No matter how much candidates try to avoid it, there's no denying that cold calling can open doors more quickly. It forces a company, whether it's small, middle-sized or large, to pay attention to one person. Most job hunters either don't use cold calling at all, or don't know how to use it. Fear is one factor because few people are at ease when asking questions to unseen strangers over the phone. However, as long as somebody does the appropriate research, cold calling just might be the key to getting that next position. This article looks at how cold calling can make a job search campaign more successful.
What to Do Before Making a Cold Call
Always have a plan of attack before picking up the phone. The important thing to do first is to make a list of companies, and this can be done by looking in the yellow pages or compiling names from online sources. Ensure that the company is a good fit, and one that would benefit from your current skills and expertise. Each company has a different organizational structure, and some are more results driven than others. Next, prepare a short script based on company research that can be used when breaking the ice.
It would be wise to have more than one speech, each of them tailored to the needs of the target company. Writing a few open ended questions will help to avoid getting yes and no answers from the person on the other end of the line. That kind of conversation will lead nowhere. The final step will be to start dialing in order to gather as much information as possible. Start by asking who is directly responsible for hiring new employees.
When is the Best Time to Make a Cold Call?
The success of getting an interview can hinge upon calling at the right time. When things are busiest between the hours of 10 a.m. and 3 p.m., getting past a receptionist will be problematic. The primary function of this individual is to stop non-essential calls from getting through. In any case, a key decision maker won't appreciate receiving an unsolicited call from a stranger when there are other pressing concerns. Hence, it's best to avoid calling between those times.
A much better time to call is early in the morning. It is at this time when an important decision maker will be most energetic, and easily reached. Late in the afternoon would also be an ideal time to call. When an administrative assistant is gone for the day, it's simpler to get a hold of the right person, and he or she will be more receptive. If possible, avoid making cold calls on Mondays and Fridays, the two most hectic days of the working week.
Emphasize What Can be Done for the Company
Job hunters mustn't go overboard and only speak about themselves and their accomplishments. A prospect will look for ways to get off the phone as quickly as possible. The majority of people are much too involved with challenges at work to be interested in a caller who has interrupted their routine. Managers are busy and their time is at a premium.
To turn the cold call into a warm dialogue, callers should discuss why they have an interest in working at a particular company, and what they can do to make life easier for the employer. The aim, after all, is to grab the attention of the person on the other end. To get a favorable response, ask questions about issues and/or problems they have but are unable to solve. Offer viable solutions.
Be Persistent When Cold Calling
Cold calling won't yield positive results immediately. People will be irritated, distracted and too busy to talk. They may say no right away, or make excuses in an attempt to get off the phone and back to work. Key decision makers will be hard to reach. There are many factors which can explain why applicants are hesitant to use cold calling. However, most job opportunities are rarely advertised and in a tough market cold calling can lead to big rewards.
If the thought of using the phone is too daunting, then consider sending a handwritten proposal describing how to overcome a problem a company has. Creating a document of this type will be time consuming, but good research and a clear message with no spelling mistakes might catch somebody's eye. To give the document added weight, put it into a personalized folder with a business card.
Sources:
- Cold Calling Tips
- Cold Calling
Scott Hayden - Since joining Suite101 in early 2007, I've contributed articles about travel, history and health. My speciality is writing about workplace ...
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