Cold Calling

  Proactive Job Searching

One of the best methods to obtain action and cut costs in a job search is to use a proactive method - the telephone. If you are using a cover letter and resume for your initial contact, a telephone follow-up will make your efforts pay bigger dividends. Relying only on the mail method of job searching creates less anxiety and is less threatening, but it is not a proactive job search method which results in timely response.

A proactive job search is a job search whereby you take greater control over the events related to the job search. By using the telephone you can reduce time lags, determine what needs to be accomplished quicker and beat the competition.

If you are using only a mail method of job search you will be limited by time lags and in danger of losing control of your job search. By leaving the receiver all the control of what to do next, they determine your future. Take control of your job search by using the telephone more often.

You will need to develop a telephone script to use during your telephone contacts. This script will provide you with a short (40 second) presentation of yourself, your skills, and abilities.

By using the telephone and clearly presenting your skills ( which comes from reading your script), it is possible to get interviews, instructions, and information more quickly, and/or more contact names with which to network.

For more information on telephone script development, see the "Telephone Script Development" brochure in this series or visit us at Career Services.

When doing a job search, it’s in your best interest to talk to people who can do the hiring. However, these people often have support staff to screen calls and to minimize the number of interruptions to their schedules.

Job Searching around the "guards" is always easier when you have been referred by someone in your network. It is more difficult if you are cold calling, but it is not impossible to reach the person who makes the hiring decision.

Opportunities to visit with decision makers can be increased greatly by calling at times when the "guards" are not there, such as before the company workday begins, at break times, or after the normal workday hours. The decision makers whom you wish to talk to often work longer than their support staff, it may be possible to reach people directly during these hours.

The idea of calling someone you don't know and asking for something, like information or a job, creates the opportunity for rejection. This is why the cold call can be terrifying and is often avoided by job seekers. Cold calling is a method utilized to gain an interview, job related information, or more networking contacts. (If you wish a specific professional position or to be considered for a higher level position in the company, thoroughly research the company before any contact.) Finding a networking contact who can assist you with an introduction to someone in the company is another important preliminary step.

It is important to have the following items on your desk before you call:

There are two cold call methods, "immediate access" cold calling or "next day" cold calling. Neither situation requires that you indicate the exact type of job you are seeking because your goal is to outline your skills and to obtain an interview. The person who does the hiring will judge whether or not your skills match their needs. However, be prepared to indicate some general job area that matches your skills.

The "immediate access" cold call should be used if you are in a location for a short period of time (such as when you are in another community job searching for a couple of days) or if there is a larger pool of businesses to choose from within your geographical location.

The "next day" cold call allows you to use a block of time today to gather a number of names, then plan the calls you will make the next. Doing this will help you plan your day better and reduce anxiety by giving you a chance to use your script presentation a number of times in succession.

Call the phone number. Project confidence with your voice.

If the business is large, ask for the secretary in the part of the company in which you wish to work.Once transferred ask for the hiring person's name, write it down (spell correctly).

If the company is small, ask to speak to the person who does the hiring. Write the person's name down (spell correctly).

Here is where you can decide whether to quit for now and call back in a day or so or to continue.

If the receptionist will not give out this information, indicate that you wish to send a letter and you need the hiring official's name and mailing address. (Maybe even mention that you would like to include in the letter what a good job this person does, ask for their name to include in the letter.) Send the hiring person a cover letter and resume, complete your job search tracking sheet and plan a follow-up call.

Ask to speak to the hiring person, have your card resume or telephone script ready.

Give your name and read your telephone script. Ask for an interview, later that day or the next morning. Provide two times you would be available to meet. If they can't or won't meet with you, have an alternate plan ready. Don't let them off the phone without giving you feedback about your skills or, at a minimum, two networking contacts.

If you make an appointment, get directions to the meeting place (write them down). Say thank you and hang up. Send a thank you letter even if the interview is later in the same day (your name will cross the persons desk again).

Complete your tracking worksheets and get ready to call the next person.

For more information on tracking worksheets, telephone scripts, networking, or cover letter/resumes see the other brochures in this series.