The document provides guidance on using a sales approach to career success and job hunting. It recommends: 1) Networking extensively by phone to set up in-person meetings, as the phone is the most efficient tool for reaching people. 2) Doing thorough research on target companies and customize your pitch for each by highlighting how your skills address their specific needs and problems. 3) Emphasizing accomplishments and measurable results from past roles, rather than just responsibilities, to differentiate yourself.

1. Executive Career Search Tactics The Sales Approach to Career Success

9. What you see above water is only a small part of the whole berg. Two-thirds of the berg remain underwater. The biggest iceberg on record was 208 miles by 60 miles, bigger than some small countries . Unadvertised opportunities due to People Retiring Layoffs New Business Ventures Mergers and Acquisitions Current Job Openings

10. Before Networking Phone Calls Research Reading Want Ads Sending Resumes Want Ad Websites Appointments Job Interviews Advertised Jobs Unadvertised Jobs Executive Recruiters

11. After Want ads Want Ad Websites Sending Resumes to blind ads Job Interviews Networking Interviews Networking events Phone Calls to prospective "customers" Research Unadvertised Jobs Unadvertised Jobs Advertised Jobs Face to face meetings Executive Recruiters

12. Where does the phone come into play during a job hunting campaign? Who are you? Who Can You Help? How Can You Help? What is your ideal working environment? Gather Information Schedule meetings Follow up Get Referrals Job Offers may come via telephone Interviews Networking Training On Site Research Goal of 1-2 meetings per day Calls to “nurture” new business relationships Why should someone hire you? Your Hired! Need a new job!

14. Attitude Shift LOOKING FOR A JOB LOOKING FOR A CUSTOMER EMPLOYED “ INTRAPANEUR” WANT AD CRY FOR HELP RESUME BROCHURE INTERVIEW SALES CALL FROM THIS JOB HUNTER TO THIS SALES PERSON

20. Problems How Can You Help?

21. Competence Confidence Capable Understands My Business Not Hire Neutral Hire

31. What do you LIKE to do? Whatever you would pay to do Someone’s being paid to do Why not you?

37. Dossier Example This side will have company information from your research This side will have your questionnaire that you will use help guide you to asking the questions about their needs They will be attached at the top with the two prong punch and fasteners

39. The Map Exercise

42. You are looking for “Yes”s Talk with you over the phone? yes Answer questions about their business? yes Set up meeting to talk about mutual needs? YES Refer you to another company? yes Refer you to another person in their network? YES Advise you on what to do to get into his business/field/company yes Job Offer YES

43. Your Job Search May Look Like This YES yes YES yes yes yes yes yes yes yes yes yes yes YES YES YES yes yes yes yes yes YES YES YES YES yes yes YES YES yes yes yes yes YES YES YES YES YES YES YES YES YES YES YES YES YES YES YES

45. If You Are Calling Because You Need A Job You are calling for the wrong reason

51. Call opening – Referral My name is _________…..I hope that I haven’t caught you in a meeting……We haven’t spoken before…I was referred to you by ________; (He/She) know each other from _____and thought that you and I should meet. I have very strong skills in _________and _________felt that this might be of value to you and your organization. Even if you are not hiring now, I still think a brief meeting would be worth a few minutes of your time. Would _______ at __:___ work for you?

68. ...The Last Time We Chatted We Talked About...

69. What is “Alignment”?

79. What do you think? Questions and next steps