Monday, May 7, 2007

How to screw up your sourcing 101 – Chapter 4

I was reading last Friday’s article on the itzbigblog titled “War on Talent-What war on talent?” The article had some great thoughts that I thought were worth mentioning. “The war on talent is kind of a strange phenomenon…Part of the reason behind this war on talent is that organizations’ strategies for cost-cutting (offshoring, contract workers, etc.) are exhausting their effectiveness more quickly than anticipated…That means dramatically broadening your efforts in sourcing and recruiting in ways that not every hiring professional can do.”

We do have to broaden our skills but before we do we need to get the basics right. We have to learn to avoid some fundamental mistakes. The simplest mistake that most often keeps us from sourcing success is that we simply talk too much. That must sound strange being that we make our living by talking, but when you are talking you are not listening, not learning about your prospect’s wants and needs.

In today’s complex sourcing environment, effective communication is the secret ingredient to meeting our bottom-line demands. Communication is a multi-faceted dynamic process and effective listening skills are an essential part of that process. According to the book, Beyond "Hello" by Jeannie Davis, the percentages can vary by interaction, but your telephone conversations are generally about 70% tonality, 14 to 20 percent actual words, and 10-16% body language. This means to me that as sourcers we can’t give ourselves the luxury to underestimate the importance of listening in order to understand that 80 to 86% of the conversation that wasn’t an actual word.

Listen to the pace a person speaks with, the accent, the word choices, the pauses, how the tone may climb or descend. Listen for background things that can give you cues to a person’s current environment. If we acquire skills to be good listeners not only will we be able to solicit good information from others but also to find underlying meanings in what your candidates may say, to answer questions better, build rapport with them better and more importantly it will drive you to implement more successful strategies to connect and improce your sourcing success.

No comments: