Reference checking is a great way to make a warm call to a prospective candidate. 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 candidate now knows the caliber of both candidates and possibly even opportunities that you represent. However, most prospects 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 recruiting the candidate midway through the call, with no prior notice.
Scripts
Reference Check Approach Script 1Reference Check Approach Script 2Reference Check Approach Script 3Reference Check Approach Script 4Video
In this clip from the NLE Foundation Training Program, a specific condensed reference check script is shared to help create an initial recruiting dialogue that may be met with less resistance than an alternative recruiting approach.
In this clip, Jeff Kaye covers how to best segue from a reference check call into a marketing call.
Additional Reference Check Recruiting Resources
Reference Check Approach Voicemail Script
Reference Check Approach Initial Reference Check Form
Reference Check Approach Follow Up Emails
