Yesterday I was fortunate to be able to participate in a teleseminar hosted by Jill Konrath, author of the blog Selling to Big Companies. Jill invited me to attend the teleseminar as her guest...thank you Jill!
The first thing you need to understand is that Jill is a super-saleswoman so she really knows her stuff. The second is that selling is exactly what job seekers should be doing - selling themselves. So, this seminar was a wonderful source of information for sales people, marketing executives, and job seekers alike.
The key take-away from the seminar is simple: business today is competitive and fast paced so if you want the opportunity to sell your product you need to lead with your value proposition.
There was a time when the sales process included a longer runway during which a salesperson had the opportunity to expound upon the pros of his/her company, product, or process before going on to describe to his/her potential client how the product would directly benefit his/her organization. Those days are long gone.
Jill explained that today's executives are thinking about the bottom line and achieving goals at all times. So, if you, as salesperson or job seeker, want to get your foot in the door you have to lead with, "My product will increase your revenue by 30%" or "This product will reduce your costs by 20%"
The same thing applies to job seekers. Your "elevator speech" should start with, "I can deliver results of ______" rather than focusing on your years of experience, elite education, or depth of knowledge. Once you pique a manager's interest with your value proposition you will have the opportunity to present your whole pitch.
These days, "what can you do for me" is the first question on every executives' mind. If you can answer that question up front, you will have the opportunity to present a more complete picture of your background later.
What is the value proposition that you offer to a potential employer?
I would encourage every job seeker to read Jill Konrath's blog. Her blog is focused on sales but she offers is useful for job seekers who wish to land the jobs of their dreams in a highly competitive environment.
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