Part 34 (1/2)

We've already recognized that hiring managers are at risk when they hire someone. A poor hire might cost the employer money or the hiring managers their job. By using Freese's Herd Theory, you leverage both the employer's need to limit risk and to appear savvy. You highlight and emphasize what everyone else is doing. In the following message, the job hunter discretely educates an employer about the direction taken by other companies (compet.i.tors), motivating the employer to follow the herd or risk being left out:

h.e.l.lo, Mr. Perry, my name is Daniel Houle. You may recall that a few weeks back I sent you a series of white papers I auth.o.r.ed on the impact of the software-as-a-service-delivery model on traditional software vendors. As I indicated in the accompanying letter, I plan to release some complementary information to these white papers in the next 7 to 10 days. Frankly, several companies have already asked for the follow-up doc.u.mentation as well as an interview: ABC Company and DEF Inc., to name just a couple. I am following up because I have not received word from your company, and I wanted to make sure that you didn't get left out.

The last sentence of this voice mail will elicit the following reaction from the employer:

Left out of what . . . ? I better call him back if ABC Company is interviewing him already.

This is an especially effective strategy for setting meetings with senior executives. However, it will require you to actually have written the white papers and done the research work. A guerrilla would simply recycle previous work whenever possible.

The strategy comes with caveats; you'll need to have established some credibility with the prospective employer if this voice mail is to have the desired impact. Creating a bidding war without having other bidders lined up is gutsy at best and could be disastrous if you're discovered. It is best to use this tactic as part of a well-planned campaign where you have at least one initial interview scheduled.

GUERRILLA TIP.

Run through a few practice drills on undesirable companies in preparation for the big game.

GUERRILLA INTELLIGENCE.

Stay Away from the Human Resources Department Daniel Houle

Your dream job is probably the most gratifying ”sale” you will ever close in your life. As in any sale, selling yourself will have nothing to do with telling them why they should hire you; remember, selling is not telling. Once you're in the interview, ask more questions and make fewer statements.

To avoid mismatching, engage the employer with:* Intriguing questions (voice mails) to elicit curiosity* Concise diagnostic questions to establish your credibility* Slightly negative questions to obtain factual and accurate information* The Herd Theory to convince prospective employers that they could ultimately be left out Stay away from the human resources department because they are paid to mismatch. Human resource people have a role similar to that of your body's natural immune system-essentially keeping out germs (bad employees) that could make the company sick. By nature, they are risk-averse, err on the side of caution, and mismatch out of habit. You have little to gain with human resource people because unless you are a human resource professional, they will not make the final hiring decisions.

Thomas Freese's book is a must-read for any sales and marketing professional who is serious about landing his or her dream job, and it won't hurt for non-salespeople to read it as well.

Daniel Houle is a successful product management and marketing executive. He may be reached at ().

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A WAR STORY.

Deanna J. Williams Sr.

My phone rang and it was a salesperson who was pursuing me for an outside sales position I had advertised in the San Jose Mercury. San Jose Mercury. He said he wanted to see me right away. He had something to show me and he knew that once I saw it, I would be so impressed that I'd hire him on the spot. Now I was sitting there thinking this guy is pretty full of himself, but I was also impressed with his self-confidence and persistence. I explained that I had to be in a meeting in 20 minutes. He insisted he could be at my office in less than 1 minute. I protested, saying I didn't see how that was possible and that I really thought we should find a time to talk after my meeting. He kept insisting that if I would just give him a chance he promised that he could meet with me in less than 1 minute, and if I would just look out the window, I would see why. As I strained to look out the window, I saw a fellow sitting in a red Mustang, talking on his cell phone and waving at me. I had to laugh at his dogged pursuit and creativity. Yes, I did let him come in before the meeting and, yes, I did hire him. He was one of the best salespeople we ever had and one of the most creative in finding ways to open doors to potential customers. He said he wanted to see me right away. He had something to show me and he knew that once I saw it, I would be so impressed that I'd hire him on the spot. Now I was sitting there thinking this guy is pretty full of himself, but I was also impressed with his self-confidence and persistence. I explained that I had to be in a meeting in 20 minutes. He insisted he could be at my office in less than 1 minute. I protested, saying I didn't see how that was possible and that I really thought we should find a time to talk after my meeting. He kept insisting that if I would just give him a chance he promised that he could meet with me in less than 1 minute, and if I would just look out the window, I would see why. As I strained to look out the window, I saw a fellow sitting in a red Mustang, talking on his cell phone and waving at me. I had to laugh at his dogged pursuit and creativity. Yes, I did let him come in before the meeting and, yes, I did hire him. He was one of the best salespeople we ever had and one of the most creative in finding ways to open doors to potential customers.

Deanna J. Williams, contract recruiter, [email protected]

Chapter 10.

Creative Ways to Find a Job

Breakthrough Strategies

You've got to say, I think if I keep working at this and want it badly enough I can have it.

-LEE IACOCCA

Perhaps networking and warm calling aren't for you. You should add them to your mix anyway. Here are some alternative methods we've used in our Boot Camps.