Make that call! The EXACT STRUCTURE for a candidate verification call
The Candidate Verification Call or Reference Call
Candidate verification calls (or reference calls) are a brilliant source of new business development opportunities. If you have a candidate between 1st and 2nd interview, or if the candidate has one of your target clients in their previous work history - you need to get on the phone and make this call!
VERIFY CONTACT Keep intro short & sharp… “Good morning, is that Jane Smith? And you are the….(insert job title)?”
INTRODUCE YOURSELF & YOUR SPECIALISATION “My name is Susan, Susan Young. I specialise in connecting the top 5% of INGO CEO’s corporate fundraisers with the UK’s fastest developing charities.”
REASON FOR MY CALL “I am working with Jennifer Turnbull and about to place her as a Campaign Director for one of the World’s largest Cancer charities and she mentioned your name as someone she had worked for in the past and who she respected…
REASON FOR MY CALL …the reason for my call today Jane is that I just want to ask you 2 or 3 simple questions to verify the information Jennifer has given me. It won’t take longer than 3-5 minutes with you now.”
QUESTIONS “Do you remember Jennifer? YES, GOOD! The role Jennifer is being considered for involves (insert key responsibilities). How would you describe Jennifer’s strengths/weaknesses in that area?”
THANK YOU “That is brilliant information and so helpful. I will of course come back to you Jane and let you know how Jennifer ultimately gets on but for now I would like to say thank you for taking my call and for answering my questions.”
If the door is open… KICK IT DOWN!
If a client responds positively or says “I didn’t know recruiters took references” seize the opportunity to sell yourself! Ask: How do you recruit top calibre people? • What are you working on currently that I amy be able to help • you with? What opportunities would you personally be interested in? •
IF THE PERSON IS LESS POSITIVE… End the call but ensure that you send a follow up email or direct mail letter saying simply ‘thank you’ and offering to return their kind deed (taking your call and answering your questions) if you can in the future. Then put the contact on a 30/60/90 day call cycle.
So now, when you have a candidate between 1st and 2nd interview, or if the candidate has one of your target clients in their previous work history - you know exactly how to make a reference call! by Roy Ripper info@royripper.com for more resources check out www.recruiterslivelounge.com www.royripper.com
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