Posted by Jonathan Kidder on April 21, 2020January 23, 2023

This year has seen several sudden and unforeseen changes, such as the widespread transition to remote work that will undoubtedly be remembered as a significant disruptive event in modern history. Currently, almost everyone is working from home, making it an opportune moment to reach out to potential candidates through cold calling

Cold calling can be an effective way to find candidates, as it allows recruiters to reach out to potential candidates directly and introduce them to job opportunities. It’s a proactive approach to recruiting and allows recruiters to build relationships with potential candidates. However, cold calling can also be time-consuming and may not always result in a successful outcome. It’s important to have a clear script and a well-defined target audience to increase the chances of success.

Cold calling is a traditional method in recruiting, but it can be challenging. To be successful at cold calling, it requires a significant effort. Fortunately, many studies have been conducted to uncover effective techniques that can help close deals.

Here’s 12 Tips to Improve your Cold Calls:

1. Do Your Research

You should always know about your candidate before you dial their number. Start with research so that you have plenty of talking points. Research the candidates profiles: LinkedIn, GitHub, Stack Overflow, YouTube, or Blogs etc. Maybe they have a picture of a baseball game on their LinkedIn profile? Start with a nod to that and acknowledge a connection. When I recently noticed a candidate was a baseball fan, I used this opportunity to share that my company is located close to a baseball stadium and that it was a fun place to be, especially during the summer months. It worked and the lead eventually interviewed with our team.

2. Buy Time

Cold calls that close successfully are almost twice as long as those that don’t close successfully. So don’t let them off the line too soon. My calls average 15-30 minutes to talk about the specs. If the lead answers, make sure to ask if you caught them at a good time and if not then schedule a follow up.

3. Introduce Yourself

No one wants to stay on the line with you unless they know who you are and who you’re representing. Otherwise, they may be quick to hang-up thinking it’s a marketing call. Always introduce yourself by full name and company name right away. Try to be as direct and upfront as possible and ensure that you are respectful of their time.

4. Jump Right In

Don’t ask them if you caught them at a bad time. While that line used to be a classic, it only gives them a quick way out. You shouldn’t fuel your candidates with excuses to hang up. If they answer and try to decline the call try to ask for a better time to connect further.

5. State Your Reason

Make sure they know why you’re calling so that you can capture their interest. You don’t want them getting confused or worried about a potential scam. If possible, try to call from the candidate’s area code. You can use Google to generate the correct area code number for that location. For example, if you are recruiting in the Bay Area it makes sense to get a number for that area.

6. Be Polite and Respectful

Being cordial will always go far, so how about kicking off the conversation with a simple, “How have you been?” Getting specific about wellness during this time will also be well received, so ask how them and how there managing during this time.

7. Avoid Discovery

Listening twice as much as you speak does not apply when you are cold calling someone. Drive the conversation and sell the meeting that you’re trying to schedule. Try to be as specific with the call as possible.

8. Accept Silence

Having a quiet candidate on the other end isn’t necessarily bad, so don’t get nervous if they aren’t talking. Just make sure they’re listening. Allow them to speak and allow time for pauses in between your screening questions.

9. Get Them To Interact

While it’s not time to discover info, you need to make sure they’re engaged. Ask questions that lead the conversation. Are you passive or actively looking for a new role? How’s your current team or project going? How are you handling working from home during this time? Why are you looking for a job?

10. Make Your Pitch Midway Through

About halfway through your conversation, it’s time to make your pitch clear. Make sure to use their first name. People love feeling important and this reiterates that you value this candidate. What are they looking for at their next company? If it’s culture, work life, tech stack, or project interest make sure to bring up those positives during your pitch. Highlight their concerns and finish by covering them with positive outcomes.

11. Schedule Next Steps

The majority of your cold call should be focused on the next steps the candidate needs to do to advance towards the opportunity you’re presenting. Talk about your process: will they need to do a technical phone screen or complete an online assessment? Answer all the candidates questions or concerns about the process.

12. Closing

The closing question of the cold call should schedule a time and date to follow up with them. If you completely caught them off guard during the call try and get there email address before ending the call. Right after the call make sure to email them with the job description and next steps.

With these tips, you’re sure to find success with your cold calling.

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Jonathan Kidder

With more than 12 years of recruitment experience, Jonathan has helped startups and small businesses find the talent they need. He runs the blog WizardSourcer, which explores the latest trends in talent sourcing, provides reviews of recruitment tools, and features interviews with prominent figures in the industry.