1, Job Role
Make sure you have a full job description and company profile, this is your carrot, so make sure it looks good when dangled.
If the job description came through the HR department call the line manager who will be doing the interviewing and employing and get the proper job description or at least check it, also do they know anybody they would like for this.
2, Write Pitch
We write the verbal and e-mail pitches here to make sure we have enough information to be able to sell this role with conviction.
3, Research
Research relevant companies like your client’s competitors and other companies in the same field as your client, these companies are likely to have the type of candidate you are looking for.
To get the relevant persons name and details you can use a researcher’s script.
Hello I’m calling from FNM marketing and we have been employed to send out information from (a relevant body to their field) to your (job title), would you be kind enough to give me their names.
Hello I’m calling from……………… and we have been employed to send out information from ………….. to your …………… XXX staff, would you be kind enough to help me.
Rebuttals,
“Just send it to me (the receptionist)”,
We have been instructed by our client to only send it to named individuals, other wise it looks like junk mail.
“I’m not meant to give out peoples names”,
I understand, it’s just I get 50p a name bonus and I’m trying to work my way through Uni, would you mind helping me out, please.
“What is the information you are sending”?
I don’t know, it seems quite technical to me, make a joke out of it.
All of this should produce a calling list of company names and target candidates, an excel database to work from.
4, First Line Headhunt
First line headhunt calls should be really relaxed, absolutely no pressure on the target at all, the only thing you are after here is to confirm their name, job title and to get their mobile or home phone number.
Getting Past Receptionists
Hello it’s……….. could I speak to ……. ………, it’s a just a quick personal call.
Rebuttals,
“Sorry I’m not allowed to put person calls through”
Just call back the next day, saying you’re from one of their clients, you should find a list on their website.
Or
Hello it’s……….. could I speak to ……. ………,
“What is the call about?”
A friend gave me his/her name as someone who could give me advice on getting into ……………. (what ever their job is).
You can site down and think of a few of these quite easily to get past receptionists.
First Line Specking to the Target
Hello is that …….. ……… the ……… (persons job title), my name is ……….. and I’m calling from a headhunting firm.
Sorry to mislead your receptionist but I did not want to get you in trouble.
I would like to speak to you outside of work hours when it is easer to speak, can I take your mobile number please…………………….., we can grab 5 mins to see if what I have might interest you.
You never now until you try a.
What time are you free, tomorrow lunch time or do you need an evening call,
That’s great speak to you on …….. (as arranged)
Rebuttals,
“I don’t want to give out my number”
Make a joke, we weren’t planning on selling it. Or no information is released on you without your express permission, so you are very safe.
I would not last long in my business if I could not keep confidences.
“What do you wish to speak about?”
We simply wish to discuss work options, I’m not asking you to be interested, because until we have had discussions you simply can’t tell, the truth is if I can put something on the table that is better than you have now, you might be interested, if I can’t you wont be.
So all I’m asking is at this point is to take 5 mins of you time and let’s see.
“It’s ok I’m alone we can speak now”
I’m sorry I can’t I’m just going into a meeting, I didn’t expect you to say that, also every time I’ve tried to speak to someone in their office something happens and we have to stop, it’s so much more relaxing out of the office, so I could I take your mobile number and a good time to call.
Now go to headhunting Part 2.
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