The Secrets of Cold Calling for a Job

5 Secrets to Overcome the Fear of Cold Calling

Copyright 2003-2010 G. A. Puleo

Cold calling is one of the four basic venues for finding a job.  Even though the company may not have any immeidate hiring plans, a professional who can prove his or her immediate benefit to the organization -- such as entrance into a new market or solving a particularly troublesome problem -- can find that a job has been created especially for him or her. 

The most successful cold callers have significant experience and a proven, tangible record of previous successes.  Since you may be creating a position where none existed before, your goal is to quantitatively and qualitatively prove the value that you alone can provide for the company. 

Warm up to the process of cold calling in a job campaign by internalizing these two fundamental beliefs: 

1. Believe in yourself and your abilities. 
   
2. Understand and accept the fact that your efforts may be rejected. 
   

Like the traditional sales cold call, this technique also has a high rejection rate -- only 10% of cold calls result in an actual employment offer.  However, unlike a sales cold call, you as a job candidate only need to make one sale that leads to a job.  The following five secrets will help you overcome your fear of cold calling. 

Secret #1: Boost your confidence by knowing what you have to offer and what you are seeking.

Cold calling demands self-confidence and knowledge builds self-confidence.  Although most beneficial to experienced professionals, cold calling can be effective for lower level workers by being in the right place at the right time (i.e., contacting an employer before a formal hiring announcement is made gets your foot in the door early).  By understanding and illustrating specifically how you can benefit the targeted organization, you will automatically build your sense of self-worth and confidence. 

Secret #2: Research the target company's history, needs and future goals or plans.

Cold calling that simply asks for a job severely undermines the likelihood of your success.  The company is unaware of your potential benefit and will dismiss your inquiries as unimportant or desperate.  But by understanding the historical and future challenges it faces, you can better represent yourself as someone who can assist them in their goal achievement. 

Secret #3: Speak to the decision maker.

NEVER cold call the human resources department.  Generally, HR screens candidates for openings generated by other departments and you will be asked to follow procedures that put your resume into their database.  In other words, you won't be able to put a face with the resume.  Instead, use your network to warm call a manager or executive who has hiring authority for your targeted department.  (Hint:  You'll have discovered this in Secret #2.) 

Secret #4: Arrange a private, informal meeting with the decision maker.

If you made a good first impression in your cold call with the decision maker (Secret #3), seek to arrange an informal meeting NOT an interview.  It is rare that your request will be immediately granted, but continue to follow up every 10 to 14 days.  Depending on the outcome of the meeting, the decision maker will most likely ask you to complete the appropriate paperwork through HR.  Be fanatical about following up -- cold calling is an aggressive tactic that demands initiative, perseverance and finesse. 

Secret #5: Have a back-up plan.

Realize that, even though you may be an ideal fit with the organization, tight budgets may undermine the decision maker's ability to offer you a position at this time.  DO NOT DISCONTINUE CONTACT! 

Realize, too, that you may in fact not be a good fit with the organization.  DO NOT DISCONTINUE CONTACT!  Your back-up plan is to develop this new contact into a viable part of your network. 

Your research and planning in Secret #2 revealed ways in which you can be mutually beneficial, so DO NOT DISCONTINUE CONTACT.  Market and employment conditions change rapidly -- today's rejection could be tomorrow's job offer. 

Click here for more ideas on targeting employers in The 7 Pillars of a Successful Job Campaign -- our 2-hour webinar for a comprehensive job search strategy.