Why I DON'T Hate Cold Calling

My role as BD Consultant at Hobson Associates is to form relationships with new companies as well as renew ties with past clients who have benefitted from our recruiting services. I’ve made hundreds and hundreds of cold phone calls, and I’m still astonished that the individuals I call are extremely eager to hear about how Hobson Associates and I can be a resource to them. And I can also truthfully say that so far only two people have abruptly hung up on me! [That’s OK, when that happens, I go ahead and call their competitors…they usually DON’T hang up!]

Know what else? I must admit that I love cold calling. It is truly a science of its own. There are so many variables to earning a firm’s business, and no mathematical equation can equate a new client. To every problem, there is a solution. During my time at Hobson so far, my takeaways for successful cold-calling are simple:

Be yourself

I find that when I engage people in natural conversation, everything flows better. I feel more comfortable and the other person feels better about receiving my unexpected call.

While a script is helpful in keeping the messaging and goal on point, adding your own personality is super important. It allows the conversation to “breathe.” For example, I try to let it be similar to a conversation I would have with a friend or colleague.

Be helpful

Once you get your prospect on the phone, make your time count. You’re not calling to create a situation that is focused on your personal gain, but on helping the other person. Simply have a conversation to explore whether you can help them in some way. This takes pressure off both parties. You’ll find that you’re both more relaxed and the prospect will be more likely to open up and be candid.

Get to the point

People are rushed and pressed for time. If you've got something to say, say it in as few words as possible. Nuff said.

Create urgency

Urgency gives people a reason to move forward. If you ask the right questions, you’ll get your prospect to realize they’re unhappy or dissatisfied. And if your questions don’t lead them to make those realizations, the timing might not be right.

So smile and dial ... If you apply some of these perspectives, it will transform your daily work life.  And instead of dreading the cold call, you’ll look forward to the adventure of creating a situation where everybody wins!

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