Using the Sales Process to Get Hired
When you start job hunting, it’s easy to believe that the key is to apply to as many jobs as possible and just hope for the best. After a few days, or even weeks, of seeing no results, it may be time to make some changes to your application process.
You Are The Product
Getting hired for a job is a lot like the sales process. You are the product and you need to convince the company (the customer) that they really need what you have to offer. As a salesperson, you could sit down and call 100 customers a day and still not land a sale. Why? Because they aren’t reaching the right customer.
The same goes for your job search. You can submit hundreds of applications but if you aren’t reaching the right company, then no one is going to pick up what you’re selling.
Be Solution-Based
The selling process is divided into two categories: transactional sales and solution-based sales. In transactional sales, you are simply offering a standard, one-size-fits-most product to a customer, and they will either take it or leave it. With solution-based sales, you are crafting a product to meet the specific needs of the customer. One that they really want (and are willing to pay more for).
Apply this thinking to the hiring process. If you are simply filling out an application and sending it into a company, then you are working with the transactional sales process. You are presenting yourself as a simple product that can meet a basic need. You can do the job, but so can tons of other people.
In solution-based selling, the process is more complicated but more gratifying for both the buyer and the seller. You need to understand the specific needs of the customer and then develop a unique solution that meets those needs. As a job-seeker, you need to look into the companies that you are looking at for employment. What do they need? Then, ask yourself what you can do to meet that need. What can you offer that no one else can?
Being able to offer something specially crafted to that customer makes you a more valuable asset than just anything on the shelf. You need to be that unique solution that an employer is going to see as a valuable asset that needs to be a part of the company.
Develop a Strong Network
One of the most important things that you need to have as a job seeker is a strong network. Think of it as word-of-mouth marketing for a salesperson. Having that stamp of approval from so many other people makes your product just that much more desirable to the customer.
Work on building your own network. It might start out small, but you will be surprised at how quickly it can grow. If you haven’t already done it, set up your LinkedIn profile and start making connections. Go to local events that offer opportunities to network with business professionals. You may even learn about opportunities in companies that are not posted on the job boards. You will get to know more about what companies are looking for and figure out how you can be the person they need. It’s a great way to find hidden leads in your search.
Use these leads to hone in on the companies that are most likely to need your “product” and you will find yourself standing in front of more open doors.