Reference checking is a great way to make a warm call into a new company. The process begins as a reference check call but with a dual purpose to ‘flip’ into either a recruiting or marketing call for new business. The call itself is one that is easily executed, because you will not encounter much resistance when you are calling to facilitate a reference check. You then build credibility because this prospective client now knows the caliber of both candidates and opportunities that you represent. However, most hiring authorities are savvy to this approach, and it’s best executed when you introduce the dual purpose of the call up front. This is typically received more openly than when you flip to marketing midway through the call, with no prior notice.
Scripts
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Video
Reference Check Overview
In this clip, Jeff Kaye covers how to best segue from a reference check call into a marketing call.
In this clip, Jeff Skrentny talks about a unique approach to reference checking that will not only strengthen your brand, it will put you in a level far beyond most other recruiters. His approach of using reference checking to open the door for new client conversations has contributed to over 53% of his billing dollars since 2002.
In this second clip, Jeff Skrentny discusses the follow-up techniques and methods that can be easily used to create new business opportunities after using his unique reference check approach.
