Cold call reluctance is an emotional short circuit that diverts energy from adding clients and candidates to your recruiting software, and doing the things that are necessary to be successful in this industry.
Although there are many causes for cold call reluctance, they can be described within three major categories:
#1—The Fraud Factor
This has to do with a lack of belief in your ability to deliver great service. Successful selling involves two parts; the first is selling to yourself and the second is selling to your client. If you are not 100% sold on the quality of your service, you will tend to avoid selling situations.
#2—Repeated Failure
Another reason for cold call reluctance is the fear of repeated failure. This occurs when the recruiter attempts to attract new clients, but continually gets the door slammed in their face. Each time they hear a “no,” it makes it harder and harder to pick up the phone, and this can become a negative cycle.
#3—Fear of Rejection
Fear of rejection is a third factor that holds people back from selling with confidence. When a recruiter makes a marketing call to a prospect and goes through their sales questions, they will often meet some level of resistance on the other end of the line. If this rejection is taken personally, it can lead to call reluctance.
COSTS:
The costs associated with cold call reluctance are very high for both the individual recruiter and the firm owner. High turnover is one result of call reluctance, and about 75% of new recruiters don’t survive their first year. Call reluctance also has a crushing effect on the spirit and causes frustration and stress. The loss of revenue also affects both the recruiter and the ownership.
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Gary Stauble, a guest writer for the Top Echelon Recruiter Training Blog, is the principal consultant for The Recruiting Lab, a coaching company that assists firm owners and solo recruiters in generating more profit in less time. For more information or to schedule a complimentary coaching session, visit The Recruiting Lab’s website or call 408.849.4756.