How to find & engage top talent in 45 minutes! (Executive Research Association ERA Conference 2015)
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Transcript of How to find & engage top talent in 45 minutes! (Executive Research Association ERA Conference 2015)
45 How to Find & Engage Top Talent in 45 Minutes
Johnny CampbellFounder & CEOSocial Talent
@socialtalent
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Finding candidates is getting Easier!
source.socialtalent.co
What about really difficult, niche, senior roles?
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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