As in the sale of any product or service, when looking for a job, if you do the same as the competitors, the most you can hope for is to achieve the same as them: “we call you, the vacancy has already been filled, we need a different profile, etc. ” The secret to ensuring success lies in knowing how to offer what companies really want when they need it.
How many times have we had the experience of wanting a product but we did not buy it due to poor service or lack of information?
If working relationships take place in the business world, why not treat this process as a buying and selling process?
Focusing on the two options that are on the market: products and services, we must know that the work we offer is a service in which our time, skills, knowledge and effort are implicit. Therefore we must always keep in mind "the company requests a service and I can be the one to provide it".
To better understand this approach, I have prepared the following list of synonyms:
- Service: Need that gives rise to a search and purchase process by the company, usually called a vacancy or job opportunity. Client: The person who requests the service, better known as the company. Purchase process: A series of tests and comparisons that are made before acquiring the product, also known as recruitment and selection. Buyers: Those who participate in the process of acquiring the product (recruitment and selection), also known as recruiters and / or managers. Supplier: Person with the ability to offer the service that the company demands, better known in the labor market as a candidate. Sale: Process by which the supplier makes known the service it offers while waiting for the client to agree and proceed to purchase it; normally called a selection process.Process in which the client, seeing that the service meets (or exceeds) his expectations and is according to his level of costs, carries out the transaction to acquire it. Better known as contracting Cost: What the client is willing to pay in exchange for the service they require, better known as salary Characteristics of the service: Circumstances in which the service has been used as well as suggestions for use, it is also customary to call areas of expertise and areas of interest. Free sample: Sample given to the client to demonstrate the quality of the service; Also known as recognitions or samples of projects carried out. Information brochure: Better known as a curriculum vitae.make the transaction to acquire it. Better known as contracting Cost: What the client is willing to pay in exchange for the service they require, better known as salary Characteristics of the service: Circumstances in which the service has been used as well as suggestions for use, it is also customary to call areas of expertise and areas of interest. Free sample: Sample given to the client to demonstrate the quality of the service; Also known as recognitions or samples of projects carried out. Information brochure: Better known as curriculum vitae.make the transaction to acquire it. Better known as contracting Cost: What the client is willing to pay in exchange for the service they require, better known as salary Characteristics of the service: Circumstances in which the service has been used as well as suggestions for use, it is also customary to call areas of expertise and areas of interest. Free sample: Sample given to the client to demonstrate the quality of the service; Also known as recognitions or samples of projects carried out. Information brochure: Better known as a curriculum vitae.It is also customary to call areas of experience and areas of interest. Free sample: Sample that is given to the client to demonstrate the quality of the service; Also known as recognitions or samples of projects carried out. Information brochure: Better known as a curriculum vitae.It is also customary to call areas of experience and areas of interest. Free sample: Sample that is given to the client to demonstrate the quality of the service; Also known as recognitions or samples of projects carried out. Information brochure: Better known as a curriculum vitae.
Now that the job search process is actually a service sales process has been explained, I would like to share some suggestions for a “successful sale”:
First of all, the attitude, which should be that of a "solution provider" instead of the classic "job seeker" (we will agree that we all prefer to deal with a person who comes to offer than with one who comes to ask). For an effective job search I recommend keeping in mind why you want that job (avoid doing it solely because of the financial factor).
Having an efficient offer. The worst thing that can happen to you when looking for a job is trying to sell something you don't know well. Know yourself, identify what are the characteristics of your service, your areas of interest and what elements you have in favor to stand out in that medium; it is not unnecessary to also detect your areas of improvement and the way to compensate them, this will also allow you to identify what is your advantage over other competitors and say with all authority "My service has these advantages that others do not".
The key to success in a sale is to offer the customer the service they are looking for when they need it. For this, it is necessary that you know your client before selling your service, this involves finding out, in a discreet way and without falling into harassment, the turn, location and history of the company and in general any information that leads you to know what are the needs of your client, thus being able to offer you a service according to what he needs or choose to look for a client more favorable to his qualities and expectations.
Mimicry with the workplace Based on the information you obtained from the company, I suggest you make sure that since you make the initial contact (when you make the first call or when you hand in your resume), your appearance, conduct and language are the most similar possible to that of the people who provide their service in that place (without falling into imitations). This, in addition to generating empathy with her future colleagues, will give her an orientation on how much she should adapt to the type of life that the “client” requires (schedules, clothing, customs, working conditions, etc.). This is.
The more satisfied your customer, the more secure the sale. The best way to keep your customer satisfied is to exceed their expectations. Consider that when looking for a service the company always takes into account the cost-benefit: the more solutions it represents and the greater added value it provides, the safer the sale will be, even the company may be willing to pay more for the service.
The right price for the service. Although it is delicate to speak of salaries, what I can recommend is to keep in mind that what the client will be willing to pay for the service is directly linked to the replacement cost. In other words, the client will hardly pay a higher amount than what she would have to pay to bring another person with the same characteristics; That is why I suggest making a comparison between the situation of wages in the labor market and what you are willing to accept.
Have a practical resume. As I mentioned earlier, the resume should be like a good brochure (without losing formality) its sole purpose should be to arouse enough interest in the client to call her. The data they contain must be clear and concise (avoid the old multi-sheet formats), try to have a document that allows your client to know in twenty seconds who you are, where to contact you, your areas of interest, what elements you have in favor to highlight in that medium and why you are the best option.
Try to leave a free sample. When given the opportunity, without insisting, it is a good practice to leave your potential customer a sample of what you can do for the company should they decide to purchase your service, also bearing in mind that a poor free sample You can terminate any possibility of purchasing the service.
In conclusion: it is important to consider work as a relationship in which both the client and the provider seek to obtain beneficial results, since although the company seeks to take advantage of the service it hires, the service provider (you) must verify That this relationship also represents an opportunity for comprehensive development, that is, that in addition to the economic benefit implies your progress as a person and a professional.
Remember that a good seller does not happen overnight and that practice makes perfect, so identify which product you are going to offer and where are the customers who are willing to buy it!
I hope that reading this article represents a beneficial guide to get you the job you want.
