Images of high pressure, product pushing used car salesmen and telemarketers are associated with selling. Some individuals even cringe when they hear this term. However, there is more to selling since it’s similar to persuading or influencing people to accept whatever you are promoting; which can include a point of view, product/service, and idea. In regards to job hunting; you are ultimately promoting your skills, capabilities, and expertise to potential employers in exchange for compensation. Likewise, the job search- and sales process are similar.

Below are a few additional reasons why job hunting is just like selling.

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Similar phases - the selling process consists of prospecting, presenting, and sales. The more prospects or qualified leads you have, the more potential presentations and sales you can make. Of course all of your leads will not result in presentations and all of your presentations will not result in sales.

The job search process consists of prospecting, presenting (or interviewing), and sales (or job offers). The sales funnel analogy also applies. For example, 15 suitable job leads could result in 5 interviews, and 1 job offer.

Most (if not all) sales professionals prefer warm leads (via referrals and prospect inquiries) instead of cold ones. Likewise, they will contact their personal and professional contacts to generate sales, sales leads, and/or referrals. They also like when potential customers contact them first regarding their products/services.

Job seekers are also taught to follow the same “networking” process to generate job leads, interviews, and/or job offers. Job seekers also like when recruiters or potential employers contact them first about potential job opportunities.

However, at times the warm lead approach alone is not sufficient and cold calls may be necessary. The main disadvantages of cold calls in both the sales- and job search process are lower sales conversion and higher rejection. On the bright side, the cold call process is faster for the most part.

For instance, due to the “improving” job market and upcoming job creation bill; I have started cold calling the Presidents and/or CEOs of predominantly small and mid-size companies. After making 280 calls during a 4 day period, I have laid the groundwork for 2010. Thus far, I have received 2 requests for my resume, played phone tag with a couple of CEOs, and received 10 rejections. I have not reached most of the Presidents/CEOs as of yet. The few live calls followed the format below.

President/CEO: “Hello this is (First and Last Name).”

Intro: “Hello (First and Last Name of President/CEO), my name is Kenrick Chatman and I am a Michigan MBA with 7 years of experience helping companies generate revenue and profit growth. How are you?”

President/CEO: “I’m fine.”

Purpose/Asking for the Sale: “The purpose of my call is, I would be honored to meet with you either on X week or X week to discuss how I can help grow revenue and profit for your company.”

President/CEO: “Well…we do not need anyone right now.” OR “I’m not interested.”

Response: “Would your situation change if a very strong candidate came along?”

President/CEO: “No” OR “Well… we are looking for marketing, sales, business development, and/or other professionals.” And so on…

From a brief cold call you can quickly identify hidden opportunities. However, do not expect to reach all of the Presidents/CEOs. Some potential employers and sales prospects hate to reject people. Instead they may show their lack of interest by not responding, hesitating to make a commitment, and so on.

Price - you may be familiar with this sales adage: “The first person who mentions price loses.” If you provide pricing information before demonstrating the value of your product/service offering, two events predominantly take place: the prospect either initiates price negotiations (if you are lucky) or terminates the sales process. If you provide your salary expectations early in the job search process (like during the phone screen) you will more than likely lose as well. Either you will be screened out or leave money on the table if you receive an offer.

Next week I will conclude this series by mentioning more job hunting and selling similarities such as customization, rejection, desired outcome, and so on.

If you have not done so, you should listen to Bruce Razban’s “Layoffs & Hope.”

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Layoffs and Hope. | Download this episode (right click and save)

Remember the wisdom of a crowd is richer than the wisdom of a few. So actively participate in the free online community at jobradiousa.com and encourage fellow job seekers to do the same.

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