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

  1. 1. Now What?<br />How to Follow Up After an Interview or Sales Call<br />Presentedto the tri-city valleycats(Affiliate of the Houston Astros MLB club)<br />Presented by: Proliant Consulting Group, Inc.<br />Greg Magin, Recruiting Manager<br /> Jim Wilson, Business Development Manager<br />Date: 6 July 2010<br />
  2. 2. Proliant Consulting<br /> 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. <br /> On the web @<br />Greg Magin | Recruiting Manager<br />B.A., SUNY Plattsburgh; coursework from Suffolk University Law School, Boston, MA<br />American Management Association certified in Managing Workplace Training<br />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<br />Prior to entering the staffing and recruitment industry, Greg was employed in the legal sector for firms in Albany, NY and Boston, MA<br />Jim Wilson | Business Development Manager<br />B.S., SUNY Oneonta<br />Certified Professional Resume Writer (CPRW) <br />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<br />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<br />In March 2009, Jim self-published, “The 12-Minute Pocketbook on Success: A Practical Guide to Personal Achievement”<br />2<br />Proliant Consulting Group - on the web @<br />
  3. 3. Connect the dots<br />Resume<br />Job interview<br />Getting the job<br />Marketing collateral<br />Sales meeting<br />Closing the sale<br />Interview <br />Sales<br />3<br />Proliant Consulting Group - on the web @<br />
  4. 4. Why send a thank you letter?<br />4<br />Proliant Consulting Group - on the web @<br />
  5. 5. Why send a thank you letter?<br />Why?<br />According to a recent survey by , 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<br />5<br />Proliant Consulting Group - on the web @<br />
  6. 6. Why send a thank you letter?<br />Why?<br />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<br />But applicants should instead view such notes as an opportunity to reinforce strengths, address questions and demonstrate relationship-building skills<br />Thank-you notes can put you above and beyond the competition!<br />6<br />Proliant Consulting Group - on the web @<br />
  7. 7. 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. <br />Fundamentals of a Post-Interview Thank-You Letter<br />7<br />Proliant Consulting Group - on the web @<br />
  8. 8. Fundamentals of a Post-Interview Thank-You Letter<br />Paragraph 1<br />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.<br />Sample opening paragraph: <br />“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.”<br />8<br />Proliant Consulting Group - on the web @<br />
  9. 9. Fundamentals of a Post-Interview Thank-You Letter<br />Paragraph 2<br />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.<br />Sample second paragraph: <br />“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.”<br />9<br />Proliant Consulting Group - on the web @<br />
  10. 10. Fundamentals of a Post-Interview Thank-You Letter<br />Paragraph 3<br />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.<br />Sample third paragraph: <br />“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.”<br />10<br />Proliant Consulting Group - on the web @<br />
  11. 11. Fundamentals of a Post-Interview Thank-You Letter<br />Paragraph 4<br />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.<br /> Sample fourth paragraph: <br />“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.”<br />11<br />Proliant Consulting Group - on the web @<br />
  12. 12. Fundamentals of a Post-Interview Thank-You Letter<br />Bottom Line<br />Build the letter on the key points of the interview, i.e.<br />That you like the combination of responsiveness and technical advancement you see out of the company<br />That you’re excited by what they are doing as a company<br />That you felt a good rapport with the manager and feel that you could have a good working relationship with him/her  <br />You offer a unique skill set and the thank you note is no time to be generic <br />12<br />Proliant Consulting Group - on the web @<br />
  13. 13. How to send the letter<br />13<br />Proliant Consulting Group - on the web @<br />
  14. 14. How to send the letter<br />Debate<br />Traditional standards dictate that the letter should be mailed via “snail mail”<br />Modern practice seems to allow an emailed letter to be appropriate <br />As you might expect, career experts are not in total agreement about the decorum of emailing a thank you…<br />14<br />Proliant Consulting Group - on the web @<br />
  15. 15. How to send the letter<br />Email<br />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<br />It's also a fast solution if you know the company will be making its hiring decision quickly<br />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<br />15<br />Proliant Consulting Group - on the web @<br />
  16. 16. How to send the letter<br />Standard Letter<br />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<br />With so many messages being sent electronically, a hardcopy letter can serve to differentiate you from the crowd<br />16<br />Proliant Consulting Group - on the web @<br />
  17. 17. How to send the letter<br />Don’t wait!<br />Across the board, the rule-of-thumb is that the letter must be out the door within 24 hours of the interview<br />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!<br />17<br />Proliant Consulting Group - on the web @<br />
  18. 18. If I interview with several people, do I have to send a thank you to each one?<br />Who to send the letter to<br />18<br />Proliant Consulting Group - on the web @<br />
  19. 19. Who to send the letter to<br />Recipients<br />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<br />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<br />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<br />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<br />19<br />Proliant Consulting Group - on the web @<br />
  20. 20. No response, now what?<br />20<br />Proliant Consulting Group - on the web @<br />
  21. 21. No response, now what?<br />Balancing patience and assertiveness<br />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.<br />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.<br />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.<br />21<br />Proliant Consulting Group - on the web @<br />
  22. 22. How does this translate to sales professionals?<br />22<br />Proliant Consulting Group - on the web @<br />
  23. 23. How does this translate to sales professionals?<br />Take the time to send a thank you<br />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:<br />Thank you for taking the time to speak (after phone call)<br />Thank you for taking the time to meet<br />Great to have met you (thanks for spending time with me – i.e. at a networking event)<br />Thank you for great service (to anyone who provides great service, not necessarily in a business setting)<br />Thank you for your referral, and even...<br />Thank you for having considered us (after a lost sale)<br />23<br />Proliant Consulting Group - on the web @<br />
  24. 24. Whether you’re a job seeker or a sales professional, staying in touch and visible is crucial to your continued success<br />Staying connected<br />24<br />Proliant Consulting Group - on the web @<br />
  25. 25. Staying connected<br />Proliant Consulting Group - on the web @<br />25<br />Become a More Savvy Networker Online<br />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.<br />
  26. 26. Staying connected<br />Proliant Consulting Group - on the web @<br />26<br />Consistently engage people you want to add to your network<br />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. <br />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.<br />
  27. 27. Staying connected<br />Proliant Consulting Group - on the web @<br />27<br />Don’t become a pest<br />There is a fine line between communication and harassment, and once you cross that line, there’s no going back. <br />Don’t bombard your network with an overflow of social media messages. Use your best judgment.<br />
  28. 28. Staying connected<br />Proliant Consulting Group - on the web @<br />28<br />Join online communities in your industry<br />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.<br />For example, many entrepreneurs regularly visit and contribute to Hacker News, a community for hackers, founders, and entrepreneurs. <br />Find niche communities like it that focus on your field of business and get connected.<br />
  29. 29. Staying connected<br />Proliant Consulting Group - on the web @<br />29<br />Don’t limit your online networking to one person or one network<br />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. <br />Keep an open mind and try out new tools and new networks.<br />
  30. 30. Staying connected<br />Proliant Consulting Group - on the web @<br />30<br />Bring it offline… eventually<br />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. <br />Once again, don’t rush an in-person meeting. In most cases, you’ll know when the right time is to take it offline.<br />
  31. 31. Staying connected<br />LinkedIn<br />“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)<br />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<br />31<br />Proliant Consulting Group - on the web @<br />
  32. 32. Staying connected<br />LinkedIn<br />More than 60 million members have logged on to create profiles, upload their employment histories, and build connections with people they know<br />Visitors to the site have jumped 31% from last year to 17.6 million in February 2010<br />They include your customers. Your colleagues. Your competitors. Your boss. <br />The average member is a college-educated 43-year-old making $107,000<br />More than a quarter are senior executives<br />Every Fortune 500 company is represented<br />32<br />Proliant Consulting Group - on the web @<br />
  33. 33. Staying connected<br />LinkedIn<br />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<br />Instead, the new imperative is to present your professional skills as attractively as possible <br />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<br />33<br />Proliant Consulting Group - on the web @<br />
  34. 34. Staying connected<br />Proliant Consulting Group - on the web @<br />34<br />Bottom line<br />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.<br />
  35. 35.<br /><br />Connect with us<br />35<br />Proliant Consulting Group - on the web @<br /><br /><br /><br /><br />