Sales Podcast Interview with Jamie Homa

On this Sales Podcast Jamie Homa shares her cold calling tips and selling experiences as an employment recruiter. Jaime is the owner of Jamie Homa Associates an agency that specializes in job placement. Jamie tells us how she became a sales professional and she shares her warm and cold calling tactics and methods for addressing objections. Jamie has a great point of view on what makes for a successful company.

Cold Calling Tips

When Jamie picks up the phone she says the following:

“Hey guys…. I hear you’re looking for a candidate to do XYZ…”
“Let me explain who I am and why I’m calling to see if I have what you’re looking for……”

The goal is to get them to respond in some manner.

They may counter this question:

“We just put in an ad and got 100s of resumes”.
“We don’t use recruiters”.
“We’ve had a bad experience with recruiters”.

She knows the objections due too years of experience. She knows what they will say, before she they say it! Nevertheless she won’t pressure the prospect. Instead she responds:

“Well I appreciate that. You know…… if you can’t find what you’re looking for, can I shoot you some info and contact me if you find, over time, you need me?”

When she’s cold calling, she doesn’t press. In her mind she’s just trying help. Most people are happy to let her email the information to them. She knows there is a VERY good chance they will call her. Most people who apply for a Career Builder ad are NOT qualified, 99 out of 100 are NOT qualified. But her big cold calling tip is not be pushy, get on their radar and overtime they will reach out to you. Most companies don’t have time to vet candidates. This is where she adds value.

Sale Coaching for Recruiters

Jamie’s path to success has been giving great value to her clients. When she sends a candidate to a client she guarantees:

They are qualified for the position
Their references check out
They’re a good fit (she interviews them beforehand)

Business in her mind is founded on:

Honesty
Integrity
Doing the Right Thing

Sales Resources for Recruiters

Jamie Homa and Associates.com

This is Jamie Homa on LinkedIn.

This is the guide containing Interview Questions

Past Podcast Mentioned

This is the link mentioned in the episode. Brad Walker is an expert in enterprise sales and how you selling requires a lot of finesse after the cold call.

How to Win Complex Sales in Technology – an Interview With Brad Walker

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