Picking up the phone
Once you have your list its time to pick up the phone. If you are not prepared to call an employer or prospective client then you are generally in the wrong industry. Most businesses are hit by several marketing calls a day and the front reception have gotten very good at screening these out. The key to getting past the front desk and talking to someone who makes the decisions about the hiring of staff is to make sure that they are aware that you are offering a valid service, NOT harassing them.
One of the key terms you can use is to introduce yourself by name and ask 'I was hoping you could help me?', this will usually make a receptionist realize that you are not a telemarketing call and they will ask 'what assistance you will be needing?'. It is at this point you can explain where you are calling from and what you are after (explaining that you are a free service often does wonders – especially in a marketplace screaming for candidates). I always find that explaining where you are from and then adding that 'I have a candidate of mine sitting with me and he is looking at working in the ……………. industry and was wondering what sort of processes are involved or qualifications needed to obtain work.
This is often the best approach as you are genuinely asking for assistance while not directly trying to get any commitment from the employer. At this point reception will often transfer you through to their hiring department to get the details or give you the details themselves. It is at this point that you can ask if the company has any current vacancies (or will they in the future) and explain the benefits of your organization and the skills of the jobseeker. If they do have a current vacancy it is at this point you can arrange an interview for your jobseeker or arrange a time to call in and meet the employer in person.
Keep notes
Write a note next to each of the employers on your list – some employers may not be looking for new staff now but will often say they will be looking soon. Make a note of this (be sure you write down the person's name you spoke with) and call them back when they specify. They will be impressed you have remembered and much more open to seeing your candidate.
Important notes
·Unfortunately employers are hit with a number of marketing calls a day – if this approach does not work do NOT be discouraged – you are offering a genuine service and in the employer does not want to take you up then it is their loss.
·Be realistic in your expectations- even if your employer does not have time for you now – it does not mean they won't call you back.
·Differentiate yourself from other callers. Often this is as simply as sounding like you are actually enjoying speaking to them.
·Making a reverse marketing call is often not easy at first; it does get easier but if in doubt ask an experienced consultant for some tips.
·If unsure write yourself a script that works for you and that you can refer to when making the call.
