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Parley 1

Sample Tracks to run on:

Yes this is a S.A.L.E.S job! You are your own marketing and sales team. Your objective is to get an appointment (ps screen or in person meeting) or another name to speak with in the company, beside the HR person. Please read all the Parleys then customize to fit your personality and you career needs. See all Parleys.

Dialogue:

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

There are five reasons for your SALES call.

1. Set up an interview
2. Get another name in the organization
3. Cultivate "another" career ADVISER
4. Get names of competitors, it serves two purposes, makes you more valuable and additional contacts
5. Ask contact to make an introductory call for you

Practice the parley often enough that it does not sound as if you are reading a prepared document, but are being conversational. Please read all four alternatives before writing your own. It must be in YOUR voice.

This sample is to accompany the program. It is to be used for the calls that you will make to introduce yourself to the president, CEO or HA of your target companies. (Use the company’s dial by name directory to get the name or their site or Hoovers or Zoominfo.com)

Dialogue:

Alternative 1

“Hi, my name is ------------, I am calling you directly because you are a (or) the main decision-maker at ............ I am marketing a recently available product. My product has been market tested and has proven efficacious. My product is (your name). Yes, that is right! I am certain enough of my accomplishments, competencies, and potentials that I am self-marketing. In that sense, I am pleased to be serving as my own executive recruiter.

Shortly, I will be sending you a Candidate Narrative, followed by an Accomplishment Report and an Accomplishment Based Resume or an info doc. Each item in my marketing program will be emailed to you individually every third day, followed by a call to confirm that you received the material.

I look forward to speaking directly with you soon, and establishing a constructive and profitable dialogue for both of us. I have come to you, because as a former President of the United States is alleged to have said “the buck stops here.”

Alternative 2:

Hi, this is “your name.” I recently mailed you an info doc that summarizes my professional work history (a “narrative”) and a summary of my qualities (“attributes”). Hope you received it and were wondering why I sent it to you?

I would like to schedule a brief introductory meeting with you next Tuesday @ 10:15 or Thursday @ 2:45 to explore how I can complement your firm’s staff.

If the first answer is no, then ask: Yes, I know that my approach is different, isn’t that “out of the box” thinking what you need in this peculiar 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 you can speak with…… SHUT UP!

Last alternative, ask could he/she serve as a “career adviser” then SHUT UP!

Finally, then ask if no advances are made: Could you 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.)

Alternative 3:

Hello ___________________________

My name is ……….and I recently sent you a marketing document about myself and I am following up with a call to be sure that you received it.

Ok, I will send another one to you? (Confirm address)

YES

(proceed)

I was hoping that we could schedule some time to discuss further and explore what benefits I can bring to the team.

I realize that my approach is a bit different but I am in sales and right now in this economic environment I think “out of the box” thinking is exactly what your firm needs. Is it possible to schedule just a few moments of your time either this week or late next week to speak?

Pause for 10-15 seconds Wait for a reply

Is there someone else at _______________________ that I am available at...

Pause for 10-15 seconds Wait for a reply

Would you mind having another look at my brochure and recommend other companies or executives that I might touch base with? Then ask if s/he makes an introductory call for you.

Finally, I really appreciate your time today, 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.

Pause for 10-15 seconds Wait for a reply

Regardless of a negative answer, repeat how much you want to work with him, the company and the market space. You have really researched it carefully. Then ask again for an appointment of a few moments to explore possibilities for you.

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.”

_______________________________________________

Combine the best of each parley to make it yours. Copy all to your own document system. It has to sound personal, not prepared. This confab is only as good as the practice you put into it.

Remember to call back in three days or the latest one week from the time of contact to refresh their memory.

See: Parley 2 & Parley 3

Copyright Notice: All materials herein are under copyright protection and may not be duplicated except for personal use. Any other use; is expressly prohibited by law without the express written consent of the author. Address all inquiries for exceptions to: Transition Compass 782 Bayliss Drive Suite C Marietta, GA 30068 770-579-6050 ALL RIGHTS RESERVED