45 How to Find & Engage Top Talent in 45 Minutes

Johnny CampbellFounder & CEOSocial Talent

@socialtalent

SSubmit

EEngage

IIdentify

CContact

SSubmit

EEngage

IIdentify

CContact

Finding candidates is getting Easier!

source.socialtalent.co

What about really difficult, niche, senior roles?

IIdentify

SSubmit

C EContact Engage

IIdentify

SSubmit

C EContact Engage

How are Sourcers engaging with passive candidates?

How are Sourcersengaging with passive candidates? 38%

30%

21%

6%

4%

Connect

39%

23%Connect

EMEA

29%

37%Connect

(ZPH�7HJPÄJ

42%

27%Connect

The Americas

Other

Most Sourcers either send an InMail or add H�WHZZP]L�JHUKPKH[L�HZ�H�JVUULJ[PVU�PU�VYKLY�[V�ÄYZ[�LUNHNL�^P[O�[OLT������ÄUK�HU�LTHPS�address, while only 6% pick up the phone to try and reach them. This is stunning considering how important personal communication is in engaging potential talent.

0U�(ZPH�7HJPÄJ��^OLYL�:V\YJLYZ�HYL�T\JO�TVYL� likely to be using a free LinkedIn account, with no InMails, it’s much more likely that they will add ZVTLVUL�HZ�H�JVUULJ[PVU�HZ�H�ÄYZ[�WVPU[�VM�JVU[HJ[�

9Social Talent | Alexander Mann Solutions Global Sourcing Survey

Does Medium of Engagement effect Response Rates?

1 Medium Matters

- HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)

ConnectWhat are the average response rates by medium for candidates you ÄUK�VU� ?

When we analysed the data on how Sourcers primarily engaged with passive candidates we found striking differences in their average response rates.

>OPSL�ZLUKPUN�HU�0U4HPS�^HZ�KLÄUP[LS`�IL[[LY�[OHU�HKKPUN�someone as a connection, sending an email performed even better. However, the majority of :V\YJLYZ�^OV�WPJR�\W�[OL�WOVUL�[V�ÄYZ[�LUNHNL�^P[O�WHZZP]L�[HSLU[��YLWVY[�YLZWVUZL�YH[LZ�TVYL�[OHU�KV\ISL�[OHU�[OH[�VM�HU`�V[OLY�TLKP\T��

This reinforces the need for Sourcers to have traditional phone skills to complement their online search skills.

16%

24%

37%

22%

8%

32%

34%

26%

22%30%

23%25%

10%

40%50%

11Social Talent | Alexander Mann Solutions Global Sourcing Survey

- HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)

ConnectWhat are the average response rates by medium for candidates you ÄUK�VU� ?

When we analysed the data on how Sourcers primarily engaged with passive candidates we found striking differences in their average response rates.

>OPSL�ZLUKPUN�HU�0U4HPS�^HZ�KLÄUP[LS`�IL[[LY�[OHU�HKKPUN�someone as a connection, sending an email performed even better. However, the majority of :V\YJLYZ�^OV�WPJR�\W�[OL�WOVUL�[V�ÄYZ[�LUNHNL�^P[O�WHZZP]L�[HSLU[��YLWVY[�YLZWVUZL�YH[LZ�TVYL�[OHU�KV\ISL�[OHU�[OH[�VM�HU`�V[OLY�TLKP\T��

This reinforces the need for Sourcers to have traditional phone skills to complement their online search skills.

16%

24%

37%

22%

8%

32%

34%

26%

22%30%

23%25%

10%

40%50%

11Social Talent | Alexander Mann Solutions Global Sourcing Survey

- HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)

ConnectWhat are the average response rates by medium for candidates you ÄUK�VU� ?

When we analysed the data on how Sourcers primarily engaged with passive candidates we found striking differences in their average response rates.

>OPSL�ZLUKPUN�HU�0U4HPS�^HZ�KLÄUP[LS`�IL[[LY�[OHU�HKKPUN�someone as a connection, sending an email performed even better. However, the majority of :V\YJLYZ�^OV�WPJR�\W�[OL�WOVUL�[V�ÄYZ[�LUNHNL�^P[O�WHZZP]L�[HSLU[��YLWVY[�YLZWVUZL�YH[LZ�TVYL�[OHU�KV\ISL�[OHU�[OH[�VM�HU`�V[OLY�TLKP\T��

This reinforces the need for Sourcers to have traditional phone skills to complement their online search skills.

16%

24%

37%

22%

8%

32%

34%

26%

22%30%

23%25%

10%

40%50%

11Social Talent | Alexander Mann Solutions Global Sourcing Survey

- HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)

ConnectWhat are the average response rates by medium for candidates you ÄUK�VU� ?

When we analysed the data on how Sourcers primarily engaged with passive candidates we found striking differences in their average response rates.

>OPSL�ZLUKPUN�HU�0U4HPS�^HZ�KLÄUP[LS`�IL[[LY�[OHU�HKKPUN�someone as a connection, sending an email performed even better. However, the majority of :V\YJLYZ�^OV�WPJR�\W�[OL�WOVUL�[V�ÄYZ[�LUNHNL�^P[O�WHZZP]L�[HSLU[��YLWVY[�YLZWVUZL�YH[LZ�TVYL�[OHU�KV\ISL�[OHU�[OH[�VM�HU`�V[OLY�TLKP\T��

This reinforces the need for Sourcers to have traditional phone skills to complement their online search skills.

16%

24%

37%

22%

8%

32%

34%

26%

22%30%

23%25%

10%

40%50%

11Social Talent | Alexander Mann Solutions Global Sourcing Survey

- HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)

ConnectWhat are the average response rates by medium for candidates you ÄUK�VU� ?

When we analysed the data on how Sourcers primarily engaged with passive candidates we found striking differences in their average response rates.

>OPSL�ZLUKPUN�HU�0U4HPS�^HZ�KLÄUP[LS`�IL[[LY�[OHU�HKKPUN�someone as a connection, sending an email performed even better. However, the majority of :V\YJLYZ�^OV�WPJR�\W�[OL�WOVUL�[V�ÄYZ[�LUNHNL�^P[O�WHZZP]L�[HSLU[��YLWVY[�YLZWVUZL�YH[LZ�TVYL�[OHU�KV\ISL�[OHU�[OH[�VM�HU`�V[OLY�TLKP\T��

This reinforces the need for Sourcers to have traditional phone skills to complement their online search skills.

16%

24%

37%

22%

8%

32%

34%

26%

22%30%

23%25%

10%

40%50%

11Social Talent | Alexander Mann Solutions Global Sourcing Survey

What is the best time of day to call someone?

First thing

2 Timing

What is the best time of day to send an email? 6am

3 Structure

3 Secrets to Crafting the Perfect Pitch

1. Hyper-Personalise your Opener

2+ Unique Details

Tenure, Current Employer, School, Common Connection, etc

3 Secrets to Crafting the Perfect Pitch

2. What’s In It for Them (WIIFT)?

3 Secrets to Crafting the Perfect Pitch

3. The Presumptive Close

What is the Purpose of your Pitch?

How many Interactions does it take to close a Candidate? 4 8

3 Secrets to Crafting the Perfect Pitch

3. The Presumptive Close

What is the Purpose of your Pitch?

How many Interactions does it take to close a Candidate?

Time-Specific Call to Action

4 8

4 Language

Interrogative: Ask Questions

You, Your, Yours

ConcretenessHow do we make our ideas clear?

We must explain our ideas in terms of human actions, in terms of sensory information.

Naturally sticky ideas are full of concrete images.

We are 20 people, 12 in Dublin, 6 in Poland and 2 lads (Vince and Walter) who live in Cork and refuse to move to Dublin. Our office is next door to a cool university, on the tram line, we have a cool Smeg fridge and our oldest plant’s name is Harry!

We are 20 people, 12 in Dublin, 6 in Poland and 2 lads (Vince and Walter) who live in Cork and refuse to move to Dublin. Our office is next door to a cool university, on the tram line, we have a cool Smeg fridge and our oldest plant’s name is Harry!

Johnny CampbellFounder & CEOSocial Talent

@socialtalent