4 Ways to Get Over Your Fear of Cold Calls

Follow this step-by-step guide to banish fear of cold calls 

By

Rhona Bronson

One problem that both Millennials and Boomers frequently share is the
need to widen their network. Millennials, being young in their careers,
generally don't have much of a network, and Boomers may have too narrow a
network – for instance one deep in one industry but not wide across
industries. When in a job hunt, a network can make the difference
between just being a nameless resume in a pile and having a shorter,
more successful job search with real people personally invested in and
pulling for your success. Here are some tips to consider when preparing
your own networking plan.

Everyone seems to accept the value of networking, but most tend to
approach it in a very traditional meeting manner. They attend mixers,
networking events at local meeting halls, or events that attract mostly
job seekers rather than hiring managers. They spend time, money and
energy in shallow networking, missing the real value of developing a
personal relationship – one that puts you in direct contact with people
of influence who can add something - anything – to enrich your job
search.



The best way to do this type of deeper networking is from your desk,
computer and phone not by standing in a meeting hall. As the career
center of a prestigious university told one young person I know – find
the people who have the jobs you might want 10-15 years from now and
start talking to those people.



There are several ways to find these type of influential people from
LinkedIn to industry association lists, references from your own
contacts, and even cold calling a desired job title of someone in a
company of interest. Many job seekers are afraid to call total
strangers, but as my young colleague found – people like being
contacted, particularly if you're asking an honest question and not
formally seeking a job on the call.



Related Article: How I asked a Recruiter what recruiters want in a candidate.



Still nervous about calling someone you don't know? Here are 4 reasons
to initiate a cold networking call with a potential new contact:



1. Get a question answered. Generally people are
flattered to be asked a question as a perceived expert. Introduce
yourself, and state that the reason for your call is to gain some
information about a career aspect of your desired profession. Sample
questions might include "Do you feel I need extra certification to get
started in this field?", "Can you let me know if you feel it's
worthwhile to join a particular membership organization?", or "I'm
wondering which local companies you think might be leaders in this field
that I should consider in pursuing potential opportunities?" The
question should be one you really want answered, and without keeping the
person too long on the phone, it should lead to at least one or two
followup questions that allow you to have a quick,meaningful
conversation.



2. Gain feedback. This is similar to getting a question
answered, but more personal. You might ask the person to review your
resume and let you know what skills they think you might be lacking or
need to strengthen. If they did have a job open, could they role play
with you and give you honest feedback on what their reaction might be to
your resume? Since there is not official job open, their feedback may
be more honest, and if you're really lucky they may know of a job
position soon to be opening up. Either way, they'll be giving you hints
of key attributes hiring managers may be seeking and how to better
position yourself in the tight job market.



3. Get Industry Insights or Background. This is great
for people looking to enter new careers. For instance, I was considering
going back into the field of Association Management during my last job
hunt. I made sure to contact association executives in several fields to
get their insight into the viability of the career change.



4. Put Yourself on the Radar Screen. Just by reaching
out with humility and genuine interest to an influential stranger you'll
differentiate yourself as someone bold and willing to take risks. You
must start the conversation by introducing yourself and letting the
person know why you chose them for the call, as well as asking if they
have the time to spare. If all the answers are in your favor, you've met
a friendly person who will now know your name. And if you're lucky,
your new phone "mentor" of the moment, may have a networking suggestion
that can lead you to your next hiring manager, or help you in a
career/life decision.



Related article: Embracing hard choices as special opportunities to become distinctive.



Never just hang up. The first conversation should be short – likely no
longer than 15 minutes. After that time, it's smart to thank them for
taking time out of their busy day. You can then ask for more time at a
later date when they can fit you in for a longer conversation, or thank
them for their time and ask if they can recommend anyone else you should
speak to about positive career suggestions. If you only get one new
name, it's someone who can continue to help you widen your network with
people who can make a real difference in your career hunt.



Important Note: These types of calls are NEVER to
HR people. You're targeting people known as "subject matter experts" -
people in your desired career, in a desired company, or with a future
goal title who can help provide insight on what it takes to succeed in
their chosen and your desired career path.



People generally like to help other people. Effective networking means
finding the people who can help without it feeling like an imposition on
their time. For most, networking has become an evening out hoping to
meet someone and generally falls flat. For great networkers, however,
effective networking is more likely to be done on the phone. Making a
great phone call is a skill most Millennials lack and many Boomers
forget to use to their advantage. So the next time you're tempted to
attend a local networking event – don't necessarily decline, but before
you accept, make at least one new phone call.