Now What? How to Follow Up After an Interview or Sales Call
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Now What? How to Follow Up After an Interview or Sales Call

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Follow-Up Presentation

Follow-Up Presentation

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Now What? How to Follow Up After an Interview or Sales Call Now What? How to Follow Up After an Interview or Sales Call Presentation Transcript

  • Now What?
    How to Follow Up After an Interview or Sales Call
    Presentedto the tri-city valleycats(Affiliate of the Houston Astros MLB club)
    Presented by: Proliant Consulting Group, Inc.
    Greg Magin, Recruiting Manager
    Jim Wilson, Business Development Manager
    Date: 6 July 2010
  • Proliant Consulting Groupwww.proliant.net
    Since 1997, Proliant Consulting Group has provided top quality contract, contract-to-hire and direct hire professionals to clients in a variety of industries and business sectors. The Proliant team offers more than 25 years of combined industry experience. We are a client-driven company that has placed over 1500 specialized professionals since our founding.
    On the web @ www.proliant.net
    Greg Magin | Recruiting Manager
    B.A., SUNY Plattsburgh; coursework from Suffolk University Law School, Boston, MA
    American Management Association certified in Managing Workplace Training
    4+ years recruiting experience , providing professional level recruitment services to a nationwide client base of Fortune 500 companies, midsize firms, and startup manufacturing-based organizations
    Prior to entering the staffing and recruitment industry, Greg was employed in the legal sector for firms in Albany, NY and Boston, MA
    Jim Wilson | Business Development Manager
    B.S., SUNY Oneonta
    Certified Professional Resume Writer (CPRW)
    Former freelance resume writer and career counselor, advising national/international executives and professionals from Fortune 500 companies and students from Ivy League colleges on personal branding strategies, job interviewing, career transitions and salary negotiations
    Jim has held positions of Director of Career Services at Southern Vermont College in Bennington, VT; Program Analyst & Technical Writer for the NYS Department of Labor through SUNY Research Foundation in Albany, NY; Job Counselor for Northeast Career Planning ; and Family Development Worker for Commission on Economic Opportunity in Troy, NY
    In March 2009, Jim self-published, “The 12-Minute Pocketbook on Success: A Practical Guide to Personal Achievement”
    2
    Proliant Consulting Group - on the web @ www.proliant.net
  • Connect the dots
    Resume
    Job interview
    Getting the job
    Marketing collateral
    Sales meeting
    Closing the sale
    Interview
    Sales
    3
    Proliant Consulting Group - on the web @ www.proliant.net
  • Why send a thank you letter?
    4
    Proliant Consulting Group - on the web @ www.proliant.net
  • Why send a thank you letter?
    Why?
    According to a recent survey by CareerBuilder.com , approximately one out of seven hiring managers said they would not hire someone who failed to send a thank-you letter after the interview, while nearly a third said they would still consider the candidate but would think less of him or her
    5
    Proliant Consulting Group - on the web @ www.proliant.net
  • Why send a thank you letter?
    Why?
    The speed and informality of email and instant messaging may tempt some job applicants to cut corners when it comes to post-interview thank-you notes
    But applicants should instead view such notes as an opportunity to reinforce strengths, address questions and demonstrate relationship-building skills
    Thank-you notes can put you above and beyond the competition!
    6
    Proliant Consulting Group - on the web @ www.proliant.net
  • Remember that this formula is just an outline of a thank-you letter. While the content is important, it's just as important to write it and get it into the interviewer's hands as quickly as possible.
    Fundamentals of a Post-Interview Thank-You Letter
    7
    Proliant Consulting Group - on the web @ www.proliant.net
  • Fundamentals of a Post-Interview Thank-You Letter
    Paragraph 1
    Use the first paragraph of your thank-you letter to show your genuine appreciation for the job interview and to reinforce your interest and fit for the position. Use words like thank you, thanks, appreciate, excited, and enjoyed.
    Sample opening paragraph:
    “Thank you so much for taking the time to discuss the assistant brand manager position at ABC Company with me. After meeting with you and the other members of the marketing department, I am further convinced that my background and skills are a great fit for the position.”
    8
    Proliant Consulting Group - on the web @ www.proliant.net
  • Fundamentals of a Post-Interview Thank-You Letter
    Paragraph 2
    Use the second paragraph to showcase some of the key elements of your background that match exactly what the employer is seeking in candidates.  Use words like convinced, ability, experience, achieve, collaborate, and contribute.
    Sample second paragraph:
    “I am eager to bring my previous marketing experiences, strategic problem-solving skills and passion for your brands to your department. I am convinced the knowledge, skills, and experience I've already achieved make me the best candidate for the job.”
    9
    Proliant Consulting Group - on the web @ www.proliant.net
  • Fundamentals of a Post-Interview Thank-You Letter
    Paragraph 3
    Use this optional paragraph as a great way to add in key information you forgot in the interview, clarify any points, or try to ease any reservations the interviewer might have expressed.
    Sample third paragraph:
    “When you asked me about my professional goals, I should have more clearly conveyed that in the near-term I want to be a part of an organization where I can continue to learn and can have access to valuable, constructive supervision and partnerships. In the long-term I want to be a diversified professional who can step into any number of different personnel management positions and be directly responsible not just for the bottom line growth of my division or assigned clients but also the development and success of those on my team.”
    10
    Proliant Consulting Group - on the web @ www.proliant.net
  • Fundamentals of a Post-Interview Thank-You Letter
    Paragraph 4
    The fourth and final paragraph of your thank-you letter should again thank the recipient for the interview and for being considered for the position, and mention that you are looking forward to the next step in the process and hearing back shortly.
     Sample fourth paragraph:
    “I look forward to hearing from you regarding your hiring decision. I can see myself working for you and making a long-term commitment to the organization.  I can be available to start work with a two-week notice.  Thank you again for your time and consideration.”
    11
    Proliant Consulting Group - on the web @ www.proliant.net
  • Fundamentals of a Post-Interview Thank-You Letter
    Bottom Line
    Build the letter on the key points of the interview, i.e.
    That you like the combination of responsiveness and technical advancement you see out of the company
    That you’re excited by what they are doing as a company
    That you felt a good rapport with the manager and feel that you could have a good working relationship with him/her 
    You offer a unique skill set and the thank you note is no time to be generic
    12
    Proliant Consulting Group - on the web @ www.proliant.net
  • How to send the letter
    13
    Proliant Consulting Group - on the web @ www.proliant.net
  • How to send the letter
    Debate
    Traditional standards dictate that the letter should be mailed via “snail mail”
    Modern practice seems to allow an emailed letter to be appropriate
    As you might expect, career experts are not in total agreement about the decorum of emailing a thank you…
    14
    Proliant Consulting Group - on the web @ www.proliant.net
  • How to send the letter
    Email
    The company's culture should guide you - if people in the company use e-mail heavily, your e-mailed thank you will seem right in step
    It's also a fast solution if you know the company will be making its hiring decision quickly
    If you choose email, the letter should still be attached in proper letter format…do not simply include the content in the body of the email
    15
    Proliant Consulting Group - on the web @ www.proliant.net
  • How to send the letter
    Standard Letter
    Even if e-mail fits in with the company culture, it's a good idea to follow up your e-mailed thank you with a hard-copy version
    With so many messages being sent electronically, a hardcopy letter can serve to differentiate you from the crowd
    16
    Proliant Consulting Group - on the web @ www.proliant.net
  • How to send the letter
    Don’t wait!
    Across the board, the rule-of-thumb is that the letter must be out the door within 24 hours of the interview
    Speedy thank-you note delivery can reinforce the content of the interview and may help seal the deal: It's just like being a salesperson; the person who gets back with the potential customer most quickly often gets the sale!
    17
    Proliant Consulting Group - on the web @ www.proliant.net
  • If I interview with several people, do I have to send a thank you to each one?
    Who to send the letter to
    18
    Proliant Consulting Group - on the web @ www.proliant.net
  • Who to send the letter to
    Recipients
    Send a note to each person involved in the interviewing process, even the receptionist: Everyone ignores the receptionist, but they have a lot of influence
    You can make it essentially the same letter to each, but vary at least a sentence or two to individualize the letters in case your recipients compare notes
    A good method to differentiate the letters is to mention different topics you addressed with each interviewer, whether they were personal or professional in nature
    Another option is to send one letter to the hiring manager copying those who also participated in the interview process; it shows you're a strong coordinator of communications and lets every participant see they are in the loop
    19
    Proliant Consulting Group - on the web @ www.proliant.net
  • No response, now what?
    20
    Proliant Consulting Group - on the web @ www.proliant.net
  • No response, now what?
    Balancing patience and assertiveness
    If you are in one of the more aggressive professions such as sales, you are almost expected to prove your aggressiveness by calling back every two to three days (unless told to wait) to find out how the decision is progressing. Do you have to call each time? No. Send an e-mail.
    If you are in a more relaxed profession (e.g., accounting), it is often recommended that you wait seven days after your last contact to call or e-mail again. Why? Accounting is not as pushy as sales, and therefore to apply sales pressure might frighten off your boss-to-be.
    Balance the aggressiveness of your follow-up with the field you are in; the more aggressive the job is, the more aggressive you should be in following up.
    21
    Proliant Consulting Group - on the web @ www.proliant.net
  • How does this translate to sales professionals?
    22
    Proliant Consulting Group - on the web @ www.proliant.net
  • How does this translate to sales professionals?
    Take the time to send a thank you
    Thank you cards can be used in a variety of situations to establish and strengthen relationships, improve the odds of receiving leads, and of receiving referrals. They're effective because they are personal, they're often unexpected, and they differentiate you. In addition to the obvious thank you for purchasing, they can be used in a variety of situations, such as:
    Thank you for taking the time to speak (after phone call)
    Thank you for taking the time to meet
    Great to have met you (thanks for spending time with me – i.e. at a networking event)
    Thank you for great service (to anyone who provides great service, not necessarily in a business setting)
    Thank you for your referral, and even...
    Thank you for having considered us (after a lost sale)
    23
    Proliant Consulting Group - on the web @ www.proliant.net
  • Whether you’re a job seeker or a sales professional, staying in touch and visible is crucial to your continued success
    Staying connected
    24
    Proliant Consulting Group - on the web @ www.proliant.net
  • Staying connected
    Proliant Consulting Group - on the web @ www.proliant.net
    25
    Become a More Savvy Networker Online
    Many businesspeople don’t think of the web as a place to make connections, but rather to communicate with them. This isn’t true anymore, and in fact social media tools can be more effective than in-person meetings, especially when you’re trying to build a network.
  • Staying connected
    Proliant Consulting Group - on the web @ www.proliant.net
    26
    Consistently engage people you want to add to your network
    If you want to get on somebody’s radar, start replying to them on Twitter, comment on their Facebook posts, or create discussions around their work on your blog.
    If you’ve met them before, it’s fine to send a Facebook or LinkedIn request, although everyone has different rules for accepting or rejecting friend requests.
  • Staying connected
    Proliant Consulting Group - on the web @ www.proliant.net
    27
    Don’t become a pest
    There is a fine line between communication and harassment, and once you cross that line, there’s no going back.
    Don’t bombard your network with an overflow of social media messages. Use your best judgment.
  • Staying connected
    Proliant Consulting Group - on the web @ www.proliant.net
    28
    Join online communities in your industry
    There are a ton of mailing lists, message boards, and social networks dedicated to small business or your chosen field. You just have to find them.
    For example, many entrepreneurs regularly visit and contribute to Hacker News, a community for hackers, founders, and entrepreneurs.
    Find niche communities like it that focus on your field of business and get connected.
  • Staying connected
    Proliant Consulting Group - on the web @ www.proliant.net
    29
    Don’t limit your online networking to one person or one network
    There are a lot of great people to engage, but if you ignore them because you only want to use one network, then you miss out on a lot of potential engagement and potential contacts.
    Keep an open mind and try out new tools and new networks.
  • Staying connected
    Proliant Consulting Group - on the web @ www.proliant.net
    30
    Bring it offline… eventually
    Online communication is great, but when you have the opportunity, nothing really beats a one-on-one conversation over coffee. If you’ve been consistent in engaging your network online, then you won’t run out of things to talk about in person.
    Once again, don’t rush an in-person meeting. In most cases, you’ll know when the right time is to take it offline.
  • Staying connected
    LinkedIn
    “To get the attention of John Campagnino, Accenture's head of global recruiting, you'd better be on the web” (March 25, 2010 | FORTUNE Magazine)
    To put a sharper point on it: Whether you’re a sales professional or a job seeker, if you don't have a profile on LinkedIn, you're nowhere
    31
    Proliant Consulting Group - on the web @ www.proliant.net
  • Staying connected
    LinkedIn
    More than 60 million members have logged on to create profiles, upload their employment histories, and build connections with people they know
    Visitors to the site have jumped 31% from last year to 17.6 million in February 2010
    They include your customers. Your colleagues. Your competitors. Your boss.
    The average member is a college-educated 43-year-old making $107,000
    More than a quarter are senior executives
    Every Fortune 500 company is represented
    32
    Proliant Consulting Group - on the web @ www.proliant.net
  • Staying connected
    LinkedIn
    As companies turn to the web to mine for prospective job candidates and sales prospects, it's no longer advantageous to refrain from broadcasting personal information
    Instead, the new imperative is to present your professional skills as attractively as possible
    At the same time, you can connect your online professional interactions in one place, joining groups on the site (LinkedIn has more than 500,000 of them, based on companies, schools, and affinities), offering advice, and linking your Twitter account and blog updates to your profile
    33
    Proliant Consulting Group - on the web @ www.proliant.net
  • Staying connected
    Proliant Consulting Group - on the web @ www.proliant.net
    34
    Bottom line
    Consistent and meaningful contact is key to building a strong network. Be an active member in your network and keep them engaged. The network you build online will deliver huge returns throughout your career, so put in your full effort.
  • jwilson@proliant.net
    gmagin@proliant.net
    Connect with us
    35
    Proliant Consulting Group - on the web @ www.proliant.net
    http://www.linkedin.com/in/jimjwilson
    http://www.linkedin.com/in/gregmagin
    http://twitter.com/proliantstaffer
    http://companies.to/proliant/