the thrill of the hunt 2012
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The Thrill Of The HuntThe Thrill Of The Hunt
Anthony “Tony” Kripas, M.B.A.Anthony “Tony” Kripas, M.B.A.
Principal – Dir. Marketing StrategyPrincipal – Dir. Marketing Strategy
Associated Business ConsultantsAssociated Business Consultants11
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The Thrill Of The HuntThe Thrill Of The Hunt
Puts YOUPuts YOU
in chargein charge
of yof your ownour own
Performance!Performance!
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Separate Yourself From The Separate Yourself From The PackPack
YOUYOU Are The Product Are The Product
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CAREER OBJECTIVES
Title:
Function:
Industry:
Geography:
Target Companies:
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How To Get A JobHow To Get A Job
Enlist the support of everyone you talk toEnlist the support of everyone you talk to
Bond with the Job OwnerBond with the Job Owner
Convince Him/her How Your Skills Can Convince Him/her How Your Skills Can Help Solve Their ProblemHelp Solve Their Problem
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Myths of Job SearchMyths of Job Search
The MythThe MythYou can tell people how good you are
Job skills get you a job
You can impress someone with your abilities
The best candidate gets the job
The RealityThe RealitySelf Proclamation turns Self Proclamation turns people offpeople off
Relationships get you a Relationships get you a jobjob
The client’s problems are The client’s problems are allall that count that count
The best theatrical The best theatrical performance gets the jobperformance gets the job
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To Get A Job You Must:To Get A Job You Must:Differentiate YourselfDifferentiate Yourself
Your Mission StatementYour Mission Statement
Your Value Offerings Your Value Offerings
Your Competitive AdvantageYour Competitive Advantage
Your 30 Second CommercialYour 30 Second Commercial
Your ResumeYour Resume
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My AssetsMy AssetsWhat do you bring to the market as your basic strengths? What do you bring to the market as your basic strengths?
Potential asset areas may include:Potential asset areas may include:
ExperienceExperience
Skills & AbilitiesSkills & Abilities
Education/CertificationsEducation/Certifications
Industry knowledgeIndustry knowledge
Product knowledgeProduct knowledge
Process KnowledgeProcess Knowledge
Personal ContactsPersonal Contacts
Project ManagementProject Management
Issue ResolutionIssue Resolution
Convincing others to actConvincing others to act
AttitudeAttitude
Conceptual InsightConceptual Insight
Empathy for othersEmpathy for others
Product start-upsProduct start-ups
Business AcumenBusiness Acumen
PersuasivenessPersuasiveness
PlanningPlanning
TeamworkTeamwork
Problem SolvingProblem Solving
Account DevelopmentAccount Development
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Mission StatementMission Statement
The kind of jobThe kind of job
The ideal industryThe ideal industry
The ideal locationThe ideal location
The ideal companyThe ideal company
The ideal cultureThe ideal culture
The Support NetworkThe Support Network
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Mission StatementMission Statement
My goal is a position in sales management My goal is a position in sales management in the construction industry in the Chicago in the construction industry in the Chicago metro area. I am seeking a position with a metro area. I am seeking a position with a large to medium sized retail products firm, large to medium sized retail products firm, distributor or big box retailer with a team distributor or big box retailer with a team based culture. based culture.
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Your Mission StatementYour Mission Statement
Write it Down!Write it Down!
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Your Value OfferingsYour Value Offerings
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Value OfferingsValue Offerings
X years of experience with key players in X years of experience with key players in the Chicago construction industrythe Chicago construction industryBroad background designing plans for Broad background designing plans for sales teams and managing their sales teams and managing their implementationimplementationSuccessfully launched 3 new products into Successfully launched 3 new products into new marketsnew marketsStrong ability to persuade others and Strong ability to persuade others and convince them to implement my ideasconvince them to implement my ideas
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My Competitive AdvantageMy Competitive Advantage
Strong persuasive skills to get others to Strong persuasive skills to get others to follow my lead and then managing others follow my lead and then managing others in implementing those ideas in new in implementing those ideas in new marketsmarkets
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Expand Your Job TargetExpand Your Job Target
Ideal JobIdeal Job: Human Resources Manager: Human Resources ManagerRelated JobsRelated Jobs::
HR GeneralistHR GeneralistHR ConsultantHR ConsultantCompensation AnalystCompensation AnalystTrainerTrainerBenefits AdministrationBenefits AdministrationOrganizational Development Con.Organizational Development Con.Safety AdministrationSafety AdministrationWellness Program DeveloperWellness Program Developer
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The 30 Second CommercialThe 30 Second Commercial
Begin with career summary statement Begin with career summary statement
Describe major strengthDescribe major strength
Describe success resultsDescribe success results
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30 Second Commercial30 Second Commercial
I have 10 years experience in sales I have 10 years experience in sales management in the Chicago building products management in the Chicago building products market. My strength is in designing plans for market. My strength is in designing plans for sales teams and then managing those teams in sales teams and then managing those teams in their implementation. I’ve successfully launched their implementation. I’ve successfully launched 3 new products into new markets and have 3 new products into new markets and have grown market share of existing products by up grown market share of existing products by up
to 12 percent. I am someone who can persuade to 12 percent. I am someone who can persuade others and convince them to implement ideasothers and convince them to implement ideas
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I help drive brand recognition in highly competitive markets. As a Marketing Professional, I develop support solutions that includes defining target segments, refining communication strategies, and recommend marketing activities that promote product and service offerings. Areas I can have an immediate impact on include; Customer Needs Assessment, Strategic Market Planning, Multi-Media Advertising, and Key Account Management.
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Goal of Letter/ResumeGoal of Letter/Resume
1. Describe your skills & abilities1. Describe your skills & abilities
2. Focus on needs of the customer2. Focus on needs of the customer
3. Get a phone call3. Get a phone call
4. Give a complete picture of you4. Give a complete picture of you
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The Resume: Give them what The Resume: Give them what their looking for! The BAIT!their looking for! The BAIT!
Is not about youIs not about you
Is Is about the job you are looking forabout the job you are looking for
Comes in 3 or 4 basic versionsComes in 3 or 4 basic versions
Address what is relevant in your Address what is relevant in your background to the position applied forbackground to the position applied for
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Tips on Interpreting Job Postings
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Tips on Interpreting Job Postings
Job postings are available in many formats and if you are not careful, you may eliminate yourself as a possible applicant by not interpreting the job posting for what it really conveys. Here are four tips on finding the deeper meaning of job advertisements. Learning how to interpret these four components of job postings is the first step to successfully applying for them:
•1. Experience Required •2. Salary Required •3. Organizational Skills Required •4. Proficiency Required
1. EXPERIENCE REQUIRED The single most common requirement stated in job advertisements is experience. Some positions require no experience at all, while others might require 1-2 years of experience, while the most senior positions might require 10 or more years of experience! These numbers can be very intimidating, but the right approach can make a difference. When thinking about the experience required by a job, consider these options:
• Work experience is NOT just typical jobs. Internships, volunteer work, and clubs are all valid forms of experience. Any learning opportunity is considered work experience. • Tailor your resume to fit the job description. If an advertisement says that a position requires 3 years of experience in sales, make sure your resume highlights the fact that you have 3 years of experience in sales.• Not meeting experience requirements does not take you out of the running. More than anything, companies want good employees.
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Writing the ResumeWriting the Resume
Identify key requirements from the job adIdentify key requirements from the job ad
Identify key elements in the job descriptionIdentify key elements in the job description
Language of the CompanyLanguage of the Company
Coding key wordsCoding key words
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Resume – Professional ExperienceResume – Professional ExperienceCompanyCompany
Company nameCompany name
Your positionYour position
Company description ( be brief!)Company description ( be brief!)IndustryIndustry
SalesSales
EmployeesEmployees
Your roleYour role
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Resume – Professional ExperienceResume – Professional ExperienceAccomplishmentsAccomplishments
Begin with action verbBegin with action verb
Broad based summary statementsBroad based summary statements
Quantifiable resultsQuantifiable results
Overall project resultsOverall project results
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Cover Letter Cover Letter (not read by 92% of companies)(not read by 92% of companies)
Send to a specific readerSend to a specific reader
Short, Sweet, and to the pointShort, Sweet, and to the point
Submit Submit ONLYONLY if asked for if asked for
Address a specific jobAddress a specific job
Relate to job requirementsRelate to job requirements
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Responding to Job AdsResponding to Job Ads
Marginal jobs - generic resumeMarginal jobs - generic resume
Desirable jobs – Letter & specific resumeDesirable jobs – Letter & specific resume
Perfect Fit (don’t put this in … “I’m a perfect Perfect Fit (don’t put this in … “I’m a perfect fit because,”) – Letter. Tailor the resume to fit because,”) – Letter. Tailor the resume to the postingthe posting
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Cover Cover Letter Letter
ResumeResume
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Sample Merge Sample Merge Letter Letter
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Response to Response to Advertisement Advertisement
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Desired CompaniesDesired Companies
Fortune 100, 500 and 1000Fortune 100, 500 and 1000Crain'sCrain's
Largest CompaniesLargest CompaniesFastest Growing CompaniesFastest Growing CompaniesSmall CompaniesSmall CompaniesGrowing private companiesGrowing private companies
Craig's ListCraig's ListBest Companies to work for listsBest Companies to work for listsForbes Fastest Growing Small CompaniesForbes Fastest Growing Small Companies
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The Internet ??!!The Internet ??!!
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The InternetThe InternetMajor Job BoardsMajor Job Boards
Career BuilderCareer Builder
Tweet My JobsTweet My Jobs
MonsterMonster
Hot JobsHot Jobs
Professional Job BoardsProfessional Job BoardsSHRMSHRM
AMAAMA
ASTDASTD
OD NetworkOD Network
Company web sitesCompany web sites– With job openingsWith job openings
– Indicator of job possibilitiesIndicator of job possibilities3737
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The InternetThe Internet
Post Resume on selected sitesPost Resume on selected sitesUpdate Resume weeklyUpdate Resume weeklyTarget Company web sitesTarget Company web sitesIdentify “key” words in job areaIdentify “key” words in job areaCompany applications for Company applications for keykey jobs jobsPaste resume within e-mailPaste resume within e-mail
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Social NetworkSocial Network
Linked In Linked In
Face BookFace Book
TwitterTwitter
Google will “rate” your activity!Google will “rate” your activity!
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Phone ContactsPhone Contacts
Identify decision makerIdentify decision maker
Contact decision makerContact decision makerCompany switch boardCompany switch board
Admin / Secretary of targetAdmin / Secretary of target
Referred to by colleagueReferred to by colleague
15 second prepared speech15 second prepared speechName targeted jobName targeted job
Give one major highlight from careerGive one major highlight from career
Request an audienceRequest an audience
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15 second prepared speech15 second prepared speech
I am calling about your sales position in I am calling about your sales position in Chicago. In the last three Companies I Chicago. In the last three Companies I have worked for, I have exceeded sales have worked for, I have exceeded sales expectations in selling X by over 10%. I expectations in selling X by over 10%. I am very interested in your position and am very interested in your position and would like to talk to you about the position. would like to talk to you about the position. Is there a day next week I could stop by?Is there a day next week I could stop by?
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InterviewingInterviewing
Research the CompanyResearch the Company
Define your competitive advantage/major Define your competitive advantage/major strengthstrength
Identify minimum points you want to makeIdentify minimum points you want to make
Identify main questions you want to askIdentify main questions you want to ask
Prepare your closing statementPrepare your closing statement
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Structure of the InterviewStructure of the Interview
Build rapportBuild rapport
Explain the jobExplain the job
Gather background informationGather background information
Probe for specific skillsProbe for specific skills
Probe for soft skillsProbe for soft skills
Focus expectationsFocus expectations
Identify follow-upIdentify follow-up
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Behavioral InterviewingBehavioral Interviewing
Tell me about a time on a sales call when Tell me about a time on a sales call when you overcame the negative attitude of a you overcame the negative attitude of a customer and got to a positive outcome?customer and got to a positive outcome?
What was the situation?What was the situation?
What was the task?What was the task?
What actions did you take?What actions did you take?
What was the result?What was the result?
Why successful or not & what do differently?Why successful or not & what do differently?
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The Toughest QuestionsThe Toughest Questions
Tell me about yourself.Tell me about yourself.Why are you the best candidate for this job?Why are you the best candidate for this job?What will your former boss say are your What will your former boss say are your greatest strengths and weaknesses?greatest strengths and weaknesses?How do you go about influencing someone How do you go about influencing someone to follow your ideas?to follow your ideas?How do you deal with employees who have How do you deal with employees who have a negative attitude?a negative attitude?What is your biggest weakness?What is your biggest weakness?
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Questions You Should AskQuestions You Should Ask
If the job is successful in the next 6 months If the job is successful in the next 6 months what will be different?what will be different?What are the key things that will What are the key things that will differentiate the final candidate?differentiate the final candidate?What problem is the job designed to solve?What problem is the job designed to solve?What is the biggest challenge this job faces What is the biggest challenge this job faces in being successful?in being successful?What happened to the current incumbent in What happened to the current incumbent in the job?the job?
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Closing The InterviewClosing The Interview
Positive assertion about liking the opportunity Positive assertion about liking the opportunity and the Companyand the Company
State that you have done it all before State that you have done it all before “dejavue”“dejavue”
Assert you feel you could really have a Assert you feel you could really have a positive impact/ solve the dominant problempositive impact/ solve the dominant problem
Ask: “What will the next step be?”Ask: “What will the next step be?”
End with: “I really want this position”End with: “I really want this position”
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Follow Up LetterFollow Up Letter
Three points:Three points:
“ “I thoroughly enjoyed our time together I thoroughly enjoyed our time together
discussing the _______ position!”discussing the _______ position!”
“ “You certainly have an exciting You certainly have an exciting
opportunity!”opportunity!”
“ “I look forward to hearing from you!”I look forward to hearing from you!”
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Until Until YOUYOU Receive the Final Receive the Final Written Offer …Written Offer …
Keep going full tiltKeep going full tilt
Network .. Network .. NetworkNetwork .. Network .. Network
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Organize Your TimeOrganize Your Time
Plan a schedulePlan a schedule
Develop a routineDevelop a routine
Get out of the houseGet out of the house
Set mini-activity goalsSet mini-activity goals
Track your resultsTrack your results
Follow your scheduleFollow your schedule
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Key Take AwaysKey Take Aways
Embrace rejection to a pointEmbrace rejection to a point
You are an instant – make it an event!You are an instant – make it an event!
Tailor materials to your audienceTailor materials to your audience
Actively pursue cold callsActively pursue cold calls
Pursue/phone personal contactsPursue/phone personal contacts
Be upbeatBe upbeat
Sell your abilitiesSell your abilities
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HOW do I (YOU) Get Noticed ?HOW do I (YOU) Get Noticed ?
Meet new people.Meet new people. Go to different events.Go to different events. Meet people at firms who are hiring.Meet people at firms who are hiring. Expand your comfort zone.Expand your comfort zone. Make sure people know who you are.Make sure people know who you are. Learn about new industries and corps.Learn about new industries and corps. Learn about trends, directions, hot topics.Learn about trends, directions, hot topics.
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It’s not who you know….It’s not who you know….
It’s who you’re known by!It’s who you’re known by!
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Good HuntingGood Hunting
Be Be Relentless!Relentless!
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Questions, Comments, IssuesQuestions, Comments, Issues
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