I used to hate cold-calling. Then, one day, I decided to try it as a strategy for job hunting. It was hard at first, but after a while I got good at it. Now, it’s just part of my job search routine — and when I use this method effectively, it gets me results!
So if you’ve been thinking about trying cold-calling but don’t know where to start or what to expect, here’s everything I’ve learned so far…
| Key Takeaways |
|---|
| 1. Successful strategy led to over 100 interviews. |
| 2. Cold calling can yield substantial results when executed effectively. |
| 3. Specific techniques and tactics can enhance cold calling outcomes. |
| 4. Strategy involved a unique approach to engage prospects. |
| 5. Cold calling remains a viable method for generating opportunities. |
Decide On A Goal
Before you take any steps to achieve your goal, it’s important to define what your goal actually is. This will help keep you motivated and give you something to work toward.
It’s also important that this be a specific goal. For example, “I want to get fit” isn’t going to cut it, it should be something more like “I want to lose 20 pounds by the end of June.”
When determining how much weight or distance you want to lose in a given time frame, think about how long it would take if every day were perfect (no missed workouts).
But still realistic based on your current fitness level and approach (e.g., how much time are you going to spend training each week?).
Mastering the art of cold calling requires a deep understanding of customer psychology and communication techniques. Learn valuable insights in our guide to mastering cold calling techniques for improved success rates.
Make A List Of Companies That Are Hiring
To get your foot in the door, you need to start with a list of companies that are hiring.
The first place that you should look is your network. Ask family and friends if they know anyone who works at any of the companies on your list.
If they don’t have any connections, ask them if they would introduce you in an email or over the phone (if it’s possible) so that this new connection can put in a good word for you.
Next, consider job boards like Indeed and Glassdoor because they expose both open positions at their respective companies as well as information about what it’s like working there—from average salary to company culture ratings.
Use LinkedIn Recruiter or Company Pages because those are where recruiters post their jobs (and often helpfully include links).
You could also use LinkedIn Groups and Answers because these sites allow users who may not be employed by any particular company but do want a job there can post questions about how much it pays or what type of work environment is like for potential employees like yourself.
Finally try using LinkedIn Jobs which is simply an aggregator site for all of these other resources so that when someone searches “IT Director” for example, all relevant results will pop up!
Have A Script Prepared
As you read through the rest of this guide, remember that things will not always go according to plan. If you’re asked a question that wasn’t in your script? That’s okay! The important thing is that you have something prepared for whenever an unexpected situation arises.
A good rule of thumb is to have at least one question written down for every person who answers their phone, but feel free to ask more than once if it makes sense (e.g., if they work in marketing).
You should also be prepared with follow-up questions if they ask about your company or job history (e.g., “Tell me about what brought you here today,” or “I see on LinkedIn that X school was top 10% for Y program tell me about your experience there”).
Here are some questions I like:
- What does this position entail?
- How long has this position been open?
- Who would my supervisor be? In what capacity?
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Don’t Be Afraid To Ask For Help
It’s easy to get caught up in the hustle, and it can be difficult to admit that you need some assistance.
But don’t be afraid of asking for help! If you’re struggling in a certain area or want to learn more about a particular topic, there are plenty of people who would love to help out and share their knowledge with you.
Don’t be afraid to reach out via email or phone call and ask those who’ve been where you want to go what resources they think will work best for your situation.
Likewise, when someone offers advice that seems counterintuitive or makes little sense based on your current understanding of things, don’t brush it off as nonsense; instead, consider why they’re saying this thing (and often there’s something important behind it).
Then try implementing what they’ve suggested into your routine until you understand why they made the recommendation originally you’ll likely find yourself surprised by how useful their advice ends up being!
Don’t be afraid of asking for advice from experts either: whether this means reaching out directly through social media channels such as Twitter or LinkedIn messages asking questions related specifically to the career development needs where applicable;
Reaching out through friends/family members who’ve worked within industries similar enough including but not limited only financial services industries (e.g., banking) versus education fields such as teaching which is one example outside academia…
Don’t Get Hung Up On Introductions
One of the most important things you can do is to make sure you’re speaking with the right person in an organization.
You want to be able to reach out and ask questions rather than having people refer back to someone else or having them give you a number that doesn’t even exist.
Make sure that you’ve done your research before reaching out so that you know who will have insight into your industry or job search needs.
Then, when calling, ask if there is anyone available who would be able to speak with you not just about their role but also about what’s going on in the industry as a whole (and why).
If someone says no and won’t put any other contacts forward, then move on there are plenty of other opportunities out there!
Be Kind And Patient With Gatekeepers
When you’re a cold caller, your relationship with gatekeepers the people who answer the phone at a company you want to sell to is crucial. They control the flow of information in and out of an organization, so they’re essentially the bouncers of business communication.
Your goal is to get past them as quickly as possible and into the hands of someone who can make decisions or otherwise help you. To do this, be kind and patient with whoever answers your call (or picks up when you call back).
You may have heard that it’s important not to sound angry or desperate on calls like these; this is what I’m referring to here: Don’t sound angry or desperate!
If someone tells me they can’t meet with me because she doesn’t work at my target company anymore, I’ll say something like: “That’s okay! But maybe we could set up some time for coffee? I’m interested in learning more about what goes on there.”
The more polite and friendly you are toward these gatekeepers, secretaries, and receptionists—even when they won’t put through your call the better chance you have at getting through their defenses next time around (and eventually landing interviews).
Be Upfront With Gatekeepers, Assistants, Etc
Be honest about why you’re calling and how the person can help. Don’t be afraid to ask for help. “Hi, I’m calling because I’d like to speak with someone about your company’s hiring process.”
If they ask what position you’re interested in, tell them that it’s not important right now; instead, state your interest in learning more about the role they offer and ask if it would be possible to speak with someone knowledgeable who could answer some questions.
Don’t get hung up on introductions: If they say they’ll pass on your information or that they can’t reach the decision-maker without an introduction from someone else (which is often the case), don’t worry too much about it; just keep going!
Many times we’ve called back later with no problem and even if not, there are other ways of getting introduced (such as LinkedIn).
Also, note that sometimes less formal “gatekeepers” will provide valuable insight into a company before reaching out directly so don’t let some assistant douse your excitement!
Winning over customers through effective cold calling involves the right mix of confidence and rapport-building. Check out our tips on how to cold call and win customers for techniques that turn conversations into conversions.
Find The Right Person And Ask To Speak With Them
This step is simple in theory, but it can be difficult in practice. If the company only has one person working there, then you don’t need to worry about this step!
However, if there are multiple people at your target company on LinkedIn or Facebook (or even Twitter).
Then you need to do some research before reaching out. Look at their profiles and find out what they do then reach out and explain how your skills could help them solve problems related to their job function.
If they’re not interested or don’t have time for an interview over email, ask if they would accept a phone call instead.
Most of the time they will agree but if they say no immediately without even giving any reasons why not then move on; this is not someone who values his/her time enough so that he/she would bother meeting with strangers over telephone calls either way!
There will always be other options available elsewhere; just keep going until something works out well 🙂
Speak To Decision-Makers
The most important thing to remember is that you’re talking to the right person. You want to speak with the person who can make a decision and not their assistant or someone else in the chain of command. If they say they can’t help you, ask them who can.
For example, when I was applying for jobs at my previous company, I would call and say: “Hi! My name is John Doe and I’m interested in working as an Account Executive at your company. Who does this position report to?”
If someone answered me by saying something like “Oh no one understands what happens here…” then that’s not good enough!
Ask them again until you get someone who knows what’s going on or offers up some information about yourself so that they feel more comfortable talking with you (like where did you go to school).
Leave Voicemails For Your Target
When you call, I want you to say something like: “Hey, this is [your name here] from [company name here]. I just wanted to check in and see if we could schedule an interview for tomorrow. If it works out, I’ll be calling back at 9 AM EST…”
This is exactly how every voicemail message should begin.
It also helps if you use their first name in this greeting because it shows that you’ve done your research on them and gives them a more personable feeling of your message (even though they may not know who the hell “you” are).
The next step is to close the phone call by saying something like: “I’m excited about speaking with someone at [company], so please let me know if there’s anything else I can do for you today! Thanks again.”
This will show that even though this person does not work for your company or represent any interest in hiring/hiring someone else; it’s still important enough for me that I didn’t want my audience thinking otherwise when they read my blog post next week.
And finally – keep things short and sweet! Trying being polite as possible when telling people no, but most importantly remember what matters most: having fun while doing something new.
For those new to the world of cold calling, getting started can be daunting. We’ve compiled a list of essential tips for beginners in our guide to cold calling tips for beginners, helping you navigate the initial challenges with confidence.
Wait 24 Hours Before Following Up On Voicemail (But Keep Calling Until You Hear Back)
A lot of people don’t answer the phone because they’re busy and it’s hard to pick up. However, if you leave a voicemail and the person doesn’t call back, don’t be discouraged!
They may be just very busy or have decided not to hire anyone right now. It is also possible that they didn’t hear their phone ring at all.
If you do receive a response from someone who says they want to interview you, awesome! Now it’s time for our next step: scheduling times when both parties will be available for interviews (aka calling back).
Build Goodwill With Follow-Ups (It Helps)
One of the best ways to build goodwill is to follow up. Now, I know that sounds counterintuitive: after all, you just got rejected by a company and you’re feeling down.
But if you immediately call back and act as if nothing happened, that shows initiative and commitment and companies love that kind of person!
Another way to show them how much you want their job is by asking for help or advice. If they reject your resume or application in some way (which they will), ask them what else could be improved about it so that it would be more likely to get accepted next time around.
They may also have contacts at other companies who would be interested in hiring someone with your background and skillset this could lead directly to an interview!
Finally (and this one goes without saying), make sure everyone knows how hardworking and determined you are by asking questions about who exactly needs responding to as well as what time zone they’re working in;
Once again, showing interest in being part of their team will make an impression on whoever sees those notes later on down the line when they come up against candidates’ resumes during interviews
When Leaving Messages, Use The Recipient’s Name In Your Message
While it may sound strange, using a prospect’s name in your message helps to personalize the message and make them feel like you care.
You see, when someone knows that you’ve taken the time to learn their name and use it appropriately, they know that you’re paying attention to them. This can be especially important if they are expecting your call.
In addition to making prospects feel special and valued, using their name in your messages is also an effective strategy because it makes your message stand out from other calls or emails they might be receiving at the same time.
Respect Their Time — Don’t Ramble When Delivering Your Message (Even If They Listen)
Respect their time. Don’t ramble, don’t be too wordy, don’t be too long-winded, and so on.
You want to make sure that the person you’re talking to is engaged in what you’re saying but at the same time there’s no need for them to sit around and listen to a bunch of nonsense when it’s not working.
For example, I can tell if someone is being too informal or casual by how they answer my question: “How are you today?”
If they say something like “Fine” or “Good” then that tells me that we have a problem here because these people tend to ramble on about themselves when asked such questions.
It’s also a bad idea for potential employers who might not understand your message correctly if you talk in jargon or industry terms (also known as “words”).
This can lead people away from hearing what it is exactly they want from you — which could cause problems later down the road when trying out new ideas/methods.”
Be Kind And Patient If You’re Told “No” Or Put On Hold
If you’re going to make cold calls, be kind and patient. It’s easy to get frustrated when people say no or put you on hold. This can be especially true if you’ve been rejected several times already that day, but remember that each rejection is an opportunity for growth!
If someone tells you “no” or puts you on hold for a long time, don’t take it personally. It’s not about your skill set: it’s about their needs at this moment in time.
Maybe they’re busy with something else right now or just aren’t interested in what you have to offer right now it doesn’t mean there’s anything wrong with either of you!
Remember too that introductions are important only if they lead somewhere; otherwise, all they do is waste everyone’s time (including yours).
So don’t get hung up on introductions and instead focus on getting results (e.g., interviews) so that other people want to know who introduced them to such an amazing person like yourself (and then maybe those introductions will lead somewhere).
Harnessing the potential of cold calling to actively build your business requires a strategic approach. Learn how to effectively use cold calling in your business development efforts by exploring our insights on cold calling to build your business.
Cold Calling Is Hard But Effective
Cold calling is hard. It’s one of the most difficult things to do in sales, but it’s also one of the most effective ways that you can get a job.
You have to be persistent enough to follow up on people who don’t respond right away, but not so annoying that they won’t take your call in the future or even block you from calling them again (which I’ve seen happen).
You have to be kind enough not to seem desperate for an interview yet confident enough that they’ll want to meet with you after talking with you on the phone.
It’s easy for me because I’m already good at cold calling; however, if this isn’t something that comes naturally to you then it will take some practice before you feel comfortable doing it yourself!
Conclusion
Hopefully, you’re still with me and reading this blog post. I know it’s a lot of information, but bear with me I promise there will be a payoff!
It takes time to learn how to cold call, but in my experience, the more you do it, the easier it gets. It’s also helpful if you set up some sort of system for yourself (like writing down questions for each call or creating an outline beforehand).
Further Reading
Explore more resources to enhance your understanding of effective cold calling techniques:
Cold Calling That Works: Discover proven strategies and insights for successful cold calling campaigns.
Cold Calling Tips from Gong.io: Gong.io provides valuable tips and techniques to improve your cold calling skills.
Cold Calling Techniques on BusinessBalls: Learn about various cold calling techniques and how to implement them effectively.
FAQs
How can I improve my cold calling success rate?
Enhancing your cold calling success involves practicing active listening, personalizing your approach, and refining your pitch based on prospect feedback.
What are some common cold calling mistakes to avoid?
Avoid talking too much, failing to research prospects, and neglecting to follow up after initial contact to improve your cold calling effectiveness.
Are there alternatives to cold calling for lead generation?
Yes, alternatives like inbound marketing, content marketing, and referral-based approaches can complement or replace cold calling as lead generation strategies.
How do I handle objections during cold calls?
When facing objections, empathize with prospects’ concerns, address objections with relevant solutions, and emphasize the value your product or service offers.
What role does scripting play in cold calling?
While having a script can provide structure, it’s important to sound natural and engage in meaningful conversations rather than sticking strictly to a script.
Costantine Edward is a digital marketing expert, freelance writer, and entrepreneur who helps people attain financial freedom. I’ve been working in marketing since I was 18 years old and have managed to build a successful career doing what I love.