I think the
best way to shoot yourself in the foot while in a job search is not
having a structured, formal, repeatable job search methodology or
process. In the case of a job search HOPE and LUCK are not a process.
A
methodology has a series of steps, that when followed, increase the
probability of a desired outcome. This also implies that when a step is
skipped the probability of the desired outcome is less.
There is only
one thing worse than skipping a step in a methodology, and that is not
having one at all. Unfortunately, we find that most candidates don't
have a real methodology. Most tend to have a little of this and a
little of that and candidates are easily distracted. The results tend
to be no methodology.
Our job search workbook, "This Is NOT The Position I Accepted"
is a 5 step process for making you a sales person during your job
search. After all, when you are in a job search you are in sales. There
are 5 basic steps in the sales process that are a good outline for a
job search.
What is the
product or service? Before a sales person can sell a product they must
know all about the product. This not only includes the facts about the
product, but what makes this product better than the competition, what
makes this product unique, how the buyer will benefit from the product,
and often a SWOT analysis is performed. Since you are the product in a
job search have you addressed all of these issues?
Once step
one is completed it is time to identify the customers and put together
a marketing plan. Not everyone may need or want your product. In fact,
your product probably is not right for everyone. So you must identify
the high potential customers. Those that have a high probability of not
only buying your product, but also can afford your product. Why waste
time meeting customers if they don't fall into one of these categories?
In a job search we call this, "networking with a purpose."
Now that
high potential customers have been defined and identified, every sales
person needs marketing materials. Marketing documents, regardless of
the form, strive to get to the customer's underlying motivation. Often
this requires multiple marketing materials and multiple formats.
Regardless of formats, most marketing documents are about the customer,
not the seller. Is your resume a marketing document? Is it about the
buyer or all about you?
Sooner or
later every sales person has to make a sales presentation to get the
sale. Top salespeople have this down pat. They rehearse, they
anticipate questions and practice the answers, they know what the
buyer's objections to the product are, and have thought through how to
overcome them. Finally they have studied the competition and know
exactly why their product will better meet the customer's needs.
Obviously, this is the interview for those in a job search. Would you
be considered a top sales person?
Finally top
salespeople know how to follow-up and close the sale. This is the most
difficult part of any sale. It must be done tactfully, in a manner that
engages the customer without bugging them and continues to overcome
issues as the process continues. For candidates, this is all of the
additional interviews that take place as you move through the hiring
process.
These five
steps are the basic steps in an search process. Just like the sales
process, there is a lot more that goes into each step. Top salespeople
spend an enormous time training, preparing and practicing each step.
Top candidates do the same.
Join our Linkedin Job Search Networking Group for a lot more help with developing and enhancing your job search methodology. CLICK HERE to join the group.
Our job
search workbook, "This Is NOT The Position I Accepted" is based on the
five steps outlined above and goes into great detail on each step. We
will send you the book to review for just the cost of shipping $5. CLICK HERE to read more. Readers have rated this workbook 4.5 stars out of 5.
