A "Pro" Active Strategy: Contacting Passive Candidates

The difference between coming across as a persistent professional or an annoying nuisance can be a fine line, particularly when it comes to contacting passive candidates. But what do you do when you've attempted to connect with a candidate and have gotten no response? How hard should you push when pursuing someone?

If you guessed that 23 phone messages are too many, you're right. Yet, what if you've left only one message, but have called repeatedly? Do you leave a second message?

A good way to approach contacting passive candidates is the three-strikes-and-you're-out rule. In this case, phone call number one is strike one. If you leave a second phone message right away, you're already up to strike two. Why not vary your approach? See if you can obtain an email address for the candidate and attempt to communicate with him or her in writing.

Begin your letter by introducing both yourself and the company you represent. The message should then go on to explain where you found the candidate's name. Follow this up with a brief summary of the opportunity, while asking for feedback. Is this a position of interest? If not, is there someone who could be recommended?

Be sure to provide your contact information. In addition, don't forget to include an "opt out" line so that the person can be removed from future mailings if he or she so chooses. If you immediately receive a "remove" notice, you know where you stand. Offering this option also shows respect for a person's privacy, and conforms to recent spam legislation.

If you don't receive a response to an email, follow up with a phone call. If, once again, you are unable to connect by telephone, it's recommended that you keep trying. After all, you are up to strike three. You may want to call a main number and find out when the person may be in. Finally, however, there may come a time when you have to leave another phone message.

Since this is your second phone message, indicate that you called before, have also sent an email, and would like to follow up on the previously mentioned opportunity. At this point, you may also want to ask that, if this position isn't of interest, would the person like to learn about other opportunities. Your goal, after all, is to make contact. After three tries, it's then up to the candidate.

Not every passive candidate will be interested in speaking with you but, by tempering your approach, you will be inclined to reach those who are. And you'll leave a favorable impression with the other people you attempt to contact. Every contact won't result in a homerun. However, with a winning strategy you're likely to yield more long-term gains.