Fanatical Military Recruiting

15The Seven-Step Telephone Prospecting Framework

When you pick up the phone and call a prospect—cold, warm, hot, referral, follow-up, or inbound lead—and they are not expecting your call, you are an interruption.

Consider how you feel when your day is interrupted by someone calling you unannounced. It can make you feel irritated, angry, or resentful because, in most cases, the call comes when you are right in the middle of something else.

Let’s step into your shoes. How do you want to be interrupted?

Okay, your first response is probably, “I wouldn’t want to get the call in the first place.” I’ll give you that. No one wants to be interrupted—not me, not you, not your prospect—even if the call is something we welcome.

But let’s get back to reality. Recruiters who don’t interrupt prospects miss mission.

So, if you’re going to get interrupted, what would you want? Think about it. You would want the caller to get right to the point and get off the phone quickly, so you could get back to posting cat videos on YouTube.

Now try standing in your prospect’s shoes. They are people just like you who resent having their day interrupted by an unscheduled caller. Your focus, then, is to make the call quick and to the point, so that you achieve your objective and your prospect can get back to what they were doing.

Few things in recruiting have become more overcomplicated than the simple telephone prospecting call. Efficient and effective telephone prospecting should get you to yes, no, ...