18 Day Protocol

CISA & CIP
18 Day Program Protocol

Once you have selected a target list of 18 companies then follow the list below of 12 points for each for each company that you have chosen. Your main objective is to get “your name” in front of the prospective employers as often as possible in a 2 week cycle.

1. Day One: Prior to sending the TFB or CIP. Email the recipient that the missive (TFB/CIP) is coming. Only write a short note: "Please expect an interesting note. Thanks, YOU." Sign your fisrt name only.

Use company’s NEWS/press to find Exec’s email addresses or call very early or late and ask for it. Say that you have been trying to email and it keeps coming back, say “What am I doing wrong?” You will get the address, if you use the dumb card. People like to help, when it puts them in a position of authority, even if is only for a moment.

2. Day Two: Mail TFB or CIP. (Tuesday is a great day to mail the missive.) Only attach a "yellow sticky" that says “thought you would be interested.” Send no cover letter.

3. Day Three: Call and let the recipient know the TFB or CIP should be there today or tomorrow. Use Dial by Name on the company’s phone system to locate executive’s #.

Call early, 7:30AM-9:00 to get access to internal phone system. Dial by name directory.                                          Be sure to have a script done for the Voice Mail.

4. Day Four: Email or call, or both to be sure they received your missive. Leave just your first name and phone #, as if they know you. Yes, it sounds like a game of cat and mouse, it is.

5. Day Five: Email or Call or both, to secure an appointment.

Early Friday morning is the best time to call, as executives are usually in. Always use an “either or close.”

Example: Is Wednesday at 10:10 AM or Thursday @ 4:50 PM best for you? In sales parlance this is called an assumptive close. You are assuming you have an appt, you are just checking on the time.

6. After you secure an appt, phone or face to face, always send an email confirmation. End of first week.

7. Second Week: If you have not heard from them, attempt to secure an appt with a call or email; that states only: “Have not heard from you,” leave your first name and contact phone # only.

8. Wait two days after step 7; and then attempt to secure an Appt or send “Dear John” Letter on this site or in the book.

9. This the final step before cleansing the list. See Email # 18 A or B “Last Ditch Effort”  (Book Page 235)

10. Always cleanse your target list every two weeks.

11. Once you have secured a position, always send an email thank you note to all contacts that you have made since the beginning of the CISA program to inform them of the position, company and responsibility. 

12. After you have been in the position for 3 months, send an email to each of your target companies again thanking them for their courtesy. Keep in touch for at least the first 6 months to a year.

****Warning: You will get people who will call you, and say "please stop" we have no positions. You then say, I thought so, but after careful research, I really want to be with your company. When can we get together?

They might say you are too aggressive, and as I have said often, your answer back is yes, I am. I got to the decision maker, don't you want all your people to do their jobs with that level of enthusiasm and urgency?

That is a close statement, be quiet. Then ask again when can we get together, use an either or time and date. Now wait for the other party to speak and make the appointment.

Copy this page and hang in your office while in Transition.

Please see our book for more information.

Personal Marketing Strategies BOOK - A step-by-step guide on how to move from the HERD to be HEARD!

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