Recruit Sales Staff

Submit CV

Contact us

Got a question, problem or want some information?
We can help

Tel: 01908 061400

In the challenging markets of today many recruiters and recruitment businesses are focusing more and more of their efforts on cold calling to secure sales appointments and to win new business.

Well executed calls are one of the best ways to make contacts and secure deals.  According to a recent survey conducted by Aaron Wallis, Telesales is one of the most effective ways to generate new business.

But in order to use cold calls to their full advantage you must have planned your approach thoroughly with a well thought out strategy. It is no use picking up the phone and hoping for the best. Not only will your sales technique be weaker but unless you are extremely adept at thinking on your feet you will sound unprepared and unreliable. This may end up doing more damage to your business than if you had never made the call in the first place.

So before you invest any more time and energy cold calling, make sure you’re being as effective as possible. Determine a strategy, and set yourself targets and objectives to keep your call on track. It can make the difference between making 100 calls with a 5% success rate or 25 calls with a 20% success rate.

Here is a selection of advice from experienced telemarketers to help you to make the most out of cold calling.
 

  1. Who are you targeting?

Rather than making random canvass calls, be strategic about who you call. Calling companies who won’t be interested or who don’t have a need for what you are selling is simply a waste of time. Instead, invest your time in compiling a list of potential customers.

To do this, you must ask yourself who your target market is. Consider the following factors in order to consolidate a list of clients.

  • What is the profile of your ideal client?
  • Is there a particular industry sector you want to target – a certain size of business?
  • Work out who your current ‘best’ clients are and what about them you particularly like. This will help you profile the characteristics of new companies you want to recruit for.
  • Exclude the companies that don’t have a real need for what you offer and make sure your hottest prospects are included.
  • Rather than just calling the same old companies on your database, think about buying in a new, targeted list and make fresh calls to these companies alongside your regular follow up and ‘keep in touch’ calls.

Once you have identified companies who fit that profile, you can prepare a prospect list made up of companies who you know have a requirement, and/or companies who are likely to have future potential. Then you can set about making targeted, efficient calls.

Call your hottest prospects first! Not only is your success rate likely to be higher, which will set you in a positive frame of mind for the remaining calls, but if you are called away from your desk at any point you know that the most important calls have been made.

At the end of each day, invest 15 minutes to create a new call list for the following day. In doing this, you can make a note of calls that need to be followed up from that day before you forget!!
 

  1. Be well rehearsed

A lucrative call is predominately down to preparation. For most people calling strangers is an extremely nerve wracking thing. Unfortunately, being nervous can make you stumble over what you are saying or even forget completely. For this reason a key component in your cold calling strategy is being well prepared. Once you know who you are going to call you need to work out what to say and how to effectively target your pitch to the clients you have chosen.

We have compiled lots of helpful hints on how to write and effective script. See Effective Telemarketing Scripts.

Ironically, the key to reading a script is to sound like you are NOT reading from a script. Reading from a script verbatim can sound monotonous and just plain boring! Practice different ways of reading so you sound dynamic and so that there is room for you to interact with the client. After a while you will come up with a style of reading which feels comfortable. If you need to, practice with colleagues and make sure that you are confident in not only WHAT you are saying, but HOW you are saying it.

But of course, the whole phone call cannot be scripted. You also need to make sure that you are well versed in the subject that you are talking about in the likely event that you are asked a question which you don’t have a pre prepared answer to. It may also be helpful to have some background information on the client and their business. It’s always a good idea to demonstrate that you have done your research and that you can prove they need what you are telling them they need.

As a back up, you may decide to have all relevant paperwork to hand or to have their website in front of you. If you are faced with a question which despite hours of research you still don’t know the answer to you can take a moment and quickly check back.

Plenty of research and preparation means that rather than worrying about what to say, you can focus your attention on listening to your prospect and building rapport. You will also be more capable of handling problems and objections. Unfortunately you can never truly prepare for these as you can’t anticipate every question. But, practice your pitch with colleagues first and asking them to raise objections could vastly improve your ability to handle any problems which may arise. Welcome constructive feedback to make your pitch even better.

Last of all, have a voicemail message planned in case after all this – there's no answer.

All this rehearsal and preparation makes for a fool proof strategy to enable you to be confident and achieve maximum impact when cold calling.

For advice on technique and strategy to get in the right frame of mind or for making the call itself please see Getting into the right Frame of Mind or Making the call do’s and don’ts
 

  1. Don’t lose track of the end goal

The telemarketing process involves six steps:

  1. Identify/qualify prospects and plan the campaign
  2. Call prospects and arrange appointments
  3. Meet prospects
  4. Handle objections and answer questions
  5. Make the sale
  6. Follow up

These steps are a very broad outline of what you need to do in order to complete a successful telemarketing campaign.  It is helpful to always bear these basic steps in mind so that you don’t lose track of the purpose of what you are doing. Remember, ultimately your aim is to make the sale. If you stick to these guidelines your calls will have a structure and you will have clear targets to keep you focused.
 

  1. Set targets and objectives

Target setting is essential to keeping you motivated. Before you pick up the phone for every call, come up with a list of five things that you want to achieve. Keep this list in front of you, or if necessary write them on a post-it note and stick them on your computer screen. Your call is more likely to have focus and direction if you are constantly aware of what you are trying to achieve. Unless you know what you’re aiming for, you’re unlikely to succeed.

It may be helpful to divide your objectives into primary and secondary categories.

Firstly, the primary list - determine a list of things that you must achieve regardless, even if it’s something as simple as confirming the name of the decision maker. Then, for the secondary list, write a list of targets that you aim to achieve if you are faced with a best case scenario. That way, you won’t let a good opportunity pass you by.

Come up with a minimum of five and have a few more in mind just in case you have a talker!

See Keeping Going for more advice on how to keep motivated when cold calling for an extended period.
 

  1.  Keep a sales log book

The most important things in your life are worth recording. That’s why top sales people keep a sales success logbook.

This has several practical benefits. Keeping a record means that you can recall important details such as time of calls or contact details if necessary.

More importantly keeping a record of your successes will allow you build up an understanding of strategies which have worked for you. Record what you learnt, what you’re proud of, and how you are going to do things differently next time… You may also record a list of failures to keep as a reminder of techniques which don’t work. Knowing this powerful information will enable you to measure your progress and help you identify areas for improvement.

By recording all your calls you will begin to build up an idea of the number of calls you can make per day/week. You can use this to set targets to improve on. You will also compile a success/failure ratio which is also useful for target setting.

aw_branches

Milton Keynes
01908 061 400

aw_branches

Cambridge
01223 370 057

aw_branches

Bristol
01454 203 363

aw_branches

Leeds
0113 366 3006

Rob is a true recruitment professional that goes the extra mile that I have never experienced from any other recruitment agency before. If you need sales people call Rob or someone in his team, as they really are experts in sales recruitment.

Sales Director, Inside Business

I have used Aaron Wallis to fill a number of our Sales Development Manager roles and I have found them to provide a very professional service. I will use their services again in future recruitment campaigns.

HR Business Partner, Greene King

Aaron Wallis has continuously provided us with suitable candidates that have been proactively sourced. Having used countless recruitment companies, Aaron Wallis are the only company that I can count on to deliver.

Managing Director, JARK Healthcare Recruitment

We were impressed not only by the quality of candidates you found for us but also the level of information, preparation and qualification you put into the process. You continually kept us informed of each person’s feelings about the process, which is very important but often overlooked. I am looking forward to working with your company again in the future.

Commercial Director, Incentive Facilities Management

I have always found Rob to be very knowledgeable about our industry sector, and it is refreshing to see after all of these years that Rob continues to quickly and accurately understand my requirements.

HR and General Manager, THK

Giles is highly professional and was a pleasure to work with. He achieves excellent results through his personable skills and tenacity. I have no hesitation in recommending Giles to anyone who considers employing his services.

Commercial Director, G4S Government & Outsourcing Solutions

I found Aaron Wallis to be very professional and efficient, taking time to understand the role and the type of candidate we were looking for. The candidates they put forward met our criteria and were of a high standard. The service they provided was exemplary and I would have no hesitation in recommending them, and will certainly consider using them again in the future.

HR Assistant, Fischer Connectors Ltd

Understood the type of person we were looking for and good follow ups - not too frequent.

Managing Director, bigHead Bonding Fasteners Ltd

I just wanted to thank you for your help with our recruitment process which went very smoothly and has – we hope – found us just the person for the job!

Managing Director, Citrefine International Ltd

Giles Phillips is a rare find in the minefield of sales recruitment; an honest and thoughtful recruiter who considers the needs of both the client AND the candidate to create perfect role matches. I look forward to working with him again in the future.

Marketing Director, City of London Police

Thanks for all your help during the recruitment process. I have been extremely impressed with Aaron Wallis especially when compared to other agencies we have dealt with. I really felt you grasped the type of person we required and found strong candidates.

UK Sales Manager, Nexcom

Since joining DSGi, Rob has been a supplier of permanent staff and has performed to an extremely high standard, successfully filling 98% of roles he has worked on. If anyone is looking for a good sales and marketing based consultancy with an informal yet professional approach, I would recommend Rob.

Senior Recruitment Consultant, DSG International

I really liked the YouTube presentations which made the service seem both simple and accessible. The company came to see me, and my management team, at short notice to present their service and I liked the support and advice that I received about maximising the results from the applicant.

Managing Director, Leisuresec plc

In an industry where people over promise and under deliver, Rob and his teams have consistently provided a high-quality service. It is great to deal with someone that has an excellent understanding of UK industry, and a passion for sales.

Sales Manager, TR Fasteners

Rob’s knowledge of the recruitment industry and his thoughts and how to make it better for his clients have always been eye opening. I would recommend Rob to anybody who is looking for a professional, knowledgeable and flexible recruitment specialist.

CEO, Friday Ad Online Services

We appointed Aaron Wallis in February and the successful candidate, out of the six which Aaron Wallis introduced, was able to join Alphametrics before the end of April. The whole process took less than three months. I would recommend Aaron Wallis’ services to others without hesitation.

Chief Financial Officer, Alphametrics

Find out more

ABOUT OUR SALES RECRUITMENT SERVICE

I have to say coming across and having dealings with Aaron Wallis proved to be very successful. Being highly experienced did not seem to count for much during my job search bit a conversation with Robert Scott gave me a real confidence boost and enabled to get a position at the age of 63. Great service!!!!!!

D. Burgess, Candidate

I can honestly say that the time and expertise you gave me was way beyond any other recruitment consultant I dealt with. You are a rarity in your industry.

S. Akers, Candidate

Aaron Wallis Sales Recruitment are a very friendly and professional recruitment organisation who listen to your needs, work with you and act on your behalf which sets them apart from many of their competitors who in my experience are willing to throw anything at you. We discussed my history, my preferences and my wishes - one opportunity was introduced. It was perfect. I start at the end of June.

R. Buckley, Candidate

Perfect from start to finish. Simon deserves a shout out. Best recruiter there is. If you need a job, this guy will get you one. He's like the super man of recruiters. Top man, can't recommend him enough.

M. Crisp, Candidate

Aaron Wallis is an outstanding recruitment agency specialising in high calibre sales positions. I was working directly with Darren Dawrance who went above and beyond my expectations in sourcing me my perfect role. I was kept in regular communication with Darren and he worked extremely hard on securing my dream job. Highly recommended and Thanks Darren for all your expertise and hard work.

R. Sealy, Candidate

Really excellent experience dealing with Aaron Wallis. Liam Oakes who helped me get a great job was brilliant. Kept me up to date during the process and offered great help and advice, and a thoroughly nice guy. Highly recommended!

J. Hathaway, Candidate

I've had a really good experience working with Giles Phillips at Aaron Wallis. From initial contact to the finer details of securing the job, he has been very professional and a pleasure to work with.

M. Shutt, Candidate

Aaron Wallis have provided me with an excellent service, Giles went out of his way to help me preparing for my interview and supported me through all the processes. If you need an agency to give you a fully professional and consultative approach to finding you a new career move, the Aaron Wallis can certainly provide this for you.

D. Richards, Candidate

Aaron Wallis helped me secure a position I really wanted. Giles saught to keep me updated with all the details preceding interviews and after with feedback. I would highly recommend Giles and Aaron Wallis Sales Recruitment.

L. Taylor, Candidate

Aaron Wallis (and in particular Rob Scott) have been fantastic throughout the recruitment process, and even a few months down the line, still continues to care. Rob clearly cares about each individual and has a wealth of knowledge and expertise, which shows in the work he does. Each candidate is not just a number, and the support received from Aaron Wallis has helped me get a career which I truly enjoy.

M. White, Candidate

The Recruitment agent I used, Simon, was extremely helpful and really went the extra mile to ensure all of my questions were answered, and that I felt as comfortable and prepared as possible. Very professional company and would definitely recommend to others. Thank you Aaron Wallis!

A. Callaby, Candidate

Excellent experience from first contact to ultimately securing a suitable placement. Giles looked after me in a very professional and friendly manner. He used his expertise and experience to ensure I was put forward for the most suitable positions for my skill set and found me a new role very quickly. I can't recommend Aaron Wallis Sales Recruitment highly enough.

M. Green, Candidate

Less than two weeks after joining Aaron Wallis I was offered my new job. I got a £10,000 rise in my basic salary, car allowance, a laptop and many other perks, which will help to further my career. I definitely would not have found my dream job without the help of Aaron Wallis.

C. Hoy, Candidate

Good swift process with Aaron Wallis, informative regarding the role and the process was moved at a good pace with healthy interaction. Would recommend them to anyone pursuing a change.

S. Bartlett, Candidate

Fantastic service, helped me find my ideal job quickly and smoothly. Would highly recommend them

C. Caine, Candidate

A great recruitment company to work with. Excellent experience with Aaron Wallis through the entire recruitment process. The team was really professional and extremely helpful. Darren was a pleasure to work with. He was friendly, supportive and gave me great advice. Thank you very much!

A. Bauchet, Candidate

Very good advice and support was given during the course of the interviewing process. Potential job seekers would be well advised to use this company whilst looking for their new career.

R. Speakman, Candidate

Excellent service, very professional and friendly, would and have, recommended Aaron Wallis.

E. Heley, Candidate

Find out more

About our service to candidates

Copyright | Disclaimer | Site Map | Terms of Use | Privacy & Cookies Policy © 2017 Aaron Wallis Recruitment and Training Limited. All Rights Reserved. Registered in England No. 6356563.