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.


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