Here's a variant of Johnny's presentation on Candidate Engagement as delivered to the members of the REC in London in April 2015. How do you triple your response rates from passive approach.

1. 6
ways to
Triple your Productivity
in Candidate Engagement

2. Johnny Campbell
Founder & CEO
Social Talent
@socialtalent

3. Finding candidates is getting Easier!
source.socialtalent.co

8. I
Identify
S
Submit
C E
Contact Engage

9. I
Identify
S
Submit
C E
Contact Engage

10. What is a Sourcer’s
average
rate from talent they
?

11. 16%
26%
26%
32%
Less than 10%
Between 10% and 20%
Between 20% and 40%
More than 40%
What is a Sourcer’s
average
rate from talent they
?
The
that they reach out to. 16% of Sourcers report such
poor response rates that they would have to reach
out to 40 people to get four replies!
Regionally,
reporting the lowest.
Social Talent | Alexander Mann Solutions Global Sourcing Survey

12. 26%
32%
Between 10% and 20%
Between 20% and 40%

13. ?

14. ?

15. >65%

16. How are Sourcers
engaging with
passive candidates?

17. 38%
30%
21%
6%
4%
Connect
Other

18. Does Medium of
Engagement effect
Response Rates?

19. 1 Medium Matters

20. - HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)
Connecterage
?
imarily
ing
formed
8%
22%
30%
23%
25%
10%
40%50%
0%) - VERY LOW (<10%)- LOW (10-20%)
Connect
16%
24%
37%
22%
22%
30%
23%
25%
- HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)
16%
24%
37%
22%
8%
32%
34%
26%
23%
25%
40%50%
11Global Sourcing Survey
- HIGH (> 40%) - MEDIUM (20-40%) - VERY LOW (<10%)- LOW (10-20%)
candidates you
?
When we analysed the data on how Sourcers primarily
engaged with passive candidates we found striking
differences in their average response rates.
someone as a connection, sending an email performed
even better. However, the majority of
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%
30%
23%
25%
40%50%
11Social Talent | Alexander Mann Solutions Global Sourcing Survey
- HIGH (> 40%) - MEDIUM (20-40%)
What are the average
response rates
by medium for
candidates you
?
When we analysed the data on how Sourcers primarily
engaged with passive candidates we found striking
differences in their average response rates.
someone as a connection, sending an email performed
even better. However, the majority of
This reinforces the need for Sourcers to have traditional
phone skills to complement their online search skills.
8%
32%
34%
26%
10%
40%50%

21. Finding Phone Numbers
google.com/maps

22. Finding Phone Numbers
google.com/maps
Social Talent, Dublin

23. What is the best time of
day to call someone?
First
thing

24. 2 Timing

25. What is the best time of
day to send an email? 6am

27. 1.In the message, on the Options tab,
in the More Options group, click
Delay Delivery .
2.Click Message Options.
3.Under Delivery options, select the
Do not deliver before check box,
and then click the delivery date and
time that you want.

29. 3 Structure

30. 3 Secrets to Crafting the Perfect Pitch
1. Hyper-Personalise your Opener
2+ Unique Details
Tenure, Current Employer,
School, Common Connection,
etc

31. 3 Secrets to Crafting the Perfect Pitch
2. What’s In It for Them (WIIFT)?
Teach First (UK)

32. 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

33. 4 Language

34. Interrogative: Ask Questions
You, Your, Yours

35. Concreteness
How 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!

36. 5 Influence

37. Hi Johnny,
Your experience with Social Talent over
the last 4 years really made you jump off
the page when I viewed your profile...

38. Members with >2,000 connections
report response rates 10X better
than those with <500 connections

39. Robert Cialdini: 6 Key Principles of Influence

40. Robert Cialdini: 6 Key Principles of Influence

41. 6 Be Smart

42. Private
+

43. rich.holden@pernod-ricard.com

44. getsidekick.com

45. 6 Steps to Improve
Candidate Engagement

46. 6 Steps to Improve
Candidate Engagement
1. Medium Matters
2. Timing
3. Structure
4. Language
5. Influence
6. Be Smart

47. Johnny Campbell
Founder & CEO
Social Talent
@socialtalent