If you find yourself in Career Transition you are now in sales, whether you like it or not.
Being out of work is hard enough, then for me to tell you now you are in SALES seems crazy. Let’s face it, getting a job is not always easy and it does involve work and the bottom line is “you need to sell yourself as the solution to a hiring manager’s problem.”
Recently while on cruise vacation I had a lot of time to read. While the ship promoted “Fun Days at Sea” I took the time to find a quiet spot on deck three away from all the noise.
One of the books I have started several times and never completed was Mark Hunter’s High-Profit Prospecting (also available at the Omaha Public Library). Mark is a speaker and sale consultant commanding big bucks for what he does. It was not always so, he too found himself in career transition before starting his speaking business. He found the solution to problems many businesses face, improving the sales process.
I strongly recommend that anyone in career transition grab a copy of his books, High-Profit Prospecting and High Profit Sales and read them. You need to grab onto the concepts of sales techniques in your job search.
When he talks about using the phone to reach out to prospects, your prospects are the hiring managers in most cases. In Omaha Career Networking, we typically say the best route to a fulfilling job is to network around the HR department, straight to the hiring manager…what would become your boss if you got the job.
Figuring out who to call is detailed in the book, but using your network and then also tools like LinkedIn to find the right people to talk to. How you go about getting past the gatekeeper or using the gatekeeper to your advantage is key to reaching out to the hiring manager.
Calling 5 minutes before the hour or 5 minutes after the top of the hour is a great concept.
Leaving different voicemail messages which are short and touching upon a need is a great idea.
Writing communications with topics that will help the hiring manager – such as, coverletters, emails with great subject lines, being an active in posting on LinkedIn – are all super ideas.
If you don’t leave something compelling that Arouses Interest, Creates Desire and Motives Action, then you will not be involved in the process of getting a job with that company.
You need to understand the problems a business and hiring manager are facing from their point of view and not what you need. I cannot stress enough you need to sell yourself as the solution to their problem…not yours.
Researching business trends, identifying a current need, knowing what a company might being going through, are all important to your success in landing the job of your dreams.
The four-key steps of the sales processes
I am a marketer and I think and talk in marketing terms. Not everyone gets marketing. Mark Hunter, talks about the marketing department and their role in the sales process, it is different in a company setting. In your job hunt journey, you need to market and sell yourself to a hiring manager. You do both.
In writing your cover letter, LinkedIn profile, social media posts, leaving messages, or anywhere else, you need to keep the point of view of your prospect in mind. You need to:
- Arouse their Interest
- Create Desire for what you do, and then
- Motivate Action on their part
This is all designed to start the conversation you need to get the interview and sell yourself as the best candidate for them.
OK, I said there were four-key points. Did you know that three points above are the first three steps in sales? The fourth step is to close the sale.
While they are all high level concepts, it is how you go about each one of those key tropics including closing the sale in an interview, that will shorten your job hunt journey.
So, get Mark’s books and read them with the eye of how you can implement the strategies and tactics offered in your sales process of getting a job. You will be glad you did.
Full disclosure: Mark Hunter, aka The Sales Hunter, is my client and has also been a speaker at the Omaha Career Networking Group. I have been grateful for knowing him, his friendship, and giving of his time to come to the Tuesday night group to share his expertise with people in career transition.