Cold Calling Tips for the Job Hunter

Everyone I know hates cold calling except a few industrious sales people who love the adventure of it and have no fear of the unknown. This small handful of people I know say they don’t understand what the big deal is. Why is everyone so reluctant to do something they find so easy?

It’s not easy for the rest of us for many reasons. In addition to fearing the unknown, there’s also the fear of rejection. Even if we could overcome these fears, how do you do it without sounding like a desperate telemarketer? Cold calling for most of us is anything but an adventure. But what if you are looking for a job and found out it’s one of the most effective ways to get in the door? Would you reconsider learning a few cold-calling techniques?

Here’s a 101 guide with advice from a group of cold calling pros:

1. Know what you’re going to say before you make the call. Some people work better with a script, others are confident in their freestyle speech. Whichever works best for you, have a plan ready. What could feel worse than reaching your target and then finding yourself at a loss for words?

2. If you do reach a decision maker, don’t overstay your welcome. Be prepared to make your key points and ask for an interview in a 5-7 minute conversation. Rambling on for twenty minutes may make you memorable, but not in a good way.

3. Don’t take rejection personally. It takes a lot of optimism to cold call and to expect good results. Knowing you won’t always get what you’re after is part of the plan. Remind yourself that not every rejection is about your talent as an individual.

4. “It’s a numbers game.” Every successful cold caller I know makes this one point repeatedly. Not only do they not take rejection personally, but also they view it as being one step closer to the person with the answer they want to hear.

5. Speak with enthusiasm. That doesn’t mean talking in an unnatural, affected tone but in a relaxed, upbeat professional voice. Otherwise, a defeatist attitude can clearly be detected on the other end. An old trick used by telephone workers is to put a small mirror in front of them before they dial because psychologists found a smile can be “heard” over the phone.

6. Follow up. Your next call will be more than welcome when you follow through with a few small acts of courtesy. Prompt thank you notes with a brief message help create a positive image of you. Include a word or two about offering to share information in the future if you can ever be of help. It will help you build a network with contacts that may need to call on you one day. And it always feels a lot better knowing you’ll be in a position to reciprocate the favor.