A Road Map to the Uncrowded Extra Mile Your strategy is simply the staying power to pursue repetitive attempts to reach ke...
How to  travel the uncrowded extra-mile …   <ul><li>I wanted to offer up an example of how to  travel the uncrowded extra-...
Your strategy is simply the staying power to pursue repetitive attempts to reach key decision makers!  <ul><li>Your strate...
Ok, now the phone’s ringing as you got transferred to Jack Johnson… One of two things will happen 99.9% of the time so be ...
Now if the stars-n-planets are all in perfect alignment and Jack Johnson actually answers his phone…   <ul><li>You go for ...
Yet as I said, 99.9% of the time you’ll get voice mail… but don’t give up and leave a  short infomercial   <ul><li>Don’t g...
Now What? <ul><li>Jack Johnson can’t help but to now have your name firmly implanted in his mind…   Jack will probably rem...
After your voice message, if he sees your email show’s up in his crowded email inbox...   <ul><li>It just may cause him to...
Jack has to come away impressed with the serious follow-up effort you are showing  BY YOUR ACTIONS  not just your words.  ...
Who knows if you will reach Jack when you call on Monday at 7:00 am but if Jack hears the date stamp showing when you call...
You got nothing to lose and everything to gain.  <ul><li>Ok #1…#2 and even #3 don't happen as planned...   </li></ul><ul><...
Same routine 10 days later… then extend it to 3 weeks  then wait a 30 another days…  <ul><li>This isn’t a race you sprint ...
Moral to the story...   <ul><li>What I’ve just described is exactly how I originally &quot;won the search business&quot; w...
What others have to say about Denny Wallace… <ul><li>Denny is extremely (understatement) good at what he does and goes abo...
What others have to say about Denny Wallace… <ul><li>Mr. Wallace has been very professional and gracious during this proce...
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A Road Map To The Uncrowded Extra Mile

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I wanted to offer up an example of how to travel the uncrowded extra-mile…

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A Road Map To The Uncrowded Extra Mile

  1. 1. A Road Map to the Uncrowded Extra Mile Your strategy is simply the staying power to pursue repetitive attempts to reach key decision makers… Sanford Rose Associates – Rockford   815 636-0848 [email_address] Finding People Who Make a Difference 
  2. 2. How to travel the uncrowded extra-mile … <ul><li>I wanted to offer up an example of how to travel the uncrowded extra-mile … </li></ul><ul><li>A real-world candidate I’ll call John Smith, I suggested after he revised his resume adding the value-added details we discussed, to try and contact an Engineering VP for an automotive and Modular AssemblySequencer… I call him Jack Johnson... </li></ul><ul><li>I felt John Smith’s background could match up this clients environment yet I couldn’t make any introduction…. Besides direct follow-up by John would be good practice applying the follow-up concepts I was trying to show John. </li></ul>
  3. 3. Your strategy is simply the staying power to pursue repetitive attempts to reach key decision makers! <ul><li>Your strategy is simply the staying power to pursue repetitive attempts to reach key decision makers, starting with the company’s main phone and asking to speak with Jack Johnson. </li></ul><ul><li>Expect the receptionist to ask </li></ul><ul><li>“ what it is the purpose of the call? </li></ul><ul><li>You quickly fire back “I was asked to call Jack regarding a project I’m working on… Then shut up and be quiet”… </li></ul><ul><li>Most of the time this will be enough and you’ll get transferred to Jack Johnson… </li></ul><ul><li>(For god sakes if the receptionist or anyone for that matter asks the purpose of the phone call don’t tell them anything related to you are looking for a job… That will simply give you a one-way ticket to HR receptionist who will tell you to send them a resume and if they have any interest, they will call you… i.e. don’t call them again ) </li></ul>
  4. 4. Ok, now the phone’s ringing as you got transferred to Jack Johnson… One of two things will happen 99.9% of the time so be ready… <ul><li>Jack Johnson’s secretary will answer... </li></ul><ul><li>Just like the main receptionist, she will probably ask the purpose of the phone call (see above) If your bluff doesn’t work and Jack’s secretary asked for more information simply state, I was asked to call Jack directly but if now’s not a good time when would you suggest that I call Jack back? If the bluff still doesn’t work just say you’ll try sending him an email and hang up. </li></ul><ul><li>The other option is you’ll simply go to voice mail… You then leave a short-n-sweet preplanned sound bite phone message... Something like “ I was given your name as someone that could be looking for someone with my talents... You’d welcome a chance to talk and if Jacks time would allow, please give me a call... </li></ul><ul><li>Then immediately follow-up the phone message with an email &quot;Jack, just tried to call you and missed, I hope we could talk about XYZ’s possible needs for someone with my background... I have attached my resume for your review and hope your time would allow for a brief conversation. I can be reached on my cell at... </li></ul>
  5. 5. Now if the stars-n-planets are all in perfect alignment and Jack Johnson actually answers his phone… <ul><li>You go for it with the same lead in message you were prepared to leave as a voice or email message. </li></ul><ul><li>Then shut up and see what he says… </li></ul><ul><li>If he doesn’t want to talk to you… Give him an out … tell him (don’t ask) you’ll send him a copy of your resume. </li></ul><ul><li>Then depending upon the give-n-take exchange… either ask if you could call him back at a more convenient time or simply say please keep the resume available in case things change at XYZ company or you learn of someone who might have a need for someone with my talents. </li></ul><ul><li>Yet as I said, 99.9% of the time you’ll get voice mail… but don’t give up and leave a short infomercial even though you know it will just get deleted. You never know they just may call you back. </li></ul>
  6. 6. Yet as I said, 99.9% of the time you’ll get voice mail… but don’t give up and leave a short infomercial <ul><li>Don’t give up… leave a short infomercial even though you know it will just get deleted. </li></ul><ul><li>You never know they just may call you back. </li></ul><ul><li>Realistically… expect the Manager to hit delete on both your voice message and email... </li></ul><ul><li>But you are one of those few people who travel on that uncrowded extra mile... </li></ul><ul><li>you don't give up as you know what you want AND GO FOR IT! </li></ul><ul><li>Give him 7-10 days and call him again... </li></ul><ul><li>But this time call him at 6:30 AM ( as like many successful Managers he's in bright an early to work )... same routine with the voice messages if you strike out and he doesn’t pick up the phone… Again another email WITH RESUME ATTACHED as sure as hell he deleted the first copy. </li></ul>
  7. 7. Now What? <ul><li>Jack Johnson can’t help but to now have your name firmly implanted in his mind… Jack will probably remember deleting your 1st voice mail as well as your 1st email attempt… </li></ul><ul><li>Commonsense says he’s going to be darn curious just who the heck is chasing him so hard, wanting to talk to him... </li></ul><ul><li>No doubt he’ll be more impressed (rather then offended) by your aggressiveness, assertiveness, initiative JUST MAYBE instead of immediately hitting delete again he'll actually listen to it... </li></ul><ul><li>Still unlikely that he'll call you back but nevertheless you've now planted a positive mental image of your name in the mind of a key decision maker.. . </li></ul>
  8. 8. After your voice message, if he sees your email show’s up in his crowded email inbox... <ul><li>It just may cause him to recall his positive impression of your hustling him with your follow-up... just maybe he might actually ready your email and even open the resume attachment. </li></ul><ul><li>You must keep the 2nd follow-up easy going in tone... </li></ul><ul><li>“… Tried contacting you a week or so ago, I'm determined to try and reach you directly as I believe we have mutual winwin interest to talk about...” </li></ul><ul><li>Then if you can really summons up the self-confidence (and courage)... You close with... </li></ul><ul><li>“… I know your day is busy so I will call you at 7:00 am Monday 52 to see if I catch you at a time we could talk briefly...” </li></ul><ul><li>Again, regardless Jack has to come away impressed with the serious follow-up effort you are showing BY YOUR ACTIONS not just your words. </li></ul>
  9. 9. Jack has to come away impressed with the serious follow-up effort you are showing BY YOUR ACTIONS not just your words. <ul><li>Who knows if you will reach Jack when you call on Monday at 7:00 am? </li></ul><ul><li>But if you do as I suggest, even if you don't reach him when you call... </li></ul><ul><li>When Jack hears the date stamp showing when you called only one of 3 possible things can result. </li></ul>
  10. 10. Who knows if you will reach Jack when you call on Monday at 7:00 am but if Jack hears the date stamp showing when you called only one of 3 possible things can result. <ul><li>Jack says damn... You must be serious about talking to me... </li></ul><ul><li>I think it's worth the time to talk </li></ul><ul><li>and he either calls you or he somehow reaches out to you </li></ul><ul><li>Or…. </li></ul><ul><li>Jack says damn... etc, etc... I might as well call to get him off my butt... Not the best outcome but the end-game is talking to Jack ... </li></ul><ul><li>Might not be the best start but nevertheless the &quot;opportunity door&quot; is now open. You get to control your own destiny and make your BEST pitch to Jack why he would be crazy not to pay attention to you because of the compelling case you layout how you can help XYZ be successful. </li></ul><ul><li>Or…. </li></ul><ul><li>If neither of above happens…. then that means the knock on your Door is Homeland Security wanting to investigate a report of someone stalking and harassing Jack Johnson... (:-) </li></ul>
  11. 11. You got nothing to lose and everything to gain. <ul><li>Ok #1…#2 and even #3 don't happen as planned... </li></ul><ul><li>You got nothing to lose and everything to gain. </li></ul><ul><li>10 days… later call again. </li></ul><ul><li>You should also ask around and see if you can come up with his cell phone… </li></ul><ul><li>Maybe try contacting Jack through LinkedIn… </li></ul><ul><li>Don’t quit… Just work smarter… </li></ul>
  12. 12. Same routine 10 days later… then extend it to 3 weeks then wait a 30 another days… <ul><li>This isn’t a race you sprint to the end… </li></ul><ul><li>It’s an endurance, marathon race… </li></ul><ul><li>If you still don’t get to Jack… try to come up with another Top Level Manager… </li></ul><ul><li>God Bless HR but they don’t control the Hiring Process… </li></ul><ul><li>Don’t make HR angry but going through them will seldom have the end results you desire… </li></ul>
  13. 13. Moral to the story... <ul><li>What I’ve just described is exactly how I originally &quot;won the search business&quot; with the Hiring Manager I told “John Smith” to call… </li></ul><ul><li>In fact if they travel on the uncrowded extra-mile </li></ul><ul><li>in their follow-up efforts and messages left... </li></ul><ul><li>My bet is that the “Jack Johnson” of the business world can only come away impressed with your aggressive efforts to pursue talking to them… and then ultimately influence their hiring decision… i.e. Clearly make the case you are in fact someone who can make a difference! </li></ul>
  14. 14. What others have to say about Denny Wallace… <ul><li>Denny is extremely (understatement) good at what he does and goes above and beyond for his clients. I am willing to admit that he completely changed my view of what job hunting in the 21st century is all about. I initially thought its was quantity over quality. </li></ul><ul><li>This is a bad economy, companies are getting 100's of applications per job right so it is a numbers game. I could NOT have been more wrong. Denny took me under his wing so to speak when he never had to, and showed me what it takes to separate yourself to land the best offer for you. Not just any offer due to a numbers game. I landed my current job not because I sent out 100's of applications, but because Denny taught me to give a focused compelling reason to hire me versus someone else based on the premise that MY skills will add value to their organization. The rest was superior follow-up in which Denny showed me the way. </li></ul><ul><li>I was spinning my wheels for months trying to figure out what I was doing wrong? I was due GUILTY of what about 95% of job seekers major pitfalls are, to burn hours away pointlessly applying to jobs and putting nothing special into them to make you that perfected candidate. </li></ul><ul><li>I tried my damnedest to follow Denny's recommendations, and they are not easy but the hard road is less traveled for a reason, but they pay off! Within 3 week of applying your quality principles, I have now multiple offers in hand including the one that was #1 on my list. Case closed. </li></ul><ul><li>Denny made me grow as a professional and changed my way of thinking about what the job market really is. I am a better professional today for meeting Denny a month ago and working with him. If that isn't a recommendation, then I don’t know what is. </li></ul><ul><ul><li>Philip Lester, Project Mgr, Buckeye Partners http://www.linkedin.com/pub/philip-lester/2b/aa1/811 </li></ul></ul>
  15. 15. What others have to say about Denny Wallace… <ul><li>Mr. Wallace has been very professional and gracious during this process. He is one of the best if not the best recruiters I have worked with in my career. </li></ul><ul><ul><li>William Daniels Director of Operations Alloy Polymers http://www.linkedin.com/in/williammdaniels </li></ul></ul><ul><li>Denny is without a doubt the best. Open engaging and honest, a straight shooter who will not lead a client on. He gives it to you straight and will help and assist you in your search with maximum effort and knowledge I would recommend Denny for anyone looking for employment. One of the best. He is upfront and will give you all the information and more. Top qualities: Personable, Expert, High Integrity </li></ul><ul><ul><li>Doug Reno, Equipment / Reliability Engineer Spansion http:// www.linkedin.com/in/douglasreno </li></ul></ul><ul><li>Denny is full of energy and passion for what he does. He takes his job very seriously and won't stop until it's done. The next time I need someone to find some good candidates for a role I am trying to fill, I will put him on the top of the list to contact. </li></ul><ul><ul><li>Shawn Cross, VP and GM - Volvo Construction Equipment http://www.linkedin.com/pub/shawn-cross/21/539/537 </li></ul></ul><ul><li>Denny Wallace contacted me with a position. I was a bit hesitant to pursue this opportunity because of the location. Denny did a phenomenal job selling the area and company. I had been working extensively with various recruiters trying to find the right match and opportunity. I am pleased to say that Denny went above and beyond what I consider a recruiter should do to sell the opportunity. Denny opened a door that I could not do on my own and for that I am very grateful for his efforts. Denny was great about getting back to me letting me know the outcome of all encounters with James Hardie. When I was presented the offer to me I was overwhelmed at how quickly they responded, after just interviewing with them. I contributed it that to Denny selling to them how I felt about James Hardie. Denny Wallace is an outstanding individual whom I will recommend referrals to because I believe he is working to do what is best for the candidate.Thank you again Denny and I hope our paths cross again please stay in touch </li></ul><ul><ul><li>Marques Warner http://www.linkedin.com/pub/marques-warner/31/469/376 </li></ul></ul>
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