1.Clarification- For the purposes of this article when I talk about cold calling I mean business development calls to prospective clients, not cold calls to candidates.
Everyone hates cold calling, Recruiters’ hate making them and HR hate receiving them. My dog hates them too but that’s because I tell him to. He’s loyal that way.
Over 50 years the cold call has become ubiquitous. Recruiters’ saw their colleagues win business phone bashing and did likewise. However, when you see a bandwagon it’s too late to get on.
However, what is the Solution? The Holy Grail would be HR contacting us rather than us interrupting them. But, how do they find us? Why would they call us? Why are we special?
To be proactively contacted your agency has to be remarkable. It has to be worth making “a remark” about. How do you become remarkable? Podcasts, blogs, employment law knowledge etc are all possibilities.
I opened my new agency in Feb 2010. It’s a bit of a thought experiment. I can’t touch my old clients for six months because my old employer could sue me. So how do I win new business without cold calling? I don’t have all the answers, just a bunch of questions.
Any bright ideas out there?
I just believe that anyone in Sales today (and I have also read the books VITO and Sell like a CEO) need to do the grunt work to hone their skills ....