In talking with James today, who is recently unemployed, the thought of selling himself isn’t very appealing.  Okay, so you need to generate work, but the thought of “marketing” yourself brings chills up your spine.  But if you’re someone who is willing to take the entrepreneurial high-road to self-generate your next meal ticket, you’re also willing to put your momentary discomfort on the line to do this.  Truth is, it is always less painful than you think.  A few pointers I’ve learned: 

1.    Start with a clear understanding of what you want and what benefits you bring to the table.  Be sure you can answer clearly how what you do solves problems for others. 

2.  Develop a contact list of those you know personally and professionally (who may also know others, etc. etc.)

3.      Have a tracking form for your calls.  Write down your script, that includes the main points you want to mention, and memorize it.  (This increases certainty that you conveyed what you’d meant to and it’s easier in tracking consistency for feedback/results and followup.)

4.   Begin with personal connection and be sure they have 10 minutes to listen.

5.  Find out what’s going on for them first.

6.   Tell them the work you want and 3-5 problem-solving benefits to using you.

7.  Share your short work history, including any recognitions or awards.  (Include name-dropping of any top clients who have used you or work successes.)

8.  Ask for the work, ask for contact names, ask for suggestions.  Listen!

9.  If there is action to take regarding them directly, confirm next steps.

10.  Thank them.  Ask how you can be helpful for them. Tell them you’ll let them know any feedback on their contacts.

Rules:  Never leave an informational interview phone call without at least one idea and a contact name.  The main bulk of the short time you have should be on getting their input, which should be easy if you clearly stated your need.  Always keep a focus on the person you’re talking with.  Consider how your asking for referrals and support might also benefit them – in other words, look for the win-win in each interaction.

What is one thing you’ve done on job research calls that has worked and one thing that you would not do again?

Tags: career contacts, developing work contacts, marketing yourself, support for new career

This entry was posted on Friday, August 3rd, 2007 at 2:42 pm and is filed under Career Tips. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.