Quiz Wiz (Phone Sourcing)

[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 are posted after each set of ten questions. A grading system (of ten) is provided as well after each set. 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 there so others may learn from your mistakes! On occasion, I will come in and make comments about your answers - I promise not to be too snarky!
;)
SET 1
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!
******

SET 2
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!
******

SET 3
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!

SET 4
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!

[Caryn-execmining]

Maureen: Great quiz. You hit the nail on the head with questions 24 & 25.

Thanks

Caryn Ewald

Dir of Research

Executive Mining, Inc.

770-926-6485

[Maureen Sharib]

Thanks Ed!

[Ed Baldwin]

Maureen:

Great stuff on your site.

Thanks

ED

[Maureen Sharib]

Bob - you did a great job!

[Bob Williams]

SET 1
1. Most Gatekeepers (receptionists) identify their company and themselves when they answer your call.
True – and those that don’t usually just identify the company and not themselves


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.- the bossy tones never work… I like to ask for help and it usually works

3. Lying to a Gatekeeper can produce results.
True – depends on the lie and whether you can do it and be comfortable with it. Not usually a good idea.


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 – remember what your momma told you, lies get harder the more complex they get…

5. There can be legal ramifications to misrepresenting yourself on a call as one of the company’s employees.
True – I’m not sure why anyone would do this, since you then have to explain it away when you talk to your target…


6. Many Gatekeepers are instructed by their bosses to keep callers away from him/her “no matter what.”
True – that’s why my 2nd call is always either before they get in for the day or after they leave


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

False – you can bypass anything with enough effort. Try the direct dial, maybe the next number up from the gatekeepers number?

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

False – phone systems are like vines, they all interconnect in some way.

9. Finding a company’s “internal dial system” is “strictly forbidden” by most companies.
True
False – how would they even know?

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 – for what?

SET 2
11. Simply asking and asking simply are two different things.
True – it’s all in the tone and pattern. The more complex you get the more suspicions you raise.
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 – oh, the information is there, but they can only look it up by name in many instances.


13. Asking a Gatekeeper how she’s “doing today” is likely to help/hinder a sourcer’s cause?
Help
Hinder – unless it falls naturally into a conversation the question is usually a negative. If they ask me I’ll answer and then ask them in return…

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 – unless you really are Danny DeVito’s character in “Other Peoples money” why would you do this, besides, it may be just a bit over the legal line….

15. Some phone sourcers “ruse”.
True – if by “ruse” you mean fool someone, it may just be that we don’t give them enough information to get suspicious about us.


16. Calling a company with the intent to hire good employees for your own company is:
Okay - why else would you be calling them???

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 – the old “you catch more flies with honey” saying is so 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 – ain’t automation great 


SET 3
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 – messing with the voicemail system might be just a bit illegal…

22. It is legal to use a company’s telephone directory to garner information about a company.
True – isn’t that what a directory is for?


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 – I especially like the ones where they give you alternat numbers and contacts… gotta love it!


24. Phone sourcing is simple.
True – as long as you don’t develop call reluctance 


25. Phone sourcing is easy.

False – if it were all that easy nobody would pay other people to do it for them.

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 – there really are some brick walls in this business…


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

SET 4
31. Pay for phone sourcers typically runs in the $10/hour range.
False – more like $30 or more a name depending on the difficulty…


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

False – if it takes me all day to find that one name it better pay more than $50

33. Usually, 30-40 phone sourced names will result in one immediate hire.
True – if the recruiter can’t persuade one out of 30 to consider the position it’s a waste of time…
False

34. Phone sourcing is gaining in recognition as the “it” sourcing tool for the coming decade.
True – not sure about this one, but experience shows that it works!


35. A good phone sourcer is hard to find.
True – it’s gotta be true, or everyone would be doing it, right?
False

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

False – I think to be good you have to Listen a lot…

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

False – now, telemarketers, they like a gang, but me I like the quiet room…

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?

Over time, you become more efficient at locating the right people and identifying the best method of getting into a company. One of my favorites is to call their automated system after hours and just go through the phone tree or directory. Once you have accessed a company once, the next time is even easier because, if you keep records, you will know the people who will cooperate and those to avoid at all costs. It also becomes easier as your comfort level increases….

Not sure what else to say, anyhow, I gotta get back on the phone