While I write and about sales jobs all the time, I've tried to keep the posts on this blog "job neutral" in that the ideas can be applied to any job. Today's post keeps with this theme and might be the most important thing I've ever posted (as well as being the longest post I have ever written). If you or someone you know is looking for their next job...pay attention.
Since they are calling this a "jobless recovery" I have decided to offer up my advice on how to land the job of your dreams...regardless of whether it's in sales or any other field. Here is my stimulus plan. It's the same plan I shared in my book on how to land a job with a company that isn't currently hiring. It works and can be used by anyone looking for a great job.
First, forget the help-wanted ads and forget resumes, going thru HR etc. What if you could get a referral from the owner or General Manger of the company you want to work for? You can, and here’s why! Every single business owner, manager, board member, etc. is VERY interested in talking to anyone who can help increase their bottom line.
Companies survive by bringing in more revenue than their expenses. If you can (A) help increase revenue or (B) help lower expenses then you could be a very valuable asset.
Here is what you do to get a job with the company of your dreams...even if they are not hiring.
1. When you are contacting potential employers, start at the top. Go to the owner or General Manager. Write a short note ahead of your initial call to tell them that you are a current customer and spending 10 minutes with you could have a drastic impact on their bottom line during the next 6 months! Not too many people are going to ignore a bold statement like that.
If you’re not a current customer…buy something, even if it’s just $10.00. If you want to make sure that they see your pre-call note, send it in a priority envelope. It might be the best five bucks you ever spent!
2. Follow up your pre-call note with a phone call asking to meet with them for 10 minutes. When you meet with them, the most important thing you can show them is confidence…confidence in yourself! Tell them about your passion for their business and how you can use that passion to help their bottom line.
These “business heads of state” are not used to dealing with someone like this. The audacity you showed to get that 10-minute meeting will get you noticed…if they don’t hire you on the spot!
The 10 minutes you spend with this owner or manager is key...it's vital you show the passion you have to work for their company. I have a great example to share with you...it started when I was in prison...let me explain!
For several summers I taught a class at the Tulsa County Jail to inmates about why they should consider a sales career when they got out.
I could always count on a couple things at every session. First, someone would make a joke about: “Sales is what got me in here!” That would get a laugh but later on, someone in a more serious mood would ask: “How I am going to get hired with my criminal record?”
When I told them that I was ready to answer that particular, question the room got quiet. I told them to write the same “pre-call” note to the owner or top manager very asking for 10 minutes of their time (obviously going through Human Resources is NOT an option for someone who had done time). Once they are in front of the owner or top manager, they needed to have their “come to Jesus,” meeting where they will bear their soul.
I instruct them to explain their past mistakes and say how important a good job is to helping them rebuild their lives. Most importantly they must “humanize” their message…owning up to their past and their desire to improve their lives by helping this person’s business grow by selling their product or service.
I point out they don’t need 11 different jobs…they need one. I also point out that they probably will come across people who just can’t get past the fact that they did time. But eventually, they will come across a manager or owner, who understands that this particular individual sitting in front of them is an absolute gift! This person, who is asking for a job, will be more motivated than probably most people he or she currently has on staff and understands that to rebuild their life will require putting money into my pocket, i.e. help me sell more of my product or service.
I shared these conversation examples to show you all of us, regardless of our background, can come up with a compelling story to create a job offer from scratch!
Think about how you could help your target company. How could you help them increase revenue or what would be your plan to help them decrease their expenses? It's that simple...if you can do one of those two things and follow my advice...you can land a great job. You'll be selling yourself.
Happy Selling!
Recent Comments