Comments on: Finding my voice http://txaggie94.wordpress.com/2007/08/09/finding-my-voice/ Recruiting Life in the Enterprise 2.0 Lane Tue, 15 Sep 2009 19:46:56 +0000 http://wordpress.com/ hourly 1 By: txaggie94 http://txaggie94.wordpress.com/2007/08/09/finding-my-voice/#comment-292 txaggie94 Fri, 28 Sep 2007 03:06:53 +0000 http://txaggie94.wordpress.com/2007/08/09/finding-my-voice/#comment-292 Wow, Dave... Thanks for the advice. Great stuff. But, I have to point something out... I am Texan, stuck in Minnesota, who happened to be born in New York. I grew up in Texas, so my heart will always belong there. I am a Texan, through and through. Thanks, again! -Katie Wow, Dave… Thanks for the advice. Great stuff.

But, I have to point something out… I am Texan, stuck in Minnesota, who happened to be born in New York. I grew up in Texas, so my heart will always belong there. I am a Texan, through and through.

Thanks, again!
-Katie

]]> By: Dave Lewerenz http://txaggie94.wordpress.com/2007/08/09/finding-my-voice/#comment-291 Dave Lewerenz Fri, 28 Sep 2007 03:03:45 +0000 http://txaggie94.wordpress.com/2007/08/09/finding-my-voice/#comment-291 Katie, great blog, however I have to disagree with Mr. Swanson's advice on one very important point... Most sales prospects / job candidates, will not give you enough time to say "Hello, my name is Harry Swanson, a recruiter with ABC Company. I’m currently representing a fast-growing, highly successful software firm...." Chances are you will get cut off before you even get to the 7 second marker, let alone 15 seconds. Why? Because you sound like everyone else and the prospect's attention span automatically shuts down at about 4 seconds..... it may appear that your prospect is still listening, but they aren't - they may be "hearing" you, but they are not actively listening to you! A better way to open up any cold call is by saying "Hi, I'm Dave Lewerenz, with ABC recruiting - CAN I ask you two quick questions? I know that approach goes against what just about every sales trainer will tell you, but it works - It makes your prospect engage you and there by LISTEN to what you're saying / offering... Only when you're prospect is truly listening, do you have a shot at proceeding forward. Otherwise you are just frustrating yourself and your prospects - BE DIFFERENT - Be Yourself! On a side note....you're a yankee living in Texas, not a Texan - I'm from Chicago, living in Ft. Worth....I'm a yankee too and will NEVER be a Texan - Be proud of your upbringing, it's what has made you who you are today! Dave Lewerenz Ft. Worth, Tx (Damn Yankee from Chicago) : ) Katie, great blog, however I have to disagree with Mr. Swanson’s advice on one very important point…
Most sales prospects / job candidates, will not give you enough time to say “Hello, my name is Harry Swanson, a recruiter with ABC Company. I’m currently representing a fast-growing, highly successful software firm….” Chances are you will get cut off before you even get to the 7 second marker, let alone 15 seconds.

Why? Because you sound like everyone else and the prospect’s attention span automatically shuts down at about 4 seconds….. it may appear that your prospect is still listening, but they aren’t – they may be “hearing” you, but they are not actively listening to you!

A better way to open up any cold call is by saying “Hi, I’m Dave Lewerenz, with ABC recruiting – CAN I ask you two quick questions?

I know that approach goes against what just about every sales trainer will tell you, but it works – It makes your prospect engage you and there by LISTEN to what you’re saying / offering… Only when you’re prospect is truly listening, do you have a shot at proceeding forward. Otherwise you are just frustrating yourself and your prospects – BE DIFFERENT – Be Yourself!

On a side note….you’re a yankee living in Texas, not a Texan – I’m from Chicago, living in Ft. Worth….I’m a yankee too and will NEVER be a Texan – Be proud of your upbringing, it’s what has made you who you are today!

Dave Lewerenz
Ft. Worth, Tx (Damn Yankee from Chicago)
: )

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