Comments on: Testing the Gatekeeper

By: David Sweet

David Sweet — Wed, 01 Aug 2007 01:38:00 +0000

Maureen makes many excellent points about tone of voice and power. Don’t forget what the purpose of the gatekeeper is: not to keep people out, but to let the right people in. As a recruiter, you need say the right things to make yourself the right person. Gatekeepers can become some of your best allies should you know their role and use it to your advantage.

By: Bruce Dielissen

Bruce Dielissen — Mon, 30 Jul 2007 04:12:00 +0000

Professional sale people have been employing the ‘getting through the Gatekeeper techniques’ for years. If you want to learn some good strategies that you can adapt to your sourcing tactics, get a good book or video on sales techniques. Personally, I prefer to answer a question with a question (usually without missing a beat or long delay) to ensure I understand the tone or scope of the question when a Gatekeepr questions me with ‘Are you a Recruiter?’ I’ll say something like ‘Why? Have they been barred from calling your company?’ Or, ‘Why? Are you getting a lot of calls from Recruiters lately?’ I guess one could even answer ‘Why? Are you planning on leaving that fine company of yours?’

By: Maureen Sharib

Maureen Sharib — Mon, 30 Jul 2007 03:35:00 +0000

When I said ‘hang up’ I do not necessarily mean just hang the phone up! The original paragraph, before editing for publication, stated:

‘After you?ve explained your supposed mission ad-nauseum and you can feel your tongue tied up in knots inside your mouth and your heart beating like a jack-hammer inside your hollow chest and a dark, heavy feeling in your gut and she asks you, out of the blue, ?Are you a recruiter?? what is it you think you?ve done wrong? Yes, that?s right; you?ve said WAY TOO MUCH. Hang up, shorten things drastically, and get back on the phone.’

Curious, though, that you would take this to mean that I recommend rudeness. In the future I will be more careful in my writing.

You misunderstood if you interpreted what I said to be
‘acknowledging that deception is an acceptable tool in recruiting’. If you read the sentence carefully, you will note that I said, in reference to someone misrepresenting themselves:

‘I’m not going to go there; you know what you did wrong.’

By: John Reynolds

John Reynolds — Fri, 27 Jul 2007 04:25:00 +0000

Two ideas in this piece call for a response. First, the author recommends hanging up when asked if one is a recruiter. Even if politely done, this doesn’t seem very forthright. You initiated the call; the least you can do is complete the transaction, professionally and with integrity. Second, the author seems to be acknowledging that deception is an acceptable tool in recruiting (the example of the recruiter posing as a fellow employee to get what he wants). If these are examples of standard practice in our profession, then I think I know why recruiters are held in such low regard in some quarters.

I am new to executive recruiting, and so I may have missed the author’s meaning. I certainly hope so, and I look forward to comments that would show that I misinterpreted these points.

By: Ross Clennett

Ross Clennett — Wed, 25 Jul 2007 11:48:00 +0000

Brilliant article, Maureen. As an amateur actor before I became a recruiter I learnt very quickly the positive impact of effective vocal use over the phone. I also fully endorse the technique of identifying yourself upfront. When I started using that technique many years ago I found it completely wrong-footed the Gatekeeper to such a degree that I inevitably got what I needed from the call. More articles like this, please!

By: Jean-Paul Renard

Jean-Paul Renard — Wed, 25 Jul 2007 08:58:00 +0000

In being a successful sourcer for almost 20 years now, I can truly appreciate this article. Although I would have loved to read a more in depth article as I am always intrigued with brilliant people such as Maureen, I am reminded that the principle’s of sourcing are very basic. Honesty, directly asking for what you want and confidence are the foundation to sourcing. However, I would like to add something that is rarely spoken about, attitude or for lack of a better term ‘how you are feeling before you make that call’. Although, it is important to work through the times you do not ‘feel like working’, it is equally important to monitor when your mood is not in the right place to make those calls. If you are truly disciplined with your work habits, in my opinion it is important to monitor your mood before making your calls. A positive, confident, firm and friendly state of mind will overcome any objections, mis-steps or poor choose of words you may have created. Stay positive, believe you can and you will find that the person on the other line will reflect the light you are sending. Thanks for your great work Maureen. I always look forward to your articles.

By: Alan Ernst

Alan Ernst — Wed, 25 Jul 2007 08:22:00 +0000

Maureen great article.
I wish you would write more about recruiting passive candidates

By: George Martin

George Martin — Wed, 25 Jul 2007 06:32:00 +0000

As a veteran recruiter with almost twenty years within the industry, I ‘ve always admired Maureen’s various articles on sourcing over the past several years. Her recent article on ‘Testing the Gatekeeper’ was outstanding because it reminded me of the basics I sometimes have forgotten to do. She mentions that ‘testing and selling ourselves’ is a must inorder to get thru the gatekeepers. Maureen reminds us that its all about the ‘psycological process in our communications skills’ that gets us our results! I appreciate Maureens wisdom and industry knowledge…and her examples are right on target of how we project ourselves over the phone. This is something all of us (entry or senior level) should be monitoring ourselves on.

By: David Perry

David Perry — Wed, 25 Jul 2007 03:32:00 +0000

Maureen, insightful post as usual. it is indeed all about control AND it starts with your voice inflection. As the labor market gets tighter each and every call [or failed call] counts for more. It’s been my experience that very few people practice their voice and if they did they’d increase their hit ratio by 100-200%. the psychology of the dance with the gatekeeper is so critical. People forget – as you aptly point out – that they assume their power when you appear to be acting in a subservient manner AND are quickly put in their place if they sense you’re a higher authority. Nice piece. i’d love to see more articles like this.