Effective Phoning and Preparing Your Approach

It's effective because it focuses on the other person. He is, to himself, the most important person in the world. If you talk about him, he'll listen? Before you talk with a prospective employer - on the phone or in person - prepare to answer the question that is uppermost in his mind before he raises it: ''What's in it for me Understanding that should help you overcome any reluctance to use the phone. You need not "fear that the other person won't want to talk." Or feel as though you're "invading their privacy" - the concerns expressed by our out placed friends. Concentrate on his needs. Can you picture a sign on his head flashing?

You Can Juggle Elements of GRAB

Your call will include some, if not all, of the elements of GRAB that you can present in various sequences. For example: ''Good morning. Ms. Pin. This is Dan Deposit. As VP for sales, you are probably interested in increasing sales while keeping expenses as low as possible. Is that correct? (Wait for an answer) For the past 2 years, I increased Blue Machine ATM sales by almost 16%. Why don V we get together next week to discuss how I might be able to help you? Which day will be better for you, Monday afternoon or Wednesday morning?''



''Good morning, Ms. Pin. My name is Dan Deposit. I just read about your company's new product line and I assume that you've want to get some new top-notch people on board. For the past 3 years at Blue Machine, I increased sales by more than 12% a year. Are those the kind of results you're looking for?. If it is positive, continue with Good. Could we get together either Thursday morning or Monday afternoon?"

You may be thinking that there's no way you could do this - call total strangers and tell them how wonderful you are. That's understandable. This is not what they taught you in high school, or college. You might be more comfortable with a more modest approach.

"Good morning, Ms. Pin. We had extensive experience in selling ATMs for Blue Machine and Black Boxes. We read about your new virtual banking ATMs and I think I can be helpful to you as you expand your operations. Would it be possible to get together next week, either Thursday or Friday, to talk about how I could help you?"

If that will get through Ms. Pin's barrier of preoccupation and you can schedule an appointment with her, that's great! Experiment with some different approaches until you find one that works for you. But don't assume you cannot do it. You can.

Cold calling is not easy to do alone. If you know another job hunter, why not pair off, when you're both prepared to call so you can support and encourage each other? You could work as a team-one on the phone, the other listening and cheering (silently, of course).

What's the risk? You could feel uncomfortable. How does being unemployed feel? You might not get a job this way. But you might! You know you have to contact as many hiring authorities as possible to get an offer.

Effective Phoning

This is one way to do that. The choice is yours. Additional Suggestions for Effective Phoning

• Keep it short.
  

A 30-60 second conversation is long enough to make an appointment. Brevity is not only the soul of wit. It shows you respect their time, as well as your own.

• Understate
  

Don't promise something unless you've sure you can deliver. The fastest way to doom your credibility is claim you can do something that you can't. It's always better to UNDER promise and OVER deliver!

You know you saved your previous employer $50,000 last year in computer costs. From what you know about Ms. Pin's company, you think you can be helpful, but you honestly don't know. The only way to find out is to meet and explore possibilities.

''Ms. Pin, I believe I could be helpful to you because in 5 years, I have generated more than $1 million in sales for Blue Machine ATMs. I'd like to explore how we might be able to work together. Could we meet either Monday morning or Wednesday afternoon?''

• Be specific
  

Be able to back up your claim. You saved $50,000, not "a lot of money," and your mini-story describing the problem, the action you took, and the results you achieved proves it.

• Be knowledgeable
  

Your research might surprise, even shock them-pleasantly, of course:

''Ms. Pin, the Bottom-Line Daily and other financial analysts are enthusiastic about your new virtual banking ATMs. I believe I could be helpful to you because I've been a trouble shooter for Megabucks International virtual banking machines for the past three years, so I really know how these things work, I'm interested in getting into marketing now and I'd like to talk with you about how we could work together. Could we meet for breakfast either Tuesday or Thursday morning?"

• Avoid being interviewed on the phone (except for long-distance situations).
  

It's wonderful that Ms. Pin is interested in you. You'll have lots to talk about when you meet, but remember that the purpose of your call is to schedule a meeting. Hiring commitments are not made in initial phone conversations. But applicants are often eliminated that way. Why? For the same reasons your resume could screen you out. So wrap up your conversation with something like:

• Avoid one-sided conversations.
  

Ask open-ended questions.

• Listen carefully.
  

Being a good listener can get you the appointment, and the job!

• Don't try to provide solution on phone.
  

That's what the meeting is for

• Resist the temptation to mail your resume to local employers!
  

Write Your Script

Some people prefer to use an outline, but you'll probably find that if you write your script and practice so that it does not sound rehearsed?, you'll be most effective. The following formula may be useful.

Plan and Prepare Your Approach

Planning and preparation will help you master the job-finding process. To plan and prepare your approach to the hiring authority:

1. Start with your list of target companies that you know something about, including:
   
   a) Name of hiring authority
   
   b) Basic data about the company (products, etc.)
   
   c) Some information about a possible problem or need
   
   
2. Develop and write a script that is appropriate for him, his company.
   
   
3. In that script, you GRAB his attention by focusing on what's in it for him.
   
   
4. Tape it and listen. How convincing are you? Would you be persuaded to make an appointment? If not.
   
   
5. Refine your script
   
   
6. Role-play with a friend, spouse
   
   
7. Practice so that you are comfortable. And be convincing! Then do it! Call and get your appointment! And celebrate!
   

When you have set up a meeting with a decision maker, celebrate! You have accomplished the first of two essential steps in finding employment.

That's terrific! Reward yourself and savor your success. Now, let's prepare for step two-persuading decision makers to offer you a job. It could be a smooth ride, but you may encounter some road blocks. To help insure your success, you'll want to know how to deal with these obstacles.