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Customizing your Personal Search Strategy |
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Your approach for launching your personal search requires as much thought and strategic planning as does your strategy for prospecting a Key Account.
➢ First things first….let’s agree that for all intents and purposes you should not focus on targeting H.R. as your point of entry unless, of course, you are responding to a specific posting. Thus, your search strategy requires that you stay away from H.R. if you are not responding to a direct opening. You'll get the standard — "we don't have an opening in your area right now." You don't need to look for an "opening" — just a potential void (based on your professional opinion). This is a good exercise. It forces you to be able to articulate the void you potentially could fill or the value proposition you bring to the table.
➢ Next you need to start listing out and building your Visual Network: who are the influencers you know and how does that relate to the companies and or industries that you have targeted as potential prospects? Can introductions and/or referrals be made on your behalf? Don’t hesitate to ask.
0% (percent) of 0 = 0. You have nothing to lose and everything to gain.
➢ Map out and call the “point of entry” key influencers (contacts) of the companies that you have targeted as prospects. These will more than likely be the CEO's or the obvious “heads of state” of that business unit. Be prepared to give your thirty second elevator pitch based on presenting your value proposition (offerings) and differentiators as it relates to potentially adding value to their organization. If an assistant or secretary screens the calls view them as an ally rather than an adversary but don’t take on a too familiar posture with them (that’s an immediate turn off). Tell them that you'd like to speak with the key influencer about performance, strategy and growth of the organization.
➢ If the Key Influencer tries to push you to H.R., respond as follows:
"I understand and respect that there is an H.R. function; however, if H.R. is responsible for making strategic decisions that impact both direction and R.O.I. for the company, (or for your department or group) without your input, then I'll be more than happy to speak with them first. However, if you are responsible for creating the strategy I'd like to speak with you first. Should you see the potential value that I bring to the table, then I'll gladly speak with H.R." The search process today requires your full time effort in leading your search, developing your strategy, and tapping your inner network.
SAMPLE Email or Letter:
[Apparel Veteran – Label you give yourself] +
[Vertical Market Development] +
[Onshore/offshore operating experience] =
Results for [Prospective Company]
Hello [ C-suite Level Executive],
I [recently read, researched, listened to a web conference] regarding [your company’s] ability [to execute on the market and global delivery aspects of your model in these challenging times]. I have a unique experience with the [specify related model].
[List Brief facts with #’s about your contributions relative to this company’s offerings]
I am best described as [an entrepreneurial, market-facing general manager who gets results for my clients, my company, and my team. I can help [Name Co] to build on [state objective].
I will call your office to follow up.
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The First Impression:
You’ve got 30 seconds to make a first impression. Approach this as if you were trying to network one of your top team members…how would you present the value that he/she could add to the organization. Think…value proposition, key differentiators and, above all, utilize the Visual Network (if in fact you were introduced and/or referred to this individual). The goal is to find a common denominator within the first 30 seconds:
➢ Key people that are in your centers of influence
➢ Associations
➢ Past employers
➢ Past team members
➢ Boards
➢ Volunteer work
➢ Alumni (professional and collegiate)
Don’t forget to ask yourself: “When I’ve been on the receiving end of these types of calls, what would peak my interest? What would someone say to hold my attention?
This document was written by:
Barbara Marchetti, President of C-Suite Corporation.
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