The Close
Do not stop-GO! Go for the Get-Together. Tell the listener what you want to take place as a result of the conversation.
You: I'd like to stop by briefly to introduce myself and give you my resume. Which day would be better for you? Wednesday or Thursday?
Did you catch that last statement? You probably know that this is called the "choice" close, a standard close used by sales people.
If the company is located nearby, use it. It gives the listener a choice, rather than an opportunity to respond with an automatic "no." If the listener can dispose of you with a simple "no," you may rest assured, nine times out of ten he or she will try to do so. Don't ask questions that can be answered with a "no." Whenever you fail to obtain the interview ask yourself immediately "Did I get a 'no' answer?" If you did, you invited the answer by the way you phrased the question. Practice phrasing things in such a way that it is virtually impossible for the employer to reject you with a quick "no." Be nice. Give the listener a choice: "Which day might be best for you? Monday or Tuesday, Wednesday or Thursday, Thursday or Friday?" Should you receive a "no" answer in a telephone conversation with an employer, recognize immediately that you have violated this commandment.
Let's review the three phases your dialogue with your prospective boss should have taken.
"Desperation Breeds Success"
The middle-aged gentleman exuded class and charm. His manner of speaking, his appearance and his courtly bearing-all bespoke his executive capabilities. He was unemployed, but the choice was his own.
He no longer could tolerate the rather unethical way that his institution operated, so he resigned. Now, nearly four months later, he was getting restless. The time had come, he decided, to reenter the business world. However, there was a slight problem. His job search was going nowhere. When he registered for job search counseling he was obviously becoming anxious about his future.
"Tell me," I asked, "how have you been going about looking for work?"
"Here's my resume," the executive answered."! must have mailed out a hundred of them."
"OK. And what about the telephone?"
"Telephone? What about the telephone?"
"Have you been using the telephone?"
"No."
"Why not?" I asked.
"I prefer not to," the distinguished job seeker responded haughtily.
For the next two months the executive and I were in a veritable stand-off. I continually implored him to start using the telephone in his search, but he adamantly refused to follow my advice.
The problem the executive was having was precisely the same problem faced by less distinguished and less credentialed job seekers. He was afraid of rejection. But, at his level, the problem was worse because he was so accustomed to being in control of all kinds of situations.
After a few more weeks of waiting in vain for the postal carrier to arrive bearing the news he sought, the executive's resistance crumbled. Swallowing his pride and his fear, he began learning and practicing his phone technique. Much to his amazement and personal gratification, the results of his efforts quickly bore fruit.
He soon became the consummate telephone prospector. He obtained interviews in New York, Chicago, and Houston-all at company expense-and he was the one that initiated each contact, by phone. The last time I saw him was three months after he landed a position. Much to his surprise and delight, companies were still calling him to see if he was still looking for a job because they now had an opening that would fit him perfectly.
- Phase One-Introduction: Introduce yourself. Spell your name. Try to "drop" a name. Say something nice.
- Phase Two-Sell: Launch directly into Phase Two from Phase One. Make your pitch. Keep it brief.
- Phase Three-Close: Launch directly into Phase Three from Phase Two. Don't ask "no" questions. Get the get-together.
Expect Problems
It would be incredibly naive to think that you won't run into problems now and again using this approach. Fortunately, you can prepare for the two most common ones.
Problem #1
Boss: I'm sorry. We're not hiring at this time.
Solution
You: I understand. What I would really like to do is to meet you and give you my resume. It could save you considerable time and money when a position does open up. I could stop by next Wednesday or Thursday. Which is better for you?
Problem #2
Boss: I'm sorry we don't have an opening in your area.
Solution
You: Truthfully, I would have been surprised if you did have an opening. But, I'd still like to stop by briefly to introduce myself and give you my resume. You never know when you might need to add to or replace a member of your team. I would like you to know that I'm standing in the wings, ready and qualified. What time might be best for us to meet for a minute or two?
It's amazing the number of "not hiring" and "no opening" companies that suddenly find an opening for you when someone in a position of authority takes a liking to you. It's also amazing how an employer can take an initial liking to you just by talking with you on the phone. You must make every effort, given the right circumstances, to sit down and meet the employer face-to-face.
Most job seekers seem to feel that to call the prospective boss is to risk angering him. Yes, sometimes it does upset him. But it's just as likely to demand his respect. Just bear in mind, when you do get through to the boss you had better have something worthwhile to say. Always give at least two or three reasons why he should want to meet with you. Think profit!
