7% of what you say are the “words” you use / 38% is the “tone” you use / 55% is our “body language”; therefore the tone in which you sell something is over 5 times more powerful than the words you use. The art of selling is the art of telling a story – the more description, the more the candidate can imagine themselves there. You want to create a vivid image in someone’s mind, make this story as human as possible. You want to evoke emotion for the candidate, you want them to be excited about the prospect of moving, you want them to be proud to be approached by us and trust that you can move their career in the correct, positive trajectory.
You must also very strongly remember body language making sure that your hands remain in the power zone throughout the pitch. Finally, remember that is the first call of our new relationship with the person, don’t be overly pushy or salesy, you need this person to respect you and want to be led by you, show personality, don’t be robotic. You want your second headhunt call with the candidate to be better than your first so leave a good impression and find something out about them.
You also want to take advantage of purple patches. If you make a call within a sprint (7 connects in under an hour) you are 400% more likely to get a number from this work.
With this information it is vital to believe in what you are selling, if you don’t, it will come across over the phone. Know the business you are selling to ensure that you can answer questions there and then and know everything about the role to help paint the picture of what it offers. (People don’t buy facts and figures but stories and how they can fit into it). Know what you want to achieve with the call and have this at the forefront of our mind. You can’t come across like you just want to hit KPI’s, you NEED to believe that you are not calling to hit KPI’s, you have a purpose and believe it, you are going to get their number, you need to have a sense of purpose.