An owner posed a very interesting question to me this past week-end. She has two very experienced recruiters who cold call every single day. That would normally be an owner’s dream – however, they are not following up on leads and she feels things are slipping through the cracks. My response was – “of course, they are!”
Sales is a process…cold calling is part of the process. Calls should consist of the following:
1. Conversations with existing clients or candidates
2. Follow-up calls on leads
3. Cold calls
It is this combination that makes for top production. The purpose of cold calling is to get information that will lead to your next contact so you eventually turn this prospect into a client or candidate. I find many individuals do not have a system for tracking leads, which is why so much valuable information can slip through the cracks.
Whether you track these leads on your computer, utilize a lead book or merely keep an excel spreadsheet, it is vitally important to track leads. Warm calls are one step closer to a PLACEMENT!
Barb Bruno, CPC, CTS
Sun, Oct 28, 2007
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