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Why Recruiters Still Need To Master Cold Calling This Year

You might have heard that cold calling was on the way out for recruiters. You heard wrong. Cold calling is still an absolute gold-mine of opportunity in 2018…provided you do it right.

 

However, aren’t AI and social selling taking over all kinds of sales, including recruiting?

With the onrush of artificial intelligence in recruiting and the exploding role of social selling roles via Facebook, Twitter and LinkedIn, a strange thing is happening in the world of sales.

The sound of the human voice on the phone is becoming a novelty.

The key to translating cold calls into billing numbers lies in being human. It always has been.

Successful cold-calling is about the human rapport. It is the human skill of noticing a person’s voice is showing signs of impatience and changing tack. It is about making a joke or sharing your disgust over the weather. It is about knowing that the person on the other end probably has a recruitment frustration, and just figuring out how to get them to tell you.

 

social sellng-GSR2R

 

The person who can sell well on the phone is the one that succeeds in creating a genuine, human rapport.

After all, would you chat and laugh with a robot on the phone? Moreover, do you get the same feeling of personalisation from seeing a vacancy pop up on Facebook as you would if a recruiter took the trouble to call you to talk about a role? No, didn’t think so.

Cold calling can be your ticket to an exploding talent and client pipeline. Really. You just have to put all your effort into being as good at is as you can be. And with so many recruiters happily turning their backs on cold-calling, you can stand out in a way you could not before.

 

So let’s get on with it. Here are some killer strategies for cold-calling.

Whether you are cold-calling a prospect or a passive candidate, you can’t behave like a robot. Don’t read off a script or you will put people off instantly.

Show that you have done your research. Nothing puts people off more than a generic opening. If you are calling a client, show that you already know what vacancies they have right now, and have a suitable candidate ready to offer them.

If you’re calling a passive candidate, figure out an opening that will make them more receptive to your call. Look at their LinkedIn to see if you have similar contacts if you know any of their past employers or anything else where you can find a common bond.

Remember to make it about them. A savvy recruiter never makes their pitch about themselves and how good a recruiter they are, but instead asks searching questions to identify the client’s most significant business need when it comes to recruitment or the candidate’s true career desires.

 

woman in the phone-GSR2R

 

Show off your knowledge of the sector. The best recruiters are knowledgeable about the trends in the recruitment landscape. If the skills shortage is biting in the client’s industry, it will pique the interest to mention data on the average of how many jobs offers a good candidate gets. If your company has a white paper or blog about how to attract candidates, offer to send that through.

Make sure you are taking complex notes. If you get a second call or meeting lined up, you do not want to embarrass yourself by having to go over the same ground twice.

 

Be ready to counter any objections they have. You should know exactly what to say if they mention they are happy with their current recruiter or are trying to do everything in-house.

Follow up via email straight away. Don’t put it on tomorrow’s list; they must receive an email when your conversation is fresh in their minds. This immediacy also shows that you consider them a priority.

Ask the person if there are any other departments within the company who might have recruitment needs or anyone in their circle. Referrals are a powerful way to make cold-calling work for you.

Set yourself targets for every day, and every call. You might set aside an hour every day purely dedicated to cold-calling, or you might do more significant blocks a few times a week.

Know your strengths and fill your gaps. You will have already noticed that you seem to have more success with individual businesses. Why do you think that is? Do you have a stronger knowledge base in that sector? Personal experience even? That is great, but now it is time to figure out how you can beef up your knowledge about other niches or industries so you can maximise your results.

 

not answering phone-GSR2R

 

Finally, lots of people do not like cold calling. However, remember this:

1. The more cold calling you do, and the better you get at it, the more confident you become. Confidence is a billings-magnet, you know this!

2. The very same phone skills that you build cold-calling…are the same phone skills that you will be used when closing a deal over the phone with a CEO. Every minute you spend on the phone makes you better at it.

So follow these steps this year and learn to LOVE cold calling. Just remember, don’t be a robot. Be real, because that is the human connection everyone is looking for.

 

Until next time,

 

Cheryl

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Actively Recruiting

Recruitment Consultant - Education

£30000 - 40000 + commission - London

(CW609)   Read more

Billing Manager - Qualified Finance

50000 - 60000 + commission + bonus -   Read more

Recruitment Consultant - Change Management

£22000 - 30000+ commission - City

(LC607)   Read more

Interim Recruitment Manager - Marketing/FMCG

£50-60000 + uncapped commission - City

(CW606)   Read more

Principal Consultant - Banking/Financial Services

to £60000 + commission + benefits - City

(LC605)   Read more

Principal Consultant - A&F into Property, Real Estate

45000 + uncapped commission +   Read more

Associate Director - Change Management

£65000 + benefits - City

(LC603)   Read more

Associate Consultant/Researcher

£22 -25000 + bonus - City

(LC602)   Read more

Recruitment Consultants - Education

30000 - 40000 - London

(CW601)   Read more

Senior Recruitment Consultant - Finance into Consumer

28000 - 40000 + uncapped commission   Read more

Snr Recruitment Consultant - Qualified Finance into Financial Services

28000 - 40000 +   Read more

Snr Recruitment Consultant - Qualified Finance

28000 - 40000 + uncapped commission -   Read more

Senior Recruitment Consultant - Internal Audit

30000 - 40000 + commission - City

(LC597)   Read more

Leadership role - Accounting and Finance Recruitment

60000 + package - Reading

(LC596)   Read more

Recruitment Consultant - A&F into C&I, Contracts

28000 - 35000 + commission -   Read more

Recruitment Consultant – Finance into Commerce & Industry

26000 - 35000 + commission   Read more

Delivery Recruitment Consultant, Accounting & Finance

26000 - 35000 + benefits - City

(LC593)   Read more

Recruitment Consultant - Qualified Finance into C&I

32000 - 40000 - City

(LC592)   Read more

Senior Recruitment Consultant - Qualified Finance into Consumer

£40000 + commission + benefits   Read more

Interim Recruitment Consultant - HR

£30000 - 40000 + commission - City

(CW590)   Read more

Manager - Secretarial Support

£40000 - 70000 + OTE - City

(CW589)   Read more

Senior Recruitment Consultant - Finance into Media

£26000 - £32000 + commission -   Read more

Senior Consultant - Executive Support

£30000 - 40000 + commission - West End

(CW586)   Read more

Billing Manager - HR into C&I

£40000 - 60000 + uncapped commission -   Read more

Recruitment Consultant – Accounting and Finance into C&I

£27000 - 35000 + commission   Read more

Recruitment Consultant – PQ Finance into Retail, Perm desk

£22000 - 28000+   Read more

Recruitment Consultant – PQ Finance into Media, Perm desk

£22000 - 28000   Read more

Permanent Recruitment Consultant – Construction White-Collar

£30000 - 35000 + commission - Canary   Read more

Recruitment Consultant – white-collar construction

£31000 - 36000 + commission/no threshold - City

(MK580)   Read more

Recruitment Consultant – Architecture & Interior Design

£25000 - 35000 + uncapped commission   Read more

Managing Consultant – Facilities Management

£40000 - 50000 + commission - City

(MK578)   Read more

Senior Recruitment Consultant – Construction

$60000 - 80000 + commission - New York,   Read more

Senior Recruitment Consultant – Construction (commercial, production, design) – Dual Desk

£30000 -   Read more

Senior Recruitment Consultant – Architecture & Interior Design

£30000- 35000 + commission -   Read more

Recruitment Consultant – Trades & Labour

£30000 - 35000 + commission - City

(MK574)   Read more

Interim Recruitment Consultant – Power (Transmission & Distribution)

£30000 -35000 + commission -   Read more

Recruitment Consultant – Global Mining Recruitment Services

£30000 - £40000 + commission -   Read more

Recruitment Consultant - Qualified Finance into C&I

£28000 -36000 + commission - West   Read more

Senior Recruitment Consultant - Qualified Finance into Consumer

£32000 - £45000 + commission   Read more

Billing Manager - Accounting and Finance

£50000 + commission - City

(LC568)   Read more

Associate Director/Manager - Communications

Up to £80000 - West End

(CW567)   Read more

Recruitment Consultant - Treasury

£28000- 35000 - City

(LC566)   Read more

Recruitment Consultant - Qualified Finance into C&I

£28000 - £35000 + commission -   Read more

Recruitment Consultant-Sales & Marketing into Fashion

£28000 - 40000 - West London

(CW564)   Read more

Recruitment Consultant - HR Business Change

£25000 - 35000 + uncapped commission   Read more

Recruitment Consultant - Finance into Funds

25000 - 33000 + commission - West   Read more

Senior Recruitment Consultant - Qualified Finance into Consumer

30000 - 40000 + commission   Read more

Recruitment Consultant - Change Management

£30000 - 40000 + commission - City

(LC560)   Read more

Recruitment Consultant - Risk into Financial Services

£30000 - 40000 + commission -   Read more

Recruitment Consultant - Accounting and Finance into Financial Services

30000 - 40000 +   Read more

Recruitment Consultant - Secretarial Support

£30k - 45k + 20% commission - City

(CW557)   Read more

Senior Consultant - Primary Education

£30 - 35k + guaranteed commission of £1.5k   Read more

HR Recruiters - Consultant to Associate Director level

£35-50k + quarterly commission -   Read more

Recruitment Consultants & Team Leaders - Secretarial

£30000 - 40000 + commission +   Read more

Recruitment Consultant - Digital Marketing

£30000-40000 + monthly, quarterly + annual commission -   Read more

Senior Recruitment Consultant

£30000-40000 + uncapped commission - West End

(CV552)   Read more

Senior Recruitment Consultant - Interim Payroll

28000 - 40000 + uncapped commission -   Read more

Recruitment Consultant - Payroll

28000 - 32000 + uncapped commission - City

(LC550)   Read more

Manager/Snr Manager - Change Management

£60000 + commission + benefits - City

(LC549)   Read more

Senior Recruitment Consultant - Accounting and Finance

£32000 - 40000 + commission +   Read more

Senior Recruitment Consultant - Compliance

£32000 - 40000 + commission - City

(LC547)   Read more

Senior Resourcer - Public Sector

£35000 (OTE £45000) - City

(CW546)   Read more

Recruitment Consultant - Criminal Justice, Public Sector

£30000+ commission - City

(CW545)   Read more

Senior Consultant - Asset Management

28000 - 40000 - City

(LC544)   Read more

Team Manager - Trades and Labour

£35000 - 45000 + uncapped commission -   Read more

Recruitment Consultant - Built Environment

20000 - 25000 + uncapped commission - City

(MK542)   Read more

Interim Recruitment Consultant-Main Contract Construction, White Collar

£35000 - 50000 + monthly uncapped   Read more

Divisional Manager - FM & Maintenance

£40000 - 50000 + monthly commission +   Read more

Recruitment Consultant - HR

£30000 - 40000 (OTE £60k in year one) -   Read more

Associate Director - Interim Accounting and Finance

£60000 + package - West End

(LC538)   Read more

Senior Recruitment Consultant - Interim Finance into Media

£28000 - 40000 + commission   Read more

Recruitment Consultant - Qualified Finance into Media

£32000 - 45000 + uncapped commission   Read more

Recruitment Consultant - Construction

£25000 - 35000 + uncapped commission - Stevenage

(MK534)   Read more

Interim Recruitment Consultant - Facilities & Estates

30000 - 35000 + uncapped commission   Read more

Senior Consultant - Trades and Labour

£30000 - 40000 + commission - City

(MK532)   Read more

Recruitment Consultant - Compliance

£28000 - 40000 + commission + benefits - City

(LC531)   Read more

Recruitment Consultant - M&E Design and Contracting

£25000 - 30000 + uncapped commission   Read more

Recruitment Consultant - Actuarial

£25000 - 38000 + commission + benefits - City

(LC529)   Read more

Recruitment Consultant - Banking Ops, Temp desk

£28000 - 35000 + commission -   Read more

M&E Recruitment Consultant

£25000 -30000 + uncapped commission - City

(MK527)   Read more

Senior Recruitment Consultant - PQS

£30000 - 4000 + uncapped commission - City

(MK526)   Read more

Search Consultant - Construction, Infrastructure & Property

£45000 - 70000 + uncapped commission   Read more

Recruitment Consultant - Accounting and Finance

26000 - 32000 + commission - West   Read more

Recruitment Consultant - Procurement

£28000 - 36000 + commission - West End

(LC523)   Read more

Recruitment Consultant - Finance into Insurance

£26000 - £32000 + commission - City

(LC522)   Read more

Senior Recruitment Consultant - Digital Marketing

£30000 - 40000 + commission - Holborn

(CW521)   Read more

Divisional Director - Professional Services

£75000 (OTE year one £110000) - City

(CW520)   Read more

Recruitment Consultant - Transactional Finance, temp

£25000 - 32000 + commission - West   Read more

Senior Consultant - Business Change into Legal

£40000 + uncapped commission - City   Read more

Recruitment Consultant - Accounting & Finance into Legal

£28000 - 33000 + commission   Read more

Recruitment Consultant - Accounting into Arts & Charities

28000 - 32000 + commission   Read more

Branch Manager - Built Environment

£40 - 60000 + commission - London

(MK514)   Read more

Principal Consultant - Compliance

£40000 + commission with zero threshold - City

(LC512)   Read more

Senior Recruitment Consultant - Finance & Accounting

£28000 - 40000 + commission -   Read more

Dual Desk Recruitment Consultant - White Collar Construction

£3000 - 35000 + commission   Read more

Executive Search Consultant - Construction & Property

£60000 + monthly uncapped commission -   Read more

Recruitment Consultant-Construction Trades & Labour

£30000-35000 + monthly uncapped commission - City

(MK508)   Read more

Recruitment Consultant - General Insurance

£30000 - £32000 + commission - City

(LC507)   Read more

Recruitment Consultant - Secretarial, Temp

£40000 + uncapped commission - City

(CW506)   Read more

Recruitment Manager - Transactional/Part Qualified Finance

£50000 + package - City

(LC505)   Read more

Senior Consultant - Education

£34000 - 40000 + uncapped commission - City

(CW504)   Read more

Contract/Interim Recruitment Consultant - Construction

£30000 - £35000 + uncapped commission - City   Read more

Interim Recruitment Consultant-Health, Safety & Environment

£30,000 - £40,000 + uncapped commission   Read more

Recruitment Consultant - Management Consultancy

£25000 - 30000 + commission - Fulham

(LC501)   Read more

Recruitment Consultant - HR

£35000 - £45000 + commission - Birmingham

(CW500)   Read more

Recruitment Consultant - Interim Accounting & Finance

£45000 + commission - London

(LC499)   Read more

Recruitment Consultant - Finance into NFP

£40000 + commission + benefits - West   Read more

Recruitment Manager - Operations

£50000 + commission - City

(LC497)   Read more

Recruitment Consultant - Finance into Housing

£30,000 + commission + benefits - London   Read more

Recruitment Consultant - Finance into Music, Media & Entertainment

27000 - 38000 +   Read more

Recruitment Consultant - Corporate Treasury

c£40,000 + commission + bens - City of   Read more

Recruitment Consultant - Luxembourg market

Flexible + commission - Surrey

(LC493)   Read more

Recruitment Consultant-Tax into Practice

£25000-40000 + commission + bens - City of London

(LC492)   Read more

Recruitment Consultant - Interim Finance into NFP

c£40,000 + commission + bens -   Read more

Recruitment Consultant - Change & Transformation

c£30,000 + commission + bens - City   Read more

Recruitment Consultant - Tax into Financial Services

c£40,000 + commission + bens -   Read more

Recruitment Consultant - FM & Estates Professionals

£30k-35k + uncapped commission -   Read more

Manager/Team Leader, Interim Accounting & Finance

£35000- 45,000 + commission + opp for   Read more

Recruitment Consultant- Civil/Structural Engineering

£30k-40k + monthly uncapped commission - City of London

(MK483)   Read more

Temp/Freelance/Contract Recruitment Consultant

£30k-35k + monthly uncapped commission - City of London

(MK482)   Read more

Senior Recruitment Consultant- Transactional Finance

£25000 -36000 + commission - London EC2

(LC481)   Read more

Billing Recruitment Manager-Luxury Fashion & Retail

£50,000 + personal & team commission -   Read more

Recruitment Consultant - M&E Design

£25k - £35k + uncapped commission monthly -   Read more

Recruitment Consultant - Procurement

£24k - 32k + commission - London - City

(LC478)   Read more

Recruitment Consultant - Education

£32k + commission from 12.5% - 30% - London   Read more

Executive Search Consultant - Construction & Property

£40,000-60,000 - London - West End

(MK476)   Read more

Recruitment Consultant - White Collar Construction

30k – 50k basic plus monthly uncapped   Read more

Recruitment Consultant - Accounting & Finance into Media

£26000 - 35000 + commission   Read more

Recruitment Consultant - Construction Trades & Labour

£25k- 35k + monthly uncapped commission   Read more

Recruitment Consultant - White Collar Construction

£31000 - 36000 + commission and zero   Read more

Recruitment Consultant-Fundraising

£32000 + commision at up to 30% - City of London

(CW471)   Read more

Recruitment Consultant - Finance into Financial Services

£26000 - 38000 + commission -   Read more

Recruitment Consultant - Architecture & Interior Design

£25000 - 35000 + Uncapped Commission   Read more

Team Leader - Catering & Hospitality

£50,000 + commission - West London

(CW468)   Read more

Recruitment Consultant - Finance into the Third Sector

25000 - 32000 + commission   Read more

Recruitment Consultant - Marketing into FMCG

£40,000 + uncapped commission - Central London

(CW466)   Read more

Recruitment Consultant - Facilities Management

£28,000 - £30,000 + monthly uncapped commission -   Read more

Recruitment Delivery Manager - Non Billing

£35,000-40,000 + override OTE c£80,000 -   Read more

Recruitment Consultant - HR

£35000 + uncapped commission - Central London

(CW462)   Read more

Senior Recruitment Consultant - Accounting & Finance

£28000 - £36000 + commission -   Read more

Senior Consultant - HR

£40,000 plus monthly commission at 25% - Central   Read more

Permanent Recruitment Consultant

£28000 - £30000 + uncapped Commission - City of London

(CW459)   Read more

Recruitment Manager - Finance

£35000 - 50000 - London EC4

(LC 458)   Read more

Secretarial Recruitment Consultant

Competitive Salary + Commission - London W1

(CW457)   Read more

Recruitment Consultant - Compliance & Data Protection

Competitive Basic Salary + OTE -   Read more

Recruitment Manager - DTP

£40,000+Commission+Benefits - City of London

(CW454)   Read more

Senior Recruitment Consultant – Business Change & Transformation

£30,000 - £40,000 +   Read more

Recruitment Consultant - Accounting and Finance into Charity

£28 - 35,000 + uncapped   Read more

Talent Manager

£30000 - £40000 - OTE £50000 - London

(CW451)   Read more

Recruitment Consultant-Accounting into Legal

Competitive Salary + Commission + Bens - Central London

(LC   Read more

Contracts Consultant, Financial Services

Competitive basic + commission + bonus - Liverpool Street

(LC448)   Read more

Accounting & Finance into Commerce & Industry

Competitive basic + uncapped commission +   Read more

Recruitment Consultant - Transactional Finance

Competitive Salary + Commission - City of London

(LC446)   Read more

Recruitment Manager – Luxury Fashion and Retail Head Office Division

50k basic   Read more

Recruitment Consultant - Transactional Finance

£28,000 - 40,000 + commission - London City

(LC444)   Read more

Recruitment Consultant – Payroll & Bens

Competitive salary + OTE + benefits   Read more

Recruitment Manager, Accounting & Finance, Commerce Perm

Competitive salary + OTE   Read more

Billing Recruitment Manager – Transactional/Part Qualified Finance team

Competitive Salary +   Read more

Secretarial Consultant

£30-40K - West End

(CW440)   Read more

Commercial/ secretarial recruitment

£30-40K - London- West End

(CW439)   Read more

PR and Communications Recruitment Consultant

£25,000- £30,000 - North London

(CW438)   Read more

Recruitment Consultant - Tax into Financial Services

Competitive Salary, OTE and   Read more

Senior Manager or Associate Director- HR desk recruiting into the FS market

Competitive   Read more

Senior consultant- dual HR desk in a creative agency

Competitive salary + market   Read more

Secretarial Temporary Recruiter

£30k plus monthly uncapped commission - West End

(CW 423)   Read more

HR Permanent Consultant

£30k - £50k basic depending on experience, commission monthly 20%   Read more

Search Consultant – Tax

Competitive Salary + Commission + Bonus - City of   Read more

Search Consultant – Qualified Finance

Competitive Salary + Commission + Bonus - City   Read more

Recruitment Consultant - Construction / Civils / M&E

£30k - London City

(MK 416)   Read more

Principal Consultant – Internal Audit into Insurance

Competitive salary + commission + benefits   Read more

Senior HR Perm Consultant

£40k basic uncapped commission monthly - London

(CW 413)   Read more

Consultant / Senior Consultant – Property

Up to £35k plus uncapped commission -   Read more

Consultant / Senior Consultant – Civils / Infrastructure

Up to £30k plus uncapped   Read more

Consultant / Senior Consultant - Construction Fit-out

Up to £35k plus uncapped commission   Read more

HR Perm Consultant

35k ote 80k - West End, London

(CW28)   Read more

Team Leader – Construction Build

£40k plus - London West End

(MK 407)   Read more

Principal Consultant/Team Leader – CFO Practice, Private Equity

Competitive Salary + Bonus   Read more

Recruitment Consultant – Asset Management

Salary £35,000 + Commission + Benefits - City   Read more

Recruitment Consultant - Treasury

Competitive Basic Salary + Commission + Benefits - Central   Read more

Temporary Consultant - Secretarial into Professional and Financial Services

£21-28k + competitive uncapped   Read more

Permanent Consultant - Secretarial into Creative Industries

£25-28k + competitive uncapped commission -   Read more

Temporary Recruitment Consultant - Secretarial into Professional and Financial Services

£23-28k + competitive   Read more

Temporary Consultant - Secretarial into Creative Industries

£25-28k + competitive uncapped commission -   Read more

Senior Recruitment Consultant – Tax into Practice, Perm desk

Attractive Salary + Excellent   Read more

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