A recruiter who doesn't want to wait passively for job seekers to contact him must be able to make phone calls. That's the only way he can get past bulletproof assistants to the best professionals in a particular industry and convince them to consider his offer. Cold calling is, however, one of the least popular activities not only for recruiters, but also for salespeople. Most new salespeople fail because they can't use the phone to arrange appointments with a sufficient number of potential clients.
Are you wondering what you can do to improve the cold calling skills of your recruiters? An interesting recommendation was published on Recruiter.com. The website refers to an interesting study at Baylor University which showed that there are 12 reasons why traders are reluctant to make cold calls. Try to find out whether any of them apply in your team. Just giving a name to a specific cause of cold calling reluctance may be the trigger for your people to improve. Then you can easily identify the weaknesses of your recruiters and specify what to focus on in their development plans.
Why recruiters don't want to make cold calls
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They are afraid to take risks.
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They spend too much time preparing for cold calls.
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They have a great image but not enough presentation skills.
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They suffer from stage fright. They don't like public speaking.
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They are ashamed to sell but can't admit that a career in sales is not for them.
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They do not want to bother anyone.
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They are afraid of dealing with more experienced and senior people.
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They are reluctant to contact their friends in order to gain more contacts.
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They are not emotionally mature enough to involve their family and ask for references.
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They can't or don't want to work with references from other clients.
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They suffer from telephobia.
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They are unwilling to accept training or coaching from their managers.
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