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Straight Talk for the Recruiting Profession

Articles tagged 'coldcalling'

Cold Calling, Jeff's On Call!

3 Ways to Get Past the Gatekeeper


The first and most important thing a recruiter must do is get through the gatekeeper to the prospective client. Smiling and dialing is fine for voicemails you hang up on, but placements aren’t made that way. You might as well be talking to your kids.

If you follow me, I’ll show you where the secret passages are to get past the guards at Placeland.

1. Find the Hiring Authority

More placements are lost by calling the wrong person than any other reason. That’s why the recruiter’s bumper sticker reads, “So many sendouts, so few offers.”

Ask Barb

Avoiding the Hot Lead Brush Off

Ask Barb

Dear Barb:

My sales people get very frustrated when they get a lead from a candidate that a company is hiring. They call in and the prospective client says they are not hiring. At that point, you can’t call the client a liar, even though you know they are. In the past, this is the way we landed many new clients, but it’s not working in this market. Do you have any suggestions?

Emily H.
Minneapolis, MN

Dear Emily:

When you have a candidate inform you of a company that is interviewing,

Business Development, Cold Calling

Your Pitch Will Stand Out When It’s About Them


elevatorpitchDoes your elevator pitch sound anything like this? Hi, I’m Bob and I recruit the smartest people who can hit the ground running for the best companies in the area. And I can do the same for you.”

Not too bad?

Wrong, says Ian Altman. “The best elevator pitch shouldn’t explain what you do,” he says, “if your elevator pitch talks about WHAT you do instead of WHY people might need what you do, then your message is likely falling on deaf ears.”

Industry News

Are We Nearing A World Without Passives?

Job seeker motivations linkedin 2014

Talent trends overGetting the cold shoulder from your LinkedIn prospects? Maybe it’s just bad luck that you’re sourcing for high demand candidates who may be in that rarefied category called “super passive.”

Most of the workers of the world who visit LinkedIn are open to a new job and, in the U.S. 43% of them are open to talking to recruiters. Even the ranks of the super passives are in decline, dropping 25% globally (from 20% to 15%) since a survey in 2012.

In the largest survey the business networking site has undertaken, more than 18,000 LinkedIn visitors shared their attitudes about job prospecting and career satisfaction. Several hundred from each of 26 countries participated, in many cases expressing very similar feelings about how actively they are looking for a new job and what it is that would prompt them to make a switch. (The full report is available

Cold Calling, How-To

Working With Gatekeepers and Candidates

2-minute coaching

Editor’s note: Monthly in The Fordyce Letter Gary Stauble addresses issues of importance to every recruiter. In this column reprinted from the March issue, Gary tackles gatekeepers and presentations.

Topic #1: Getting Past the Gatekeeper

So you’ve done the work of tracking down the name of a key individual and now you’re about to make that all important call but you’re worried about being questioned by a gatekeeper. Here are some ideas for making sure that your call gets put through:

Cold Calling

Yes’ Could Mean ‘No,’ So Just Talk To Me


Just talk to me.

I saw a post in a sales group on LinkedIn: “How do you generate leads of potential customers in B2B, industrial products, raw materials or semi-finished products?”

Actually it was a poll and 33% said they did geographical screening/searching; 33% said they used fairs, ads, associations, the web and etc.; and 33% said they used “other,” but it didn’t say what “other” was.

I bet it’s cold calling.

You can take the poll here and view the collective wisdom of others immediately.

Cold Calling

Few Recruiter Messages Get Returned the Same Day – Or Ever

survey on calls being returned

If you rarely get a same day call back from a candidate or a client, it’s not you. Less than 5% of recruiters report getting their calls returned the same day.

Count yourself lucky is you get your calls returned at all. One survey by a messaging service said only 33% even listen to messages from business contacts. From numbers they don’t recognize, a mere 18% will listen.

That doesn’t mean they bother to return them. Some surveys of cold-call response rates found that one-in-twenty messages will get a response. The longer the message, the lower that response rate goes. Improving the call back percentage, even by only a few points, can make a big difference in client acquisition. Improving both the number of calls in which you actually speak with a live person, as well as improving the percentage of call backs is the key part of Jim Domanski’s session at the upcoming Fordyce Forum.

Cold Calling, How-To

Getting the Recruit To See You As A Counselor

Cold calling logo

Note: This is the final part of a four part series on cold calling. In part one, Terry talked about the first 30 seconds of making a cold call. Three goals must be achieved in that time, he said: Get attention; Avoid rejection, and; Establish a dialogue. In part two, Terry explained how to begin a dialogue with a client explaining why it is you called them and what you can do to help them. Last week he offered a number of openings that will get the attention of a candidate, even one who’s been hearing from other recruiters regularly

Setting a proper frame of reference with a recruit should be a primary objective during your first in-depth discussion. This will determine whether or not the recruit views you as an asset or a liability.

For the purposes of this article, we will define a recruit as someone with whom you have initiated the first contact, and someone who, at the point of that initial contact, was not actively seeking a change in employment.

Remember: The decision a recruit makes will impact their life to a greater degree than it will impact yours.

Keeping this in mind, it is imperative for you to quickly identify with the recruit any and all potential motivations they may have for a possible job change. This can best be accomplished by asking certain questions. The answers will quickly establish a realistic frame of reference between the two of you, and serve as a foundation for your relationship.

Cold Calling, How-To

Here’s How To Grab That Hot Recruit’s Attention Fast

Cold calling logo

Note: This is part three of a four part series on marketing calls. In part one Terry talked about the first 30 seconds of making a cold call. Three goals must be achieved in that time, he said: Get attention; Avoid rejection, and; Establish a dialogue. In part two, Terry explained how to begin a dialogue with a client explaining why it is you called them and what you can do to help them. The final part will be posted next Thursday.

Have you ever experienced any of the following responses when making your opening comments on a cold recruiting call (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 you have seriously mispositioned yourself on the call. Although you have no control over the recruit’s previous experience with recruiters, you can and should control your positioning on the call. This 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.

Cold Calling, How-To

How-to Dial For Dollars After You Email For Interest

3 Keys illustration teleprospecting

Note: If you’re serious about drumming up new business by tele-prospecting, Jim Domanski says “you absolutely, positively need to integrate emails into your approach to the market.” He detailed how to do that in “Six Steps to Emails That Get You the Call.” Today, Jim explains how to use the phone to follow-up on the email and seal the deal. Before you read this, review his previous article to refresh your memory. Jim will be presenting his telephone prospecting workshop at this year’s Fordyce Forum in June. To learn more about the year’s conference check Fordyce Forum 2013.

Be careful how you approach your prospects. Take it a step at a time and work in small batches. First, build a list of about 20-25 names. This is a manageable number when you are trying to coordinate a mail out program with a telephone follow-up program. (Depending on your other tasks and responsibilities your email campaign might be sent to more or less.)

Send your emails out either the day before you call or several hours before your scheduled call. This gives your prospect time to see and read your email. It also gives them time to digest your message; give it some consideration. Whatever the case, you want to make your follow-up call after no more than 24 hours. Your email was designed to catch your prospect’s attention, but that attention span is short. Strike while the iron is hot.