Introduction to the Boolean/Search Operators recognized by Google search. Introduction to core search/sourcing strategies using Boolean/Search Operators in the browser to source for candidates. Introduction to a sourcing mindset using an analogy. Introduction to the elements of an effective prospecting/sourcing email.

1. Recruiting Skills
Boolean/Search Operators &
Prospect Messaging
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www.gregmallory.com

2. 2
Covered in this training:
What is
Boolean?
Search
Strategies
using
Boolean
Prospecting
Analogy
Effective
Messaging

3. 3
Every Search begins with…
Deductive
Logic
NOT
You’re
Welcome!

4. 4
managernursenurse managernurse
AND OR NOT
The AND operator will
return results that
include both keywords;
nurse and manager
The NOT operator will
return results that
include nurse and
exclude manager or
“nurse manager”
The OR operator will
return results with only
nurse, with only manager
and with both nurse and
manager.
Most tools, databases and search engines recognize
the 3 Boolean operators though their syntax varies…
The 3 Boolean Operators
manager

5. 5
Boolean + Search Operators
Google Syntax
•Syntax = Space between keywords
•Results that include both keywords; nurse and manager
AND nurse manager
•Results that include one or both keywords
• Use OR or | (the pipe symbol is located on the right side of the keyboard under Backspace
OR nurse | manager
•Syntax = Minus sign (-)
•nurse –manager = “nurse” but not “manager”
NOT nurse –manager
•Use to find an “exact phrase”
• Quotations must be facing the correct direction
“ ” “nurse manager”
•Use to match one or more unknown words in an exact
phrase (must be in “”)
* “ * nurse manager”
•The keyword must appear in the title of the page
•intitle:nurse
intitle: intitle:nurse manager
•The keyword must appear in the URL of the page
•inurl:manager
inurl: inurl:nurse manager
•Search only one website or domainsite: site:www.linkedin.com
•Find documents of the specified type
•Supported exts:
filetype: filetype:pdf
•The terms must appear in the text of the page.intext: intext:“nurse manager”

6. 6
Search Operators Pop Quiz
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Results that include both keywords; nurse and
manager
Results that include one or both keywords
Use to find an “exact phrase”
Keyword excluded from results
Match one or more unknown words in an exact
phrase
Keyword must appear in the title of the page
The keyword must appear in the URL of the page
Search only one website or domain
site:
Find documents of the specified type
intext:
AND
OR
NOT
“ ”
*
intitle:
inurl:
filetype:
Keyword must appear in the text of the page.
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Search in Google – Important Tips
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Search strings are limited to 32 words
Use Verbatim mode to force search results based strictly on your search string
• In an attempt to improve search results for the masses, Google uses semantic
search in it’s search algorithm to better understanding the intent of the searcher
through contextual meaning.
• Google search limits search strings to 32 words
• Each word is also limited to 128 characters
2. Click on Verbatim
To Activate Verbatim Mode
1. Click on “Tools”
Benefits of Verbatim mode
• All search terms included in results
• Match exact spelling
• Use the same tense (e.g., “is” and “was” will
be seen as distinct)
• Use the same verb form (e.g., “swimming”
and “swim” will be seen as distinct).
• Use the same plural vs singular form (e.g.,
“hat” and “hats” will be seen as distinct)

8. 8
Covered in this training:
What is
Boolean?
Search
Strategies
using
Boolean
Prospecting
Analogy
Effective
Messaging

9. 9
Search Strategies – Google search bar
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Cut & paste in your Google search bar: inurl:resume | intitle:resume “rn” | “registered nurse”
How would you describe the results of this search?
Enter this search string in
your Google search bar:
inurl:resume | intitle:resume
“rn” | “registered nurse” -jobs -
job -sample -template -apply -
application -talent -recruiter
Use NOT/- to reduce the “noise”
Using a role that you are
currently sourcing, write a
Search string to find resumes.
>Screenshot your results
Learning
Exercise

10. •2 types of profile URLs
•Include both (“in” & “pub”) in your Search String:
Example:
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Search Strategies – Site Search aka x-raying
1010
Identify the URL patterns that will surface profiles from
the site being searched
Use the URL to Eliminate Noisy
Search Results
•Find the text in the URL that the noisy results
have in common
•Use –inurl: command to eliminate it
•Add -inurl:“dir” to Search String
•Re-run Search
Noisy Results
Site Search = Unlimited profile views
site:www.linkedin.com/in | site:www.linkedin.com/pub

11. Search Strategies – Site Search aka x-raying
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Identify the URL patterns that will surface profiles from the site
being searched

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Search Strategies – Site Search
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Identifying the site’s structured word
patterns to correctly identify profiles on
the site
1. Look over the website to find a
snippet of data that all of the results
you are looking for have in common
2. Add the found snippet to your
Search String
• “Greater Seattle Area”

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Search Strategies – Site Search
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Identifying the site’s structured word
patterns to correctly identify profiles on
the site
3. Test & Adjust
• “Greater Seattle Area” VS.
intext:“Greater Seattle Area”

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Search Strategies – Site Search aka x-raying
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•site:indeed.com/r
•site:quora.com/profile
•site:linkedin.com/in/ | site:linkedin.com/pub/ -intitle:"profiles" -inurl:"dir/“
•site:zoominfo.com -inurl:"people-search" -inurl:"pic“
Using a role that you are currently sourcing, write a
Site search string for each of the sites below.
Screenshot your results
Learning Exercise

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Search Strategies – Document Sourcing
Which documents should you search for?
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• Resumes
• Conference Attendee lists
• Employee rosters
• Lead lists
• Candidate Research lists
Supported Filetypes
•PDF
•XLS
• PPT
•DOC
•ODP (OPENOFFICE PRESENTATION)
•ODS (OPENOFFICE SPREADSHEET)
•ODT (OPENOFFICE TEXT)
•RTF (RICH TEXT FORMAT)
•TXT (TEXT)
•XML (EXTENSIBLE MARKUP LANGUAGE)

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Show what you know…
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Skills Assessment – Boolean
1. List all of the Boolean operators usable in the Google search bar
2. Find RNs (any specialty) in Rhode Island with a "gmail.com" email accounts.
3. Find RN resumes. All results should be PDF or Word files
4. X-ray a website that contains RN profiles. Limit your search results to one website
5. Re-write this Boolean String to eliminate most of the "noise". Your final results should
predominantly consist of profiles of individual RNs
resume ("RN" OR "registered nurse") seattle -(practical OR practitioner OR associate OR assistant)

17. 17
Covered in this training:
What is
Boolean?
Search
Strategies
using
Boolean
Prospecting
Analogy
Effective
Messaging

18. 18
How you think makes the all the difference
Understanding
A good
analogy
Empathy
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They study and understand the behavior patterns of their prey
Sport fishermen, game hunters and Dog “the bounty hunter” all
have one thing in common…
To understand the behavior patterns of a prospect
combine…
•Intellectual empathy is an awareness of the
need to imaginatively put oneself in the place
of others so as to genuinely understand them.
•An Analogy
If an offer extended is equal to a marriage proposal
and the 1st day is equal to the wedding, what is a
prospecting email from a Sourcer/Recruiter equal
to?
Learning Exercise

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A prospecting message is equal to…
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The “pick-up” line
Ranging in style from simple (“Hi my name is…”) to the
most absurd, the often bemoaned pick-up line is simply
an attempt to spark a conversation.
1. Self-centered (focus on my win, only)
2. Attempting to move too fast
3. Recipient unclear of how they could benefit
4. Delivered to the wrong person (Out of league, wrong
orientation, unavailable/status)
5. Poor delivery (sounds canned/unoriginal, feels
impersonal, boring/uninteresting)
6. Over-sells/under-sells
7. Poor Situational Awareness
(timing/location/volume/tone)
7 Elements of a bad “pick-up” line

20. 2020
7 Elements of a bad “pick-up” line
•1. Self-centered (focus on my win, only)
•2. Attempting to move too fast
•3. Recipient unclear of how they could benefit
•4. Delivered to the wrong person (Out of league, wrong
orientation, unavailable/status)
•5. Poor delivery (sounds canned/unoriginal, feels
impersonal, boring/uninteresting)
•6. Over-sells/under-sells
•7. Poor Situational Awareness
(timing/location/volume/tone)
Poor messaging is to “no response” & tarnished recruitment brand
as Bad pick-up line is to solo Uber ride and drunk dialing
Using the “pick-up” line analogy as your
guide, identify which of the 7 elements
are present in this real email message.
Learning Exercise

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Hall of Shame
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Text message received
by a friend that does
NOT and will NEVER
sing…
MRW When a recruiter says I’ll be a “great fit”,
but just in case, who else do I know?

22. 22
Covered in this training:
What is
Boolean?
Search
Strategies
using
Boolean
Prospecting
Analogy
Effective
Messaging

23. 23
Effective prospect messages…
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“The people you want
to reach the most are
the ones who, by
default, delete emails”
– Seth Godin
Strong Subject
Line
Authentic &
prospect focused
Include a “Call to
Action”

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Subject Lines Matter
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Length
• Long subject lines will get cut off by mobile devices
• Stick to 50 characters or less
Personalization
• Emails that include the first name of the recipient in the
subject line have up to a 26% better response rate
• Name or location in the subject line adds a feeling of rapport
• Don't get creepy
Action
• Subject lines that begin with action verbs tend to be a lot
more enticing
• Actionable subject lines instilling urgency and excitement.
Urgency
• Subject lines that create a sense of urgency and exclusivity
can give a 22% higher open rate.
35% of email recipients decide whether or not to open
an email based on subject line alone
69% of email recipients report email as Spam based
solely on the subject line
35% of business professionals check email on a mobile
device
Test your Subject Line

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Authentic & Prospect focused
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Call to Action
•Prospect Focused (WIFM)
•Write in your “voice”
•Tell them the specific reason you are interestedDO
•Generic Flattery
•Hyperbole
•Poor targeting
•Written by a toddler or an Attorney
DON’T
Research shows that people are more responsive and willing to help if they’ve been given clear directions.
You sent them a message for a specific reason, usually to draw attention to a job or opportunity, so make sure the
candidate knows that!
Possible next steps could involve:
•A simple ‘reply’
•A follow up call
•An in-person meeting
•A formal interview
Be specific with your next step. If you’d like to arrange a call, provide a few times that work and ask the candidate to
select one.
Reduce the mental energy that candidates need to expend answering your message, and make it far more likely that
they’ll respond.

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A Final Word…
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Thought leaders aren’t brilliant. They just know how to find the
relevant knowledge from seemingly unrelated knowledge pools
and bring it back in a consumable format for their industry.
Go beyond the obvious