Obviously I don’t mean jumping up and down and doing a raw-raw sis-boom-bah chant but I do mean turning in your best effort AND asking for the job at the end.
Just the other day I witnessed a candidate not get an opportunity because the employer didn’t think they where all that interested OR at least, not as interested as another candidate.
When I asked what the employer meant by that statement [because the prospective candidate had professed his interest to me - very enthusiastically after the interview] the employer explained it like this. The choice between who would be the next VP of Sales for this company literally came down to a coin toss – the talent match was that close. They had two outstanding individuals to choose from and they literally could not make up their mind. What broke the tie? “The younger candidate seemed to want it more’” my client said.
When I asked him how he came to that conclusion he said that Candidate A said when he was leaving the client office for the airport, “I had a great day and it appears we both have a lot to think about.” Seems innocent enough doesn’t it.
Whereas Candidate B said, “I’m glad you invited me down to meet the rest of the management team because I’m even more convinced now that this is the right opportunity for me”. Now, in truth neither had made up their mind that it was indeed the right opportunity BUT the second one closed the deal and told the client they where interested – very interested, whereas the first was non-committal. Can you see the difference?
Let me explain it another way. Perhaps this has happened to you. Could be it’s just me again.
Do you remember the awkward moment when you told someone you loved them for the first time? If – as was the case with me – their face contorted with â€œan oh no – what do I say now, expression then you appreciate the awkward emotional vacuum I’m talking about.
Well let me tell you, employers experience the same thing. After courting a candidate for weeks or months there’s nothing worse for them than telling a candidate “we love you” or “you’re our top pick” only to have them say… “I have to think about this…”. It’s like NOT saying I love you too! And believe me it matters. I know. I know it’s not just about what the employer wants BUT remember the first Rule of Job Hunting it’s not about you.
How might this have been avoided? Bottom line is this guerrilla. You have the right to do your due diligence on the employer at your own pace. It would be nice if it matched their pace
but likely it won’t.
Know this, you never and I mean never ever let them see you’re still thinking about it. It doesn’t strengthen your bargaining position to play hard to get BEFORE YOU GET THE OFFER.
In front of the employer you should always be “in love”. You close and close and close until you get the offer then hopefully you tell them what they want to hear. AND this applies at all levels. In this instance it was a $300K position. I’m used to seeing this at the 50-80k level and not in executives but as I said it doesn’t take much to tip the decision in the other guys favor. So moral of the story is do your do diligence behind the scenes as you go through the process and don’t forget to tell them you love them too even if you’re not 100% sure yet.
You have to close the interviewer at every stage.
They aren’t mind readers… neither was my girl friend a the time – BUT I DIGRESS. Tell them you want them. Be sincere! Negotiate the package AFTER you get their first offer. Focus son getting the offer!
What do you think? Learn anything new? Could this have helped you get the last offer you didn’t?
- David Perry, co-author Guerrilla Marketing for Job Hunters
Managing Partner, Perry-Martel International Inc.
Guerrilla Marketing for Job Hunters 2.0, an updated field manual for guerrilla job hunters
The new Guerrilla Marketing for Job Hunters 2.0 delivers unbeatable new techniques for landing a great job even in a recession. Like the first edition, this job-winning resource reveals inside strategies and techniques that get people hired. This updated, expanded edition offers breakthrough tips for using social networking sites like LinkedIn and MySpace to land a great job. Readers will learn how to promote themselves like a Hollywood movie; deploy the forbidden weapons of top-gun headhunters; and negotiate job offers like a sports agent.
its Christmas time – defy conventional wisdom and intensify your efforts
- Hiring managers
are preparing their staffing plans for 2006 right now;
- It’s easier to
book appointments and get in to see people as December is generally a slower
time for all businesses except retail; and
- People like doing
upbeat activities during the holidays and interviewing and hiring is one of
If youre looking for a job,
youve probably realized that typical tactics”like cold calling and bombarding
companies with resumes”dont work well in todays intensely selective and
competitive job market, so how about:
- Dressing up like Santa – drop
off gift boxed CDs with your resume and a video interview on it it worked for
Donald Trumps Apprentice.
- Office Parties “ : Not
your companys silly the party the company[s] you WANT to work for.
Mix “ mingle” network. Dress as a waiter if you have to. Work as a
waiter and get paid to boot !
- Christmas parties – the ones in your neighborhood. I guarantee you
90 percent of the guests know of openings. Ask your host to introduce you to
the most connected people in the room. Then ply them full of liquor and work
them for leads. No seriously, ask them whats hot in their industry and who is
hiring. Which are the up-and coming companies? If you get a lead, ask whether
the person can arrange an introduction for you.
Christmas parties are great because people want to be
seen as compassionate during the holidays. People love to help others; it makes
them feel good. If you havent been invited, then crash a few (appropriately attired,
of course). Think Dustin Hoffman [Tootsie] because you’re an American classic too!