the 12
The 12: The remainder in the "Client Pages."
1. Read and Study our sales primer, our discussion of RISK, Value, S.A.L.E.S. and our 5 Decision Makers (V=N+A-C and S.A.L.E.S) on this site and in our book, Personal Marketing Strategy Program for Transition Candidates: “get THAT NEXT job!” Be familiar and conversant with the concept of opportunity, reward of hire and reasons why YOU can help the possible employer. Be able to discuss each with conviction and passion based on your credentials, the employer's needs and the hiring authority's background. (Secure and read the One Minute Sales Person by Spenser Johnson.) Learn and master the “assumptive close” technique.
2. Have new business cards printed. Suggestion: Use vistaprint.com or a similar company. Be sure to place 5 attributes about you on the reverse side and get the plasticized cards.
3. Write the Narrative, Accomplishment Report and the Descriptor. These will be used in all three job search activities: “get NOTICED,” “get INTERVIEWED,” and to “get THAT NEXT job.”
4. Prepare, refine and produce the first draft of all three demos. They can all be printed at home on your printer using Word. Produce copies of the finalized demo.
5. Write and revise your personalized solicitation presentation. See: Script in book. Always have your reasons for the call clearly printed in front of you if this is a phone screen, committed to memory, if a face-to-face meeting. Have your 5 attributes and 5 accomplishments listed as well. You must be an opportunity, a reward for hire, not a risk and most importantly have accomplishments readily available to validate the reward and opportunity that you represent. All this information flows from your SALES literature, the client's needs and the Hiring Authority's background.
6. Research and Prepare your first TARGET list of 18 companies. Produce a total list of 64 companies and prioritize into 1st, 2nd and 3rd wave status. Some of those companies should be possible VC based companies, check with the “incubator” in your town or state. You can research and check opportunities on hoovers and zomminfo.co as well as at manta.com. Be sure to also check out forbes.com, yahoo business, business.com and business.gov. Of course the web, google, linkedin.com, and the industry’s own sites are great as well. Reed business and Thomas Registers can be checked in your library. Also check out the economic conditions in possible relo cities, use web and zillow.com. Also check out relo-usa.com, homefair.com and bestplaces.net.
For more please write us.
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