- 1. A Road Map to the Uncrowded Extra Mile Your strategy is
simply the staying power to pursue repetitive attempts to reach key
decision makers Sanford Rose Associates Rockford815
636-0848[email_address] Finding People Who Make a Difference
2. How totravel the uncrowded extra-mile
- I wanted to offer up an example of how totravel the uncrowded
extra-mile
- A real-world candidate Ill call John Smith, I suggested after
he revised his resume adding the value-added details we discussed,
to try and contact an Engineering VP for an automotive and Modular
AssemblySequencer I call him Jack Johnson...
- I felt John Smiths background could match up this clients
environment yet I couldnt make any introduction. Besides direct
follow-up by John would be good practice applying the follow-up
concepts I was trying to show John.
3. Your strategy is simply the staying power to pursue
repetitive attempts to reach key decision makers!
- Your strategy is simply the staying power to pursue repetitive
attempts to reach key decision makers, starting with the companys
main phone and asking to speak with Jack Johnson.
- Expect the receptionist to ask
- what it is the purpose of the call?
- You quickly fire backI was asked to call Jack regarding a
project Im working on Then shut up and be quiet
- Most of the time this will be enough and youll get transferred
to Jack Johnson
- (For god sakes if the receptionist or anyone for that matter
asks the purpose of the phone call dont tell them anything related
to you are looking for a jobThat will simply give you a one-way
ticket to HR receptionist who will tell you to send them a resume
and if they have any interest, they will call you i.e. dont call
them again )
4. Ok, now the phones ringing as you got transferred to Jack
Johnson One of two things will happen 99.9% of the time so be
ready
- Jack Johnsons secretary will answer...
- Just like the main receptionist, she will probably ask the
purpose of the phone call (see above) If your bluff doesnt work and
Jacks secretary asked for more information simply state, I was
asked to call Jack directly but if nows not a good time when would
you suggest that I call Jack back? If the bluff still doesnt work
just say youll try sending him an email and hang up.
- The other option is youll simply go to voice mail You then
leave a short-n-sweet preplanned sound bite phone message...
Something like I was given your name as someone that could be
looking for someone with my talents... Youd welcome a chance to
talk and if Jacks time would allow, please give me a call...
- Then immediately follow-up the phone message with an
email"Jack, just tried to call you and missed, I hope we could talk
about XYZs possible needs for someone with my background... I have
attached my resume for your review and hope your time would allow
for a brief conversation. I can be reached on my cell at...
5. Now if the stars-n-planets are all in perfect alignment and
Jack Johnson actually answers his phone
- You go for it with the same lead in message you were prepared
to leave as a voice or email message.
- Then shut up and see what he says
- If he doesnt want to talk to you Give him an out tell him (dont
ask) youll send him a copy of your resume.
- Then depending upon the give-n-take exchange either ask if you
could call him back at a more convenient time or simply say please
keep the resume available in case things change at XYZ company or
you learn of someone who might have a need for someone with my
talents.
- Yet as I said, 99.9% of the time youll get voice mail but dont
give up and leave ashort infomercialeven though you know it will
just get deleted. You never know they just may call you back.
6. Yet as I said, 99.9% of the time youll get voice mail but
dont give up and leave ashort infomercial
- Dont give upleave ashort infomercialeven though you know it
will just get deleted.
- You never know they just may call you back.
- Realistically expect the Manager to hit delete on both your
voice message and email...
- But you are one of thosefew people who travel on that uncrowded
extra mile...
- you don't give up as you know what you want AND GO FOR IT!
- Give him 7-10 days and call him again...
- But this time call him at 6:30 AM ( as like many successful
Managers he's in bright an early to work )... same routine with the
voice messages if you strike out and he doesnt pick up the phone
Again another email WITH RESUME ATTACHED as sure as hell he deleted
the first copy.
7. Now What?
- Jack Johnson cant help but to now have your name firmly
implanted in his mind Jack will probably remember deleting your 1st
voice mail as well as your 1st email attempt
- Commonsense says hes going to be darn curious just who the heck
is chasing him so hard, wanting to talk to him...
- No doubt hell be more impressed (rather then offended) by your
aggressiveness, assertiveness, initiativeJUST MAYBE instead of
immediately hitting delete again he'll actually listen to
it...
- Still unlikely that he'll call you back but neverthelessyou've
now planted a positive mental image of your name in the mind of a
key decision maker.. .
8. After your voice message, if he sees your email shows up in
his crowded email inbox...
- It just may cause him to recall his positive impression of your
hustling him with your follow-up...just maybe he might actually
ready your email and even open the resume attachment.
- You must keep the 2nd follow-up easy going in tone...
- Tried contacting you a week or so ago, I'm determined to try
and reach you directly as I believe we have mutual winwin interest
to talk about...
- Then if you can really summons up the self-confidence (and
courage)...You close with...
- I know your day is busy so I will call you at 7:00 am Monday 52
to see if I catch you at a time we could talk briefly...
- Again, regardless Jack has to come away impressedwith the
serious follow-up effort you are showingBY YOUR ACTIONSnot just
your words.
9. Jack has to come away impressed with the serious follow-up
effort you are showingBY YOUR ACTIONSnot just your words.
- Who knows if you will reach Jack when you call on Monday at
7:00 am?
- But if you do as I suggest, even if you don't reach him when
you call...
- When Jack hears the date stamp showing when you calledonly one
of 3 possible things can result.
10. Who knows if you will reach Jack when you call on Monday at
7:00 am but if Jack hears the date stamp showing when you
calledonly one of 3 possible things can result.
- Jack says damn... You must be serious about talking to
me...
- I think it's worth the time to talk
- and he either calls you or he somehow reaches out to you
- Jack says damn... etc, etc... I might as well call to get him
off my butt... Not the best outcome but the end-game is talking to
Jack ...
- Might not be the best start but nevertheless the "opportunity
door" is now open.You get to control your own destiny and make your
BEST pitch to Jack why he would be crazy not to pay attention to
you because of the compelling case you layout how you can help XYZ
be successful.
- If neither of above happens. then that means the knock on your
Door is Homeland Security wanting to investigate a report of
someone stalking and harassing Jack Johnson... (:-)
11. You got nothing to lose and everything to gain.
- Ok #1#2 and even #3 don't happen as planned...
- You got nothing to lose and everything to gain.
- 10 days later call again.
- You should also ask around and see if you can come up with his
cell phone
- Maybe try contacting Jack through LinkedIn
- Dont quit Just work smarter
12. Same routine 10 days later then extend it to 3 weeksthen
wait a 30 another days
- This isnt a race you sprint to the end
- Its an endurance, marathon race
- If you still dont get to Jack try to come up with another Top
Level Manager
- God Bless HR but they dont control the Hiring Process
- Dont make HR angry but going through them will seldom have the
end results you desire
13. Moral to the story...
- What Ive just described is exactly how I originally "won the
search business" with the Hiring Manager I told John Smith to
call
- In fact if theytravel on the uncrowded extra-mile
- in their follow-up efforts and messages left...
- My bet is that the Jack Johnson of the business world can only
come away impressed with your aggressive efforts to pursue talking
to them and then ultimately influence their hiring decisioni.e.
Clearly make the case you are in fact someone who can make a
difference!
14. What others have to say about Denny Wallace
- Denny is extremely (understatement) good at what he does and
goes above and beyond for his clients. I am willing to admit that
he completely changed my view of what job hunting in the 21st
century is all about. I initially thought its was quantity over
quality.
- This is a bad economy, companies are getting 100's of
applications per job right so it is a numbers game. I could NOT
have been more wrong. Denny took me under his wing so to speak when
he never had to, and showed me what it takes to separate yourself
to land the best offer for you. Not just any offer due to a numbers
game. I landed my current job not because I sent out 100's of
applications, but because Denny taught me to give a focused
compelling reason to hire me versus someone else based on the
premise that MY skills will add value to their organization. The
rest was superior follow-up in which Denny showed me the way.
- I was spinning my wheels for months trying to figure out what I
was doing wrong? I was due GUILTY of what about 95% of job seekers
major pitfalls are, to burn hours away pointlessly applying to jobs
and putting nothing special into them to make you that perfected
candidate.
- I tried my damnedest to follow Denny's recommendations, and
they are not easy but the hard road is less traveled for a reason,
but they pay off! Within 3 week of applying your quality
principles, I have now multiple offers in hand including the one
that was #1 on my list. Case closed.
- Denny made me grow as a professional and changed my way of
thinking about what the job market really is. I am a better
professional today for meeting Denny a month ago and working with
him. If that isn't a recommendation, then I dont know what is.
-
- Philip Lester, Project Mgr, Buckeye
Partnershttp://www.linkedin.com/pub/philip-lester/2b/aa1/811
15. What others have to say about Denny Wallace
- Mr. Wallace has been very professional and gracious during this
process.He is one of the best if not the best recruiters I have
worked with in my career.
-
- William Daniels Director of Operations Alloy
Polymershttp://www.linkedin.com/in/williammdaniels
- Denny is without a doubt the best. Open engaging and honest, a
straight shooter who will not lead a client on. He gives it to you
straight and will help and assist you in your search with maximum
effort and knowledge I would recommend Denny for anyone looking for
employment. One of the best. He is upfront and will give you all
the information and more.Top qualities: Personable, Expert, High
Integrity
-
- Doug Reno, Equipment / Reliability Engineer Spansionhttp://
www.linkedin.com/in/douglasreno
- Denny is full of energy and passion for what he does. He takes
his job very seriously and won't stop until it's done. The next
time I need someone to find some good candidates for a role I am
trying to fill, I will put him on the top of the list to
contact.
-
- Shawn Cross, VP and GM - Volvo Construction
Equipmenthttp://www.linkedin.com/pub/shawn-cross/21/539/537
- Denny Wallace contacted me with a position.I was a bit hesitant
to pursue this opportunity because of the location.Denny did a
phenomenal job selling the area and company.I had been working
extensively with various recruiters trying to find the right match
and opportunity.I am pleased to say that Denny went above and
beyond what I consider a recruiter should do to sell the
opportunity.Denny opened a door that I could not do on my own and
for that I am very grateful for his efforts.Denny was great about
getting back to me letting me know the outcome of all encounters
with James Hardie. When I was presented the offer to me I was
overwhelmed at how quickly they responded, after just interviewing
with them.I contributed it that to Denny selling to them how I felt
about James Hardie. Denny Wallace is an outstanding individual whom
I will recommend referrals to because I believe he is working to do
what is best for the candidate.Thank you again Denny and I hope our
paths cross again please stay in touch
-
- Marques
Warnerhttp://www.linkedin.com/pub/marques-warner/31/469/376