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By Root 545 0

your victim—the offeror. You’re already hopelessly hired in her head. You know it; she doesn’t. It’s still in the subconscious where the neurons remain until fired. They must be awakened—even annoyed—into firing about hiring.

If your little heart is thumpin’ like a drum machine when you look at that card, that’s the call to make first. Don’t tell me your symptoms. I’ll tell you they’re hunger pangs. This is a numbers game. Just Do it! Smile and dial that number now!

If you spend more than five minutes on the phone, you’re interviewing, not arranging. That will unhire you because those neurons in her brain are still in the dormant state of imagination. Wish fulfillment occurs when the genie appears. That’s the whole basis for free trials of almost everything that you can’t return some other way.

A successful jobgetter listens well, probes, asks questions, uses the same words as the offeror, and avoids shooting from the lip. The call is the means to the end—an appointment.

Here’s how it might go:

Receptionist: Good morning, Bonomo Company.

You: Hi, is Mildred Eptibottom in?

Receptionist: I’m not sure. Who’s calling?

You: (first name, last name.) (Don’t say, “It’s the genie ready to grant her wish.”)

Receptionist: May I tell her what it’s regarding? (Don’t say, “It’s the genie, and I think I left my bottle in her office a few weeks ago.”)

You: It’s a personal matter. We discussed it a few weeks ago, and I have some more information for her. (Notice it’s always “nothing but the truth.”)

Receptionist: One moment please, I’ll ring . . .

Assistant: Ms. Eptibottom’s office. May I help you?

You: Whom am I speaking to?

Assistant: This is Irving, her assistant.

You: Hi, Irving! This is (first name, last name). We met when I was in your office a few weeks ago. It was nice meeting you! (Translation: “I’m not after your job, so don’t be so jumpy!”)

Assistant: Oh yes, I remember. Mildred received your thoughtful note! You: Well, I really appreciated the time. She sounds great, and I just wanted to take a moment to mention something to her.

Assistant: I think she’s in a meeting. May I take a message? (Irving’s playing “shield the boss” as every assistant does. It’s your move.)

You: I’d like to discuss it personally with her, if you don’t mind.

Assistant: Well, let me see if she’s available.

You: Thanks. (You’re in!)

Offeror: Mildred Eptibottom.

You: Hi, Mildred! This is (first name, last name).

Offeror: Hi, Genie! (Sorry, I couldn’t resist.) I received your resume and appreciated your note.

You: I wanted to again thank you for making the time to meet with me a few weeks ago.

Offeror: It was my pleasure.

You: I’ve done some research on what we discussed and would like to share it with you briefly. I’ve figured out how to greatly improve your cost control system.

Offeror: We really need to do that. What would you suggest?

You: It’s not something I can explain really well over the phone. When can we meet?

Offeror: Well, we’re not in a position to hire anyone else this year.

You: Oh, I understand that completely. I’m just fascinated by the opportunity at Bonomo to cut your costs dramatically with just a few ideas.

Offeror: That sounds great. I guess it never hurts to talk.

You: I’m a great believer in solving problems one at a time. If I can show you how to save money and make more, the budget constraints will take care of themselves. Let’s see what happens. Bonomo has such a quality product. I just like the challenge of helping you become even more successful! I’ll be near your office on business next Thursday, June 4.

Offeror: I should be in the office. What time would you like to meet? You: How about 8 A.M.?

Offeror: That sounds perfect. We can have a cup of coffee together and talk.

You: Great! I’m looking forward to assisting.

Offeror: Thanks for calling. See you then.

You: Thanks.

Bingo! You’re in and never even mentioned the word interview.

The call won’t be exactly like that. But it will be surprisingly similar if