Page 128 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

SELL YOURSELF IN ANY INTERVIEW

do and what you want in a job, the better. Your goal is to get
a referral. A referral is when one of your contacts, no matter
how tenuous the relationship, lets you know of a job opening
or of another potential contact in your field.
Joining a professional or trade association is an excellent
way to expand your list of professional contacts. Many of
these organizations offer social functions during meetings
and conventions for the purpose of networking. Your listen-
ing skills will be valuable here. Everyone at a networking
event is looking for something, so you should spend more
time listening than talking. Learn to summarize your career
objectives into a 30- to 40-second sound bite that ends with a
benefit, and wait for questions before you provide more
details. Be sure to carry business cards and hand them out
at these events.
Simple thank-you notes go a long way toward making
a lasting positive impression on your contacts. Send a
note to a former mentor thanking her for something she
taught you. Let her know how your career has progressed,
and ask her to get in touch with you if she hears of any
openings that may be of interest. Anytime you make a
change in your contact information (such as moving, get-
ting a new home or cell phone number, or changing jobs),
it is a good time to touch base with the important people
in your network.
If someone refers you to a company or an opening, call or
e-mail him and ask for as much information as possible about
the position, the people, and the company. Ask whether he
knows anyone in the company and, if so, how you can reach
them and if you can use your contact’s name. A referral puts
you 10 steps ahead in the game. You are no longer just some
unknown applying to a blind newspaper ad or job board—

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