What are good phone scripts for passive candidates?First, what is a passive candidate? So a passivecandidate is somebody that we don’t know islooking for a job until we contact them. Andwe want to try to solicit them to get theirattention about the opportunity that I havefor them and recruit them. So, the best approachin scripts when trying to target these passivecandidates, it goes like this, it’s kind ofstructured and I coach my team to keep itin a real structured manner. The first reachout needs to be kind of soft. You need totell them what you’re all about, what youkind of do in a quick manner and relate whatyou do and how it can benefit them in a way. For example, Hi this is Kathleen Steffey,and I’m a National Recruiter with Naviga. We are a sales and marketing executive searchfirm. I have many Director of Sales opportunitiesall across the United States. I thought itwould be good to connect for a future opportunityand at the very least, good to network. Sothat’s soft, right? I’m not in their face,telling them about a job, right? I’m talkingabout a relationship or potential future relationshipbetween me and them to network, let’s keepin touch. So once you hear a reply from thatsoft approach and somebody says, I’d be interestedin connecting, I’d be interested in hearingmore for future opportunities, whether it’son LinkedIn, whether it’s over email, whetherit’s over the phone, that they’re tellingus this, then we go in for a more direct approach. That says, Cool, so glad you responded tome, it just so happens that I have an opportunitythat fits your need or potentially, I’ve gota Director of Sales role on the West Coastin San Francisco right now that’s lookingfor somebody like you and if you’d like toexplore it I’d love to, you know, talk andschedule an appointment. So then we’re goingand we’re getting a bit more formal, right,but it’s not in your face because people today,just like sales, they don’t want to be oversold. Even when you’re trying to recruit them foran opportunity. They want to feel like they’remaking the decision to call you and it’s nottoo intense and in your face. And then that’swhen you explore it, you know, you sell theopportunity a bit further, you make sure thatwe’re meeting the needs of their expectationsand what their interests are based on thecurrent opportunity that you have for themand even when you’re exploring your corporationand talking about the future for the corporationand the growth for that sales department,you make sure that you’re capturing theirneeds and interests when you’re communicatingwith them. So those are the key steps on justkind of lassoing these passive candidatesand getting their attention. It’s not hard,it’s not a hard sell, it’s softer than itused to be because people have choices, soyou need to be real strategic in your approach. What do you think about this approach andwhat is yours when you go and try to attackpassive candidates?