Although it’s becoming more common, cold calling is one of the most daunting tasks of the job search. Here are some tips for surviving the cold call.
Although cold calling is an acceptable and occasionally effective way to land a new job, it can be one of the most daunting tasks of a job search. Cold calling, or contacting people you’ve never met, puts the pressure on you to make a good and quick first impression.
The key to cold calling is being prepared – for anything. Because you’re making an unannounced inquiry, you should expect almost anything in response from outright rejection to open arms.
Telephone Cold Calling – Tips and Techniques
Talk to the right person at the right time. Ensure that you ask for the person responsible for hiring. Ideally you should know this person’s name so you can ask to speak with him or her directly. In addition, be aware that certain businesses have busy times when they would not appreciate a phone call.
Don’t call me, I’ll call you. If the person you want is not in when you call, never leave a number and wait for your call to be returned. Ask what is the best time to call the person and say that you will call back later.
Speak with authority. Make sure your call sounds like it demands attention.
Identify yourself. Don’t assume the person you are calling will recognize your voice or that the secretary has passed on your name. If you have been referred by someone else, mention their name.
Smile. A smile can be heard over the phone.
Have a good voice. Speak loud and clear enough.
Get to the point. Get down to business as soon as you can, and be brief.
Listen to the other person. A phone conversation is a two-way thing.
Ask for a meeting (interview) at a definite time. Do this as lightly as possible. Use the “alternative of choice” technique. For example: “Would Thursday afternoon or Friday morning be more suitable for you, Mrs. _______?” Try to eliminate any ‘need’ from your voice. If the employer indicates there are no positions available, ask for a meeting anyway.
Write yourself a memo. Write brief notes while on the phone to record what you said and what your contact said. Don’t rely solely on your memory. Transfer this information, along with the date, time of call and the name, address and phone number of the person with whom you spoke, to your job-tracking sheet once you have completed the call.
Use the “callback” ending. Ask if you may call back in a couple of weeks to see if any opportunities have opened.
Follow up as required. Promptly!
Remember that you will get better at cold calling with practice. You may want to start by calling the bottom of your list and save your top choices for the end.
Debbie O’Halloran
