I appreciate your time this morning…..I do understand how busy you are….
Alternative 4
Initial Contact
Hi, this is Harry Candidate. I recently mailed you a Confidential Profile that summarizes my professional work history (a “narrative”) and a summary of my qualities and attributes. I hope that you received it and were wondering why I sent it to you.
I would like to schedule a brief introductory phone meeting with you next Tuesday @ 10:15 or Thursday @ 2:45 to explore how I can complement your senior staff.
If the first answer is no, then ask:
Yes, I know that my approach is different, but isn’t that the kind of out-of-the-box thinking that you not only need in general, but especially now in this particularly challenging economic environment? Again, what is the best time that we could schedule a brief introductory meeting? [NOW SHUT UP!]
If you have no success; ask who else in the firm (or on the Board, etc.) you can speak with…… [AND SHUT UP!]
Last alternative: Ask if he/she would serve as a “career adviser” [THEN SHUT UP!]
Finally, then ask if no advances are made:
Could you please refer me to any other executives at competitors in your industry that may need a resource like me?
[Remember this system although designed for the hidden job market also works well in the existing job environment as well.]
Your goal is to help your prospective employer not “just” get a job. You must be a reward not a risk.
V=N+A-C
Call to Hiring Authority:
If the HA is out: You have many options here…a. hang up and call back, b. say hi to the person, this is Don. Sorry, MISED you.. or below…
c. “Hi (Alex).This is Don (first name only) and I am calling you because I recently mailed you a Confidential Profile, (pause) .. that summarizes my professional work history. Sorry I missed you I will call again tomorrow @ (give specific time) 4:35. Thanks, Don….
d. You can say this as an alternative: It should have already arrived at your office and I hope that you received it and were wondering why I sent it to you. Then add above, Sorry I missed you or please call me at 404-694-9076. I am looking forward to speaking with you soon. Thanks, Don.
If the HA is in:
INTRO
“Hi (Alex). This is Don. ( First name only) I recently mailed you a Confidential Profile or a marketing product that summarizes my professional work history and some high points of my work history and I am just following up with a call to be sure that you have received it.”
If ‘NO’…
“Ok, I will send another one to you. Are you located at (Company Address)?”
“I want to make sure it gets to you?” If told to send to HR, say why you sent to him/her, you are looking for the “hidden position….and only the Decision Maker can do that.
When asked what is call about?
This is concerning an opportunity for you and your company….Reduce Stress, Profit or Ease of Operation. (Use the term YOU and YOUR)
If ‘YES’…
“Good. I was interested in finding out what you thought about the marketing product that I developed to illustrate my potential value to your company. (Pause) Wait for an answer…….
I understand how busy you are right now…I was hoping that we could schedule a moment of time next week to explore the many benefits I can bring to the team.”
Note: Respect objections:
(Many will not make any sense to you) Listen, acknowledge them and move on. Do not try to overcome the objection, most often the HA just needs to say something. (Pause, Pause) Then Ask…(as you lower your voice) How can I HELP you realize your company goals.
If they say:
‘YOUR APPROACH IS QUITE FORWARD AND AGGRESSIVE’
“Yes, I know that my approach is (aggressive), but isn’t that the kind of out-of-the-box
thinking what you would like from everyone who works for you? Pause, Pause
Then say: Especially now in this particularly challenging economic environment?
I know that want a similar level of enthusiasm and urgency from all who work for you.
Pause…WAIT FOR A REPLY
I would like to schedule a brief introductory meeting with you next Tuesday @ 10:15 or on Thursday @ 2:45 to explore how I can complement your firm’s staff.” Pause
Note: Now wait for the other party to speak and make the appointment. If those dates and times will not work for the HA, Say what best fits your calendar next week? Pause…If s/he gives you a time then SAY great, I need to check my calendar. Then say while (checking) speaking/seeing to you is so important to me that I will move things around on my calendar. Confirm the time.
Then close by saying: Thank you (Alex). I’m looking forward to meeting with you on_____________. See you then. Have a great day….Bye.”
If you book a time, do not forget to send an email confirming the date, time and place.
Note: If you have no success; ask who else in the firm (or on the Board, etc.) you can speak with……then pause and say nothing.
‘WE HANDLE ALL OF OUR HIRING THROUGH HR’
“I thought so (Alex). But I am actually looking for the hidden job. That is why I sent
my information to you. HR is the eventual contact when we move forward.”
___________________________________________
More Objections…..
‘NO’…
a.) ‘We really do not have any positions that match your skills sets. Actually, we
don’t have any positions available at all.’
“I thought so (Alex), but after careful research, I really want to work with
you and rest of the team at _____________. Besides, I am looking for the
hidden job anyway. Pause…
That is why I sent my information to you. When is a good time for us to speak for a few moments next week?”
[Pause…WAIT FOR A REPLY]
Note: If you have no success; ask who else in the firm (or on the Board, etc.) you can speak with…… [AND Pause!]
Also see below…
‘NO’…
“Well, I appreciate your time in reviewing my Confidential Profile and based on your reputation in the industry, could I ask you a favor please? –I would love if you would act as a Career Advisor for me and make some changes in my presentation materials and approach. I am looking for recommendations on how I can improve it as I begin to launch my search process.”
PAUSE FOR 15 SECONDS…WAIT FOR A REPLY
‘NO’…
“Ok (Alex), would you mind having another look at my brochure and recommend other companies or executives at competitors in your industry that may need a resource like me?”
Pause….
“Is there any way you could make an introductory call for me.”
‘NO’…
“I appreciate you taking your time in your busy schedule to speak with me
this morning (Alex). I do understand how busy you are. Thank you.”
‘YES’…
“Ok…Well, I would like to schedule a brief introductory meeting with you
next Tuesday @ 10:15 or on Thursday @ 2:45 to explore how I can
complement your firm’s staff.”
Note: Now wait for the other party to speak and make the appointment. If those dates and times will not work for the target candidate, check your calendar. Move things
around on calendar. Once again…Either or close…“Thank you (Alex). I’m looking forward to meeting with you on_____________. See you then. Bye.”