Part 29 (1/2)

Telephone the person you identified as running the department. Keep calling until you connect with the person and say:

You: My name is __. I've been researching your company and have talked to [name 2 of the people you spoke with if you have their permission] and they think that we should talk. Do you have time for coffee next week? My name is __. I've been researching your company and have talked to [name 2 of the people you spoke with if you have their permission] and they think that we should talk. Do you have time for coffee next week?

This opener is designed to build curiosity and establish your right to talk to this manager. Using the names of the people who have worked for the person in the past gives you credibility.

Employer: What's this about? What's this about?

The tone of voice could be curious or annoyed because you still haven't said what you want. Stay with the script.

You: I've been examining the way you [market your product-sell to people-manage inventory-develop new products-(fill in the blank with the problems you know they have that your experience can address)], and I have a few ideas I'd like to share with you. Do you have time for coffee next week? I've been examining the way you [market your product-sell to people-manage inventory-develop new products-(fill in the blank with the problems you know they have that your experience can address)], and I have a few ideas I'd like to share with you. Do you have time for coffee next week?

The manager may think you're a consultant-which could be good or bad and there's no way to know in advance-or could sound grateful that the former employees were thoughtful enough to refer you because the department does have a big problem to solve. The person may invite you in right now or continue to cross-examine you.

Note: Make sure you're hitting the company's problem areas. Make sure you're hitting the company's problem areas.

Employer: Are you trying to sell me something? Are you trying to sell me something?

You may sound like a bit of a cla.s.sic salesperson, but don't panic. Follow the script.

You: No. In the course of doing my market research on the [name the industry] industry, I've learned that your company might be a good fit for my [project management skills] but frankly you're the only one who knows that for sure. In the interests of time, I thought I would see if you had time for coffee so I can see if the types of results I achieved for [name the company] could be replicated for your company. No. In the course of doing my market research on the [name the industry] industry, I've learned that your company might be a good fit for my [project management skills] but frankly you're the only one who knows that for sure. In the interests of time, I thought I would see if you had time for coffee so I can see if the types of results I achieved for [name the company] could be replicated for your company.

Now you're talking about how you solved a similar problem elsewhere and that will build your credibility and his interest in seeing you. But it still may not be enough.

Employer: Thanks, but we're not hiring anyone right now. Thanks, but we're not hiring anyone right now.

If you hear this, you need to verbally pull back to maintain control. Here are the 2 reb.u.t.tals you should use, one after the other if necessary.

Reb.u.t.tal A

You: ”That's good because I'm not saying I'm interested in working there-at least not yet-but we both know the time to identify talent is long before you need it-would you agree [you want him to say something at this point to keep him in the conversation]? ”That's good because I'm not saying I'm interested in working there-at least not yet-but we both know the time to identify talent is long before you need it-would you agree [you want him to say something at this point to keep him in the conversation]?

”[Name 2 more people you spoke with if you have their permission] said it might interest you to know how [throw out your biggest accomplishment at your current or last company that matches this company's need] for XYZ Corporation. Do you have 15 minutes for coffee next week?”

Often one accomplishment that addresses their problem will be enough to secure a meeting, but maybe not.

Reb.u.t.tal B You: ”You know XYZ Corporation had the same concern-Here is what I did for them [throw out your next biggest accomplishment]. ”You know XYZ Corporation had the same concern-Here is what I did for them [throw out your next biggest accomplishment].

”I have no idea if that's important to you or if you're the type of company I can do this for, but [name a few of the people you talked to] thought it might be of interest. Do you have 15 minutes for coffee next week?”

A second accomplishment that addresses their problem should be enough to secure a meeting, but again it may not be.