Phone Calls

How to Pitch

Before you pick up the phone and engage with the client, for a successful outcome you need to be prepared by having and completing the following:

•  Information about the client being contact
• Correct information about the job advert being advertised
•  Any previous information about the client you might have on them (past managers, ownership etc.)
• Try and find out who the decision-makers are by searching on carehome.com
•  Be prepared for objections and have answers written down to help you deal with challenges 
• Clutter free environment and desk space
• Access to your diary
• Positive attitude
• A pen and something to make notes on

Stay persistent, stay calm, and ask as many questions as you can and aim for a meeting. 

Phone Etiquette

• Be yourself, everyone has their own style.
• Be polite
• Introduce yourself and Tezlom
• Have a purpose for your call
• End the call

Follow Up

• Following up is the most crucial part after any meeting. This is where you get more opportunities to get roles from the client if you did not get them the first-time round. Here’s some tips and notes:
• Before you leave any meeting, agree on the next stage with the client. This might be to go through the roles they are recruiting for and how they are getting on in general and if they had a good weekend.
• It is crucial that you conduct the follow up phone call at the agreed time and date or even at an earlier date than agreed to prevent other agencies from ringing and undercutting the fees you had previously agreed. This happens more often than you would expect and will leave the client with a negative first impression resulting in them leaving you on the back foot.
• When you follow up you still might not get anywhere, but do not let this dishearten you. You need to remain persistent and build a rapport. When a great rapport has been built this is when the client will be ready to give you the opportunity of recruiting for them. A lot of clients will try and test you first by giving you the odd role you will struggle to fill, however once they trust you and understand you are working diligently on their behalf, more doors will open.
• If you have remained persistent, developed a good level of rapport and the client is still not providing you with any work, send out a little goodie bag filled with merchandise (PENS, WATER BOTTLES, BOOKS) – this is always a winner!! By doing this you are breaking down any other barriers they may have. Having a good range of merchandise and thinking outside of the box is the difference between YOU and any other agency out there.
• How often you follow a client up is all dependent on what vibe you get from them and what they say to you. For example, the client might say “I don’t have any roles that need covering this week I will be in touch when I do” this might sound great, but they probably will not ring you. You must be persistent and chase for the roles. If you feel like you are ringing the client to much, then maybe resort to emailing them

Being Persistent

• Persistence is KEY. If you remain persistent with your sales calls to the client, the likelihood of you working with them increases. We say that it takes approximately 6-10 sales calls to the same client before you receive any outcome, so keep going.

Managing Expectations

• Be realistic when planning your calls – Don’t expect business from every call, half the time you may not get an answer/speak to the correct person, so don’t get disheartened. Schedule a follow up call for a later date and log in TempID.