Job Search Phone Skills

Phone Skills

Believe in yourself, your knowledge, abilities & experience.  Everyone has a different approach, a different personality.  Believe in yourself.  This confidence will come across to others.

Show enthusiasm.  People want to believe that you want to work for them.  The higher placed that person is in the company, the more impressed they will be by your sincerity, your research, your knowledge of the company.

Do your research before-hand.  Learn as much as you can about a potential employer, before the first contact.  Know who are competing against.  What skills and abilities will hiring managers be looking for in this type of position and industry?  What can you bring the table?

Position yourself as a problem-solver.  Zero in on what the person expects/needs, and show how you can provide that.  Do this through research ahead of time if possible, or ask questions such as "What are your expectations for this position?"  Ask yourself, "if I was a product, why would someone buy me?"  Remember that benefits are more important than features.

Practice.  Create a script.  Practice.  A script can be extremely helpful as long as you are prepared to go outside the script.  Have your list of skills and PARs (Problem-Action-Resolution - see Interviewing Tips) written out ahead of time.

Be courteous.  Ask the other person if they have a moment to speak.  Ask when would be a convenient time to call them back.  

Leave quick, concise messages. Start with "Mr. Jones, president of XYZ, has recommended that I call you . . ." (Only use his name if you have talked to Mr. Jones).  Avoid giving a specific time for your call-back.  Rather say, "I'll keep trying to reach you.  Hopefully we will be able to connect soon".

Avoid open-ended questions.  Rather than "Could I deliver this to you"?  say, "I would like to hand-deliver this to you, would it be convenient for you?  It would give us a chance to meet face-to-face".

If you are dealing with an agency, rather than directly with an employer, and want to know the employer's name, ask "Are you working in a preferred vendor relationship with this company?  If the answer is yes, the agency should be able to give you the name of the employer they are working for.  You will need to agree not to approach the employer directly, however.

Getting in the Door - Use Sales Techniques!

 

	Don't take it personally if your call is not returned. There could be a number of reasons why this occurred. Call again and follow-up.
	Handle your call just like any standard business call you would make (i.e. Hello, Joyce? this is Kim Smith. Is John in?)
	Try making an appointment for your next phone call.
	Try calling just before opening (7:00 - 8:00 am), during lunch, or after closing (5:00 - 6:30 pm).
	If you were referred, state that up front.
	Call higher in the organization, then ask for assistance in locating the right person to talk to, you now have a referral from that person's boss's office.
	Dial into the company, then apologize for getting the wrong number, and ask to be forwarded on.
	Try the following: I was just speaking to Jim Jensen at ABC about something which may interest Mr. Brown. Is he in?
	If you have been trying unsuccessfully to reach someone, try asking the gatekeeper for assistance. (This is where being polite in the [past can pay off!)

Phone Skills Checklist

 

	Did you have clear objectives for your call?
	Were you prepared (notes, script, names)?
	Did you get the full name of each person you spoke with?
	Did you establish rapport?
	Did you introduce yourself and give the name of your referral (if applicable)?
	Did you state the objective of your call?
	Were you able to get the contact's interest?
	Did you make explanations brief and to the point?
	Were you able to obtain an appointment for an interview or permission to submit a resume?
	Did you get another referral name?
	Did you confirm the date and time of your next appointment?
	Did you confirm the address, floor, room, directions, special requirements?
	Did you obtain a phone number for follow-up?
	Did you keep notes?