MagicMethod Telephone Sourcing Quiz

[Maureen Sharib]

This is a forty question telephone sourcing quiz with an essay required at the end of it. Answers to ten questions at a time will be posted at the end of each week during the month of January. A grading system is provided as well. You may take the quiz here or do it privately. You are encouraged to copy and paste it in the comments section and take it here.

1. Most Gatekeepers (receptionists) identify their company and themselves when they answer your call.
True
False

2. When calling a Gatekeeper, it is best to:
A. With authority in your voice, direct her to transfer you to “someone” with the title you’re seeking.

B. Give her your name, title and company name along with the reason for your call and ask her if she can transfer you to “someone” with the title you’re seeking.

C. In an ordinary tone, greet her, identify yourself and ask her if she can transfer you to “someone” with the title you’re seeking.

3. Lying to a Gatekeeper can produce results.
True
False

4. Making up a fabulous story that describes in detail the reason for your call is likely to help/hinder a sourcer’s cause.
Help
Hinder

5. There can be legal ramifications to misrepresenting yourself on a call as one of the company’s employees.
True
False

6. Many Gatekeepers are instructed by their bosses to keep callers away from him/her “no matter what.”
True
False

7. It is not possible for a sourcer to bypass the “no matter what” rule.
True
False

8. Calling “directly into” a company, bypassing the front desk (the Gatekeeper) and calling employees directly is impossible at most companies.
True
False

9. Finding a company’s “internal dial system” is “strictly forbidden” by most companies.
True
False

10. Finding a company’s “internal dial system” and then using it will result in legal sanctions against a sourcer when they do it.
True
False
ANSWERS - Questions 1-10
1. Most Gatekeepers (receptionists) identify their company and themselves when they answer your call.
True. It's the exception that doesn’t.

2. When calling a Gatekeeper, it is best to:
C. In an ordinary tone, greet her, identify yourself and ask her if she can transfer you to “someone” with the title you’re seeking. Not many Gatekeepers respond well to demands and few will not become suspicious if you say too much!

3. Lying to a Gatekeeper can produce results.
True. Lying always has the potential to produce results. The question is, are you comfortable doing it and do you want to run the risks it entails?

4. Making up a fabulous story that describes in detail the reason for your call is likely to help/hinder a sourcer’s cause.
Hinder. The more you elaborate, in general, the more suspicion you raise in most Gatekeepers and the more likely you are to “trip” yourself up along the way.

5. There can be legal ramifications to misrepresenting yourself on a call as one of the company’s employees.
True. Though legal remedies are rarely sought, it seems to be tied to the ever tightening privacy rules in our country.

6. Many Gatekeepers are instructed by their bosses to keep callers away from him/her “no matter what.”
True. Gatekeepers so instructed are very glib at turning you away from the front desk with very little remorse.

7. It is not possible for a sourcer to bypass the “no matter what” rule.
False. There is always another way in!

8. Calling “directly into” a company, bypassing the front desk (the Gatekeeper) and calling employees directly is impossible at most companies.
False. In fact, it is one of the most effective phone sourcing techniques out there!

9. Finding a company’s “internal dial system” is “strictly forbidden” by most companies.
False. Most companies don’t even realize what a gaping hole in their sides this is!

10. Finding a company’s “internal dial system” and then using it to procure names and sometimes extensions will result in legal sanctions against a sourcer when they do it.
False. Any company can take legal action for any reason but for what? Dialing a phone? Gathering information? Think about it.

GRADING SYSTEM
10 correct: You are an expert phone sourcer - congratulations!
7-9 correct: You’re getting there – keep practicing!
4-6 correct: You’re in the average range – don’t feel bad – this is a very challenging industry and the longer you’re at it the better you will get!
0-3 correct: How long have you been doing this? If it’s longer than a year there’s help out here – read, read and read some more and keep practicing!
******

Telephone Sourcing Quiz (continued)
11. Simply asking and asking simply are two different things.
True
False

12. Most Gatekeepers are not telling you the truth when they tell you they don’t have access to the company directory except for “by name”.
True
False

13. Asking a Gatekeeper how she’s “doing today” is likely to help/hinder a sourcer’s cause?
Help
Hinder

14. Calling a company with the express purpose of hiring away as many employees as possible with the intent to destroy that company is:
Okay
Not okay

15. Some phone sourcers “ruse”.
True
False

16. Calling a company with the intent to hire good employees for your own company is:
Okay
Not okay

17. Speaking fast is the best way to get a Gatekeeper to cooperate with you.
True
False

18. Giving him/her attitude back if she gives you attitude is the best way to overcome a Gatekeeper’s blocking technique.
True
False

19. Phone sourcing is the best way to uncover a company’s up-to-the-minute employee information.
True
False

20. Following the prompts that lead to information about a company’s employees inside that office is a perfectly acceptable sourcing technique.
True
False
Answers - Questions 11-20
11. Simply asking and asking simply are two different things.
False If you have a different take on this, let's hear it!

12. Most Gatekeepers are not telling you the truth when they tell you they don’t have access to the company directory except for “by name”.
True. Imagine that.

13. Asking a Gatekeeper how she’s “doing today” is likely to help/hinder a sourcer’s cause?
Hinder Think about it. Doesn't it make the hair on the back of your neck stand up when a stranger asks you, "How ya' doin' today?" Are you pleased or irritated?

14. Calling a company with the express purpose of hiring away as many employees as possible with the intent to destroy that company is:
Not okay This is pretty simple common sense!

15. Some phone sourcers “ruse”.
True We all know that.

16. Calling a company with the intent to hire good employees for your own company is:
Okay Make sense?

17. Speaking fast is the best way to get a Gatekeeper to cooperate with you.
False It's one of the best ways to cause her to ask you to explain yourself further and who needs that?

18. Giving him/her attitude back if she gives you attitude is the best way to overcome a Gatekeeper’s blocking technique.
False Try giving a NYC Gatekeeper the "lip" she gives you. "Click" is what you'll hear. Remember, there's always another way in!

19. Phone sourcing is the best way to uncover a company’s up-to-the-minute employee information.
True We all get this now, right?

20. Following the prompts that lead to information about a company’s employees inside that office is a perfectly acceptable sourcing technique.
True They instruct you to "follow the prompts", don't they?

GRADING SYSTEM
10 correct: You are an expert phone sourcer - congratulations!
7-9 correct: You’re getting there – keep practicing!
4-6 correct: You’re in the average range – don’t feel bad – this is a very challenging industry and the longer you’re at it the better you will get!
0-3 correct: How long have you been doing this? If it’s longer than a year there’s help out here – read, read and read some more and keep practicing!
******

Phone Sourcing Quiz (cont'd)
21. Finding the internal codes that can change an employee’s password and allows a sourcer to “listen in” on that employee’s work messages is a perfectly acceptable sourcing technique.
True
False

22. It is legal to use a company’s telephone directory to garner information about a company.
True
False

23. Listening to the voice mail greetings left by of many employees within a company is a very effective, though very time consuming, phone sourcing technique.
True
False

24. Phone sourcing is simple.
True
False

25. Phone sourcing is easy.
True
False

26. Phone sourcing is time consuming.
True
False

27. A sizable number of names can be procured on a single call over the telephone.
True
False

28. A phone sourcer can work many hours to procure just a few names or sometimes no names.
True
False

29. All phone sourcing jobs are not created equal.
True
False

30. Most phone sourcers work “on contingency”, meaning they get paid if the recruiter makes a hire.
True
False

Answers - Questions 21-30
21. Finding the internal codes that can change an employee’s password and allows a sourcer to “listen in” on that employee’s work messages is a perfectly acceptable sourcing technique.
False. This is vastly illegal! Read this nightmare scenario.

22. It is legal to use a company’s telephone directory to garner information about a company.
True. As long as you're not doing anything outlined in the nightmare scenario above. To simply use a company's directory to learn the names of those on the inside is okay. That's what it's there for, right?

23. Listening to the voice mail greetings left by of many employees within a company is a very effective, though very time consuming, phone sourcing technique.
True. You'd be amazed at what many VoiceMail messages voluntarily deliver.

24. Phone sourcing is simple.
True

25. Phone sourcing is easy.
False

26. Phone sourcing is time consuming.
True

27. A sizable number of names can be procured on a single call over the telephone.
True

28. A phone sourcer can work many hours to procure just a few names or sometimes no names.
True

29. All phone sourcing jobs are not created equal.
True

30. Most phone sourcers work “on contingency”, meaning they get paid if the recruiter makes a hire.
False

GRADING SYSTEM
10 correct: You are an expert phone sourcer - congratulations!
7-9 correct: You’re getting there – keep practicing!
4-6 correct: You’re in the average range – don’t feel bad – this is a very challenging industry and the longer you’re at it the better you will get!
0-3 correct: How long have you been doing this? If it’s longer than a year there’s help out here – read, read and read some more and keep practicing!

Phone Sourcing Quiz (cont'd)
31. Pay for phone sourcers typically runs in the $10/hour range.
False
True

32. It is unusual for “needle-in-the-haystack” searches to require more than $50 per name.
True
False

33. Usually, 30-40 phone sourced names will result in one immediate hire.
True
False

34. Phone sourcing is gaining in recognition as the “it” sourcing tool for the coming decade.
True
False

35. A good phone sourcer is hard to find.
True
False

36. Most phone sourcers are Extroverts – they like to talk alot.
True
False

37. Many phone sourcers require a “big gang” around them to get them motivated to make those frightening Gatekeeper calls.
True
False

38. Phone sourcing is a nuanced, subtle activity.
True
False

39. In phone sourcing, what you say is more important than how you say it.
True
False

40. Phone sourcing is an activity than can be considered to yield “increasing returns” over time. How?

Answers - Questions 31-40
31. Pay for phone sourcers typically runs in the $10/hour range.
False Pay for phone sourcers runs $42 - $65 per name with some searches for needle-in-the-haystack names exceeding $100 per name.Per hour rates run typically $65 - $125 per hour.

32. It is unusual for “needle-in-the-haystack” searches to require more than $50 per name.
False See above.

33. Usually, 30-40 phone sourced names will result in one immediate hire.
True Some searches (pharma, defense, some areas of IT like SAP) may require far more to effect ONE IMMEDIATE HIRE.

34. Phone sourcing is gaining in recognition as the “it” sourcing tool for the coming decade.
True Phone sourcing is rapidly becoming the recognized tool if you want results nobody else is getting!

35. A good phone sourcer is hard to find.
True Phone sourcing is a very simple process but not easy.

36. Most phone sourcers are Extroverts – they like to talk alot.
False Most phone sourcers are exactly the opposite - they like to listen to others talk!

37. Many phone sourcers require a “big gang” around them to get them motivated to make those frightening Gatekeeper calls.
False Most phone sourcers prefer to work alone.

38. Phone sourcing is a nuanced, subtle activity.
True

39. In phone sourcing, what you say is more important than how you say it.
False Voice inflection, timing, sentence structure are all important pieces of phone sourcing.

40. Phone sourcing is an activity than can be considered to yield “increasing returns” over time. How?
Phone sourced names typically return INCREASING RETURNS over time - that is, as time goes on and you're building solid relationships with these valuable people, you'll make more placements out of your original batch (investment) of names!

GRADING SYSTEM
10 correct: You are an expert phone sourcer - congratulations!
7-9 correct: You’re getting there – keep practicing!
4-6 correct: You’re in the average range – don’t feel bad – this is a very challenging industry and the longer you’re at it the better you will get!
0-3 correct: How long have you been doing this? If it’s longer than a year there’s help out here – read, read and read some more and keep practicing!
******
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[Mindy Metcalf]

1. Most Gatekeepers (receptionists) identify their company and themselves when they answer your call.
True

False

2. When calling a Gatekeeper, it is best to:
A. With authority in your voice, direct her to transfer you to “someone” with the title you’re seeking.

B. Give her your name, title and company name along with the reason for your call and ask her if she can transfer you to “someone” with the title you’re seeking.

C. In an ordinary tone, greet her, identify yourself and ask her if she can transfer you to “someone” with the title you’re seeking.

3. Lying to a Gatekeeper can produce results.

True
False

4. Making up a fabulous story that describes in detail the reason for your call is likely to help/hinder a sourcer’s cause.

Help
Hinder

5. There can be legal ramifications to misrepresenting yourself on a call as one of the company’s employees.

True
False

6. Many Gatekeepers are instructed by their bosses to keep callers away from him/her “no matter what.”
True
False

7. It is not possible for a sourcer to bypass the “no matter what” rule.
True
False

8. Calling “directly into” a company, bypassing the front desk (the Gatekeeper) and calling employees directly is impossible at most companies.
True
False

9. Finding a company’s “internal dial system” is “strictly forbidden” by most companies.
True
False

10. Finding a company’s “internal dial system” and then using it will result in legal sanctions against a sourcer when they do it.
True
False
11. Simply asking and asking simply are two different things.
True
False

12. Most Gatekeepers are not telling you the truth when they tell you they don’t have access to the company directory except for “by name”.
True
False

13. Asking a Gatekeeper how she’s “doing today” is likely to help/hinder a sourcer’s cause?
Help
Hinder

14. Calling a company with the express purpose of hiring away as many employees as possible with the intent to destroy that company is:
Okay
Not okay

15. Some phone sourcers “ruse”.
True
False

16. Calling a company with the intent to hire good employees for your own company is:
Okay
Not okay

17. Speaking fast is the best way to get a Gatekeeper to cooperate with you.
True
False

18. Giving him/her attitude back if she gives you attitude is the best way to overcome a Gatekeeper’s blocking technique.
True
False

19. Phone sourcing is the best way to uncover a company’s up-to-the-minute employee information.
True
False

20. Following the prompts that lead to information about a company’s employees inside that office is a perfectly acceptable sourcing technique.
True
False
21. Finding the internal codes that can change an employee’s password and allows a sourcer to “listen in” on that employee’s work messages is a perfectly acceptable sourcing technique.
True
False

22. It is legal to use a company’s telephone directory to garner information about a company.
True
False

23. Listening to the voice mail greetings left by of many employees within a company is a very effective, though very time consuming, phone sourcing technique.
True
False

24. Phone sourcing is simple.
True
False

25. Phone sourcing is easy.
True
False

26. Phone sourcing is time consuming.
True
False

27. A sizable number of names can be procured on a single call over the telephone.
True
False

28. A phone sourcer can work many hours to procure just a few names or sometimes no names.
True
False

29. All phone sourcing jobs are not created equal.
True
False

30. Most phone sourcers work “on contingency”, meaning they get paid if the recruiter makes a hire.
True
False
31. Pay for phone sourcers typically runs in the $10/hour range.
False
True

32. It is unusual for “needle-in-the-haystack” searches to require more than $50 per name.
True
False

33. Usually, 30-40 phone sourced names will result in one immediate hire.
True
False

34. Phone sourcing is gaining in recognition as the “it” sourcing tool for the coming decade.
True
False

35. A good phone sourcer is hard to find.
True
False

36. Most phone sourcers are Extroverts – they like to talk alot.
True
False

37. Many phone sourcers require a “big gang” around them to get them motivated to make those frightening Gatekeeper calls.
True
False

38. Phone sourcing is a nuanced, subtle activity.
True
False

39. In phone sourcing, what you say is more important than how you say it.
True
False

40. Phone sourcing is an activity than can be considered to yield “increasing returns” over time. How? The more contacts you have the better you have a time getting results.

[Sarang Brahme]

This is great.... I scored 6-7 in most of cases but I'm more of an internet sourcer but very keen to get my hands of telephone as well. We'll give this test to all of our telephone sourcing team based in India. Lot to learn though..... Thanks Maureen....

[Maureen Sharib]

Thanks Ann!

[Ann Hotchkiss]

great resources of information, worthy of respect

[Jack D. Rakes]

1. Most Gatekeepers (receptionists) identify their company and themselves when they answer your call.
True

2. When calling a Gatekeeper, it is best to:
A. With authority in your voice, direct her to transfer you to “someone” with the title you’re seeking.

3. Lying to a Gatekeeper can produce results.
True

4. Making up a fabulous story that describes in detail the reason for your call is likely to help/hinder a sourcer’s cause.
Hinder

5. There can be legal ramifications to misrepresenting yourself on a call as one of the company’s employees.
False

6. Many Gatekeepers are instructed by their bosses to keep callers away from him/her “no matter what.”
True

7. It is not possible for a sourcer to bypass the “no matter what” rule.
False

8. Calling “directly into” a company, bypassing the front desk (the Gatekeeper) and calling employees directly is impossible at most companies.
False

9. Finding a company’s “internal dial system” is “strictly forbidden” by most companies.
False

10. Finding a company’s “internal dial system” and then using it will result in legal sanctions against a sourcer when they do it.
False
ANSWERS - Questions 1-10
11. Simply asking and asking simply are two different things.
True

12. Most Gatekeepers are not telling you the truth when they tell you they don’t have access to the company directory except for “by name”.
True

13. Asking a Gatekeeper how she’s “doing today” is likely to help/hinder a sourcer’s cause?
Help

14. Calling a company with the express purpose of hiring away as many employees as possible with the intent to destroy that company is:
Not okay

15. Some phone sourcers “ruse”.
True

16. Calling a company with the intent to hire good employees for your own company is:
Okay

17. Speaking fast is the best way to get a Gatekeeper to cooperate with you.
False

18. Giving him/her attitude back if she gives you attitude is the best way to overcome a Gatekeeper’s blocking technique.
False

19. Phone sourcing is the best way to uncover a company’s up-to-the-minute employee information.
True

20. Following the prompts that lead to information about a company’s employees inside that office is a perfectly acceptable sourcing technique.
True
Phone Sourcing Quiz (cont'd)
21. Finding the internal codes that can change an employee’s password and allows a sourcer to “listen in” on that employee’s work messages is a perfectly acceptable sourcing technique.
False

22. It is legal to use a company’s telephone directory to garner information about a company.
True

23. Listening to the voice mail greetings left by of many employees within a company is a very effective, though very time consuming, phone sourcing technique.
True

24. Phone sourcing is simple.
False

25. Phone sourcing is easy.
False

26. Phone sourcing is time consuming.
True

27. A sizable number of names can be procured on a single call over the telephone.
True

28. A phone sourcer can work many hours to procure just a few names or sometimes no names.
True

29. All phone sourcing jobs are not created equal.
True

30. Most phone sourcers work “on contingency”, meaning they get paid if the recruiter makes a hire.
False

Phone Sourcing Quiz (cont'd)
31. Pay for phone sourcers typically runs in the $10/hour range.
False

32. It is unusual for “needle-in-the-haystack” searches to require more than $50 per name.
False

33. Usually, 30-40 phone sourced names will result in one immediate hire.
True

34. Phone sourcing is gaining in recognition as the “it” sourcing tool for the coming decade.
True

35. A good phone sourcer is hard to find.
True

36. Most phone sourcers are Extroverts – they like to talk alot.
True

37. Many phone sourcers require a “big gang” around them to get them motivated to make those frightening Gatekeeper calls.
False

38. Phone sourcing is a nuanced, subtle activity.
True

39. In phone sourcing, what you say is more important than how you say it.
False

40. Phone sourcing is an activity than can be considered to yield “increasing returns” over time. How?
Because you increasingly build your database, requiring less cold calling to garner qualified leads.

[Maureen Sharib]

Good points Steve.

[Steve Delaney]

While most people accept a common white lie now and then, tricking them is no way to make deposits in their "love bank." To be pragmatic, tricksters do so at the risk of eroding relationships and diminishing returns. If you have no respect for "gatekeepers" to begin with, your strategy may compensate for weak relationships, however most professionals with years in the business learn that gatekeepers yield a lot of informal power, are great resources of information, worthy of respect, and will build a relationship with you based on perceived integrity. Your relationship with them and whether you choose honesty over trickery will ultimately reflect on your outcomes. While they are not employed to answer your questions, they often instinctively do so - until you give them cause for regret. Since they are tasked to screen out unworthy people, you run the risk of becoming an unfortunate case in point.

[Judy]

i think you have to be impervious to a common belief that it is wrong to lie and trick people...

J

[Maureen Sharib]

Congratulations - you got 9 out of 10 correct! The other answers (questions 11-40) will be posted (ten each week) on January 9, 16 and 23! The only one you missed in the first ten was:
9. Finding a company’s “internal dial system” is “strictly forbidden” by most companies.
You said true. It is False. Most companies don’t even realize what a gaping hole in their sides this opportunity is!

[jayson seymour]

Hope this reaches the graders, so here goes....
1. Most Gatekeepers (receptionists) identify their company and themselves when they answer your call.
True
2. When calling a Gatekeeper, it is best to:
C. In an ordinary tone, greet her, identify yourself and ask her if she can transfer you to “someone” with the title you’re seeking.
3. Lying to a Gatekeeper can produce results.

True





4. Making up a fabulous story that describes in detail the reason for your call is likely to help/hinder a sourcer’s cause.

Hinder



5. There can be legal ramifications to misrepresenting yourself on a call as one of the company’s employees.

True





6. Many Gatekeepers are instructed by their bosses to keep callers away from him/her “no matter what.”

True





7. It is not possible for a sourcer to bypass the “no matter what” rule.



False



8. Calling “directly into” a company, bypassing the front desk (the Gatekeeper) and calling employees directly is impossible at most companies.

False



9. Finding a company’s “internal dial system” is “strictly forbidden” by most companies.

True





10. Finding a company’s “internal dial system” and then using it will result in legal sanctions against a sourcer when they do it.

False

Telephone Sourcing Quiz (continued)

11. Simply asking and asking simply are two different things.

True



12. Most Gatekeepers are not telling you the truth when they tell you they don’t have access to the company directory except for “by name”.

False



13. Asking a Gatekeeper how she’s “doing today” is likely to help/hinder a sourcer’s cause?

Help





14. Calling a company with the express purpose of hiring away as many employees as possible with the intent to destroy that company is:

Not okay



15. Some phone sourcers “ruse”.

True



16. Calling a company with the intent to hire good employees for your own company is:

Okay



17. Speaking fast is the best way to get a Gatekeeper to cooperate with you.

False



18. Giving him/her attitude back if she gives you attitude is the best way to overcome a Gatekeeper’s blocking technique.

True



19. Phone sourcing is the best way to uncover a company’s up-to-the-minute employee information.

True



20. Following the prompts that lead to information about a company’s employees inside that office is a perfectly acceptable sourcing technique.

True





21. Finding the internal codes that can change an employee’s password and allows a sourcer to “listen in” on that employee’s work messages is a perfectly acceptable sourcing technique.

False



22. It is legal to use a company’s telephone directory to garner information about a company.

True



23. Listening to the voice mail greetings left by of many employees within a company is a very effective, though very time consuming, phone sourcing technique.

False



24. Phone sourcing is simple.

True

25. Phone sourcing is easy.

False



26. Phone sourcing is time consuming.

True



27. A sizable number of names can be procured on a single call over the telephone.

True



28. A phone sourcer can work many hours to procure just a few names or sometimes no names.

True



29. All phone sourcing jobs are not created equal.

True



30. Most phone sourcers work “on contingency”, meaning they get paid if the recruiter makes a hire.

True



Answers will be posted to this set of ten questions here on the MagicMethod network on Friday, January16, 2009.



31. Pay for phone sourcers typically runs in the $10/hour range.

False



32. It is unusual for “needle-in-the-haystack” searches to require more than $50 per name.

False



33. Usually, 30-40 phone sourced names will result in one immediate hire.

True



34. Phone sourcing is gaining in recognition as the “it” sourcing tool for the coming decade.

True



35. A good phone sourcer is hard to find.

True



36. Most phone sourcers are Extroverts – they like to talk alot.

True



37. Many phone sourcers require a “big gang” around them to get them motivated to make those frightening Gatekeeper calls.

True

38. Phone sourcing is a nuanced, subtle activity.

True



39. In phone sourcing, what you say is more important than how you say it.

False



40. Phone sourcing is an activity than can be considered to yield “increasing returns” over time. How?



Simply, longer tenure = success. This is a pay to play business so any tenure is based on successful experience which is achieve by weeding out useless tools for successful techniques and that is gained over time. Plus,

success breeds confidence and you can't source successfully for long without confidence in your abilities. Jayson Seymour



Answers will be posted to this set of ten questions here on the MagicMethod network on Friday, January 23, 2009.