Are You A Cold Call Critic? Don't Be! by Kimberly Schenk

Cold calling has critics and believers. I'm both. I think cold calling day in and day out can be boring. I block out about two hours a day and cold call consistently. The rewards from these calls are monumental. It was not always that way. I'm not a natural sales person however after years of practice,  I can hold my own against any 'natural'.

Here's a few cold calling tips:

1. Be sincere.

2. Offer value. When you believe in your product/service your conviction is conveyed to the person on the other end of the phone.

3. Demonstrate your credibility by asking intelligent questions to uncover needs. Listen to your prospect. Prospects buy when the see there is a cost effective solution to their problem.

4. Design an effective call script. A good sales script engages prospects quickly in a meaningful dialogue.

5. Listen for the big picture, not for a pause where you can interject a feature or benefit about your product.

6. Have a conversation with your prospect vs. talking at them. Inquire about her business and areas of frustration.

7. In your first introductory sentences offer one or two benefits. Every prospect cares about WIIFM? (What’s in it for me?) If you do these seven things a prospect is more likely to listen to you.

Asking intelligent questions is the fastest way to establish rapport. Prospects have problems and they want their problems solved. You're one of the good guys! Don't 'sell' to anyone unless you've qualified him or her. If someone does not qualify, (meaning they don’t have a need or the money to buy) don't push. I know scores of sales trainers advise otherwise, but if you're in sales for the long haul, make your life enjoyable by selling to people who want to buy and are ready to buy.

When you walk away from a prospect because they really don't need or want what you're selling, do so with grace. Not turning off a prospect leaves a positive, or neutral feeling with prospects about dealing with sales people. Leave the door open for a change of heart down the road should circumstances change.

As an Executive Recruiter, I ask support staff of the business owners or VP's to help me find decision makers. In today's world I leave messages and get calls returned when a potential client has a need. Don't waste a decision maker's time. Messages should be to the point: "My name is Cinderella and I'm an Executive Recruiter who specializes in mortgage banking placements. I have clients in the area and if you're looking to expand your operation or have hiring needs, call me at (my number)."

I get several calls a week from messages. When someone returns a call I know they have a need and jump into a conversation that will define their search requirements.

Expect to make sales. Cold calling is a task and sometimes it's tedious. Make a plan and develop your skills. Determine whether there's a need and manage the conversation in a way that leads without offending. Recognize the difference between a true objection and an objection that's masking a buying signal. Selling is strategic. Interacting with customers takes practice. The more you practice the better your closing ratio!

Accept cold calling as a fact of life. Reconcile the tedium with the excitement. 4 - 5 meaningful conversations an hour will increase production. Keep track of your calls, your conversations, your sales, and your pipeline.

If you have call reluctance or any anxiety related to cold calling, there's help. Emotional Freedom Techniques (EFT) works perfectly to get rid of negative emotional patterns held within our bodies. EFT is being used effectively to eliminate pain, anxiety, depression, fears, addictions, and heal traumatic events. Neutralize cold call fears with EFT.

If cold calls are part of your professional life, enjoy the process. Allow your prospect to 'buy'. Let them decide they cannot live without your product or service by presenting value, asking questions, describing benefits, and listening. Sell them what they want to buy.

Kimberly Schenk is the author of, 'Top Recruiter Secrets' and 'Cold Call Therapy'

Recruitment Process: 5 Advantages to Knowing Every Step!

Recruiters are consultants. They do far more than match up employers with candidates. At any given time a Recruiter can find themselves in the role of catalyst, psychologist, hand-holder, detective, negotiator, and guide. Recruiters work behind the scenes to make deals happen. They change lives and companies. It's fun and rewarding to be a good Recruiter. Operating as a high level Recruiter is a function of knowing the entire recruitment process intimately.


There are between 25 to 30 steps in every placement. The number of steps can vary depending on how many times a candidate interviews with an employer. When a Recruiter takes the time to understand the recruiting process they ultimately perform better and more efficiently. Performing like a top professional is the first item in a 'best practices' list. Word spreads fast when you make a client happy, and making more placements is a side benefit of the first advantage to knowing your craft.


The second advantage of knowing every step of the recruitment process is having the ability to coach candidates and employers better on how to conduct their interviews and analyze the results of their findings. There are no perfect candidates and no perfect employers. Having the ability to help both sides shift their perspective is a huge advantage to a Recruiter who wants to maximize their earning potential.


Three. Knowing the recruiting process forward and backward ensures a Recruiter will continue to improve their performance. One can easily reflect on what they did right at any specific point in the placement process. Conversely they can also feel what went wrong where and prepare themselves for the next time that situation arises. It becomes easy to prepare a better response or handle a few earlier steps differently so the issue never arises again.


Four. If a Recruiter needs to assist a fellow Recruiter, knowing the recruitment process in depth enables them to step in at any point, ask a few questions to understand where all parties are psychologically, emotionally, and rationally, in the process and do what's needed to complete the placement. This is a huge advantage and part of what can make any Recruiter the 'Go To' guy.


Finally, understanding every step of the recruiting process provides a Recruiter with wisdom. Changing companies and hiring people are both big decisions. Those who understand their role both prepare everyone involved for what to expect and what to do while preventing deal breakers that no side wants. Good Recruiters get results quickly. They know how to ask the tough questions and their expertise is sought after over and over. Top Recruiters are well paid and enjoy the respect of many. They take pride in their professionalism and abilities which can be traced back to their first decision to learn the recruitment process thoroughly.
by Kimberly Schenk