Acquisition Calls Guide

• "Good morning/afternoon, this is [Your Name] calling from Glow Careers. (Pause)"
• "I would like to speak with the person in charge of recruitment, please. Could you please tell me who is responsible for / who handles job adverts and personnel?"
• Great, could you please connect me?

Greeting and Building Rapport:

• "Good morning/afternoon, this is [Your Name] from Glow Careers. How are you today, Mr./Ms. [Last Name]? (Pause for response)"

Acknowledge Busy Schedule and Set Expectations:

• "I know your time is valuable, so I’ll be brief and to the point. My call will only take a couple of minutes."

Permission to Proceed:

• "May I continue? (Pause for response)"

Create Interest:

• "The reason I’m calling is that I noticed on your website you have several open positions. Are these roles still open and current? (Pause for response)"
• alternatively: "I noticed on your website that you're currently hiring for several positions. Given the competitive market for talent, I wanted to share how we've been helping companies like yours attract top-tier candidates through innovative social media recruitment campaigns. Are you currently facing any challenges with these hires? (Pause for response)"

If Yes:

• "Great, that’s why I’m reaching out. At Glow Careers, we specialize in helping companies like yours attract top-quality candidates through targeted social media recruitment campaigns. We've been very successful in transforming the recruitment process for many businesses."

Engagement and Next Steps:

• "I’d love to discuss how we can do the same for you. Do you have a couple of minutes to talk now, or would another time be better?"

Presentation

Addressing Client Concerns and Presenting the Offer: 

• Client's Internal Questions:
  • What does this person want?
  • Will this help me achieve my goals faster?
  • Can I trust them?
  • How much time and money will I need to invest to find out?

Transition to Presentation:

• "Great, thanks for giving me a moment. I understand you’re likely wondering what exactly we can do for you and how it can benefit your company."

Highlighting the Value:

• "At Glow Careers, we specialize in helping companies in the skilled trades and industrial sectors attract top-quality candidates through targeted social media campaigns."

Introduce the Offer:

• "Right now, we have a special offer where we can provide your company with our recruitment services free of charge for two weeks. This allows you to see the results for yourself without any initial investment."

Address Common Recruitment Challenges:

• "You’ve likely noticed, Mr./Ms. [Last Name], that finding good and qualified candidates through traditional methods like job boards, newspapers, or job centers has become increasingly challenging, isn’t that right? (Pause for response)"

Present the Solution:

• "With our help, you can expect to receive 10-20 pre-qualified applications for your open positions. Our pre-qualification funnel ensures that you’re getting candidates who meet your specific requirements."

Propose the Next Step:

• "I’d love to schedule a consultation where we can explain everything in detail and show you how our system works. This won’t be a rushed conversation; we’ll take the time to address all your questions and show you the full potential of our service. Does that sound good to you?" 

• "When would be a convenient time for you? Would this week or next week work better? (Pause for response)"
• "Great, would you prefer morning or afternoon? (Pause for response)"

• "Excellent. I’ll send you a confirmation email with the details. Could I have your email address, please? (Ensure the email is spelled out to confirm accuracy)"
• "Thank you for your time. I look forward to speaking with you soon. Have a great day!"

• "In addition, we can present your company as the ideal employer to attract job-switching professionals. This will be done without any extra effort on your part, as we handle everything from Facebook, Instagram, LinkedIn and more. I know your time is limited, and that’s why we ensure the process is smooth and efficient for you."

Alternatively

Qualifying the Lead

• "I noticed on your website that you have several open positions. Are these roles still open and current? (Pause for response)"

• "How is the applicant flow for these positions? Do you have any roles where you're struggling to get quality applicants? (Pause for response)"

Appointment Scheduling:

• "The reason I’m calling is to arrange a brief, 30-minute meeting to show you live how our system works and provide evidence that you can indeed receive 10-20 qualified applicants. As mentioned, you also get a two-week free trial."

• "When would be convenient for you? This week or next week?"

  • "Great, would Wednesday or Thursday work better for you?"

  • "Morning or afternoon?"

Collecting Email Address:

• "You will receive your access details for the Teams meeting shortly. Could I have your personalized email address, please? (Always ask them to spell it out to ensure accuracy.)"

Secretary Response:

• "What is this about?"

Handling the Objection:

• "I noticed you have some open positions listed on your website. Are these positions still open and current? (Pause)"
• "I’m calling to discuss with your HR department how we can help you fill these positions without the need for headhunters or temp agencies."

Secretary Blocking:

• "I’d prefer to discuss this directly with the HR department."

Handling the Objection:

• "Absolutely, I’d like to speak with them directly as well."

Objection: No Interest (Initial)

• "I'm not interested."

• "I completely understand. It's difficult to be interested in something you don’t know much about. Could I have 2 minutes to explain how we can benefit your company?"

Objection: We Already Have Someone for That

• "We already have someone handling that."

• "That’s great to hear. This conversation could still be beneficial. You might find that you already have a good partner, or you might discover an even better solution for the future."

Objection: What Does It Cost?

• "What does this cost?"

• "The cost depends on various factors such as the number of positions you want to advertise, whether you need visual materials, career videos, etc. It’s best to discuss these details in a brief conversation. When would you have a few minutes to talk?"

Objection: What is Glow Careers? What Do You Offer?

• "What is Glow Careers? What do you offer?"

• "We help trades and industrial companies effectively recruit new employees through social media campaigns, avoiding traditional methods that might not be as effective."

Objection: What Guarantee Do I Have of Getting Applicants?

• "What guarantee do I have that I'll get applicants?"

• "We can discuss guarantees in our online meeting, but it’s crucial that we first understand your specific needs, the positions, and the qualifications you are looking for. We can also show you the results other clients in your industry have achieved."

Objection: How Does It Work?

• "How does it work?"

• "I’d be happy to explain the details and show you how we generate an average of 10-30 qualified applications per month for our clients in an online meeting next week. We can share exact numbers, data, and facts on the screen. When would be convenient for you next week, early or late in the week?"

Objection: No Interest (Later)

• "I’m still not interested."

• "I completely understand. May I ask one last question? How many employees does your company have? (Regardless of the answer) Your company fits perfectly within our target group. We offer a 2-week free trial of our service, so you can test it risk-free and see that it works. In the first step, I’d like to show you exactly how it works. When would be a good time for you?"

Objection: No Budget at the End of the Year (December)

Client Response:

• "We don't have any budget left for this year."

Handling the Objection:

• "I understand that your current budget might be tight. Many of our clients have faced the same situation and have found our flexible billing solution helpful. You can start using our services now, and we can arrange to invoice you in the new year when your new budget is available."
• "You want to fill the position, but your budget is already allocated for the year-end. That’s not a problem. Our solution allows you to start filling your positions using digital methods, and you won’t have to pay anything initially because the first two weeks are free. Additionally, we can delay the invoice until January. Would you be interested in learning more about how this works? When would you have 20 minutes for a meeting with one of our specialists?"