Basic headhunt Part 2

5, Second Line Headhunting
Calling the candidate back out of their work hours, second line headhunting.

5.1, Introduction,
Introduce yourself and check people can speak, occasionally people will not wont to as they only gave out their mobile number out of fear of being heard in the office, not often but it does happen.

5.2, Brief Job overview
Have a short script ready of the job an overview with a few details, quite generic, no names though.

5.3, Who are you and were did you get my name
This is a rebuttal if this question is asked, sometimes it is around this point, but if they don’t bring it up, just leave it.

This is quite a common question.

We are an excusive headhunting firm, the company is called XXX.
Now where we got your name, well there’s generally two ways this happens.

1,
We deal and know a lot of people in the XXX industry, XXX, project managers, QS’s, etc etc.
What we do is listen for people’s names to come up in conversations, I.e. we have just done a job with his/her name, it went well.
Now if we hear the same name a few times, we take note.
People talk about these sorts of things all the time, but most people don’t take much notice, this is our business so we do.
This industry is quite small when you get down to it, everybody knows everybody, if not they know someone who does.

2,
The second way is, someone or our client has recommended you, now we will not tell you who that is, unless we get permission from that person.
This is the same confidentiality that you get, you could not expect us to protect YOU and not other people.
What I can do if you like is ask that person for permission to tell you but I will not tell you without their permission.

If you would not like to continue because of this I understand that.

I will say though a lot of the time people do guess.


5.4 Your Information is safe with us Part 1
The next step is, in a minute I’m going to ask you to send me a copy of your CV, but before I do I’m going to explain how and why we keep people’s information safe.

Firstly the reason we ask you to send a copy of you CV in to us before we tell you who the client is it stops people turning round to their boss and saying XYZ company is trying to headhunt me. We have to protect our client, I’m sure you can understand that.

Now equally we have to protect YOU, so we do not release any information about you, WITHOUT YOUR EXPRESS PERMISSION, I want to make that point VERY clear, your CV is not sent any were, it’s simply that people who have sent in their CV are a LOT less likely to turn round and say to their boss XYZ is having headhunted.

Once we have your CV we can tell you who the client is and more information about the role, I know this is a bit old fashioned, but my firms business is built on its reputation, so we protect both sides to look after ourselves.

Does this make sense to you? OK

Now would you be kind enough to forward a copy of your CV to me.

Check if it needs updating, check on what day they are going to send it, if it’s not in by the following day to what they said, call them and ask if you can help.

5.5, Asking About Their Job and Role
Simply try saying “can ask you about your current company” or “do you mind if I noise about current job”, that sort of thing, nice and relaxed.
You should have been filling in little bit’s as you go along on you candidate reg forms, just make sure you get as much information as possible down on paper.

Candidates not right for this
If they are not looking right for this role, but they are still good in there own right tell tem or tell them a little more about the roll, say you will leave it with them to sink in and call back in 24 hours.
Call back when you say you were going to, just say the role as gone on hold, we’ll call back if it changes.

If they are good carry on.

5.6, Tell them a little more about the job
You could use “The Feeling” here or save it for when you need to call them without a good excuse.

The Feeling
This can be used in a few places, but is defiantly worth putting in on second line headhunt calls.
It’s quite ambiguous so it covers a lot of client’s.

Tell people the job title, location, very basics, then you move into,

What I would like to tell you about is the stuff you don’t get on a job description, what they are like, the culture.
They are very much into the carrot not the stick, they are careful, especially with the senior people, not get someone who is abrasive with the junior members, they like their people to be happy in work, happier workers work better.
It just makes good business cense really.

They have a preference for promoting internally, it can’t be done every time, but if they can boot people up the ladder, they keep the persons skills, motivates the staff and it cheaper.
This is the type of company who promote on merit, not on office politics.

If someone comes up with a good idea, for them or a client, they do it, providing it makes good business sense.
They are generally just a solid bunch of chaps.
What are your thoughts on that? OK

5.7, Your Information is safe with us Part 2
I just wish to reiterate when you speak to me or pass any information to me,
WE DO NOT PASS ON ANY INFORMATION ABOUT YOU, WITHOUT YOUR SAY SO.
Is that OK with you.

If you give me your person e-mail address I will e-mail you, so you can do a return with your CV, what the best e-mail address for you?

When your CV comes in I will call you back with more information on the company and the job role, only after that I will ask you if you wish your details to be put forward, is that ok with you.
Thank you for your time, I look forward to seeing your CV and I catch you later.

Thanks for your time speak to you again on XXX.