1. How to Land an Interview Harry Urschel Crossroads Career Network

2. [2] Your Job Search is a Sales Process!

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4. BUT… “I’m not a Salesperson” “I’m too honest” “I can’t be pushy” [4]

5. A “Salesman” [5]

6. [6] It’s a Sales Process What is “Sales” The process of presenting the VALUE of an item or service to fill a need or want.

7. [7] It’s a Sales Process What is “Sales” The process of presenting the VALUE of an item or service to fill a need or want. What “Sales” is not Deception / Exaggeration Pushy Making someone buy something they don’t want or need No one will hire you if you don’t fit the job! What kind of person do you like to buy from?

8. [8] What are you Selling? In your job search… what do they want to buy? Expertise / Knowledge / Skill / Competence Honesty, Integrity, Professionalism, Reliability Passion and Enthusiasm Someone that WANTS the job Likeability Good Communication Skills

9. [9] Talk to Someone A resume doesn’t get you a job. It might get you an interview - A resume without follow up rarely gets an interview It’s IMPORTANT to send a resume to a person directly rather than only apply online It’s much better to talk to someone unrelated to an open position, than not connect to anyone at all Use networking groups, personal contacts, LinkedIn, and Google to find contacts

10. [10] Success on the Phone Be Formal, Pleasant, and Professional Smile, Sit Straight or Stand Up Use a Mirror Use a script Ask for permission to talk Ask if they have a minute Ask for help

11. [11] Being “Pleasantly Persistent” Generally, in B-to-B sales… 5% of all sales are made on a first call 15% of sales are made on a second call 80% of sales are made on a 3 rd or 4 th call! How to follow up without turning them off? Be “Pleasantly Persistent”

12. [12] Being “Pleasantly Persistent” Be Professional Be Friendly / Be Cheerful Be Brief Don’t leave multiple voicemails between conversations

13. [13] Being “Pleasantly Persistent” Let them know you will follow up… “Thanks very much for your time, if it’s OK, I’ll follow up next week to see where the process is at that point and see if there’s any other information I can provide.”

14. [14] Being “Pleasantly Persistent” Let them know you will follow up… “Thanks very much for your time, if it’s OK, I’ll follow up next week to see where the process is at that point and see if there’s any other information I can provide.” Then follow up… “You may not remember me, however I sent a resume and we connected last week about the accounting position. Based on the job requirements, I’m looking forward to the chance to discuss more detail. What would you recommend as the best next steps for me to take?”

15. [15] Ask for It Companies want to hire people that want to work there Asking for next steps shows interest in the company and the job Asking for the next step shows initiative

16. [16] Always Follow Up Always ask for an e-mail address so that you can follow up Send a Thank You note / e-mail after EVERY conversation The little things often make a huge difference Keep it brief Keep it formal

17. [17] Questions?