NameSourcer.com

Phone Sourcing Class Chat TODAY

Today’s MagicMethod Phone Sourcing Classroom Chat is likely to cover a multitude of subjects from how do you source names out of steel companies to what do you do when the other end of the phone is rude to you to that effervescent subject of “trust”. You can read the details here.

See you in class at noon EST here.

“The key is to get to know people and trust them to be who they are. Instead, we trust people to be who we want them to be- and when they're not, we cry.” ~Anon
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Attend the MagicMethod Phone Sourcing All Day Seminar in Miami, FL on September 4 at the Shane Center sponsored by Confisa International Group. Email bob@techtrak.com for registration form or call him at 513 899 9628. Seats are $292.50and INCLUDE lunch AND a three month subscription to the seminal "Magic in the Method" telephone names sourcing course.

"She's not gonna lie or even stretch the truth..."

Once again, it's not WHAT you say but HOW you say it!

Watch Penn and Teller manage to convince hundreds of leftists to sign a petition to ban water here.

Like what you just saw and heard? MagicMethod is brimming with information like this and will show you the inside tips and techniques of true telephone names sourcers! Subscribe today here.

"Most people are terrible at cold calling..."

Flyn Penoyer, The Inside Sales Guru asks, over on LinkedIn:
I contend that cold calling works just about as well, maybe better than extensive research. Obviously looking up the company and finding names will always be useful and beneficial -- but beyond that; what can you really get from research that makes a true difference. And how does any of it solve the biggest problem of developing new business -- that of getting to the decision maker in the first place?

I am going to challenge your answers and make you defend your position -- if you wish to be challenged, please let me know in your answer rather than getting mad when I do so. You can use the private message to let me know your feelings on this.

One other key point -- most people are terrible at cold calling and I believe much of the flap about "never cold call" is because of this very problem. I don't consider this a valid excuse to "waste time" doing research -- it is still a cold call unless the referral is direct and from someone who has done business with you before or there is little additional credibility.

Read the entire question and interesting answers here.
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Attend the MagicMethod Phone Sourcing All Day Seminar in Miami, FL on September 4 at the Shane Center sponsored by Confisa International Group. Email bob@techtrak.com for registration form or call him at 513 899 9628. Seats are $325 and INCLUDE lunch AND a three month subscription to the seminal "Magic in the Method" telephone names sourcing course. Register early for a 10% discount!

Firecracker Sourcing

July 4 is Friday and we sourcers all know what that means – a great phone sourcing opportunity approaches. Customers “in the know” understand that getting their “holiday orders” in before the firecracker holiday will assure some red-hot names when they return to work on July 7.

Some of the behavior that fuels all this busyness in our industry is the simple fact that while the cats are away the mice do play! Sourcers understand that while others are away “merry-making”, opportunity abounds in the emptied halls of corporate America; they know that many people will take advantage of holidays like this one by turning the week before and the week after into full one or two week vacations.

Scarifying Sourcing Stories

The Dummy Gatekeeper

As you all know, I am a strong proponent of calling into companies to gather information, particularly the employee name/title/contact info kind of information. You also know that I am an advocate of first going directly at the Gatekeeper and asking her for precisely the information that is being sought. The "trick" is in the asking - if you ask for ONE THING AT A TIME you are far more likely to achieve your goal than if you demand of her, "I need to know who all thirteen of your sales reps are on the West Coast," numerical information you divined from some unwitting soul on an earlier call into same company.

Although most Gatekeepers are way beyond the usual sets of intelligence most of us possess, occasionally, and I do mean occasionally, you'll get someone who truly lacks the knowledge you seek.

"Hello, Cindy, this is Maureen Sharib. May I speak with your Director of External Reporting?"

"I don't know who that is."

"Then can you connect me to your finance department?"

"I don't think we have one."

When this happens, you have to help this poor soul help you. Glancing quickly at my screen and the list of executives Hoovers provided to me when I set the job up, I note the CFO's name listed four slots down on the pecking order organizational chart.

And they wonder why it's so hard...

It's a dreary day in Georgetown, with rain lashing at the windows of the Marriott Conference Center...The air is dense with geekspeak spiced with a dash of federalese. There's talk about encryption and nonrepudiation, digital signatures and biometrics, and more acronyms than you'll find in a bowl of alphabet soup: PKI, VPN, CHAP, TACACS. All this for the DOD and the DOJ, the FAA and the OMB!

Loud Noises and Sourcing Terror

Are you a victim?
On June 5, 2008 in the MagicMethod Phone Sourcing Classroom Chat one of the participants remarked, “Let's say ... you've found some names and numbers via one of your tips or from Linked In or something. Now it's time to actually call the person. Sometimes - I freeze in just calling a candidate at a competitor's business.”

I then asked this person, “… I see - why do you freeze? That's the REAL question.”

To which this person explained that he felt he was always walking on egg shells when cold calling companies as a result of his company receiving threatening notes from lawyers regarding the activity.

“STOP calling our people or we’ll sue!”

The Devil Is In the Details Part I

There was a question on the boards back in July last year over on ERE that asked a very perceptive question (and caused a firestorm (36 responses) of argument, some of it challenging my numbers):
“The thing is - if I am able to generate 50 names and profile those and we receive a hire from that great - however if we receive a hire from that and are able to generate relationships with the remaining 49 or so - how do you determine that value in terms of dollars, or can you? Say 6 months down the road one of those relationship benefits another job req and a another hire - how's that determined?”

All I can offer on this subject is my own boots on the ground experience. I have a few customers who use me for ongoing name generation for very large projects. Their needs are constant and pretty consistent and run into the thousands of names per year. Their packages are competitive and their reputations within their respective industries stellar. Their recruiting staffs are aggressively skilled in relationship building and closing candidates. In other words, they represent perfect storms.

29 of 30 Passive Candidates Weren't On LinkedIn

Interesting post by Sam Medalie over on ERE.
My company was recently retained by another company to source 30 sales engineers. The sales engineers had to be from the same suburban location in Virginia.
Of the 30 sales engineers that were ultimately identified, 29 were not on LinkedIn.
Are most of your candidates on LinkedIn or not on LinkedIn? Why?
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Attend the MagicMethod Phone Sourcing classroom chats at noon (est) here.

One Lesson Lois

Seminal reading for phone sourcers!
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Attend the MagicMethod FREE one hour phone sourcing chat TODAY (TH, May 1) at noon (est) here!