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How to Cold Call As a Staffing Sales Executive

If you don’t believe cold calls work in 2017 then stop reading this article and get back to email. Cold calling still works in a BIG way. Here’s why and here’s how to make an effective staff cold call…

Depending on the industry you work in, cold calls may be more effective than others. For example, the industry I serve, Telecommunications, is made up of Baby Boomers and Gen X’ers ​​who are not afraid of human contact and conversation over the phone. This is the way we grew up and it was the preferred method in the business world back in the 80’s, 90’s, and early 2000’s.

… Look at your industry and understand your target audience.

For cold calling to work, you have to believe that it works. You cannot have a shadow of doubt in your mind before picking up that phone. Get your mind right and convince yourself that it will work.

What is the best way to open your call? Here’s my pitch…

“Hi Peter, (don’t use Mr. last name), makes you look docile right off the bat. My name is x, with x company and our core competency is x,x,x. We partner with x companies within our industry to help them find qualified resources for projects and/or direct hire Can I be a resource for you from time to time?

That’s it! Then SIT QUIET. I don’t care if there is 20 seconds of awkward silence, awkward silence is good! I have seen and heard a lot of sales staff who are pregnant and talking themselves into opportunities. Listen and listen some more.

Let’s explore my pitch above. The first name establishes a level playing field. Posture and positioning are important in marketing, (read any of Seth Godin’s books) especially, within the staffing and recruiting business. Sharing core competencies with clients builds relevance and credibility quickly. This is also critical because the attention span of most people today is 1-2 seconds.

The word “qualified” speaks volumes. Hiring managers require quality. If you just say we secure resources, then you won’t separate yourself from other recruiters. If he questions your “quality” claim, this is one if you have him! Share success stories. Share what other clients are saying about you. It is powerful.

I use projects and direct hiring to make sure he understands that we cover both sides of the business and that we can be flexible with his business needs. Hiring managers love options and flexibility.

My last question, “Can I be a resource for you from time to time?” my ace in the hole. It’s less threatening and you don’t look desperate. It takes the hiring manager to think proactively and if he is smart he will keep you in his mind when he needs you in the near future.

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