Sourcing tools are cool, but…

Greg Mallory, Executive Recruiting Sourcer

 Search
What is Strategies Prospecting Effective
Boolean? using Analogy Messaging
Boolean

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Every Search begins with…

You’re
Welcome!

Deductive
Logic
NOT

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The 3 Boolean Operators

nurse manager nurse manager nurse manager

AND OR NOT
The AND operator will The OR operator will The NOT operator will
return results that return results with only return results that
include both keywords; nurse, with only manager include nurse and
nurse and manager and with both nurse and exclude manager or
manager. “nurse manager”

Most tools, databases and search engines recognize

the 3 Boolean operators though their syntax varies…

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Boolean + Search Operators Google Syntax
• Syntax = Space between keywords
AND • Results that include both keywords; nurse and manager
nurse manager

• Results that include one or both keywords

OR • Use OR or | (the pipe symbol is located on the right side of the keyboard under Backspace
nurse | manager

• Syntax = Minus sign (-)

NOT • nurse –manager = “nurse” but not “manager”
nurse –manager

• Use to find an “exact phrase”

“” • Quotations must be facing the correct direction
“nurse manager”

• Use to match one or more unknown words in an exact

* phrase (must be in “”)
“ * nurse manager”

• The keyword must appear in the title of the page

intitle: • intitle:nurse
intitle:nurse manager

• The keyword must appear in the URL of the page

inurl: • inurl:”nurse manager”
inurl:nurse manager

site: • Search only one website or domain site:www.linkedin.com

filetype: • Find documents of a the specified type filetype:pdf

intext: • The terms must appear in the text of the page. intext:“nurse manager”

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Search Operators Pop Quiz
AND Keyword must appear in the text of the page.
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OR Keyword must appear in the title of the page

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NOT Use to find an “exact phrase”

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“” Find documents of the specified type

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* Results that include one or both keywords

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intitle: Search only one website or domain

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Match one or more unknown words in an exact
inurl: 7 phrase

site: The keyword must appear in the URL of the page

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Results that include both keywords; nurse and
filetype: 9 manager

intext: Keyword excluded from results

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Search in Google – Important Tips
Search strings are limited to 32 words
• Google search limits search strings to 32 words
• Each word is also limited to 128 characters

Use Verbatim mode to force search results based strictly on your search string
• In an attempt to improve search results for the masses, Google uses semantic
search in it’s search algorithm to better understanding the intent of the searcher
through contextual meaning.

Benefits of Verbatim mode

To Activate Verbatim Mode
1. Click on “Tools” • All search terms included in results
2. Click on Verbatim • Match exact spelling
• Use the same tense (e.g., “is” and “was” will
be seen as distinct)
• Use the same verb form (e.g., “swimming”
and “swim” will be seen as distinct).
• Use the same plural vs singular form (e.g.,
“hat” and “hats” will be seen as distinct)

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 Search
What is Strategies Prospecting Effective
Boolean? using Analogy Messaging
Boolean

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 Search Strategies – Google search bar
Cut & paste in your Google search bar: inurl:resume | intitle:resume “rn” | “registered nurse”

How would you describe the results of this search?

Use NOT/- to reduce the “noise”

Enter this search string in
your Google search bar:
inurl:resume | intitle:resume
“rn” | “registered nurse” -jobs -
job -sample -template -apply -
application -talent -recruiter

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 Search Strategies – Site Search aka x-raying
Identify the URL patterns that will surface profiles from
the site being searched

•2 types of profile URLs Why site search LinkedIn?

Default URLs • /pub/ in the URL Using Linkedin’s search, without a LI
Recruiter license, you can view up to 100
Personalized/Vanity URLs • /in/ in the URL
profiles free.
Example:
Site Search = Unlimited profile views!
•Include both (“in” & “pub”) in your Search String
site:www.linkedin.com/in | site:www.linkedin.com/pub

Noisy Results
Use the URL to Eliminate Noisy
Search Results
• Find the text in the URL that the noisy results
have in common
• Use –inurl: command to eliminate it
• Add -inurl:“dir” to Search String
• Re-run Search

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Search Strategies – Site Search aka x-raying
Identify the URL patterns that will surface profiles from the site
being searched

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 Search Strategies – Site Search
Identifying the site’s structured word
patterns to correctly identify profiles on
the site

1. Look over the website to find a

snippet of data that all of the results
you are looking for have in common

2. Add the found snippet to your

Search String

• “Greater Seattle Area”

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Search Strategies – Site Search
Identifying the site’s structured word
patterns to correctly identify profiles on
the site

3. Test & Adjust

• “Greater Seattle Area” VS.
intext:“Greater Seattle Area”

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Search Strategies – Site Search aka x-raying

• site:indeed.com/r

•site:quora.com/profile

• site:linkedin.com/in/ | site:linkedin.com/pub/ -intitle:"profiles" -inurl:"dir/“

• site:zoominfo.com -inurl:"people-search" -inurl:"pic“

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Search Strategies – Document Sourcing

Which documents should you search for?

• Resumes
• Conference Attendee lists
• Employee rosters
• Lead lists
• Candidate Research lists

Supported Filetypes

• PDF
• XLS
• PPT
• DOC
• ODP (OPENOFFICE PRESENTATION)
• ODS (OPENOFFICE SPREADSHEET)
• ODT (OPENOFFICE TEXT)
• RTF (RICH TEXT FORMAT)
• TXT (TEXT)
• XML (EXTENSIBLE MARKUP LANGUAGE)
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 Search
What is Strategies Prospecting Effective
Boolean? using Analogy Messaging
Boolean

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How you think… makes the all the difference
Sport fishermen, game hunters and Dog “the bounty hunter” all
have one thing in common…

They study and understand the behavior patterns of their prey

To understand the behavior patterns of a prospect combine…

•Intellectual empathy is an awareness of the

need to imaginatively put oneself in the place
of others so as to genuinely understand them.
Empathy
•An Analogy

A good
analogy

If an offer extended is equal to a marriage proposal

and the 1st day is equal to the wedding, what is a
prospecting email from a Sourcer/Recruiter equal
to?
Understanding
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A prospecting message is equal to…

The “pick-up” line

Ranging in style from simple (“Hi my name is…”) to the
most absurd, the often bemoaned pick-up line is simply
an attempt to spark a conversation.

7 Elements of a bad “pick-up” line

1. Self-centered (focus on my win, only)
2. Attempting to move too fast
3. Recipient unclear of how they could benefit
4. Delivered to the wrong person (Out of league, wrong orientation,
unavailable/status)
5. Poor delivery (sounds canned/unoriginal, feels impersonal,
boring/uninteresting)
6. Over-sells/under-sells
7. Poor Situational Awareness. (timing/location/volume/tone)

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 Poor messaging is to “no response” & tarnished
recruitment brand as Bad pick-up line is to solo
Uber ride and drunk dialing
7 Elements of a bad “pick-up” line

•1. Self-centered (focus on my win, only)

•2. Attempting to move too fast
•3. Recipient unclear of how they could benefit
•4. Delivered to the wrong person (Out of league, wrong orientation, unavailable/status)
•5. Poor delivery (sounds canned/unoriginal, feels impersonal, boring/uninteresting)
•6. Over-sells/under-sells
•7. Poor Situational Awareness (timing/location/volume/tone)

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 The Hall of Shame Text message received by a friend
that does NOT and will NEVER sing…

MRW When a recruiter says I’ll be a “great fit”,

but just in case, who else do I know?

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 Search
What is Strategies Prospecting Effective
Boolean? using Analogy Messaging
Boolean

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Effective prospect messages…

Strong Subject
Line “The people you want
to reach the most are
Authentic & the ones who, by
prospect focused default, delete emails”
– Seth Godin
Include a “Call to
Action”

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Subject Lines Matter
Test your Subject Line
35% of email recipients decide whether or not to open
an email based on subject line alone

69% of email recipients report email as Spam based

solely on the subject line

35% of business professionals check email on a mobile

device

Length
• Long subject lines will get cut off by mobile devices
• Stick to 50 characters or less
Personalization
• Emails that include the first name of the recipient in the
subject line have up to a 26% better response rate
• Name or location in the subject line adds a feeling of rapport
• Don't get creepy
Action
• Subject lines that begin with action verbs tend to be a lot
more enticing
• Actionable subject lines instilling urgency and excitement.
Urgency
• Subject lines that create a sense of urgency and exclusivity
can give a 22% higher open rate.
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Authentic & Prospect focused

DO •Prospect Focused (WIFM)

•Write in your “voice”
•Tell them the specific reason you are interested

•Generic Flattery

DON’T •Hyperbole
•Poor targeting
•Written by a toddler or an Attorney

Call to Action
Research shows that people are more responsive and willing to help if they’ve been given clear directions.
You sent them a message for a specific reason, usually to draw attention to a job or opportunity, so make sure the
candidate knows that!

Possible next steps could involve:

•A simple ‘reply’
•A follow up call
•An in-person meeting
•A formal interview

Be specific with your next step. If you’d like to arrange a call, provide a few times that work and ask the candidate to
select one.

Reduce the mental energy that candidates need to expend answering your message, and make it far more likely that
they’ll respond.
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 Breaking up
When & Why break up?
• Multiple attempts without a
response
• Activate loss aversion/FOMO

Elements of a good
break-up email
• Reference the fact that you’ve
consistently tried to connect with
the candidate
• Mention that the candidate has
never replied
• Tell the candidate that this is your
final email
• Let them know what they’re
missing out on
• Give them an easy way to get back
in touch
A Final Word…

Go beyond the obvious

Thought leaders aren’t necessarily brilliant. They just know how
to find the relevant knowledge from seemingly unrelated
knowledge pools and bring it back in a consumable format for
their industry.

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