Many recruiters make the mistake of seeing a cold calling script as an
iron clad template to how they should conduct their cold calls. And because of
this they are either “slaves” of the script or completely avoid them. But the truth is that a good cold
calling script provides a steady foundation on which recruiters can sell
themselves and their services to prospective clients and talent. But how do you
create a cold calling script that’s effective in getting the results you
desire? Below are four steps to
doing just that:
1. Do your
research on your target audience before you write the script. What are their desires? Goals? Fears?
And objections? It goes without
saying that the cold calling script you use for talent will be a lot different
than the one you use for employers.
But you may also have a slightly different script for employers who are
small as opposed to large? Or, you may try a different script for passive
candidates than you would for active candidates.
2. Make sure that
your cold calling script includes information about how you will be valuable to
the prospect and how you will help them fulfill their goals. Make sure you close with a call to
action. What do you want the
prospect to do?
3. Make sure that
your cold calling script addresses the most common objections. It’s best to do this in a subtle
way. If you know that the most
common objection that an employer has to hiring a recruiter is that recruiters
“move to slow,” then you want to make sure that your script includes
information about your speedy service.
4. Keep your cold
calling script short and free from fluff.
Every word should count.
Your cold calling script is a sales pitch which should keep the listener
engaged. But always be willing to
“stray” from the script if the prospect has questions.