Cold Calling

Asking Well: The Secret to Successful Lead Gen

Ever see the movie Glengary Glen Ross? You remember — “Coffee is for closers!” If you can stomach the abundant profanity, it’s actually an interesting study of the absolute worst possible approach to sales. The basic storyline revolves around a supply of allegedly superior leads — the “Glengary leads” — that a group…

Consider These “Extras” When Making Contract Staffing Calls

With email and social networks (LinkedIn, Twitter, Facebook, etc.), there are plenty of ways to reach clients these days. However, many recruiters find that nothing works quite as well as the old fashioned phone call. You likely already know the basics of a good phone campaign, such as the importance of doing your…

3 Ways to Get Past the Gatekeeper

The first and most important thing a recruiter must do is get through the gatekeeper to the prospective client. Smiling and dialing is fine for voicemails you hang up on, but placements aren’t made that way. You might as well be talking to your kids. If you follow me, I’ll show you where…

How To Turn Client Criticism Into A Win

Although it’s rarely discussed openly, the most pervasive problem in doing search is internalizing criticism from employers. It causes recruiter burnout, limits options, stifles creativity and results in low self-esteem. That is why overcoming objections is such an important part of any placement training program. But overcoming objections doesn’t overcome the effects of…

Avoiding the Hot Lead Brush Off

Dear Barb: My sales people get very frustrated when they get a lead from a candidate that a company is hiring. They call in and the prospective client says they are not hiring. At that point, you can’t call the client a liar, even though you know they are. In the past, this…