Here’s a recent reader question:
“Dan, I have your 48 Days book and have started the process of sending out resumes. In your book it suggests calling after a few days to see if they may have questions but a couple of the employers have sent back automated responses saying that they have received my email and that they will contact me but not to call because they won’t respond to calls of any type due to volume but to apply again if I don’t hear from them in about 8 weeks. The question is should I respect their wishes or still try to contact them as in my original cover letter it says that I will get back with them to see if they have any questions. If I call I could be considered disrespectful but if I don’t then I could be considered someone who lies and doesn’t follow through on things.”
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What a great question! I love the irony of how you either have to be disrespectful or a liar. Fortunately, those are not the only options. Please recognize that most companies discourage contacting them. Just as a home owner you probably resist having door-to-door salespeople coming around. But if someone really showed up with a solution for the nasty stains in your driveway, you would likely welcome that.
If you think the company is doing you a favor by giving you a job, then by all means, just wait to see if they contact you. BUT – if you think you have something of value to offer them, then use any method to get in front of them to let them know that.
Years ago I sold advertising to business owners. I highlighted their businesses in a small telephone address book that had their church information on the cover. With no advance notice or appointment I would walk in the door of the business and ask to speak to the owner. I very quickly discovered that people liked what I had to offer them. 67% of the people I talked to wrote me a check on the spot. But probably 85% of the office buildings I went into with no advance appointment had signs that said “No Soliciting.” Only once in four years did someone criticize me for violating that notice – and in that case I walked across the street and called the angry guy on the phone. I asked him if he’d want his salespeople (auto dealership) to be timid enough to never make a “cold call.”
I found that I could give the business owners something they valued and make $4000-5000 a week in the process. If I had tried not to offend or bend the “rules” they would have missed the opportunity and I would have missed the money.
You have to believe that you have something of value – remember, true “selling” is simply sharing enthusiasm. Once you are convinced of the value you offer, break down any barriers to sell yourself. I have coached clients to be waiting in the parking lot for the owner at 6:20 AM or to research the address and then walk in the front door of the prospective company. Your clear focus and belief in your value will lead you to boldness, confidence and enthusiasm.
And yes, I did sell an ad to the angry dealership manager. I think he just wanted to appear to be a big shot in front of his subordinates. Once I got past his angry outburst he did see the value of what I was doing and wanted to be part of it.
If you’re too nice and too respectful, you’ll stay too poor and unemployed.
Great advice! I think too many of us second-guess what we have to offer. I know I have been guilty of being too nice and respectful. But when I really believed in what I was trying to offer no one could stop me!
Sheryl – none of us wants to be seen as pushy or egotistical. But there’s often a lot of room for coming across as more confident and talented.
Loved this! You are a great role model for this and I”m seeking additional role models in this area as this is one of my major weaknesses.
Man what great advice Dan! I appreciate you’re sharing your experience of only being criticized once in your solicitation experience. In my head it would happen every time. Not just that, but they’d also throw dirt on me, bring me on the news in front of everyone and tell them what I did. Getting over your fears is a big part – thanks for the encouragement!
I might be inferring too much from the readers comment, but it also sounds like he sent his resume’s in via E-mail instead of SNAIL-mail. From my experience, using snail-mail made all the difference in the world! No automated systems in place to catch you, and you get to make a much bigger impression on the person who gets it in their hands.
Deacon – yeah the one guy was a real piece of work. Wanted to show off in front of everyone to show who was “boss.” Made a real ass of himself. But believe me, the risks of offending one jerk are not great enough to pass up all the hidden opportunities.
“Your clear focus and belief in your value will lead you to boldness, confidence and enthusiasm” anxious to share your great advice Dan.
Your experiences are fascinating to me, Dan!
I have worked as a receptionist (aka – gatekeeper) and was told in no uncertain terms to immediately turn away ANYONE who violated our building’s “no soliciting” sign because anyone who did was either 1) too dumb to read, or 2) too disrepectful to have anything of value.
It was my job to sort, open and deliver mail. I dutifully delivered the unsolicited resumes, etc., but always saw them tossed into the trash. Our hiring staff had no interest in “wasting time” with hiring activities when there were no positions to fill. Admittedly, that experience has colored my perception of job seeking, and made me much more timid.
I completely understand. I play gatekeeper at my job as well. My employer trusts my judgement, so if someone comes in who seems promising from their presentation and/or resume, I say so to my employer. If they don’t, I just say lay the paper on their desk. When and if we get around to hiring for something that person is qualified for, they may still be in the stack, or at least they will have already made a good impression by the time they come knocking again.
Also, remember getting your resume trashed is not a personal attack and it’s just part of the process. At least you got face time in with a potential employer. And you never know…that gatekeeper may pray for you or give you a lead. I do that for people who walk into our office!
Great advice Dan! I like the point that you made about looking at this as you have something of value to offer them instead of they are doing you a favor by offering you a job. Thanks for sharing!
Killer advice Dan. If you don’t believe in yourself and your abilities why would anyone else and that comes through clearly.
Serve and give. If someone gets mad because you didn’t serve and give via the right format, move on. Nice!
Marketing is Serving, right Kent? I so appreciated when you explained it that way at SIF Boot Camp!
You got it, Elyssa!
Gosh, what a great story, Dan. Thanks for letting us all benefit from your life experiences! What a great question, too. I appreciate how you frame what we are doing when we sell our brand, services, or skills to someone. They aren’t doing us any favors, we are helping them not to miss out on something they truly need.
Elyssa,
Having confidence allows us to things others don’t. And to open doors of opportunity others claim don’t exist.
Love it! Thanks, Dan!
I appreciate the integrity of the person who asked this question. Your response was right on Dan. Love that: “true selling is simply sharing enthusiasm”. Absolutely! We have to believe in our coaching FIRST (fanatically so) before someone else can.
Jevonnah – you’re so right. When we believe in the value of what we have we can go places others don’t go.
“If you’re too nice and too respectful, you’ll stay too poor and unemployed.” Booyah! If you want it GO GET IT! Tell that little voice in your head that says “you can’t” to shut up. Opportunities multiply as opportunities are seized.