Why Should I Hire You? Terry Kozlowski Achievementor Group February, 2004

Why Should I Hire You? Terry Kozlowski Achievementor Group February, 2004

Today s Workshop Objectives How can you grab someone's attention in a few seconds? How can you convince them to want to learn more about you? Today you ll develop your own one page advertisement. Not a cover letter or a resume, the one pager has succeeded when nothing else did in getting people in the door for an interview. Using your resume, cover letter(s), elevator speech and everything else you currently use to market yourself, you'll prepare a new one page advertisement on the spot. Why Should I Hire You? 2003-2004 Achievementor Group 2

Who is Terry Kozlowski? Why Should I Hire You? 2003-2004 Achievementor Group 3

Our Mission Connecting executives, entrepreneurs and professionals to their highest purpose and effectiveness in the world of work for a prosperous and fulfilled life. Why Should I Hire You? 2003-2004 Achievementor Group 4

Taking Woody Allen s Suggestion Why Should I Hire You? 2003-2004 Achievementor Group 5

Introductions Who are you? Why are you here? Why Should I Hire You? 2003-2004 Achievementor Group 6

8 Key Success Strategies of the Prosperous and Fulfilled Life Program 1. Rediscover Who You Really Are 2. Set New Outcomes for Your Professional Life 3. Decide How You ll Get There 4. Find the Money You ll Need 5. Eliminate Burnout 6. Attract Attention from the Right People 7. Convert Attraction into Genuine Interest 8. Remember to Have Fun Why Should I Hire You? 2003-2004 Achievementor Group 7

8 Key Success Strategies of the Prosperous and Fulfilled Life Program 1. Rediscover Who You Really Are 2. Set New Outcomes for Your Professional Life 3. Decide How You ll Get There 4. Find the Money You ll Need 5. Eliminate Burnout 6. Attract Attention from the Right People Write/revise resume/cover letter or company profile Pursue via a customized marketing letter Adapt materials to internet realities 7. Convert Attraction into Genuine Interest 8. Remember to Have Fun Why Should I Hire You? 2003-2004 Achievementor Group 8

Objective of one pager/mktg. letter: Gain their interest What defines success? They want to know more about you They agree to meet you They ask for your resume They forward your info to best person to pursue further conversation Why Should I Hire You? 2003-2004 Achievementor Group 9

Today s Agenda Before You Write Think When You Write Structure Your Message Your Turn Reconvene and Share Bonus if Time new elevator speech structure Why Should I Hire You? 2003-2004 Achievementor Group 10

Before You Write Think

Remember... W I I F M? Why Should I Hire You? 2003-2004 Achievementor Group 12

Think About Them - Generally Who are you writing to? What are their biggest challenges today? What s happening within their industry that s hot? What connection can you claim with them? Why Should I Hire You? 2003-2004 Achievementor Group 13

Think About Them - Personally What s keeping them awake at night? What could lose them their job? What will they have to accomplish to get promoted? Who do you know that they know and respect? The more personal, the more powerful. Why Should I Hire You? 2003-2004 Achievementor Group 14

Think About You How have you helped people in similar situations? What are your compelling before and after stories? What different or unique experiences have you had that are relevant? What results have you gotten for previous organizations? What financial impact can you claim? What label or hook will describe yourself that pulls it all together? Why Should I Hire You? 2003-2004 Achievementor Group 15

When You Write Structure Your Message

What to Cover in One Pager Paragraph 1 Establish your connection and grab their interest Paragraph 2 Summarize how you can help Paragraph 3 Bullet points that prove your results with others Paragraph 4 Ask for a meeting and state when you ll be calling to follow-up Why Should I Hire You? 2003-2004 Achievementor Group 17

Paragraph 1 Examples from Book Paragraph 1 Establish your connection and grab their interest Many agencies are coping with these difficult times by hiring the best... agencies find that their bottom line is slipping... *** suggested I contact you... As a fellow member of the *** I am writing to... As biomedical research advances on international fronts, companies with global... Building market value is my expertise. Whether challenged to launch a start up... Why Should I Hire You? 2003-2004 Achievementor Group 18

Paragraph 2 Examples from Book Paragraph 2 Summarize how you can help As a *** with *** I have dealt with these issues and would add important expertise... this experience has taught me what can cause... I know the danger signs I can help you with... I offer *** years experience in ***, Furthermore... Why Should I Hire You? 2003-2004 Achievementor Group 19

Paragraph 3 Examples from Book Paragraph 3 Bullet points that prove your results with others action verb followed by noun with metrics or compelling results Developed an *** for a $x billion... This achievement resulting in moving that company from #5 to #2 globally... Improved employee productivity by 30%.. As *** led a team of 125 professionals... Why Should I Hire You? 2003-2004 Achievementor Group 20

Paragraph 4 Examples from Book Paragraph 4 Ask for a meeting and state when you ll be calling to follow-up I would welcome the opportunity to discuss with you how my skills and background could contribute to... I will call your assistant, ***, in a few days to set up a mutually convenient time... I realize you are busy and I don t want to be intrusive by phoning, however... contact me at... Why Should I Hire You? 2003-2004 Achievementor Group 21

For further examples consult... Getting Interviews by Kate Wendleton ISBN 1-56414-448-8 Electronic version available at Chicago Public Library Beginning on page 83 Why Should I Hire You? 2003-2004 Achievementor Group 22

Case Study Example Male, balding, health problems Over 55 years old More than 2 years without professional work in field Covering the bills by working at a movie cinema Felt unemployable Why Should I Hire You? 2003-2004 Achievementor Group 23

Successful Letter Opening Dear Mr. ***: I have closely followed the operating conditions of Florida s Citrus Industry, since I moved to the area in 1999. The domestic and foreign challenges facing the industry s growth and vitality interest me as a distribution/logistics professional, with an extensive background in labor intensive settings. I have more than fifteen years experience in fast paced, cost sensitive, service oriented environments facing intense competition to maintain operating efficiencies and market position. My proven track record of delivering results that impact the bottom line includes: Why Should I Hire You? 2003-2004 Achievementor Group 24

Successful Letter Middle Delivered all customer orders on time and met all plant production schedules at a food manufacturer during an eight month plant expansion in Atlanta. During the construction the storage space was reduced by over 50% and two of the highest volume months were during the 1996 Olympics. Directed the turnaround of a key regional facility that handled over $300M in imported merchandise at a low end retailer. Productivity improved 35% over the previous year and for the first time all Christmas seasonal goods reached the company s 1300 stores to maximize selling margin objectives. Why Should I Hire You? 2003-2004 Achievementor Group 25

Successful Letter Middle continued Saved $1M in annual expenses at a food processor by identifying a cost valuation error on raw material purchases. Helped to increase company sales by 47% during the first year of operation by pioneering the implementation of a JD Edwards software application. Reduced on hand stock levels while maintaining 99%+ fulfillment at a low end retailer by installing JIT concepts for the company s top selling items. Saved at least $250K annually at a retailer by championing the implementation of cycle counts. Why Should I Hire You? 2003-2004 Achievementor Group 26

Successful Letter Close I would very much appreciate the opportunity to meet with you for half an hour to introduce myself and explore situations at *** which could use someone with my background and experience. As a resident who is committed to staying in the area, I would be open to any position where I could contribute to your team. I will call your office within the next two weeks and look forward to meeting you or your representative. Sincerely, Why Should I Hire You? 2003-2004 Achievementor Group 27

Now It s Your Turn... Then We ll Reconvene

Pick a partner Develop your own first draft of one pager Get input from partner when stuck or proud of component Why Should I Hire You? 2003-2004 Achievementor Group 29

Discuss Results Group questions Share a few examples Identify what remains to be done to complete Commit to next step, due date, and accountability partner Why Should I Hire You? 2003-2004 Achievementor Group 30

When You Send... If not expected, send one pager/marketing letter on own without resume. If sending in response to posted opportunity when resume is required, then adapt and send as cover letter. Follow-up Why Should I Hire You? 2003-2004 Achievementor Group 31

BONUS: New Structure for Elevator Speech Why Should I Hire You? 2003-2004 Achievementor Group 32

Chris Barrow s Elevator Speech Structure You know how some... (the customer you are aiming at) Experience... (the problem) Which means that... (the outcome of the problem) Well I do / can do is... (your job/product/service) Which means that... (the solution) The benefit of which is... (the outcome of the solution) Would you like to know more? Why Should I Hire You? 2003-2004 Achievementor Group 33

Prosperous and Fulfilled Life Program

You know how some... (the customer you are aiming at) (the problem) successful people find themselves in a career crisis... Why Should I Hire You? 2003-2004 Achievementor Group 35

Which means... (the outcome of the problem)... they are working long hours, have no time to relax, are stressed and worried about the impact on their partner and family...... or they have this nagging sense that they're wasting their talents...... or they're out of work and don't know what to do... Why Should I Hire You? 2003-2004 Achievementor Group 36

Well, what I do... (your job/product/service) is to work with executives, entrepreneurs and professionals who want to start or grow a business, find a new job, get promoted or learn how to manage the job they have now more effectively... Why Should I Hire You? 2003-2004 Achievementor Group 37

Which means that... (the solution)... we train, consult and mentor them in 8 key success strategies which have been proven to create a prosperous and fulfilled life... Why Should I Hire You? 2003-2004 Achievementor Group 38

The benefit of which is... (the outcome of the solution)... more energy from working fewer hours,... peace of mind about money,... more balanced home lives,... a new passion for work and... personal satisfaction in knowing they've connected to their highest purpose. Would you like to know more? Why Should I Hire You? 2003-2004 Achievementor Group 39

8 Key Success Strategies of the Prosperous and Fulfilled Life Program 1. Rediscover Who You Really Are 2. Set New Outcomes for Your Professional Life 3. Decide How You ll Get There 4. Find the Money You ll Need 5. Eliminate Burnout 6. Attract Attention from the Right People Write/revise resume/cover letter or company profile Pursue via a customized marketing letter Adapt materials to internet realities 7. Convert Attraction into Genuine Interest 8. Remember to Have Fun Why Should I Hire You? 2003-2004 Achievementor Group 40

Would you like to know more? VISIT WEBSITE at www.achievementorgroup.com to... Register for FREE email newsletter Achieve*Mints message morsels for successful individuals Register for FREE one hour teleclass Register for Prosperous & Fulfilled Life one day program on March 19 th in downtown Chicago for $99 including lunch Why Should I Hire You? 2003-2004 Achievementor Group 41

Thanks for listening Call me at 312.421.5211 terry@achievementorgroup.com Why Should I Hire You? 2003-2004 Achievementor Group 42