Cold Calling for Recruiters: Essential Tips & Scripts
Whether you work in recruiting or are associated with a staffing firm, you've likely heard the claim that cold calling is outdated. However, this perspective ignores current market trends and hiring statistics. Recruiters are adapting to the challenges of the remote world in various ways, proving that cold calling remains a vital part of recruitment management.
Cold calling in recruiting has evolved with a greater emphasis on automation and personalization through hiring software, but its core goal remains unchanged: building trust relationships with prospective candidates. Despite advancements, it remains one of the most commonly used and effective strategies for finding qualified prospects and identifying growth opportunities.
If you're finding it difficult to generate leads for your business through cold calling, you may be doing it wrong. In this blog, you will get the best cold calling tips and cold calling scripts from recruiters to improve your recruiting practices and techniques and master the art of cold calling.
Meaning of Cold Calling in Recruitment
In the recruiting industry, cold calling refers to phone calls that recruiters make to prospective clients or candidates through a virtual call center. Generally, the person and the prospect have not had any prior verbal contact. In recruiting, cold calling in recruiting is done by contacting hiring managers, professionals, or potential job openings. Recruiters contact job seekers who may or may not be actively looking for a job to inform them of open positions and encourage them to apply for them.
Top Cold Calling Recruitment Tips to Attract Qualified Candidates
1.Have In-depth Knowledge of the Job Profile and Candidate
As a good recruiter, when you're trying to convince a prospect to accept the role, you need to be aware of the unique qualities of the job. You should gather enough information from the hiring manager to be best prepared to confidently answer the candidate's questions.
You can also search for similar jobs on other online forums. Also, before you proceed, you need to understand the candidate's compatibility with the job.
Data shows that at least half of your prospects are not a good fit for your company. You can prioritize attracting these specific candidates by creating a customer persona that aligns with your company's area of expertise. By doing so, you're likely to increase your chances of conversion and make higher-quality sales.
2.Use a consultative selling strategy
You may agree that no one likes to be "sold" goods, but everyone prefers to be asked about their concerns or suggestions for improvement. Likewise, a consultative selling technique when cold-calling candidates in the recruitment process can turn a cold call into a relationship-building call.
The goal is to find the best customer and have the appropriate intentions when doing so. Prospects appreciate it when you take the time to understand their needs because it makes them feel like you are on their side and not just making money. Finally, you can use call center software to efficiently manage customer interactions and ensure that each prospect receives personalized attention.
3.Introduce your company
To make a good first impression and set the tone for the conversation, you should introduce your company. If the candidate says they know the company or brand well, you can move on to the next part of your pitch by pointing out familiarity.
It can be awkward if you tell the candidate, "I'm calling from XYZ Corporation," and they respond, "Sorry, I haven't heard of that." So, unless you're working on job openings for well-known international companies, gather information about your client or company that will appeal to potential candidates. It's always safer to quickly give prospects a brief introduction to the company.
4.Work on acquiring the leads online
Linkedin is one of the most popular social networks for recruiters to connect with potential candidates. As we know, familiarity is always preferred in both personal and professional settings.
Connecting with your prospects through social media before a cold call can help you set a backdrop for future conversations. You can add them to your social networking platforms and interact with their posts by liking them or leaving insightful comments. Sending emails can also be a way to connect with prospects, but you should be careful not to be seen as a spammer.
5.Never forget to highlight your past achievements.
Everyone wants the best for themselves and their company, so you should carefully showcase your best qualities without being pushy. It is crucial to be authentic, highlight your achievements, and let the conversation flow naturally. Use your current prospects and highlight their successes to establish your credibility.
6.Call openings should be to the point
The first impression the prospect gets of you is formed during the first few seconds of the call, so you need to make a strong first impression. By robust, we mean the absolute best. Admit that you are disrupting their day and ask for permission before starting a short conversation.
Candidates usually use the first minute of your call to assess whether the interview is worth their time or not, so pay attention to how you start a conversation and the first few lines. Your speech should exude professional courtesy. Also, try to keep the conversation as short as possible.
7.Take notes and write conversations
The most underrated, yet crucial phase in the cold calling process is preparing the script. A planned script gives the conversation flow, prevents interruptions, and helps you reach your goal quickly and effectively. A typical mistake most recruiters make is a weak introduction.
A compelling scripted opening statement is essential as it determines whether the prospect wants to continue speaking with you. Moreover, you should learn from every cold call, whether successful or failed. It is always better to discuss ideas, share lessons learned and move forward as a team.
8.Lead follow-up is crucial
Research has shown that only 20% of leads are followed up and closed. In other words, a simple lack of follow-up causes 80% of potential leads to disappear into thin air. However, following up on a prospect is more difficult than a cold call in many ways. Nevertheless, a follow-up call is usually the start of the sales cycle. Even though it may seem like a tedious operation, the candidate's close depends on it.
The importance of following up is underscored by the fact that many recruiters stop responding to passionate cold calls, causing prospects to lose interest in the job profile.
9.Ask candidates for referrals
Recruitment is a sales-oriented job, and like most salespeople, as a recruiter you may tend to maximize call volume to increase productivity and placement numbers. While you should focus on candidates who are the best fit for the role you are working on, you should not immediately abandon calls if you find that the candidate is not qualified for the role. In such a case, you can seek referrals.
If someone recommends your recruitment agency to another prospect, the referral is credible because it is based on mutual respect. A successful cold call not only helps you get hired, but also gives you the opportunity to expand your network of potential candidates.
10.Automate tasks
Writing emails and reaching out to potential leads by saving time and effort is one of the main benefits of adopting AI and automation for cold calling. You can automate operations such as finding prospects, confirming contact information, scheduling phone calls, sending follow-up emails, and updating your CRM using AI and automation tools. You can also use them to review your calls, provide comments, and suggest improvements.
The Best Cold Calling Scripts for Recruiters
Cold Calling Script 1: Grab Your Prospect's Attention
Hi [Prospect Name]! I'm [your name] from [your company name]. Our team works with people like you to support [Value Propositions 1, 2, and 3]. I've researched [prospect's company name] and want to learn more about [the difficulty you found during your research]. Do you think this could help with [common difficulties or pain points]?
Scenario 1: Yes! Absolutely. Please tell me more.
“At this point, you will ask them to take the next steps in your sales process, like attending a demo, speaking to an account manager, or whatever.”
Scenario 2: Sorry! I don’t have time right now.
No problem! Can I send you a follow-up email that you can read if you need to? I can get back to you tomorrow.
Cold Calling Script 2: Identifying Qualified Candidates
Hello, good morning/afternoon/evening! Is this [candidate name]?
“Pause to wait for the answer and move on if it’s a yes.”
Sorry to bother you at this hour. But if it’s OK with you, I’d like to discuss an open position for [role] at [your company name] that might interest you.
Scenario 1: Sorry! I'm not interested.
I understand that. It would be helpful if you could recommend someone you know who might be interested in the role.
"End the conversation politely after thanking the prospect for their time."
Scenario 2: Yes! I was looking for a job opportunity.
Great! [Describe the role, ask about their experience, salary expectations, and other details that are critical to hiring]
Cold Calling Script 3: Approach Prospective Candidates
Hi [Candidate Name], [Your Name], here on this page. On behalf of [Company Name], I'm hiring for the [Job Title] position. [Connection Name] recommended calling you and saying you might be interested in the role. Do you have five minutes?
"If they agree to speak with you, clearly introduce yourself and tell them why you're calling."
I believe your background would be a wonderful fit for the [Job Title] we're looking for. I would be happy to give you more information about this opportunity.
"In response to a prospective candidate who says, "I'm not interested."
I understand that completely. I will email you the job description so you can have it on hand or use it to suggest a lead. We would be happy to talk to you about it now or in the future as we believe you are a good fit for this challenging role.
"Thank them for their time and move on if they respond negatively. If they agree, thank them for their time and assure them that you will follow up on the job description via email."
Cold Calling in Recruitment Summary
Cold calling in recruitment is similar to sales. It's always about getting out into the world, prospecting and closing deals. To ensure you can hire qualified candidates, it's important to cold call suitable candidates.
Moreover, it is crucial for job seekers because, according to most experts, only 30% of all new jobs are ever advertised. As a result, many job openings are never posted on job boards, potentially resulting in missed opportunities for both the recruiter and the recruiter.
Even though the basics of cold calling have remained the same, recent advances in technology and communication have led to a change in cold calling methods. A lot of work needs to be done before an official call to attract candidates. Just like you should follow the cold calling tips above in recruiting before dialing a new number!
Cold calling remains a vital recruitment strategy, enhanced by modern tools and techniques. Using platforms like IceHrm can streamline the process, ensuring efficient and personalized candidate interactions.