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He’ll go out of his way to help you. It will be extremely valuable.

The Payoff

Within a few minutes on the phone:

• You’ll have your finger on the pulse of specific jobs being offered. That tells you about where companies need help. For example, an opening to design medical devices tells you that your background in production control would be useful. So you might appear like a genie (Do 1) or call in to a supervisor in the manufacturing area.

• You’ll be monitoring hiring trends too. When you know what’s hot and what’s not, you can target your search to those businesses. You’re in production control? Head for the furniture manufacturers because they’re placing job orders for a variety of positions.

After three months, write that letter. He’ll keep helping you and you keep helping him.

You transformed yourself into a powerful jobjungle tracker!

Do 29: Inciting Potential Offerors to Interview

The key to any instant interviewing is to incite someone to initiate an interview on the spot.

You’ve seen how we vividly give someone a hook (Do 8). That’s inducement—a reason. That’s passive.

Inciting is used in the phrase “inciting a riot.” It doesn’t mean giving someone a reason. It means lighting a fire under him. A burning desire—even a compulsion—that energizes him to act. Inciting can be very constructive, too.

Here are a half-dozen instant inciters.

Know You Can Do Whatever You’re Asked

This goes beyond thinking positively. It’s saying and conveying the word Done!

The words are “Sure!” “I will!” “No problem!” Save “I’ll try” for your kids. (That way you’ll never break your word to them.)

Offerors are incited by positive I.I.’s. She must hire you. You can do anything!

Be Responsible for What You Say

How many people would say, “I can’t start for another two weeks. I’ve got projects they want me to complete at my job. They want two weeks’ notice anyway.”

Ouch! Can’t wouldn’t incite a centipede. Phrasing it that way—like your work is on top of you (instead of the other way around)—is not something a superhero does.

How about, “I want to complete the critical projects at work so my employer will win the contract.”

You probably can think of only a few people who accept personal responsibility. They’re probably the most successful people you know.

Focus on What’s Sticking, not the Person Who’s Stuck

The offeror says, “I’m so far behind in my work that I can’t even think about hiring anyone right now.”

Please don’t say, “Gee, I understand. You really need to get your act together.”

Oh, you won’t say it like that. You might say, “That’s too bad. Hope things settle down. I’ll give you a call in a few weeks and see if you straightened things out.”

To incite you say, “Why think about it at all? Why not just do it now? I won’t accept any money from you for two days. Then we can discuss it, okay?” (Note that you didn’t ask him to pay you for what you thought the services were worth. You assume they’ll be invaluable. )

Don’t fight, incite.

Visualize and Verbalize a Cup Half Full

It will runneth over, but not if it’s empty. You need some solution to begin.

An example is, “Our cash flow is slow right now, and we need to pay for stock as the holiday season approaches.”

You incite, “That can really work to your advantage at tax time. I’ll help you accelerate (great winner’s word) the velocity (wow) of your receivables, so payment is made right after your fiscal year ends on December thirty-first! I’ll get just enough payment from your customers so you can offset (!) my salary as a business deduction.”

Boom. Done.

Build Up the Offeror

He says, “I can’t hire you. I’m just the director of communications.”

You incite, “That’s a position with a lot of responsibility. Why don’t we talk to the vice president of marketing together? How can we lose?”

We always incites in getting interviews. People are afraid they’ll repeat hiring mistakes of the past.

Inject them with your strength and confidence. You