If it is a big company, it is easier to find a list. Look for some clues before you call. If it is a small company, just find a reason to go in. First find out all the possibilities of external contact for this position, and then it will be convenient. In this case, I usually need to call twice. First, I need to find the relevant people, and then I need to use all the methods. You are a girl, and you can even be spoiled. It's easier. Of course, considering that most financial personnel are women, you need to be cautious.
Share gave you a textbook, but didn't find the general ledger accountant. I often use this for training.
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How to make a sales call by telephone
The following is a summary of peers' reference and their own practical experience, for everyone to learn from each other and not for other purposes. )
Choosing a headhunting career must be full of energy, confidence, enthusiasm and interest.
As a basic skill of hunters, CC is very important.
How to play CC well may be a puzzling thing for newcomers. Making a phone call seems simple, but it takes some courage and skill.
Attention should be paid to the following aspects:
1, mentality:
What kind of mentality should I use to play CC? Four words "confident and relaxed".
I still remember the feeling of trepidation and nervousness when I first started playing CC. Before you fight, there will be countless "what if?" Now that I think about it, I have set too many obstacles for myself.
We will find that "newborn calves are not afraid of tigers" often happens, and many novices can bypass the difficult front desk and find the target candidates. Secrets are interesting. I think it's because we think too much. A few days ago, I heard a classic saying, "Novices are the most invincible. It is absolutely safe to look at the problem from the perspective of a rookie! " ! I'm not advocating that everyone is not ready to fight, but I hope everyone will call with a "novice"-fearless mood.
In fact, making a phone call is nothing more than chatting without meeting, even better than the embarrassment of meeting speechless; Be sure to relax and have the cheek to say ~ ~! !
2. Preparation:
I have seen a very interesting metaphor: "Playing CC is like chasing a girl, be bold but cautious and thick-skinned". Come to think of it, it is.
It takes a lot of effort to catch up with the object you like, and it takes a lot of effort to clean up. The same is true for playing CC, and the early information collection and sorting work is essential.
Understand the situation of the recruiter, analyze the position, deeply understand JD, understand the competitors of the recruiter, collect relevant industry information, and lock in the target groups and candidates of the enterprise.
Think about the reason why you called the front desk. Play different roles and prepare different reasons. Company customers: company name, location, products, etc. And the preparation of structured questions. )
There is a key point here: at this time, we are like actors. To be a good actor, you must blend in with the role. If you don't believe in your role, don't expect others to believe in you.
Think about how to deal with objections (even if you are rejected, you should learn as much information as possible, and every call should be valid).
Prepare to recommend the content of the position to the candidate.
Think about the questions that candidates might ask.
3. Skills after the call is connected:
First, determine the identity of the candidate;
Introduce yourself to the other party and determine whether the other party is convenient to talk now; (key)
Communicate job information and selling points to candidates in short words (don't disclose the name of the recruitment company to the candidates in the first communication, you can use vague expressions such as the top 500 foreign investors or the top three industries. ); At the same time, for the first communication, it is best not to disclose too much company information, be flexible and pay attention to self-protection);
When the other party is interested in talking, learn as much information about the candidate as possible (current job title, job responsibilities, graduation years, organizational structure of the company, professional ability, etc.). ).);
Ask for the candidate's mobile phone and email address for JD transmission;
Make an appointment for the next telephone communication time;
When communicating with candidates, we should strive for dominance. (key)
4. Make a work schedule.
On the one hand, timetable can improve yourself, on the other hand, it can find the right person at the right time;
Generally speaking, it is best to call people from 9 am to 10 or from 2 pm to 4 pm.
Different customers have different times, such as:
Accounting is the busiest at the beginning and end of the month, so it is not appropriate to contact;
Doctors are busiest in the morning and more idle in rainy days;
The most free days for salespeople are hot, rainy or cold days, or before 9 am and after 4 pm;
Executive: 1 busiest from 0: 30 to 3: 00;
Stock industry: the busiest time is the opening time;
Bank: before 4 o'clock10;
Civil servants: the most suitable time is working hours, not around lunch and before going to work;
Busy senior: It's better before 8 o'clock, that is, before the secretary goes to work. Most successful people go to work early and get off work late at night.
5. Attitude of speaking:
Speak slowly. Of course you know what you are talking about, but does the other person understand? The function of the telephone is not to let you talk to yourself, but to communicate with each other. You are an expert, it's the first time for others to contact you. It's futile to rush.
Be quick, in some special cases, the speed of speech needs to be accelerated.
When the candidate doesn't want to talk, speed up the speech and convey more job information to him as soon as possible;
Change the subject quickly when dealing with the entanglement at the front desk.
We should develop our own style and be unique.
Talk with a smile. Smile when you speak. Laughter is contagious.
The call time is normal working hours. Don't eat while talking on the phone. The other party will not respect you if they find out that you are a game.
Sit upright and don't stagger. Try to let a colleague show you, and you will definitely feel the other person's state. The sound made by shaking is different from that made by sitting.
Summary of reasons:
1, bypass the front desk and dial the extension. If you call other departments, tell them that the front desk has been transferred wrong. Please transfer me or tell me the extension number. Generally, companies have four or three digits. Don't press too special numbers. If you refuse to help, just redial another extension and someone will tell you.
2. Ask the personnel manager (1). Just say you are a recruitment website. Before, some information of their company's human resources department could not be uploaded. Call to complain and want to find the personnel manager to confirm the situation. 2, 5 1job, ChinaHR.com asked: Hello, I am responsible for the recruitment of xx website, and we are now paying a return visit to our customers. Please transfer me to the personnel manager. 3. College Counselor Q: Hello, I am the teacher in charge of the graduation office of xx major in xx school. Please put me through to the personnel supervisor. I want to inquire about your company's demand for fresh graduates. 4. headhunting company Q: Hello, I'm xx headhunting company. Some time ago, the person in charge of personnel in your company entrusted us to hold relevant positions, and I was not there at that time. I want to make further contact with him. )
If you are looking for a marketing manager, you are from 4A advertising company.
4.UPS package, with only the company on it, the name is unclear.
Step 5 buy products
6.TOP's company will cooperate with you and pretend to be a customer.
7. Go directly to the sales department and ask the sales staff a lot of speeches.
8. Pretend to be a company colleague of one of their groups.
9. Procurement can be said to be a supplier.
10, R&D can be said to be an R&D technical forum or seminar.
1 1. Looking for an executive usually says that an event should be invited as a special guest. (1. University Secretariat Q: Hello, I am the principal's secretary of xx school. Please put me through to General Manager xx. Our school wants to hire General Manager X as our honorary professor. 2. Economic Forum of relevant government agencies. Q: Hello, is this XX Company? We are a professional managers association under the municipal government. We have an important economic forum to invite company leaders. Please transfer the call to him. We need to confirm something with him. )
12, looking for finance, saying it belongs to the Finance Bureau, and checking the accounting credit rating.
In fact, CC is just a curiosity-seeking channel, but it is also one of the most effective channels. Theoretically, it is futile to say more. It is still up to everyone to practice more and summarize more in order to achieve excellent results. :)