Here's an email I just received - please post a comment and pass along your suggestions as a networking or sales professional!
Dear Mr.Howlett,
I was just reading your most recent blog and I completely 100% agree
with you that emails are just not as effective at establishing a
rapport. But it seems like the alternative routes (having a face to
face meeting, etc) don't work either. As a recent graduate, I have
been looking for jobs. My strategy is to use both methods: I send an
email (or worse complete the online application!!!) and then drop by
their office/company to see if I can speak to someone face to face.
And frankly I can't get past the receptionists!!!! (Thank god some of
those receptionists/greeters are also "Directors of First Impressions"
and some like me and pass my message along!!!! which gives me at
least a little bit of hope after driving all the way from Richmond
Hill to Mississauga to see someone) but otherwise it is difficult to
directly get in touch with someone who is in charge!!!!
I am really in a state of ambivalence regarding technology; from
phones to emails to text messages, technology makes life more and more
impersonal everyday, I wonder what next?!
Anyways just a thought! Have a great day!!
Sincerely,
A.
17 comments:
I'll go first - two thoughts.
1. I try ALWAYS to get a warm introduction into a company and never just cold-calling at a front desk. Put together a "top-20" list and ask your friends and associates if they know anyone on the list and could you possibly have a 5-10 minute conversation on the phone with them?
2. You're on the right track by not looking at the front office just as a gatekeeper. Often she or he has a lot of influence in the company and (in reality) your interview has started the moment you walked up to his/her desk.
Anyone else?
Before you head over to the office again, do some 'pre office call' planning and come up with several engaging ideas. You may find a 'hook' that will establish some type of connection with the gatekeeper. This can be done by reflecting on your last visit, noticing something about the gate keeper (the 'nice watch' idea), etc. As well, 'google' for information on the person you are trying to see. Try engaging the gatekeeper with this information as well. Consider using engaging statements in the VM messages you leave for the person you are trying to access, i.e. an engaging statement about yourself; the individual you know at the company that linked you to him, along with a comment on the individual (i.e. I've read about the impressive project .....) . This may differentiate you from other calls and hence lend to a call back to you.
A - the cold call route really is one lined with disappointment - especially if you are driving half way across Toronto with the hope of seeing someone but not having anything firm - the drive back must be twice as long if you leave with nothing.
Dave's approach is by far the most personal you can get - and people want to connect with people not technology so follow his advice to the letter.
If you feel you have to 'drop in' make sure you have something physical to leave them and its not a resume. Find a card, or better still a postcard that is memorable - either by the picture or type (size etc). Better still design one yourself with a twist that is on brand for you.
One that I reacall from many years ago is the two medevil knights ignoring the machine gun salesman with one saying "I haven't got time to see a saleperson, I've got a battle to fight" - perhaps look ot use that with the twist being change the copy to reflect you and what you have to offer.
On the postcard list your top 5 attributes or brand skills and contact details.
Getting something handwritten now is a bid deal (see what Dave has to say about thank you cards) - people come to the front desk to get them and they remember.
Don't dress up in the Superman outfit though , its been done and only rarely works!
Just my toonies worth, good luck!
Thanks Paul and K.
A. Let me also share how I personally feel when vendors "pop in" while I am working at my desk so they can "relationship-build" (and these are people I deal with, not cold-callers) a) don't they realize I am busy and why are they interupting my routine? b) they must have a lot of time on their hands if they just drive around "popping in" on folks c) how would they feel if I "popped in" on them while they were involved in their routine?
Software scanning means that about 80-90% of resumes are never seen by real people. If you don't know someone in a company, park yourself in the parking lot at 5 pm and introduce yourself to someone coming out of the building. Tell them you are interested in their company and ask for permission to ask a few questions. (how long they have worked there, what the culture is like, what their challenges are, what their background was, how they got into the company etc). Then...ask them how you can help them and don't forget to send them a thank-you card.
A:
I am a Sales Manager in the hospitality field and in my early years I often did as you had mentioned .. dropped by! met the gatekeeper and tried my charming good looks to get a call with the right person.. either I'm not that good looking (which likely is the case but in any event) or these people are far to busy for this sort of call. Recently I managed a team of 25ppl and these calls would make my blood boil.. here's what I suggest.. join a local association in the field in which you are intrested.. take lots of cards.. use Dave's old saying "it's not what you know, it's not who you know.. just make sure they know you!" network like crazy.. maybe use those names that the gatekeepers gave yo and instead of trying to get in their face at the office.. try a function that they are affilitaed with .. people are much more likely to give an appointment at a social event.. especially if you can hold your own in conversations that miht not be directly related to business..My last point I would like to make is followup! Ican't tell you how many times I've met people, been impressed and ready to hire... but never heard from them again.. I wish you much success.. keep your chin up.. we've all been there at one time or another!
Cheers, S
Hello A ,
My name is Kamal , I check dave's blog from time to time.I dont know what companies you are trying to establish a relationship with.I can say for my self that I have had some rough experience trying to get a summer job in pharma sales.People make you feel like a bad person (not answering your phonecalls ,telling you not to e-mail them , indirectly that is).I believe if you have some companies in mind,dont go to the company ,ry to goof around to until you know someone who can sort of throw in a word for you.I dont know if that helped , I hope it did.
P.S by the way meeting the person IN CHARGE is not always the way , you would be surprised at how many people get jobs through secretaries and and normal employees.
KAMAL
At the risk of being a contrarian...I am one of those who actually has put in place 'gate keepers' and 'screeners' and other practices that help me to manage my most precious resource...my time and the time of my team members. I don't want someone dropping by, it tells me that they don't respect their time and that they certainly won't respect my time.
So here's my tip. Do your homework...and I don't mean just doing a Google using the company name. Make yourself relevant. Develop a point of view that differentiates you from the rest of the people trying to get through the screens. Take the time to understand the industry dynamics (e.g. what separates the top 1 or 2 companies from the rest of the pack).
Use the power of the network that Dave and others describe. Test your point of view with others. Go back and reshape it. Practice. Practice some more. If you only had 1 minute to be in front of your target audience, what would you say? Is it credible? Is it relevant? Would you believe it? Refine your 'elevator pitch'...don't make it slick...be prepared to back it up with your thinking and your points of view.
Now put the power of Dave's ideas to work. Seek out people who can help you get the audience you need. Get them to "sprinkle" in the key elements of your 'elevator pitch'... as in..."heh Bob, I know Mr A. He strikes me as someone who could make a difference in your organization. I've been very impressed with him...he seems like a good thinker, someone who favors actions over talk. Will you take a call from Mr. A.?"
Bang! Fish on!
Wow. I am really impressed by all the valuable feedback. Thank you so much everyone. In fact I have printed out and highlighted the important parts. Through your comments I have been able to see the other side of the coin. I thought people would conceive me as enthusiastic if I dropped by, but now I realize that in fact in may be unprofessional and perhaps annoying. Also, as Dave says: "If you can’t be the first, be different" and with your advice you have taught me specific ways through which I can be different: having a top 20 list, using engaging statements in VM messages with a point of view that differentiates me from others, trying to meet people (those in charge as well as gate-keepers) at social events, using hand-written cards, making myself relevant, understanding the ins and outs of pharma sales, etc. So thank you so much. I look forward to hearing more of your valuable advice and perhaps meeting you one day.
A.
Hello A,
As someone who "cold calls" on potential clients, I have found that a simple hello on the phone may be your second best avenue for gaining entry. Both you and the "gatekeeper" are screening each other. Be concise and state your intentions. Do NOT waste their time. You may want to find out who holds a similar positions to the one you are seeking. The notion of a quick 5-10 minutes to learn "a little bit" more about the company sometimes works.
The BEST (NUMERO UNO) entry method is a personal reference of who knows about you. Now you have someone who is an advocate for you. Treat this person like gold. Be sincere when you thank them for their efforts. Dave's methods work. Use them. Happy Hunting!
More food for thought when you finally get to see that client or prospect.
From a recent Globe and Mail weekly poll on the worst mistakes people have made during a job interview:
41% - didn't come prepared enough to answer questions
27%- blathered on too long
23%- didn't reaserch the company enough
7%- arrived late
3% - dressed inappropriately
Dear Dave,
Thank you so much for all your help so far. I have received a great amount of valuable feedback from your blog.
Since I live in Richmond Hill, I only know of the Persian restaurants around here. I checked out www.Dine.to to see if there were any in Mississauga or Oakville and there weren't any (at least according to them). I also called my friend who lives in Oakville and she didn't know of a good Persian restaurant either. So if you ever come to North York and feel like having a delicious skewer of tender and juicy beef or lamb with Saffron rice and a nice salad check out Zaffron
Ristorante at 6200 Yonge St. Toronto, ON M2M 3X1. It's my favorite Persian food place. If you are like me and love eggplants, be sure to
try their great eggplant appetizer that is to die for.(and no they are not my cousins, I just love their kebobs)
Have a great day.
A.
p.s. working on the outreach document!!!
Thanks A. - now THAT's paying it back! We all have something to offer and thanks for listening and offering something based on my "greatest challenge" (finding a great Persian food restaurant!)
I thought I would forward you great referral to all the other contributors so they could benefit as well.
Dear A.,
You've had some excellent advice already, here are a few more reinforcing tips:
1. Networking is about building personal relationships and trust which should be mutually beneficial. So, start with offering to help others(Dave's the guru on this), not waiting for them to help you. Some of my "breakthroughs" into business opportunitities have been from unexpected contacts who remembered from years ago when I helped them.
2. It can be an equally rewarding and impactful to have a recommendation from an assistant or a president, if they endorse you personally. Sometimes it's even more impactful when it's from the admininstratgive assistant of the hiring manager.
3. A "warm" intro gets the best response because you have been personally qualified by your network contact.
4. People will intuitively sense if you are genuine and authentic in your intentions.
5. Gate keepers are people busy too, be nice and respectful of their role and they will respond accordingly. I was shortlisted in a job interview because I offered to get the busy receptionist a coffee while I sat waiting and she told the hiring manager.
6. Don't show up unexepectedly, it makes you look unprofessional and disrespectful of other's time.
Best of Luck in your search, Karen
I have actually improved vastly in my networking skills!! My greatest take away has been once taking the business card I always email the person back as soon as possible... Also, I find the best question to ask people is "What is your biggest challenge" I am amazed at what people say....its like its at the tip of their tongues...very interesting. But of course, let me know if you need my help as well!!
J.
Someone once told me that "the interview starts as soon as you get out of your car." By emitting a positive attitude you can sometimes take down the wall that gatekeepers have learned to use. By using Dave's "watch your weekend challenge" concept you can sometimes get them to offer suggestions on how best to accomplish your goals. Best of luck with the job search!
Dear A,
I completely understand where you are coming from. I am currently in the same place as you and it is very hard to figure out what is the right approach to take. From personal experience I can tell you that I have had little luck with emails. I agree with Dave one should tray and establish some kind of a personal connection.
I took Dave's advice and made a list of companies that I think would best suit my expertise. I tried to find contacts within these companies. These contacts don't have to be from the department you are looking to join. You just really need an "in" into the company. Your contact can then refer you the appropriate people.
I have found that people really don't mind having a 5-10 min conversation on the phone. Most of them are really happy to have a chat and share their experiences with you. Till now Dave's approach is working out well for me. One contact gives you 2, 4 or 5 more and that is what you want wider exposure!!!!
Also networking sessions are great!!! If you can make it to those...it is amazing how many people you can meet!!! I have found that people are generally very helpful!!!
Good luck...I will keep my fingers crossed for you!!!!
Dear A,
I completely understand where you are coming from. I am currently in the same place as you and it is very hard to figure out what is the right approach to take. From personal experience I can tell you that I have had little luck with emails. I agree with Dave one should tray and establish some kind of a personal connection.
I took Dave's advice and made a list of companies that I think would best suit my expertise. I tried to find contacts within these companies. These contacts don't have to be from the department you are looking to join. You just really need an "in" into the company. Your contact can then refer you the appropriate people.
I have found that people really don't mind having a 5-10 min conversation on the phone. Most of them are really happy to have a chat and share their experiences with you. Till now Dave's approach is working out well for me. One contact gives you 2, 4 or 5 more and that is what you want wider exposure!!!!
Also networking sessions are great!!! If you can make it to those...it is amazing how many people you can meet!!! I have found that people are generally very helpful!!!
Good luck...I will keep my fingers crossed for you!!!!
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