Page 131 - Oscar Adler - Sell Yourself in Any Interview_ Use Proven Sales Techniques to Land Your Dream Job (2008)

GETTING AND MAXIMIZING REFERENCES AND REFERRALS

with your revisions in letter format and send it back for
your signature.”
As you compose your list of points, be sure to phrase
them in terms of features and benefits. Take everything you
have learned in this book and make your list stand out, end-
ing each phrase with a benefit. Limit your list of points to
the features and benefits that your reference knows and
will feel comfortable confirming. Remind your reference
of the specifics of your working relationship so that he or
she doesn’t have to dig into his or her files or memories
for the facts.
It’s important that any reference letters be printed on busi-
ness stationery. Most letterhead requires a two-inch margin at
the top and one-and-a-quarter-inch margins on the bottom and
sides. Setting up your reference material in letter format with
appropriate margins makes it easy for your reference to print
it, sign it, and mail it. Note in your e-mail that you have sent by
“snail mail” a self-addressed envelope (at least 9 by 12 inches)
with adequate postage to return the signed letter to you. You
may want to ask for three or four signed original copies.
How many letters do you need? The obvious answer is as
many as you can get. Although 10 letters would be overkill
(and probably impossible), it will look more impressive if you
have four or five or even eight excellent letters from different
sources than if you have only one or two. Put the most
impressive letter on top. Be sure to make copies of every
reference letter, and never give away your last copy!
Use the worksheet in Exhibit 6-1 when developing the
points for your references to use in a letter of recommenda-
tion. Most companies want to contact references directly. You
should ask your references if they would mind forwarding a
copy of their letters or e-mails to you for your files.

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