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    "result": {"data":{"contentfulSkillmeterBlogPost":{"url":"effective-cold-calling-strategies-for-recruiters","title":"Effective Cold Calling Strategies for Recruiters:  What to do before, during and afterwards","description":{"description":"<p>While some HR insiders are convinced that the days of cold calling for recruitment purposes are long gone, there are still many Recruiters who apply this strategy on a daily basis. Here are some steps that Recruitment Consultants can follow before, during and after conducting a cold call which will help them to do it in an effective, professional and successful way.</p>"},"body":{"body":"<p>While some HR insiders are convinced\r\nthat the days of cold calling for recruitment purposes are long gone, there are\r\nstill many Recruiters who apply this strategy on a daily basis. Here are some\r\nsteps that Recruitment Consultants can follow before, during and after\r\nconducting a cold call which will help them to do it in an effective,\r\nprofessional and successful way.</p><p><u>Before making the cold call:</u></p><ul>\r\n<li>Know the purpose of your\r\ncall and set specific goals: Do you want to make a visit, book an appointment,\r\nfill a vacancy, present a candidate for an interview or something else? </li><li>Prepare thoroughly. Do\r\nyour research with regard to the company, their specific industry, the person\r\nyou are talking to (their background and interests; find a common ground!) and\r\nthe job position (if known already). Remember that the research is just one\r\nimportant part in the process, while the other focus should be on building\r\nrapport with the other person in a way that keeps them interested and engaged\r\nthroughout the conversation. </li><li>Plan strategically as to how\r\nyou will achieve your goal. Think about what kind of companies you want to\r\ntarget. If you are going to call companies make sure you get straight to the\r\ndecision maker, no matter what that person’s role is. Find out by asking <em>“Are you the right person to speak to regarding\r\nthe hiring of ………?”</em> Make also a list of all the companies, their phone\r\nnumbers, the decision maker’s name and the desired outcome.</li><li>In order to stand out from\r\nthe crowd it would be great to have already one or more candidates in mind who\r\ncould be presented to the company for an interview. Knowing therefore in\r\nadvance what the company is looking for would always give you an edge. This can\r\nbe found out by checking their website, looking at online job boards, the local\r\nnewspaper and their social media updates. </li><li>Be prepared and know how\r\nto handle any objection that your client may have (e.g. “You are too\r\nexpensive.” or “We are using another agency that we love working with.” or “We\r\ndon’t know how good you are.”)</li><li>Make sure you put yourself\r\nin a positive mind. Visualize in your mind how confident and positive you will come\r\nacross and sound and how you are going to succeed at each call. Some people\r\nbelieve in better outcomes by: 1) standing while speaking and 2) smiling\r\noccasionally into a mirror (placed in front of them) which makes their voice\r\nsound better and more positive. </li></ul><p><u>During the call: </u></p><ul>\r\n<li>In order to grab the other\r\nperson’s attention instantly you must start with a strong opening sentence. The\r\ntime you have to make an impact are usually 60 seconds. If you think it helps,\r\nwrite down certain phrases you want to say. <strong>Remember that the focus should be on the client’s need and not mainly on\r\nyou or your company.</strong> Thus, it’s best to tailor your script for each of your\r\ncalls and put the client and his company in the centre of attention. You could\r\nstart like this: <em>“I’m calling you for two\r\nreasons: #1 - I know that you are looking for a Software Engineer. I just\r\nconducted a highly interesting interview with a very suitable candidate for\r\nthis position….. #2 - I heard about your latest product (xyz) and would like to\r\nknow some more details about it regarding ……..”</em> or <em>“Last week I filled a similar job position with your main competitor\r\nand as you are aware, it’s very difficult these days to find the right\r\ncandidate. Are you interested in knowing more about the research we’ve done in\r\nthis particular area? …..” </em></li><li>Mention once in a while\r\nthe other person’s name (remember the decision maker!). It will make the person\r\nfeel more important and valued. </li><li>Have your job order form\r\nin front of you to make sure that you ask all the right open-ended questions\r\nwith how, what, when, who and why. (Some examples: How long has this job\r\nposition been vacant? What are the main duties of this vacancy? When is the\r\nperson expected to start this job? Who does the person have to report to? Why did\r\nthis position arise? Have you listed this vacancy with any other agency?). Bear\r\nin mind that by asking the right questions you will get the other person to talk\r\nand share relevant information about what they are looking for and you show at\r\nthe same time your interest in them. This allows you to market your features\r\nand benefits appropriately. </li><li>Never interrupt the person\r\nduring the conversation and show great listening skills. Use positive words\r\nwith a positive tone of voice at all times. </li><li>Let the other person know that\r\nyou have good market and business knowledge. You could try to add value to the\r\nconversation by providing the person with some industry or corporate\r\ninformation which they might not have known yet. Reading the latest news can\r\ntherefore be very beneficial and set you apart from other competitors. </li></ul><p><u>After the call: </u></p><ul>\r\n<li>Stay well organised and keep\r\nrecord of the status of all companies regarding their hiring needs. Follow up\r\nagain at a later stage and stick to any promise you make over the phone. </li></ul><p>Last but not least, if after\r\nfollowing all these steps you are still struggling with making successful cold\r\ncalls you might want to try another strategy: sending out “cold emails” by\r\nproviding a CV for a job vacancy to be reviewed along with some company\r\nbackground information, website and other clients referrals. You could use this\r\nas your first approach which then can be followed up with a “warm call”. The\r\nadvantage would be that you can start to discuss about the candidate straight\r\naway without having to make any further company introductions. Furthermore, it\r\ncould also lead to fill other job openings that the company has.&nbsp;</p>"},"authorName":"Karin Schroeck-Singh","authorBio":{"authorBio":"Karin Schroeck-Singh is a passionate Public Speaker, eBook Author, and a freelancing Online Content Producer. She has an MBA from the University of Leicester (UK) and gained 18 years of international work experience in Italy, the UK and India."},"publishedOn":"2015-04-09T12:30:09.863Z"}},"pageContext":{"id":"f097f74f-7fd8-59e6-9188-07e81b2be783"}},
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