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COLD-CALLING TECHNIQUES
An Article by: Marc Belaiche C.A.
TorontoJobs.ca
It is said that 80% or more of positions are filled through the
hidden job market. The hidden job market is where a position is
never advertised but is filled by someone who is known by the hiring
person or hiring company either through a direct or indirect referral.
There are several ways to tap into this market but this article
will focus on cold-calling techniques as one approach to tap into
this market.
The experts at TorontoJobs.ca have come up with their list of some
tips to use when cold-calling companies:
BEFORE STARTING:
Plan Who You Will Call
There are literally thousands of people you could speak to, but
be organized and know your limitations as to the number of calls
you can make.
Make a list of companies that you’re interested in applying
to. Be area, company and/or industry specific.
Set goals for yourself
Calling one person once a month for 6 months is more effective
than calling 20 people only once.
Do It On Your Time
The golden rule here is: “Do it on your time, not on your
boss’ dime.” Take time off work if you need to.
Also, plan on making your calls when and where you won’t
get interrupted.
ON THE CALL:
Don’t be Shy!
The first call will be tough. Not too many people are really comfortable
with making a cold call. Practice what you will say before calling
with a script if necessary.
Ask Questions
On the call, ask questions to get the other person to talk. You
learn more by asking questions than by hearing yourself talk.
Keep the Call Short
There’s nothing worse for a busy employer than to be kept
on the phone longer than is required. Pick up on non-verbal clues
that the person has to get off the phone (e.g. they’re distracted
or they’re typing on their computer).
Ask for an Informational Interview
An informational interview is a time for you to get some information
that will be helpful in your search. This can be either in person
or over the phone. This is an opportunity for you to speak with
the employer on a more casual basis to gather information about
the company or the career you’re looking for.
Ask for Referrals
Always ask for referrals from anyone you speak with. Referrals
turn cold calls into warm calls very quickly.
AFTER THE CALL:
Follow-up, Follow-up and Follow-up
Following-up is extremely important.
Assume before you even start this process that you’re going
to get “Sorry, I can’t help you” or “We’re
not hiring”. However, by the third, fourth, fifth tries, the
person will start having an idea how you can help them and that
you’re persistent.
Use some kind of method to follow-up with people, whether it’s
a manual system or automated system.
Calling is more effective than email
Talking to a live person or leaving a voice mail is more effective
than an email. If you leave a voice mail, speak clearly, spell your
name if necessary and repeat your phone number.
Don’t call too often
Depending on how large the company is or how much turnover there
is in that department should give you an idea of how often to call.
Use discretion. There is a fine line between having credibility
and being a nuisance. Don’t cross the line.
Marc Belaiche is President of TorontoJobs.ca, an internet recruitment
website specializing in helping candidates find jobs in the Greater
Toronto Area. Marc has been in the recruitment industry since 1995.
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