{"id":6271,"date":"2015-02-22T15:23:27","date_gmt":"2015-02-22T23:23:27","guid":{"rendered":"http:\/\/recruitloop.wpengine.com\/?p=6271"},"modified":"2023-05-12T12:19:21","modified_gmt":"2023-05-12T19:19:21","slug":"recruiter-tips-sales-calls-going-back-to-basics","status":"publish","type":"post","link":"https:\/\/www.zippia.com\/employer\/recruiter-tips-sales-calls-going-back-to-basics\/","title":{"rendered":"Recruiter Tips: Sales Calls \u2013 Going Back to Basics"},"content":{"rendered":"<p>Last week I was driving to a meeting and my phone rang. I didn\u2019t recognise the number but I answered the call anyway.<\/p>\n<p>\u201c<em>Oh hi, Paul. It\u2019s Francis here from<\/em> [I honestly didn\u2019t catch the company name]. <em>I tried to connect with you on LinkedIn last week but you didn\u2019t accept my invitation. I was hoping we could set up a time to catch up next week to talk about how I could help you with your next staff conference. I\u2019ll be around Ultimo on Wednesday afternoon. Would that work for you?<\/em>\u201d<!--more--><\/p>\n<p>I\u2019d answered the call simply by pressing a button on my steering wheel with my right thumb. And then just as easily I pressed another button on my steering wheel with my left thumb.<\/p>\n<p>I ended the call \u2026 without having even said a word.<\/p>\n<p>Yes. I know that may have been a little harsh.<\/p>\n<p>Believe me I know what it feels like to get hung up on. I remember when phones used to literally get\u00a0<em>slammed<\/em> down on me. It happened <em>thousands<\/em> of times. Nowadays it\u2019s just a button being pressed.<\/p>\n<p>I have thick skin, and when prospective clients used to slam the phone down on me, I would wait a few minutes and then call straight back as if nothing had happened.<\/p>\n<p>Francis never called me back.<\/p>\n<p>I receive \u2018sales calls\u2019 all the time, and for the most part I\u2019m actually happy to have a quick chat. Sometimes I even like to provide some quick sales coaching. That usually catches them off guard, but at the end of the call they thank me.<\/p>\n<p>But here\u2019s why I wasn\u2019t even willing to entertain some small talk with Francis:<\/p>\n<ul>\n<li>She was speaking at 100 miles an hour \u2013 I hadn&#8217;t even caught\u00a0the company name.<\/li>\n<li>She may well have sent me a LinkedIn invitation (along with about 20 \u2013 25 other people that day). And she was right. I probably hadn\u2019t accepted it &#8230; because I\u2019d seen no point in adding her to my network.<\/li>\n<li>I\u2019m relocating to the USA next week and I don\u2019t even have time to catch up with close friends before I go.<\/li>\n<li>Our office hasn\u2019t been in Ultimo for over 12 months, so if she did have my details, it was on an old list.<\/li>\n<li>The majority of our team are in the USA, and we have staff across 5 countries. A conference isn\u2019t even a blip on our\u00a0radar. Sorry why am I even justifying this right now?<\/li>\n<\/ul>\n<p>Later that day I still couldn\u2019t get that call out of my head. It was really bugging me. And then I realised why.<\/p>\n<p>That\u2019s probably how <em>we<\/em> (and I\u2019m using the \u2018collective\u2019 here for recruiters in general) sound to many of the prospects we call every single day.<\/p>\n<p>Let\u2019s put a stop to it.<\/p>\n<h3 id=\"never-pick-up-the-phone-unless-you-actually-have-a-reason-to-call\"><strong>Never pick up the phone unless you actually have a reason to call<\/strong><\/h3>\n<p>I\u2019m not even going to comment on Francis\u2019 telephone technique. And whilst she may have thought she had a reason for calling me, I don\u2019t believe she did.<\/p>\n<p>I\u2019ve made (more than) my fair share of cold calls over the last 20 years. It\u2019s tough. I know it is. Sometimes the pressure to meet my daily quota seemed so insurmountable that I would feel physically sick.<\/p>\n<p>But I still made sure that I had something to talk about with the person on the other end of the phone. Simply trying to secure a meeting (<em>going for the jugular<\/em>) was never going to work. Sure I could check a box, log a call, or add to my calling stats, but a client relationship would never eventuate.<\/p>\n<p>Even if you don\u2019t read any further, please do me one favour: If there\u2019s even a slight chance you\u00a0might sound something like this, then please don\u2019t make the call.<\/p>\n<p>\u201c<em>Hi. You don\u2019t know me. I don\u2019t know you. We&#8217;ve never spoken. But I have KPIs to meet\u00a0so can we please catch up?<\/em>\u201d<\/p>\n<p>I\u2019m serious. Don\u2019t even pick up the phone.<\/p>\n<h3 id=\"do-you-have-a-10-second-sell\"><strong>Do you have a \u201910 second sell\u2019?<\/strong><\/h3>\n<p>Francis never even told me about her organisation. Not only hadn\u2019t I caught the company name, but until she mentioned helping me with a conference I could have been speaking to anyone &#8230; about anything!<\/p>\n<p>If you\u2019re going to make successful sales calls, you need to nail your \u201910 second sell\u2019 \u2013 also known as your <a href=\"https:\/\/www.zippia.com\/employer\/why-your-elevator-pitch-depends-on-whos-in-the-elevator-with-you\/\">elevator pitch<\/a>.<\/p>\n<p>Can you answer all these questions in 10 seconds (without speaking at 100 miles an hour)?<\/p>\n<ul>\n<li>Who are you?<\/li>\n<li>What do you \/ does your organisation actually do?<\/li>\n<li>What makes you unique?<\/li>\n<li>Why would some somebody consider buying from you?<\/li>\n<\/ul>\n<p>If you can\u2019t, then sit down with\u00a0one of your colleagues and help each other\u00a0perfect your elevator pitches.<\/p>\n<h3 id=\"want-to-know-the-secret-to-ad-chasing\"><strong>Want to know the secret to ad chasing?<\/strong><\/h3>\n<p>It\u2019s simple. You have to have a candidate who actually meets the criteria stipulated in the ad, and who is immediately available for work.<\/p>\n<p>I can\u2019t tell you how many recruiters will spend countless hours every week chasing ads (once again just to meet their KPIs) without even thinking about whether they have a suitable candidate.<\/p>\n<p>Here\u2019s what that call sounds like to the person who has run the ad:<\/p>\n<p>\u201c<em>Hi. You don\u2019t know me. I don\u2019t know you. We&#8217;ve never spoken. I can see you&#8217;re looking for a receptionist. If you can\u2019t find one yourself give me a call and maybe I can help<\/em>\u201d.<\/p>\n<p>How much more powerful do you think the call might be if you can actually talk about one of your candidates (by name!) whose experience matches what\u2019s outlined in the ad, and who could even be available for an interview tomorrow morning?<\/p>\n<p>Now <em>that\u2019s<\/em> when an ad is worth chasing.<\/p>\n<h3 id=\"reverse-marketing-with-bite\"><strong>Reverse marketing with bite<\/strong><\/h3>\n<p>We all know how powerful reverse marketing is when it comes to making sales calls. But who are you actually calling?<\/p>\n<p>Do you just set time aside to call through your regular client list and talk about some of the candidates you\u2019ve met recently, hoping that someone might show some interest?<\/p>\n<p>Here\u2019s what that call sounds like to the person on the other end of the phone:<\/p>\n<p>\u201c<em>Hi. It\u2019s me again. Yep it\u2019s my monthly stalking call. I\u2019ve got some more candidates that I really need to place. Want to meet any of them? Please?<\/em>\u201d<\/p>\n<p><em>True<\/em> reverse marketing is when you meet a star candidate, and together you come up with a list of their top 10 \u2013 20 employers of choice. You then approach the relevant contact at each of those organisations (regardless of whether they are on your client list or whether you have spoken to them previously) and promote the attributes of your star candidate and suggest they set up a time to meet.<\/p>\n<p>Personally I used to take this a step further. If I met an A-grade candidate, once we\u2019d created the target list, I would keep them in the interview room and go back to my desk and actually make a few calls there and then. That way I could even say \u201c<em>I\u2019ve got an A-grade candidate with me now that I really think you should\u00a0meet \u2026<\/em>\u201d.<\/p>\n<p>Trust me \u2026 it worked!<\/p>\n<h3 id=\"reference-checking-the-easiest-sales-call-youll-ever-make\"><strong>Reference checking: The easiest sales call you\u2019ll ever make<\/strong><\/h3>\n<p>When did you last turn a reference check call into a sales call? Perhaps you\u2019ve never even thought about it.<\/p>\n<p>Sure speaking to your candidate\u2019s referees is a critical part of your recruitment process. After all you need to ensure that you can\u00a0back up their previous work history with some real examples from a former manager. And you need to know that your candidate really did hold the position they claim to have held.<\/p>\n<p>But think about this for a moment: You have shown how professional you are by asking a series of in-depth questions about your candidate; You have a captive audience (you\u2019re about as far from a cold call now as humanly possible); and there\u2019s a chance that the person you are speaking to may not have filled the role that your candidate is leaving behind. Or they may well have a vacancy somewhere else in their team.<\/p>\n<p><em>Never<\/em> wrap up a reference check call unless you have asked whether there are any recruitment needs you\u2019re able to help them with <em>right now<\/em>.<\/p>\n<p>I can honestly say that close to 10% of my new business wins over the years would have been a direct result of reference checking.<\/p>\n<h3 id=\"befriend-the-gatekeeper\"><strong>Befriend the gatekeeper!<\/strong><\/h3>\n<p>Here\u2019s my last tip (for today!). Your \u2018sell\u2019 to the gatekeeper is critical \u2013 especially if you can\u2019t get through to the decision maker.<\/p>\n<p>Recruiter: \u201c<em>Could you please put me through to Ms Prospect?<\/em>\u201d<\/p>\n<p>Gatekeeper: \u201c<em>She\u2019s unavailable. Would you like to leave a message?<\/em>\u201d<\/p>\n<p>Recruiter: \u201c<em>No thanks. I\u2019ll try again later<\/em>\u201d.<\/p>\n<p>This scenario can happen over and over again. Unfortunately the recruiter then blames\u00a0the gatekeeper for never being able to get\u00a0through to the decision maker.<\/p>\n<p>Rather than seeing the gatekeeper as a roadblock, why don\u2019t you actually engage in conversation with them? Gatekeepers hold a lot of power within an organisation and they are intelligent people too you know!<\/p>\n<p>If you introduce yourself and share your elevator pitch with them, and if you simply show some respect for their position, they will eventually put you through. Or they might even just ask their boss (the person you\u2019re trying to reach) to return your call.<\/p>\n<p>Wouldn\u2019t that be nice?!?<\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u201cWe\u2019ve never spoken but I have KPIs to hit so can we please meet?\u201d Is this how your sales calls might sound? There\u2019s a right way to making sales calls and a wrong way. Here are some tips to increase your chances of getting through.<\/p>\n","protected":false},"author":3,"featured_media":8843,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[66,74],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Recruiter Tips: Sales Calls \u2013 Going Back to Basics<\/title>\n<meta name=\"description\" content=\"There\u2019s a right way to making sales calls and a wrong way. 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