Get Organized to Source at Your Best

In Scott Beardsley's article on ERE, "Tips to Consider When Directly Sourcing for Candidates", he brings up some great point about setting the stage for good sourcing.  These can be applied in sourcing for candidates or for a new clients.  There is preparation that needs to be done BEFORE you pick up that phone:

Spend the time to build a list of 50 names before you start calling.  Now this number can less based on the scarcity of the skills you're looking for, but the point is to complete the first step before moving to the phone.  Know your pitch about your requirement inside and out. Homework, homework and more homework.  Prepare rebuttals BEFORE you get them.  Clear a two hour block in your schedule.  Many times I've had sales and recruiters block out time in their outlook calendar for each step in the recruiting cycle to help them when they have trouble getting motivated to do something they don't enjoy.  Have a note pad ready or your note area of the ATS open.  Write everything down that the candidates say, good and bad.  GET YOUR HEAD RIGHT!  Set your attitude into a "can do" mode. 

After the first couple of calls, you will become more comfortable and in an easy going attitude and the "no's" won't affect you and help you to get those opportunities that put money in your pocket.