• Choose a category
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• Classic-Fiction

Note: Make sure you’re hitting the company’s problem areas.

Employer: Are you trying to sell me something?

You may sound like a bit of a classic salesperson, but don’t panic. Follow the script.

You: No. In the course of doing my market research on the [name the industry] industry, I’ve learned that your company might be a good fit for my [project management skills] but frankly you’re the only one who knows that for sure. In the interests of time, I thought I would see if you had time for coffee so I can see if the types of results I achieved for [name the company] could be replicated for your company.

Now you’re talking about how you solved a similar problem elsewhere and that will build your credibility and his interest in seeing you. But it still may not be enough.

Employer: Thanks, but we’re not hiring anyone right now.

If you hear this, you need to verbally pull back to maintain control. Here are the 2 rebuttals you should use, one after the other if necessary.

Rebuttal A

You: “That’s good because I’m not saying I’m interested in working there—at least not yet—but we both know the time to identify talent is long before you need it—would you agree [you want him to say something at this point to keep him in the conversation]?

“[Name 2 more people you spoke with if you have their permission] said it might interest you to know how [throw out your biggest accomplishment at your current or last company that matches this company’s need] for XYZ Corporation. Do you have 15 minutes for coffee next week?”

Often one accomplishment that addresses their problem will be enough to secure a meeting, but maybe not.

Rebuttal B

You: “You know XYZ Corporation had the same concern—Here is what I did for them [throw out your next biggest accomplishment].

“I have no idea if that’s important to you or if you’re the type of company I can do this for, but [name a few of the people you talked to] thought it might be of interest. Do you have 15 minutes for coffee next week?”

A second accomplishment that addresses their problem should be enough to secure a meeting, but again it may not be.

Employer: No, we’re not hiring, but you can send me a resume.

Don’t be fooled. The employer just wants you off the phone. Finish with this statement.

You: I don’t have an up-to-date one. I’m not your typical [name your position]. I’m being smart about this. I’ve researched a few companies I want to know more about, and yours is one of them. After we meet, if you think my experience can benefit your company, then I’d be happy to do a formal resume and wait until you have an opening. Can we meet next week for coffee?

If you get the appointment, you need to pick the place and time and confirm it 2 days prior.

If the manager still doesn’t bite, there’s not much more you can do with the situation. Frankly, there’s probably something wrong with the person and, in my experience, that may actually be the company’s problem. So there’s only one thing you can do—move up the chain of command to this person’s boss. If you get the same reaction from the boss, move on to the next company.

GUERRILLA TIP

• Follow the script but practice until you don’t sound like you’re reading it. You need to sound relaxed and natural.

• Practice on a blind lead—approach companies where, for whatever reason, you specifically do not want to work. In the headhunting business, we call these throwaways; companies we try new marketing material on before approaching a real employment lead.

• Throwaways don’t matter, so be as bold as you like. Practicing will build your guerrilla confidence.

■ USING GOOGLE FOR LEADS

Right about now, you’re probably saying: “Great idea, Dave, but where do I get the names of the people to call?” Thanks for asking. Remember Google? Go to www.google.com and type in the name of the company you’re interested in with the words “resume,” “work experience,” and “apply,” exactly as shown in Figure 8.1.

Figure 8.1 Google advanced exact word search.