One – Two Punch

Many business owners and senior executives have short attention spans. When we receive unsolicited telephone calls from sales people, we listen for about 7 - 10 seconds, decide whether we want to keep listening, and move on. We will listen if we think there's a message that will help us.

I received the following message from a search firm. This guy got lucky — he called someone who is currently interested in the service he’s selling. Clarity is expanding, so I’m actively looking for exceptional team members to join us.

First, the message the caller left.

Next, a message that would have been better for me – a 17-second teaser with a 72 second add on. The benefit statement appears within the first 6 seconds. It gives me a reason to keep listening within my 7 – 10 second decision window.

Search Firm Message I Received 90 seconds … if you get bored, skip down to the revised message.

“Hi, Nick, how are you? Uh, my name is Jim Franks. I’m calling from Lobby Green. Nick, I don’t think you and I have ever spoke before and I’m not sure how familiar you are with our firm. But Lobby Green is one of the largest retained search firms in the country. It does specialize in the human capital consulting and the performance improvement vertical.

I’ve had the opportunity, Nick, to place over 90 C-level executives in this space. We also place many senior level business developers as well. And the reason I’m calling, Nick, is that I’m currently representing one of the top sales leaders in the performance improvement human capital industry. This is an individual that does have an advanced IO psychology degree. He has over 20 years of consultative solution sales experience as both an individual contributor and sales manager. He has been promoted several times to head up a sales team. He has increased the revenue everywhere he’s been. And he’s very well connected with the heads of HR and chief learning officers within the Fortune 1000 companies.

But, Nick, the purpose of my call is to introduce myself and to tell you a little bit more about this candidate I’m representing, who has confidentially made the decision to leave his current company.

And I don’t know if the timing is right for you, Nick, for you to hire someone like this, but if it’s not, I’d still like to talk and tell you a little but more about how we work with some of other clients and how we might be able to add some value to your firm through our executive search.

My number is 456-789-5432, extension 148. I encourage you to visit our website which is ___ dot com. Thanks alot Nick, I look forward to talking live. Bye.”

17 second teaser with a 1:12 add on

Nick, Jim Franks, calling from Lobby Green, a retained search firm. We find senior business developers to help performance improvement companies grow faster. I’m currently representing a very strong business developer who might be a good fit for Clarity in banking. My number is 456-789-5432, extension 148. Our website is lobbygreen.com.

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Nick, we are one of the largest retained search firms in the country. I work in the human capital and performance improvement vertical. A lot of the firms we call on are experiencing growth challenges. I called to ask: How are you considering a senior business developer to help you grow Clarity to the next level ? Does that make sense for you now? I’m representing someone who has an advanced psychology degree. He has over 20 years of consultative solution sales experience as both an individual contributor and sales manager. He has been promoted several times to head up a sales team. He has increased revenue everywhere he’s been. And he’s very well connected with the heads of HR and chief learning officers within the Fortune 1000 companies and banks.

If you’re thinking about adding senior level talent to accelerate your growth, I’d be delighted to hear what you’re thinking and share more about how we help our clients find the right team members for growth.

My number is 456-789-5432, extension 148. Our website is lobbygreen.com

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