Endless Referrals

There are two main reasons people are motivated to refer potential candidates to recruiters. The referrer has an opportunity to help someone they know obtain a better position or they wish to assist you because you've established a good rapport. As a recruiter it's your task is to create circumstances that will enable you to develop more of these winning scenarios. Let's examine how!

In the first instance the referrer is helping someone else. When recruiters ask for a referral they typically inquire if the referrer might know of anyone that could be suitable for the position. Catching someone in the middle of their day, its tough to get them to remember every potential candidate they know and it's likely they'll say, "no", or perhaps, "I'll call you if anyone comes to mind." It's your job to lead your referrer to the referral. Instead of requesting for a referral, ask if they may know of any past colleagues, schoolmates, members of associations, employees of clients or suppliers that may be suitable. Educate your referrer by describing to them exactly who you are looking for. For instance, if you are looking for a person with a basic skill set who would likely view the opportunity as a step up, or if you are looking for someone that has "been there and done that" let your contact know. Your aim is to provide your referrer with food for thought. Don't ask your referrer if they know of someone who's looking for this type of job. Your ideal candidate is already employed and most people don't publicize the fact that they're open to entertaining new job. If you know your referrer well or if you're feeling comfortable with the person, you can even ask them whom they would target if they were looking to hire such a person. Present the opportunity and/or client as a good career move for a deserving person instead of just hi-lighting a job posting and your referrer will likely feel more enthusiastic about helping out.

If you are successful at generating a name don't just thank your contact, hang up and make the call. Begin pre-qualifying the referral by seeing what kind of information you can find out about this person and more importantly, find out if your contact can call this person in order to let him know that you'll be calling. A call from your referrer can build rapport between you and your new prospect even before you speak. If you've left a good impression with your referrer it will likely be passed on and you may find yourself feeling more like the "lead" and not the reverse. This opens up a greater opportunity to generate referrals from your new contact.

When all else fails ask for someone else who may be able to help and leave your telephone number in case they remember someone later on.

In the second instance your contact is referring someone to you because they want to help you. Believe it or not if you treat people right they'll want to help you. Avoid making referral calls seem like solicitation calls and you'll steer yourself into a path of endless referrals. In other words don't just call your contacts when you need a referral. Life is a two way street and you just can't suck information out of people and not provide any in return. If you do this you'll run out of referrals really fast. Make a habit of learning something about your contacts and their needs and call them when you have news for them. For instance, when you come across an up and coming applicant that you may not have an opening for, call your contact and tell them you have a great "up-and-comer" for them "free of charge". Convey the candidate's potential and explain that you are referring him because you feel he deserves a good opportunity.

How often has a contact called you and asked if you might know of an opening for a friend, spouse or family member that is looking for work within a field you're not well connected? How often have you turned them away because that's not your specialty? Make a list of other recruiters in your area or locate a directory to which you can refer. If you're really stuck at least tell the person to send over their resume for a quick critique. Don't turn them away empty handed. If you don't make time for people when they need you they won't be there when you need them.

Timing is everything! There are ideal times to capitalize on juicy referrals. After a placement is a good time to ask for a referral as your contact should be quite pleased with what you've done for them. Three to six months after the placement is also a good time frame as your contact will still be excited about the new opportunity but have less emotional ties to his/her previous employer. People constantly meet new contacts so don't be shy with follow up calls. Just keep in mind, no solicitation calls! Nelson Abreu