A Gem: Direct Sourcing

sunny

Maureen Sharib is a "names sourcer", and a prolific contributer to ERExchange.com's communities of interest. She offered this "gem" about Direct Sourcing techniques (below) that is worth everyone's time to read and reflect.
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& F/ i! D- a( @& l$ Z- O8 [! H% H! xMaureen was responding to another poster's musings about how they could stop direct sourcing activity. To make her point, Maureen wrote and described a typical 'scene', one of many she encounters. As you read it, consider the skills of your sourcers (and also think about the value of ERE's community of interests where this kind of sharing is taking place 24/7).
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& ~! x3 d( o9 g5 |8 lMaureen wrote:
I study the target. I look at the company's overall size, what it does, what cracks in its walls I can see into - Hoover's is great for this! I look at the office I'm calling - it's size, function and exposure (those cracks I just mentioned). I THINK about its place in the Universe.
I determine before I call if I have any names in the particular office, either from my old database or off the internet. I use the office's area code and prefix to look for people in that office that may have posted their direct dials for God-only-knows-WHAT-reason - Can you imagine?. For instance, in google I type "target name" "123 456". Many times this will bring me individuals listed in that office. They may just be "Still There". I have them before me in my work document up on my screen (remember, our hands are on our keyboards). I try to decipher their function - sometimes they have their titles listed, sometimes not. I try to have a few names when I call.
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I don't incite panic when I call - I remain calm, focused, polite and respectful. I don't "absolutely need/have to have" something when I call, there's no extraordinariness in what I'm asking after. I strive to appear routine - I want to blend into an ordinary day's rhythm. I continuously scour the landscape for opportunity. It's everywhere.
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: s; l3 U- g% o! @6 G* Z8:30 a.m. Tuesday (Monday's too dangerous a day to call - people can be in savage moods this time on Monday.)
* }5 J8 F5 w/ N- b+ X; ~Take a deep breath. Dial. One ringy dingy, two ringy dingy...
, s& k' j' }# R$ Q3 V) ~"Hello! Target Company - This is Dorothy, may I help you?"
% s( i! ~" l( ^6 gI calculate immediately what's in her voice. Is she young? Does she sound educated? Does she want to please? Can she be directed? Is her voice clear? Is she muddled? Is she scared? Confident? All these things compute through my mind instantaneously and instinctively I choose my course of action. It's amazing what a person's voice can convey about themselves.
% \0 i" B+ D% n2 ]What I have on my hands here, and I know it, is the Gatekeeper From Hell. Okay, I can do this. I give her ONE chance to be nice. THEN the gloves come off.
; }7 G8 Q! x% F! F# L5 W/ \7 R+ G"Hi Dorothy, this is Maureen." Can you please direct me to the sales manager?"
"No."
+ s* F: {7 N2 h"Oh." Sound disappointed, little-girl confused/reaching out to "Mommy" in the silence that follows. Mommy doesn't budge - she's Mommy Dearest. Remain silent, tho' it's uncomfortable. First one to speak usually loses.
"I do not have titles - only names. Do you have a name?" Dorothy spoke, take note.
. b" Q0 @- i# |( ~Okay Dorothy, you're in for it now, don't go to lunch/bathroom/out to smoke (smokers are 20% LESS productive overall in the workplace - did you know that? THIS is part of the reason why!)
0 E( W) r4 d: F/ s: d( R"Well, yes, Dorothy,(sound like you're kind of really embarrassed FOR her, that she's so frosty to another human being who's just calling...you know, the GUILT thing, what kind of warm-blooded human bean are you, anyway?) and then very humbly, very meekly, very politely, very tentatively, "I think his name was Still There, but I'm not sure. Is Still There, there?"

sunny

Frigid pause, then, "He's not the Sales Manager."
Oh, really? And she doesn't have titles?
"I'm sure we spoke with him, Dorothy, last month, before Christmas I think, regarding our proposal, anyway, that's the name I have written inside the folder - is he who I want?" No response, but I sense something... "May I speak to him?"
Just as cool, she pronounces, "Just a moment."
She usually transfers me without another word - Okay, Dorothy you've escalated this thing - you could have been nice - I think to myself while waiting for that inevitable VoiceMail to pick up so I can glean what information that has to offer and then maybe navigate my way into the corporate directory during day-light hours, (this is a whole other story) but - wait! Shhh.../someone's answering!
"There here."
"There?" Sounding all confused and cute and stuff - but quickly, I say,
"Oh I am SO sorry, I have the wrong number - I thought I was being transferred to the sales department/is this sales?"
Before he can think, before he can sit up in his chair, take the pen out of his mouth, he usually reacts:
"Yeah, this is sales, who are you looking for?"
% ~! a" e' Q* W6 m8 D"Well, I was trying to reach the Sales Manager, and somehow I got transferred to you - I am SO sorry to disturb you!" voice goes kinda' low, sing-song breathy in that Marilyn Monroe kinda' way...
"You're not bothering me, may I help you?"
There, you sure? ;)
$ O% |: y4 N) P; K7 m+ k: H2 L"Well, I was looking to speak to the Sales Manager, can you please transfer me to him? I am SO sorry to bother you!"
"He's not at his desk - you want his VoiceMail?"
"Yes, please. Thank you SO much. In case I get disconnected in the transfer, what is his extension number?" still kinda' Marilynish...works most every time.

* G) u% [* D3 v5 @So Eamonn, you can arm your Gatekeeperswith the "Do you have a name?" ruse, you can take away the toys you think matter, you can teach/cajole/warn, but remember, we're an army of marching ants footloose and fancy-free inside some battened fortress at this very moment! Surrender Dorothy.

# O" A$ M0 F3 j: q3 F& D: ^$ SMaureen Sharib, Names Sourcer
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