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Sourcing & Cold Calling Melinda O’Bryan Director of Custom Sourcing
Office: Cell:
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What is the sourcing team doing?
Blocks of sourcing hours Extended member of the in-house team Multiple databases blast creation Job board posting Customized cold calling campaign © 2016 M3 USA Corporation. All rights reserved.
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Every Cold Calling Campaign should include:
Targeted ties Introduce opportunity Analyze & screen candidates Write-Up and 2 times candidate is available Reporting: Interested and Not Interested © 2016 M3 USA Corporation. All rights reserved.
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Before Cold Calling: Stop Reading, Start Dialing
Avoid reading profiles Call list size (ties) Rapid dial Schedule & Randomize Hours per specialty, each week © 2015 M3 USA Corporation. All rights reserved.
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Cold Calling Skip the script Desperate is not a selling point
Gatekeepers (Don’t Lie, Don’t Stop) If you are not having fun, the doctors are not having fun This is a sales position © 2016 M3 USA Corporation. All rights reserved.
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Be like the Dyson guy © 2015 M3 USA Corporation. All rights reserved.
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What is it like there? Paint the Mental Picture
© 2015 M3 USA Corporation. All rights reserved.
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Answer questions with a feeling
What highway is that near? © 2015 M3 USA Corporation. All rights reserved.
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How to recruit for a location with bad press
How to handle your version of a Flint, Michigan water crisis © 2015 M3 USA Corporation. All rights reserved.
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Email Don’t List: Avoid certain days of the week Don’t be text heavy
Subject lines Avoid sending the sunset Don’t violate copyright © 2016 M3 USA Corporation. All rights reserved.
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Email YES List: Show the map 6 bullets Hire a photographer
Targeted Campaign based on Interest Feature the unique and leave mystery © 2016 M3 USA Corporation. All rights reserved.
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Email & Job Posting Photo
© 2015 M3 USA Corporation. All rights reserved.
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Prep the group and docs will come:
Prep the practice members about follow-up Set dinner conversation expectation (no dirty laundry) Provide a list of the candidate’s interests Give the candidate permission to say “no” This entire decision hinges on a feeling © 2016 M3 USA Corporation. All rights reserved.
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Other ideas: Fill Candidates in on personalities in the group
Warn the candidate about things they might find strange Small children visit Have a realtor give the community tour (get the real scoop) Think about appearances (office/storage closet) NEW! Extended family relocation bonus © 2016 M3 USA Corporation. All rights reserved.
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Times to call for back-up:
Urgent Search Pops-up More openings, than hours in the day Down a recruiting staff member No time to cold call Need consistent help with sourcing © 2016 M3 USA Corporation. All rights reserved.
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Questions to ask when you outsource your sourcing
Is there ever a backend fee? Never Where is your data coming from? Pinpoint Database 341,628 physicians (39,112 actively looking) Medties Database 1.3 Million physician How experienced are the people doing the calling? Assigned Project Manager with experience talking with physicians Will any other competing facilities be represented on the call? Never, we represent you exclusively during every call Will anyone else receive the leads? We never share or cross market your leads Do you update your database with the information from the calls? What proof will we have of your work? Reports © 2016 M3 USA Corporation. All rights reserved.
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100 typical calling hours:
What to demand on the sourcing reports: Phone Contact Attempts Interested blast & individual s sent Not Interested (physician name & reason provided) 100 typical calling hours: 1,000 phone Contact Attempts (10 per hour) 7-8 Interested Candidates 80-90 Not Interested Candidates 3+ blast © 2016 M3 USA Corporation. All rights reserved.
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Director of Custom Sourcing
Melinda O’Bryan Director of Custom Sourcing Office: Cell: Linkedin: © 2016 M3 USA Corporation. All rights reserved.
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