On Monday we discussed that many people looking for jobs fail to get interviews because they focus on their personal needs when talking to hiring authorities. Today we continue this thought by reviewing how to focus on the company’s needs..
Hiring authorities hire you because you will help them achieve their goals or solve their problems. You have about 10-30 seconds to give them a good reason to let you into their office.
Possible Phone Script
The following phone outline allows you to give them 2 solid reasons for letting you into their office. Please note that the entire focus of the phone call is on what they want to achieve—and how you have already done what they want to do:
- Introduce yourself by using your name and the name of someone who referred you
- Ask if now is a good time for a 1-3 minute phone call
- Tell them that the person who referred you said the hiring authority was looking to either achieve a specific goal or solve a specific problem. State that goal or problem.
- Verify that this is indeed what the authority wants to achieve
- State the 3rd base portion of 2 home run statements that apply to their goal or problem. Share measurable success that includes#s, $s, or %s.
- Verify that the results you just described are the kind of results they want
- Set an appointment to discuss how you can help them achieve their goal (or solve their problem).
Ensure that the entire phone call takes only 1-3 minutes. Do not try to tell your whole story in one phone call. You want them to set an appointment to learn more.
I taught this to most of the people who failed to get interviews. 10 of the 12 had jobs within 3 weeks. In fact, I shared this with one man the Wednesday before Thanksgiving. He received a job offer and started the next Monday. They just needed to give hiring authorities a reason to let them into their offices. A reason that meant something to the hiring authority.
Join me Friday when we discuss how to discover the hiring authority’s goals or problems
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