Get Hired by Prescribing Solutions to Employers
By Kevin Donlin | June 30th, 2009
Here’s a second job-search tip based on the marketing ideas in a new book by Jay Abraham, The Sticking Point Solution.
To recap, Abraham’s new book (or any good marketing publication) can help you a great deal if you extract just one new idea to use in your search for work.
Because, ultimately, every job search is really a marketing campaign.
Here’s today’s idea:
Prescribe Solutions to Employers, Like a Doctor
This is another way of describing consultative selling, one of the best ways to sell anything to anybody.
Abraham defines consultative selling as “helping prospects get what they want, facilitating the cure.”
Which is exactly what you’re trying to do as a job seeker — help prospects (potential employers) get what they want, which is, ultimately, higher revenues, lower costs, or both.
Imagine how powerful your cover letters and job interviews would be if you first researched employers to find where they “hurt” and how hiring you would provide a “cure”?
Example: What if you learned that your target employer, ABC Corp., was suffering from sluggish sales? What if, in visiting one of their stores, you noticed all the shopping hand-baskets stacked near the front door? What if your research found that hand-baskets displayed within the first 10 feet of a retail entrance tend to be ignored by shoppers, and that scattering them throughout the store can increase sales?
And what if you wrote a cover letter to ABC Corp., that alluded to (but didn’t give away all of) your field research? Do you think this “prescription” might help you stand out among ordinary job seekers?
By the way, the foregoing data on merchandising is from the book, Why We Buy, a fantastic book on marketing and merchandising by Paco Underhill. It took me five minutes to find the info above online.
Action Step: What can you learn about an employer’s problems and possible solutions? How could you deliver solutions as a “prescription” to make hiring managers view you as a trusted advisor — the same way you’d view a favorite physician — instead of a job-seeking supplicant?
Like these ideas? You’ll love these Guerrilla Job Search secrets.
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