23. Cold calling is an acquired skill. You acquire it by practicing and being prepared. Want to get better at cold calling? Easy, make more cold calls. The biggest most important rule of cold calling is... Have fun! It's a game – play to win.
24. Qualifying What – How – Who – Why What does the company do? What is the company culture What is their track record? What immediate opportunities exist? What can you offer that is unique?
25. Qualifying What – How – Who – Why How much do you know about the industry? How would you fit into the organization? How excited can you get about a job there? How do they hire?
26. Qualifying What – How – Who – Why Who are the organization’s leaders? Who are the Gatekeepers? The Keymasters? Who are the decision makers? Who might be a roadblock to your success?
27. Qualifying What – How – Who – Why Why are you interested in this company? Why do YOU think you would be an asset? Why should they hire you?
28. NEEDS ANALYSIS “Investigate requirements” thoroughly review job descriptions Contact an insider for information that is not posted Research the company BEFORE you write your cover and resume Find direct or transferable reasons you are qualified Focus on what you will DO, not what you’ve DONE
29. PROPOSAL Your “pitch” needs to stand out – STAR focused What points do you want an organization to remember about you? Elevator speech focused on them Focus on how your skills and experiences will benefit the organization Emphasize those skills where you really excel Focus on your “soft skills” and character traits Have a list of strengths that have served you well on the job
30. NEGOTIATION Congratulations! Its time to finally turned all the NO’S into a YES Know your true value in the market Don’t be afraid to tell them NO First number out is NOT a loser, if you have done your homework Always Be Closing If I could, would you? ASK FOR THE DEAL
31. Sign on the Line that is Dotted…. It’s finally time to relax. You have a job. NOT! Underpromise & overdeliver Continue to build relationships both in and outside of the organization Ask for feedback and adjust your course Observe office politics, but do not participate Learn how each person operates and tailor your approach
32. Show class, have pride, and display character. If you do, winning takes care of itself. Paul “Bear” Bryant Show me someone who has done something worthwhile, and I'll show you someone who has overcome adversity. Lou Holtz
34. Woods Chapel Crossroads Ministry Leaders Dave Templeman: david.templeman@gmail.com Chad Snider: chad@clearmarketingdesign.com Paul Quinlan: pquinlan1@gmail.com Kristy Marcum-Kempin: marcum.kempin@yahoo.com Dave Crocker: drcrocker@comcast.net Terry Matz: terry@terrymatz.com
