Have you ever experienced any of the following responses when making your opening comments on a cold call to a candidate (not referred by a third party):
“I get calls from recruiters all the time. Take me off your list and don’t call again.”
“Tell me the name of the company, and I’ll tell you whether or not I’m interested in listening to you.”
“I’m not interested in changing jobs.”
“How did you get my name?”
When statements like these interrupt your opening comments, it is typically an indication that the targeted recruit has had one or more negative experiences with recruiters and/or your have seriously mis-positioned yourself on the call.
The positioning begins with your opening comments, which should contain the reason for your call.
If your reason for calling does not position you as having something of value for the recruit, they will immediately begin to implement an exit strategy from the call. When this occurs, the recruit stops listening and your call has little chance of success.
As with marketing calls, you have approximately 30 seconds to do three things:
- Gain the recruit’s attention.
- Eliminate (or at least not create) a reflex rejection.
- Change the dynamics from a monologue to dialogue.
A sincere and forthright approach that does NOT try to manipulate or mislead the recruit will over time deliver the most productive results.
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Terry Petra is one of the recruiting industry’s leading trainers and business consultants. A Certified Personnel Consultant since 1975 and a Certified International Personnel Consultant since 1989, Petra has extensive experience as a producer, manager, and trainer in all areas of professional search, including retainer, contingency, and contract, as well as clerical/office support and temporary. For more information about his services, visit his website or call 651.738.8561.