Sell the sizzle, not the steak.
Summary: Scotty advises you to use some substance plus a lot of sales bafflegab in your approach to potential candidates.
He claims that you have 15 seconds to grab attention in a cold call. And you do that by offering something. So, what does he offer?
Don't say: "Hi pally, my name is Danny Aiello. I'm a recruiter with ABC. I'm networking for a software engineer and thought maybe you could help me."
Try this: "Hello, my name is Harry Swanson, a recruiter with ABC Company. I'm currently representing a fast-growing, highly successful software firm looking to add new talent to its team. It's a really good position, and the company has many benefits for its employees. It offers three weeks of yearly training, has an excellent employee value proposition, and is currently designing the next generation of software for the XYZ industry. Do you have any friends, family, or colleagues who might benefit from knowing about this great opportunity?"
What did you offer? Not much. Some info about the software and training. The other stuff is vague fluff like: "It's a really good position".
Scotty says you can also start off by describing a benefits package or new product launch. But expect a 90% "no interest" rate.
Reply with: "OK, thank you for your time. I respect that decision and don't expect you to leave your job at the drop of a hat. If you ever want to explore your options, please give me a call."
After the first two calls, says Scotty, you will be in "a zone". Notice that he doesn't say which zone. Scotty, please! Who you trying to kid?
Source: Scotty on ERE
