Prospecting Tips & Scripts
RSA Region V CRP-RCEP Teleconference
Keys to Prospecting Success • Confidence • Do Not Mislead or Pressure • Appropriate Objectives
Why Prospecting Fails!
• The decision is too big for the employer to make over the phone. • You are too aggressive • Employers are saying “No” • You are stonewalled at reception • Employer will not call you back
5 Step Prospecting Script
• Step 1 - Introduce Yourself & Greet the Employer
– Pronunciation – Tone & Attitude – Checking for convenience
5 Step Prospecting Script
• Step 2 – Who you are & Why you are calling
– Looking for an Employment Need or Information – Inviting to an Event – Looking for an immediate Job Opening
5 Step Prospecting Script
• Step 3 – Getting the Employer to do Something
– Easy & Convenient Action – Take the Initiative – Appear Eager to meet Employer
5 Step Prospecting Script
• Step 4 – Concluding & Verifying
– Gather Additional Information – Confirm meeting One day prior to meeting date
5 Step Prospecting Script
• Step 5 – Thank the Employer
– Thank the employer for their time – regardless of the outcome of the conversation!
Getting the Receptionist to Work with YOU!
• • • • Be emphatic and cheery! Do not use formal salutations Ask for help Be persistent
For More Information!
Bill Santos – EMP Inc.
(905) 257-9123
bill@employmentoutcomes.com
www.employmentoutcomes.com