References are an excellent way to identify new candidates and sales leads. Every reference call you make should end with strategic questions meant to generate these new leads.

SALES LEADS

Conducting reference calls, especially supervisory references, is one of the easiest ways to generate new sales leads. This is because when people give references, they are not in a sales mindset. This puts the reference in a position where they will feel comfortable speaking with you and allows for an easy transition from a reference call to a sales call.

Regardless if the reference is a hiring authority, ask them if there are any openings within their department. If the reference is a hiring authority, and they tell you that they do have current openings, ask them if you would be able to assist in filling the open positions. If the reference is not a hiring authority, ask if they may be able to help connect you with the person who is hiring for the open positions.

TASK: Create a word track for turning a reference call into a sales call.

CANDIDATE LEADS

Identifying passive candidates is extremely valuable and asking for leads from a reference can be a great way to discover potential candidates that may not be on the job boards. Do this by asking if the reference knows anyone that may be currently looking for a new job. In addition, address if the reference themselves may be interested in hearing about any future opening you may have.

If the reference hesitates in giving you an answer, most likely they would be interested but may be unable to speak freely if they are currently working. If this happens, ask the reference if you can call them back at a better time. Asking this question can provide you with additional MPC candidates that you may be able to submit to future open positions.

TASK: Create a word track for asking a reference for candidate leads.

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