “other” was.

I bet it’s cold calling.

You can take the poll here and view the collective wisdom of others immediately.


Important Questions To Ask Before Hiring A Phone Sourcer

Office Telephone

Editor’s note: Need to hire a phone sourcer, but not sure how to properly vet them? Maureen Sharib, an experienced phone sourcer and trainer who with her husband, runs TechTrak, says you need to ask the right kind of questions to make sure the person you settle on will do a quality job at a fair price. Here are questions she suggests you ask.

What is your definition of phone sourcing? If they say they call companies to “check” on information they find on the Internet (“Is she still there? What’s her title now?”), keep looking. You haven’t found a real “phone sourcer.” If they tell you they find names of people who hold specific titles inside specific organizations that you provide you probably do have a phone sourcer on the line but you need to dig deeper.

Can you explain your process? A phone sourcer should be able to do this without boring you out of your skull or being reluctant to divulge his process.

How long have you been phone sourcing? If it’s less than three to five years you probably don’t have one experienced enough to get through to all of what you need.

Do you specialize in any one niche? Most true phone sourcers don’t. One niche won’t give you the breadth of experience you need to be able to think on your feet.

Cold Calling, Motivation

Make the Phone Your Friend: Focus On Results, Not Volume

Office Telephone

Today I have had a great morning on the telephone, I have:

  • Called my consultants for updates and offered my advice in a couple of areas they were struggling in;
  • Rang my key clients with updates (picked up a few new exclusive roles whilst doing so);
  • Chased a few candidates for interview feedback and was advised to call an excellent professional who is looking for a move (MPC for next week);
  • Spoken with various candidates who are all great matches for two urgent positions we are working on at the moment. One informed me of an interview he had attended recently with a client I have worked with in the past;
  • Chased a lead and have secured a new training session;
  • Made just six calls (to companies I have not spoken to before) on my MPC and arranged two telephone interviews.

I admit I loved every minute of it. All my calls were planned. I did not think for one minute I was making a sales call, but what did happen was I achieved results,. The calls reminded me how much I enjoy using the telephone; the results are instantaneous, not delayed waiting for a reply to an email.