Objection: We're awfully busy. Call back in a few months!
You: "I hope that means that business is good, but I 'm sorry you're too busy to talk. That's just the reason we should meet. I think I could help relieve you of some of that burden. That's what I did at EZ Insurance. By reorganizing their claims processing department, I helped them consolidate claims processing, which resulted in saving almost 27% of their staff time."
"If we could meet for just a few minutes and talk more about your situation, I may be able to help relieve you of some of that overload. Why don't we discuss this over breakfast? Is 7:00 or 7:30 better for you?"
OR
"I'll be happy to call back as you request, but I think if we had just a few minutes together this week or next, you'll see how I could begin helping you much sooner. It's possible that I could have made a real contribution by the time you want me to call back."
Objection: You have no XYZ experience!
You: "Have you ever hired anyone who didn't have XYZ experience? Was it a good or bad experience? (If negative) Did that person study, learn, and work really hard to make up for it? That's what I'm prepared to do. And I'm sure that you'll be glad you gave me a chance to prove what I could do for you."
OR
You: "That's just why you'll want me on your team! I haven't developed any bad work habits yet. You can train me to do things just the way you want."
Objection: You have no ZZZ degree or AAA certification!
You; "Did everyone with the ZZZ degree that you hired really work out well for you?" OR
You: "If I had a ZZZ degree, would you hire me right now?" (If the answer is yes, you could continue) "Since I'm enrolled in a ZZZ course this quarter, don't you think it would be a good idea to hire me now so I could apply what I learn from this job and you 'II have the benefit of that training right away?"
Objection: You're overqualified!
You: "By overqualified, what do you mean?"
She: ''You've had 11 years of experience in clinical research, with 3 years as manager of your department. That's much more experience than we need for this position."
You: "Having that range of experiences means that I can do more for you than someone with less background, doesn't it? I'm sure there are things I could help you with that someone with less background couldn't we do, like help train the staff, if that's something you would want. Most important, of course, is that you and the president will know that this department is well managed, and that will make you look good, won't it? "
OR
You: "Overqualified in what area?"
She: "Well, quite frankly, we don't need someone with a Ph.D. in English literature."
You: "I can see why you might say that, but it's not a problem, is it?"
She: "Well, I'm afraid you'd be bored."
You: "I honestly think there are some terrific challenges here and I'm excited about learning how the museum collections are computerized. I'm sure I can make a real contribution to your art in literature program while I'm assisting you with museum administration. My mother always told me that education is never wasted. Don't you agree?
Objection: We have no money!
You: "This is really an ideal time to discuss how I might be able to help you save money. Is it possible that you may be spending more than necessary for your services you provide?"
OR
"Don't you think it would be a good investment for you to get started on the artificial originals project so that when you are ready to market it, all the basic groundwork will have been done?"
Objection: Send me your resume!
Remember the Job Search Rule? Don't Mail Your Resume to Local Employers! Instead of mailing, you might say:
"Tell me. When you make a major purchase like a car, do you rely on product literature alone-or do you like to see what you're buying?"
(Wait for answer) ''Then you do want to see what you're getting so you can make the best choice, isn't that right?" (Wait for answer) "If the person, not the piece of paper, that's important to you, isn't it? You want to be sure that the person really fits into your department. That's the reason I'm calling, to help you make the best choice. Would Wednesday or Friday be better for you?"
"Even if you eliminate me from consideration, we'll both have the satisfaction of knowing the decision was substantive, not based on just a piece of paper. Can you tell me if Thursday's a good day for you or would Friday be better?"
OR
You: "Haven't you found that a lot of resumes exaggerate? Don't you want to know if I can do something for you and your company? My resume really can't do that. But I can!"
Objection: We have no openings! OR We're not hiring!
There are more assertive ways of responding to this objection, but most job seekers are not comfortable with them and don't use them. The following response is one that almost anyone can modify and adopt.
You: "I understand that you have no openings right now. But why don't we get together for a few minutes anyway to see if there might be some task or project that I could help you with. Would Thursday afternoon or Friday morning be more convenient for you?"
Objection: You have to go through human resources!
You: "I'd be happy to see your HR people, but I wonder if they know exactly what plans and ideas are in your head. Wouldn't it be better if we met first and talked more about the project to see if we think along the same lines? Then, if we're both still interested, I could see your HR people also. Would Monday afternoon or Tuesday morning be better for you?"
OR
You: "I'm sure you've provided HR with all your requirements for the position. But don't you find that it's very hard for someone else to know just who will fit best on your team? That's something you would probably know in just a few minutes. Why don't we get together briefly on Monday or Thursday afternoon?"
Despite your valiant efforts, it's not always possible to avoid the human resources department. If you cannot circumvent them, use your visit to get as much information as possible.
