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JOBTALKS

JOBTALKS. Direct Job Search. Indiana University Kelley School of Business C. Randall Powell, Ph.D. Introduction 1. In a 1973 study, the average MBA spent 175 hours in the job search between September and April. Introduction 2.

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JOBTALKS

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  1. JOBTALKS Direct Job Search Indiana UniversityKelley School of BusinessC. Randall Powell, Ph.D

  2. Introduction 1 In a 1973 study, the average MBA spent 175 hours in the job search between September and April

  3. Introduction 2 You can't get by on a mere 6 hours per week devoted to your job search

  4. Direct Job Search

  5. Graph 1

  6. Graph 2

  7. Direct Mail To be effective: • You MUST follow up with a phone call • Don't send these "To whom it may concern" or "Personnel Department"

  8. Getting The Name • The best methods: • Ask the receptionist • Check Dun's Reference Book of Corporate Managements or Owners and Officers of Private Companies • Ask a networking contact or a faculty member • Check the Placement Office's Directory of Employers

  9. Getting The Name • Call the Placement Office's main contact for that company • Talk to someone who sells to or buys from that company • Ask an executive recruiter, placement agency, or member of the local placement or trade association • Check the local Chamber of Commerce Directory or local Trade Association Directory • Contact investor relations, corporate operator or public relations

  10. Getting The Name Don't worry about getting the name on the first go round Get the name of someone who works for that company and ask that person for the name

  11. Getting The Name The name you are shooting for should be the decision maker • Get the proper spelling, the right address, and the right title

  12. The Phone Call It's pretty easy to say "Call the decision maker after you send your letter," but it's a whole lot different when you have to make the call

  13. Cold Calling • Cold Calling is defined as: • Calling without any introduction or forewarning other than a cover letter • For a sales representative, 100 cold calls result in 3 to 7 sales interviews

  14. Warming the Cold Call • To get the best effect of cold calling warm the call • Get the name before you call • Get introduced before you call

  15. Who to Call? • The toughest step is determining whom you should call first • Traditionally, counselors have said to seek the decision maker • Excellent for selling small items • Different sales cycle needed for bigger, long-term items such as people

  16. Focus of Receptivity Flowchart First find someone who is receptive Leads you to Leads you to Point of Reception Point of Dissatisfaction Point of Authority

  17. Focus of Receptivity Flowchart Get your point of reception to help you find the point of dissatisfaction--someone who has the problem and needs a solution Leads you to Leads you to Point of Reception Point of Dissatisfaction Point of Authority

  18. Focus of Receptivity Flowchart Gather Information 1. Ask questions about the organization 2. Ask about problems Leads you to Leads you to Point of Reception Point of Dissatisfaction Point of Authority

  19. Focus of Receptivity Flowchart 3. Make the problem into an implication question "Does having an untrained staff result in the loss of customers or orders?" Leads you to Leads you to Point of Reception Point of Dissatisfaction Point of Authority

  20. Focus of Receptivity Flowchart 4. Make it into a need-payoff question "Would having a training specialist on staff increase the effectiveness of your staff and result in more revenues?" Leads you to Leads you to Point of Reception Point of Dissatisfaction Point of Authority

  21. Focus of Receptivity Flowchart Your final stop should be the point of authority • If you have done a good job preparing your point of dissatisfaction, the person who is your "Point of Reception" will do most of the selling for you Leads you to Leads you to Point of Reception Point of Dissatisfaction Point of Authority

  22. More Phone Tips • You are constantly put off by the receptionist or secretary, what do you do next? • There are two general tactics for handling this: • Go through the secretary • Go around the secretary

  23. Going Through the Secretary • Entrails using all your charm • You will be successful on 90% of your calls if you establish rapport with the secretary • Be pleasant • Ask for and use the secretary's name • Put a smile in your voice--use a mirror • Remember, phones reduce your energy level by 30%

  24. Going Through the Secretary Tell her what you're doing and ask for assistance "I'm a recent graduate from Indiana University and I am seeking some information on a career in brand management. Tony Smith from Budco gave me Alex's name as an excellent source for assistance."

  25. Other Methods • Be complementary • Ask for assistance • Act like you know what you're doing

  26. Going Around the Secretary • Requires the instincts of a spy • Call at times when the secretary is not likely to be there • Before 8 a.m. or after 5 p.m. • During lunch • On weekends

  27. Going Around the Secretary • Call another department and ask them to transfer you • Do some phone sliding. • If the number to the switchboard is 555-2300, try 555-2310 or 2320

  28. Going Around the Secretary • Call from the top down • Call the president or CEO and ask who you need to speak to • Then, when you call the head of marketing, let the secretary know "Mr. Bigg's office referred me to Ms. Smith."

  29. Other Tips • Always ask, "Is this a good time?" • Never rush into what you have to say • Tape your intended conversation and listen to your voice • Deal in positives rather than negatives

  30. Making the Sale Be Prepared There is an old saying among sales people: ad lib's are for amateurs Prepare a script of the things you want to say

  31. Use AIDA Get Attention Create Interest Generate Desire Ask for Action

  32. Have a Hierarchy of Goals • Goal #1: To set up an interview (either informational or job) with this person • Goal #2: To get names of individuals who might be able to either help me or hire me • Goal #3: To set up another time to talk with this person

  33. Phrasing Questions Get the prospect saying "YES"

  34. Buy Signs Be alert for buy signs • "Where did you get your experience in marketing?"

  35. Objections • You may run into objections: • "You are looking for too high a salary." • "We don't need anyone right now." • "We need someone with more experience."

  36. Overcoming Objections • Determine if the objection is sincere, ask: • "Why is that?" • If more than one objection is voiced, segregate them

  37. Overcoming Objections • Never jump instantly into disagreeing about an objection. • First agree with the manager's concern: • "Yes, MBAs are generally paid well above entry level salaries and that can create a bit of 'sticker shock' for those who are new to interviewing them. However, many of the top companies in the country--the same ones you are trying to compete with--have spent a great deal of time to hire these very people."

  38. Developing Interest and Desire Avoid the "Yes, but..." response.

  39. What Would You Do? • How would you handle these objections: • "You don't have enough experience for the position." • "We are overstaffed right now."

  40. Develop Your Script Include both buy signs and objections and how to handle the most common of each. Practice your pitch.

  41. Never at a "bad" time Getting Attention Getting Attention "Good morning, Ms. Davis. My name is Robin Cook and I'm an MBA in Marketing from Indiana University with an extensive background in manufacturing.Have I caught you at agoodtime?" "Well, sure."

  42. Developing Interest and Desire Developing Interest and Desire "In my four years in production and product design at PDQ Industries, I led our account support team in bringing in over $2 million in new business. In the highly ranked MBA program at Indiana, I learned first hand the ways manufacturers and their customers are working together to make a better product--through two on-site consulting projects. In essence, Ms. Davis, I have gained the practical and theoretical skills needed to be successful in manufacturing marketing. I am looking for the leader in the industry and everyone points me toward XYZ and I agree. Are these the accomplishments you look for in your staff?"

  43. Short Answer Followed by a Question Digging for Info Buy Signal "I worked on the team involved in producing and marketing the X420 Widget. What types of experience are you looking for, Ms. Davis?" Well, quite often they are.What did you do for PDQ?"

  44. Buy Signal Buy Signal "I spent 4 years with PDQ in manufacturing with my last 8 months of that spent working directly on the sales support team. I fit right in with what you're looking for, Ms. Davis, don't you agree?" "Usually I want 4 to 6 years in manufacturing plus some sales experience.How much experience do you have?"

  45. Presuming a "Yes" Pushing for Action Pushing for Action "Well, Ms. Davis, as I mentioned my entire time at PDQ was spent in teams and I thrived on it. It sounds like we have a lot in common to talk about. I'll be in Cincinnati on Tuesday and would like to meet with you to discuss XYZ. Would morning or afternoon be better for you?" "The one other skill I really need that I didn't mention was the ability to function well in teams."

  46. When All Else Fails… • Get names of people who can help you in your job search • "What other divisions of your company might be looking for someone with my skills?" • "Who could you recommend that would be willing to spend a few minutes helping me learn more about the industry?" "May I use your name?"

  47. Follow-Up Always follow-up with a thank you letter. If the conversation was positive, include a resume with a line mentioning "I know you aren't looking for anyone with my skills currently, but if you hear of someone..."

  48. Answering Ads • About 14% of jobs are obtained through ads • All but 1.7% are local ads • Employers aren't moving people across country--they are finding them locally

  49. Avoid the “Mail Drop” To make the best of ads, do whatever you can to avoid the "mail drop" where all resumes go To avoid the crunch of resumes, find the name of the person who would likely be the boss and send your resume direct

  50. If You are Not a Local • A high majority of positions are filled locally • One company got 1600 resumes in response to an ad--they automatically eliminated all resumes not from the local area • Have your resume mailed locally • get a post office box in your target cities • Use a friend's address

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