Ten Things to Love about Cold Calling

http://www.creativefreelancerblog.com/designers/ice-cold-calling/

Cold-calling is a way of approaching an employer by telephone. Although some people handle their ability to engage a cold-calling better than most of the others, contacting a potential employer can be quite stressful.

We have made a “ten thing list” about what to love about cold calls. So before you find yourself in a stressful situation remember all the benefits this tool brings.

1) It Works – Cold calling works! It requires skill, the right mental attitude, and an iron will. Those three things make me smile!
2) Speed – I can go as fast as I can, and take on the attitude of, “There is somebody out there who is ready to do business with me… I’m gonna find ‘em!”
3) Efficiency – Think of cold calling as a quick filter. You can quickly learn who your best prospects are going to be.
4) Sharpens Skills – You have to be quick on your feet, maintain composure, and always be professional. Nothing sharpens skills like cold calling!
5) Keeps Me Humble – All great sales people can get a little cocky sometimes. No matter how good you are, you are going to have days when you get beat up on the phone. A little humble pie is a good reminder that we can always get better.
6) Hidden Prospects – There are prospects out there that have a need and are ready to buy. Nobody knows about them until the cold caller finds them!
7) Follow-Up Opportunities – Cold calling creates follow-up opportunities. I love it when a prospect says something like, “I have X, Y, and Z going on right now, but call me in two weeks.” When I call them back, they are “often” ready to have a professional conversation. The more I cold call, the more follow-up opportunities I create!
8) Builds My Pipeline – As a salesperson, it isn’t a natural tendency to be organized. Business opportunities can fall through the cracks. Cold calling makes it easy to sit at my desk, and build a pipeline. I use my CRM to keep quality notes on all of my prospects. Everything I need is in front of me.
9) Multiple Decision Makers – Within seconds, I can try to reach multiple decision makers within a company. If one isn’t available, I try the other one!
10) Willing to Do What Others Won’t – I love cold calling. I tell myself that every day. In fact, I make it a point to walk into the office, turn on my computer, and dial my first call before I do anything else. It sets the tone for the rest of the day.

Prepared by Deni Jelinčić, Social Media Project Coordinator

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Conversation Extenders

One of the characteristics of a good recruiter is curiosity – a compelling internal need to know what’s going on and why. This curiosity can be developed and nurtured. By asking curiosity based questions, the recruiter is demonstrating interest in the other party, thereby increasing trust. (After all, they realize that if you know them better, you are better able to serve them). Extending the conversation has other benefits, such as increasing the recruiter’s overall knowledge of the situation, the company’s situation, the likelihood of fill (or placement, if you’re talking to a recruit). You also increase your odds greatly of hearing about more openings, both from the candidates and from the HM’s you’re talking to. And also you increase your odds of getting referrals both to other companies and to other potential recruits. After all, you increased trust by doing something that few other recruiters have done – indicate interest!

Here are some of the examples how to extend a conversation:

Oh, really…tell me more.
Can you give me an example?
How does that affect your department?
How does that affect you?
What do others think of that?
What do you mean when you say….
When did that start?
Could you just talk more about that?
Would you go into a little more detail about….
Why?
Why is that important?
Why is that an issue?
Does that affect your productivity?
What affect does that have on your bonus?

This article is a GRN Corporate property.
Prepared by Deni Jelinčić, Social Media Project Coordinator