THR Partners

THR Partners, Executive Search Firm specializing in the HVAC, Appliance, and Commercial Restaurant Equipment Industries

November 2015
« Oct    

Subscribe to Blog via Email

Enter your email address to subscribe to this blog and receive notifications of new posts by email.

Join 10 other subscribers

Posts Archive

  • One of the greatest mistakes job seekers make is only sending their resume/CV to individuals who receive hundreds of resumes/CVs every week. These individuals are normally listed in job board postings or website employment pages. These methods put you against the largest numbers of competitors wanting the same job.

    Often you will not even hear back from these companies because quite frankly, they don’t have time. A Search Firm Owner sent out a marketing letter to companies who had run classified ads. The letter was printed on their company letterhead, included a brochure and a business card. The letter explained how much time they could save them in their attempt to identify top talent. It also explained how cost effective their services were and how their fees were a tax deduction. Obviously, there was NO RESUME/CV in this mailing.

    The Search Firm Owner received approximately 10-15 “ding” letters per week. The letters thanked him for submitting his resume/CV <x{(}>(which he had NOT done), and told him that they hired someone with more experience, but would keep his resume/CV on file. What resume/CV? The Search Firm Owner sent them an envelope filled with marketing materials that did not even resemble a resume/CV.

    The point here is that you can’t take REJECTION PERSONAL when you are conducting your job search. Half of the time, your credentials were not reviewed due to the sheer numbers of individuals who applied for the same position. They did not reject YOU! They rejected your paperwork that they more than likely, did not even READ!

    Would you like to learn a process guaranteed to give you better results? Of course you would!

    You need to get your resume/CV in the hands of people who normally do NOT receive resumes/CVs. So often an executive, manager or department head has someone on their team they would like to replace, but don’t want to go through the hassle of interviewing. The Human Resource Department is not aware of this “weak link.” If your resume/CV landed on the desk of one of these decision makers, do you think they would read your resume/CV and possibly schedule an interview with you? The answer again is YES.

    If you sent your resume/CV to the Human Resource Department, they would inform you that they do not have any current positions available.

    The way to identify the “RIGHT PERSON,” is to find the person within one of your targeted companies who would be either your “boss” or your “boss’s boss!” Let’s assume this person’s title is Accounting Manager because you are seeking an auditor’s position. You can find the names on the company website. If you don’t have the name, you call into the targeted company and ask for the “correct spelling” of their Accounting Manager’s name. When you ask for the “correct spelling” the receptionist assumes you already have the name, you are just clarifying the spelling and she spells their name. You also want to confirm their exact title. If this “gatekeeper” is being cooperative you might also ask for their direct line, so you have this information for your follow-up call.

    Often job seekers speak with an uncooperative “gatekeeper” who will NOT give out information. Here is an important fact to remember: Gatekeepers go to lunch normally between 1:00–2:00 p.m. During that time, there is an Administrative Assistant who is covering the front desk and is not happy to be there. Often they will give out the information without asking any questions. Some receptionists are even willing to email out their company directory in order to be helpful. Be nice to the gatekeeper and they will be more receptive to your call.

    Comments Off on Contact the RIGHT person
  • Your thirty second pitch will be used in your cover letters and when you are networking. It will also prepare you to answer the dreaded interview question “Tell me about yourself.

    You need to write down more than one – keeping in mind the following:

    • Who you are addressing
    • What is important to this person
    • Who your competitors are
    • What you offer that others do not

    You are not trying to tell your “life” story. You are stressing the benefits you can offer this person while including a call to action.

    If you are currently in a job search, not working and attending a networking event, an appropriate pitch would be:

    “I’m a free agent in the job market and bring ten years of top performance sales skills to the table. If you know anyone interested in networking with a high achiever, I would certainly appreciate a referral. Here is my business card.”

    Yes, you need to have business cards printed where you can get 500 for under $20.00. You would put your name; under your name you would list “Free Agent in the Job Market” as your title. You would list your home phone, cell phone, home address and email address. Make sure you have a professional message on your home voice mail as well as cell phone number.

    If you are in front of a prospective employer an appropriate pitch would be:

    “I have spent the last five years as the top sales representative out of twenty-five reps for a leading technology company. I will bring my ability to generate revenue and profits to your company. I’m extremely confident in my sales abilities and have a very high level of interest in working for you and your company!”

    You can see these commercials are stressing the benefits to the person hearing them. It’s NOT giving great detail about what you have done; your commercial stresses what you can offer to someone else!

    Once you have established an interest in what you are saying, you then need to talk about accomplishments you have achieved and the benefits to your employer.

    Comments Off on Your 30 Second Pitch
  • The greatest challenge you will face in your job search is rejection. Interviewing is “sales” and rejection is part of the process. It is important you do not take rejection personally. Learn from each experience and fine tune your job search skills.

    It is important to know objections are buying signs, a request for more information. There are four kinds of objections:

    1. Personal (your personality, attitude)
    2. Postponement (delay tactic)
    3. Price (salary/benefit issues)
    4. Service (your skills/experience)

    If you know what KIND of objection you are given, you can easily overcome the objection. If you’ve received objections that you have NOT been able to overcome in the past, write down what type of objection you received.

    When you get an objection, this person wants you to overcome their objection and give them a reason to hire you. They are requesting you to give them more information. Let’s review some examples of the four objections.

    OBJECTION Number 1
    “I need someone with a higher energy level”


    • That is why I was so valuable to my past employers. My performance reviews and references all refer to my high energy level.
    • I don’t have much interviewing experience and I think my nerves might be masking my high energy level and hard work ethic.
    • If you asked my past co-workers to describe me, they would say I was highly energetic.
    • I may not come across as a person with high energy, but I’ve always been able to outperform my co-workers because of my focus and hard work ethic.

    OJBECTION Number 2
    “I will get back to you when we have interviewed all candidates”


    • Can you tell me how I rank among the candidates you have interviewed?
    • Do I have the skills and experience you feel would qualify me for this position?
    • When would it be appropriate for me to follow-up with you?
    • What is your target date to hire?

    You then build off the answers to these questions to sell yourself.

    OBJECTION Number 3
    “I’m not sure we can meet your salary requirements”


    • I’m going to look at the entire package, salary, benefits, etc.
    • I listed my salary as negotiable. What is the salary range for this position?
    • I’m extremely interested in working for your company and my salary requirements are flexible.
    • Do I have the skills and experience you need?

    OBJECTION Number 4
    “I’m looking for someone with more experience”


    • I have been able to obtain 5 years of experience in my 3 years because of the additional responsibilities placed on me very early in my career.
    • Do I have the skills and attitude you need?
    • I am very interested in working for your company, and I’m extremely confident in my abilities to perform the tasks of your opportunity.

    When you overcome objections, you have greatly increased the possibility of you getting a job offer. Remember, objections ARE requests for more information.

    Comments Off on Effectively Overcome Objections
  • Most individuals involved in a job search are not sales professionals, which is why the process is usually “uncomfortable.” A job search requires you to “sell” your experience and skills to a future employer.

    If you are NOT currently employed, your FULL-TIME job is your job search. You need to spend 40 hours a week working on your search. If you ARE currently employed, but seeking a job change, you need to dedicate at least 10 hours every week to your search. You need to become PROACTIVE and make things happen versus being REACTIVE and waiting for things to happen for you.

    Whether you think you WILL succeed or whether you think you WON’T succeed – you’re RIGHT! What you think actually becomes your reality. What your mind can conceive and believe your body will achieve.

    There is a Law of Attraction that is extremely FAIR. It’s not enough to WANT a new job; you have to EXPECT it to happen! It’s not an easy or even pleasant process at times, but you can never have doubts about your ability to become the person you were put on this earth to become. You need to maintain a very positive attitude throughout the entire process.

    Envision yourself already working IN a job that would make you happy. Write down the following:

    • What type of job are you doing?
    • What are the functions of your job?
    • What salary are you earning?
    • What is your environment?
    • What type of boss do you have?
    • What are your advancement possibilities?

    Now write down a Positive Affirmation you will read daily. Start this affirmation with the words “I’m so happy because…” Write down the type of opportunity that would make you happy and read it several times each day, picturing yourself actually doing the job.

    Start adapting a positive attitude today and expect the best out of your search efforts. Don’t dwell on what you have experienced to date. You can’t change what has happened in the past, you can’t change what you’ve done so far today, but you CAN CHANGE what you do from this moment forward. You attitude will have a tremendous impact on the results you achieve during your job search!

    Comments Off on The Impact of a Positive Attitude
  • During your job search process, it’s important that you verify what you are saying and also confirm your understanding of what is being said to you. This is especially important in the interview process. Below are some common phrases that may be misunderstood.

    Candidate to Interviewer:

    What was said: I’m a very fast learner.
    What was heard: I don’t have the experience you’re looking for.

    What was said: I would change positions for the right opportunity.
    What was heard: Make me an offer.

    What was said: I’ve been an independent business consultant for the past two years.
    What was heard: I’ve been out of work for two years.

    What was said: I’d rather not talk about salary yet.
    What was heard: I’m hoping you make me an offer before I have to disclose my low salary.

    What was said: I left my last position, because I wasn’t being challenged enough.
    What was heard: My last company didn’t trust me with the higher level responsibilities.

    What was said: I’ll get back to you with the names and contact information for my references.
    What was heard: I have to call around first and tell people what I want them to say.

    What was said: My leadership style is very honest and very direct.
    What was heard: I’m abrasive and too direct with people.

    What was said: I’m a perfectionist and very detail-oriented.
    What was heard: I’m a micromanager.

    Interviewer to Candidate:

    What was said: This is a very hands-on position.
    What was heard: You’ll have limited resources and be expected to do things that are beneath you.

    What was said:
    You have an extensive work history and are highly overqualified.
    What was heard: We’re looking for someone younger and less expensive.

    What was said: Thank you for coming in today; we have a few more people to see, and then we’ll get back to you.
    What was heard: You are not exactly what we want to hire, so we plan to continue interviewing.

    Knowing how these phrases can be misunderstood, it gives you an opportunity to continue the discussion to clarify information and overcome possible objections or concerns.

    Comments Off on Power of Words? What was Heard?