The Thrill Of The HuntThe Thrill Of The Hunt

Anthony “Tony” Kripas, M.B.A.Anthony “Tony” Kripas, M.B.A.

Principal – Dir. Marketing StrategyPrincipal – Dir. Marketing Strategy

Associated Business ConsultantsAssociated Business Consultants11

The Thrill Of The HuntThe Thrill Of The Hunt

Puts YOUPuts YOU

in chargein charge

of yof your ownour own

Performance!Performance!

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Separate Yourself From The Separate Yourself From The PackPack

YOUYOU Are The Product Are The Product

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CAREER OBJECTIVES

Title:

Function:

Industry:

Geography:

Target Companies:

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How To Get A JobHow To Get A Job

Enlist the support of everyone you talk toEnlist the support of everyone you talk to

Bond with the Job OwnerBond with the Job Owner

Convince Him/her How Your Skills Can Convince Him/her How Your Skills Can Help Solve Their ProblemHelp Solve Their Problem

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Myths of Job SearchMyths of Job Search

The MythThe MythYou can tell people how good you are

Job skills get you a job

You can impress someone with your abilities

The best candidate gets the job

The RealityThe RealitySelf Proclamation turns Self Proclamation turns people offpeople off

Relationships get you a Relationships get you a jobjob

The client’s problems are The client’s problems are allall that count that count

The best theatrical The best theatrical performance gets the jobperformance gets the job

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To Get A Job You Must:To Get A Job You Must:Differentiate YourselfDifferentiate Yourself

Your Mission StatementYour Mission Statement

Your Value Offerings Your Value Offerings

Your Competitive AdvantageYour Competitive Advantage

Your 30 Second CommercialYour 30 Second Commercial

Your ResumeYour Resume

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My AssetsMy AssetsWhat do you bring to the market as your basic strengths? What do you bring to the market as your basic strengths?

Potential asset areas may include:Potential asset areas may include:

ExperienceExperience

Skills & AbilitiesSkills & Abilities

Education/CertificationsEducation/Certifications

Industry knowledgeIndustry knowledge

Product knowledgeProduct knowledge

Process KnowledgeProcess Knowledge

Personal ContactsPersonal Contacts

Project ManagementProject Management

Issue ResolutionIssue Resolution

Convincing others to actConvincing others to act

AttitudeAttitude

Conceptual InsightConceptual Insight

Empathy for othersEmpathy for others

Product start-upsProduct start-ups

Business AcumenBusiness Acumen

PersuasivenessPersuasiveness

PlanningPlanning

TeamworkTeamwork

Problem SolvingProblem Solving

Account DevelopmentAccount Development

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Mission StatementMission Statement

The kind of jobThe kind of job

The ideal industryThe ideal industry

The ideal locationThe ideal location

The ideal companyThe ideal company

The ideal cultureThe ideal culture

The Support NetworkThe Support Network

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Mission StatementMission Statement

My goal is a position in sales management My goal is a position in sales management in the construction industry in the Chicago in the construction industry in the Chicago metro area. I am seeking a position with a metro area. I am seeking a position with a large to medium sized retail products firm, large to medium sized retail products firm, distributor or big box retailer with a team distributor or big box retailer with a team based culture. based culture.

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Your Mission StatementYour Mission Statement

Write it Down!Write it Down!

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Your Value OfferingsYour Value Offerings

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Value OfferingsValue Offerings

X years of experience with key players in X years of experience with key players in the Chicago construction industrythe Chicago construction industryBroad background designing plans for Broad background designing plans for sales teams and managing their sales teams and managing their implementationimplementationSuccessfully launched 3 new products into Successfully launched 3 new products into new marketsnew marketsStrong ability to persuade others and Strong ability to persuade others and convince them to implement my ideasconvince them to implement my ideas

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My Competitive AdvantageMy Competitive Advantage

Strong persuasive skills to get others to Strong persuasive skills to get others to follow my lead and then managing others follow my lead and then managing others in implementing those ideas in new in implementing those ideas in new marketsmarkets

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Expand Your Job TargetExpand Your Job Target

Ideal JobIdeal Job: Human Resources Manager: Human Resources ManagerRelated JobsRelated Jobs::

HR GeneralistHR GeneralistHR ConsultantHR ConsultantCompensation AnalystCompensation AnalystTrainerTrainerBenefits AdministrationBenefits AdministrationOrganizational Development Con.Organizational Development Con.Safety AdministrationSafety AdministrationWellness Program DeveloperWellness Program Developer

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The 30 Second CommercialThe 30 Second Commercial

Begin with career summary statement Begin with career summary statement

Describe major strengthDescribe major strength

Describe success resultsDescribe success results

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30 Second Commercial30 Second Commercial

I have 10 years experience in sales I have 10 years experience in sales management in the Chicago building products management in the Chicago building products market. My strength is in designing plans for market. My strength is in designing plans for sales teams and then managing those teams in sales teams and then managing those teams in their implementation. I’ve successfully launched their implementation. I’ve successfully launched 3 new products into new markets and have 3 new products into new markets and have grown market share of existing products by up grown market share of existing products by up

to 12 percent. I am someone who can persuade to 12 percent. I am someone who can persuade others and convince them to implement ideasothers and convince them to implement ideas

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I help drive brand recognition in highly competitive markets. As a Marketing Professional, I develop support solutions that includes defining target segments, refining communication strategies, and recommend marketing activities that promote product and service offerings. Areas I can have an immediate impact on include; Customer Needs Assessment, Strategic Market Planning, Multi-Media Advertising, and Key Account Management.

2020

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Goal of Letter/ResumeGoal of Letter/Resume

1. Describe your skills & abilities1. Describe your skills & abilities

2. Focus on needs of the customer2. Focus on needs of the customer

3. Get a phone call3. Get a phone call

4. Give a complete picture of you4. Give a complete picture of you

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The Resume: Give them what The Resume: Give them what their looking for! The BAIT!their looking for! The BAIT!

Is not about youIs not about you

Is Is about the job you are looking forabout the job you are looking for

Comes in 3 or 4 basic versionsComes in 3 or 4 basic versions

Address what is relevant in your Address what is relevant in your background to the position applied forbackground to the position applied for

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Tips on Interpreting Job Postings

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Tips on Interpreting Job Postings

Job postings are available in many formats and if you are not careful, you may eliminate yourself as a possible applicant by not interpreting the job posting for what it really conveys. Here are four tips on finding the deeper meaning of job advertisements. Learning how to interpret these four components of job postings is the first step to successfully applying for them:

•1. Experience Required •2. Salary Required •3. Organizational Skills Required •4. Proficiency Required

1. EXPERIENCE REQUIRED The single most common requirement stated in job advertisements is experience. Some positions require no experience at all, while others might require 1-2 years of experience, while the most senior positions might require 10 or more years of experience! These numbers can be very intimidating, but the right approach can make a difference. When thinking about the experience required by a job, consider these options:

•  Work experience is NOT just typical jobs. Internships, volunteer work, and clubs are all valid forms of experience. Any learning opportunity is considered work experience. •  Tailor your resume to fit the job description. If an advertisement says that a position     requires 3 years of experience in sales, make sure your resume highlights the     fact that you have 3 years of experience in sales.•  Not meeting experience requirements does not take you out of the running. More than     anything, companies want good employees.

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Writing the ResumeWriting the Resume

Identify key requirements from the job adIdentify key requirements from the job ad

Identify key elements in the job descriptionIdentify key elements in the job description

Language of the CompanyLanguage of the Company

Coding key wordsCoding key words

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Resume – Professional ExperienceResume – Professional ExperienceCompanyCompany

Company nameCompany name

Your positionYour position

Company description ( be brief!)Company description ( be brief!)IndustryIndustry

SalesSales

EmployeesEmployees

Your roleYour role

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Resume – Professional ExperienceResume – Professional ExperienceAccomplishmentsAccomplishments

Begin with action verbBegin with action verb

Broad based summary statementsBroad based summary statements

Quantifiable resultsQuantifiable results

Overall project resultsOverall project results

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Cover Letter Cover Letter (not read by 92% of companies)(not read by 92% of companies)

Send to a specific readerSend to a specific reader

Short, Sweet, and to the pointShort, Sweet, and to the point

Submit Submit ONLYONLY if asked for if asked for

Address a specific jobAddress a specific job

Relate to job requirementsRelate to job requirements

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Responding to Job AdsResponding to Job Ads

Marginal jobs - generic resumeMarginal jobs - generic resume

Desirable jobs – Letter & specific resumeDesirable jobs – Letter & specific resume

Perfect Fit (don’t put this in … “I’m a perfect Perfect Fit (don’t put this in … “I’m a perfect fit because,”) – Letter. Tailor the resume to fit because,”) – Letter. Tailor the resume to the postingthe posting

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Cover Cover Letter Letter

ResumeResume

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Sample Merge Sample Merge Letter Letter

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Response to Response to Advertisement Advertisement

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Desired CompaniesDesired Companies

Fortune 100, 500 and 1000Fortune 100, 500 and 1000Crain'sCrain's

Largest CompaniesLargest CompaniesFastest Growing CompaniesFastest Growing CompaniesSmall CompaniesSmall CompaniesGrowing private companiesGrowing private companies

Craig's ListCraig's ListBest Companies to work for listsBest Companies to work for listsForbes Fastest Growing Small CompaniesForbes Fastest Growing Small Companies

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The Internet ??!!The Internet ??!!

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The InternetThe InternetMajor Job BoardsMajor Job Boards

Career BuilderCareer Builder

Tweet My JobsTweet My Jobs

MonsterMonster

Hot JobsHot Jobs

Professional Job BoardsProfessional Job BoardsSHRMSHRM

AMAAMA

ASTDASTD

OD NetworkOD Network

Company web sitesCompany web sites– With job openingsWith job openings

– Indicator of job possibilitiesIndicator of job possibilities3737

The InternetThe Internet

Post Resume on selected sitesPost Resume on selected sitesUpdate Resume weeklyUpdate Resume weeklyTarget Company web sitesTarget Company web sitesIdentify “key” words in job areaIdentify “key” words in job areaCompany applications for Company applications for keykey jobs jobsPaste resume within e-mailPaste resume within e-mail

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Social NetworkSocial Network

Linked In Linked In

Face BookFace Book

TwitterTwitter

Google will “rate” your activity!Google will “rate” your activity!

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Phone ContactsPhone Contacts

Identify decision makerIdentify decision maker

Contact decision makerContact decision makerCompany switch boardCompany switch board

Admin / Secretary of targetAdmin / Secretary of target

Referred to by colleagueReferred to by colleague

15 second prepared speech15 second prepared speechName targeted jobName targeted job

Give one major highlight from careerGive one major highlight from career

Request an audienceRequest an audience

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15 second prepared speech15 second prepared speech

I am calling about your sales position in I am calling about your sales position in Chicago. In the last three Companies I Chicago. In the last three Companies I have worked for, I have exceeded sales have worked for, I have exceeded sales expectations in selling X by over 10%. I expectations in selling X by over 10%. I am very interested in your position and am very interested in your position and would like to talk to you about the position. would like to talk to you about the position. Is there a day next week I could stop by?Is there a day next week I could stop by?

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InterviewingInterviewing

Research the CompanyResearch the Company

Define your competitive advantage/major Define your competitive advantage/major strengthstrength

Identify minimum points you want to makeIdentify minimum points you want to make

Identify main questions you want to askIdentify main questions you want to ask

Prepare your closing statementPrepare your closing statement

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Structure of the InterviewStructure of the Interview

Build rapportBuild rapport

Explain the jobExplain the job

Gather background informationGather background information

Probe for specific skillsProbe for specific skills

Probe for soft skillsProbe for soft skills

Focus expectationsFocus expectations

Identify follow-upIdentify follow-up

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Behavioral InterviewingBehavioral Interviewing

Tell me about a time on a sales call when Tell me about a time on a sales call when you overcame the negative attitude of a you overcame the negative attitude of a customer and got to a positive outcome?customer and got to a positive outcome?

What was the situation?What was the situation?

What was the task?What was the task?

What actions did you take?What actions did you take?

What was the result?What was the result?

Why successful or not & what do differently?Why successful or not & what do differently?

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The Toughest QuestionsThe Toughest Questions

Tell me about yourself.Tell me about yourself.Why are you the best candidate for this job?Why are you the best candidate for this job?What will your former boss say are your What will your former boss say are your greatest strengths and weaknesses?greatest strengths and weaknesses?How do you go about influencing someone How do you go about influencing someone to follow your ideas?to follow your ideas?How do you deal with employees who have How do you deal with employees who have a negative attitude?a negative attitude?What is your biggest weakness?What is your biggest weakness?

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Questions You Should AskQuestions You Should Ask

If the job is successful in the next 6 months If the job is successful in the next 6 months what will be different?what will be different?What are the key things that will What are the key things that will differentiate the final candidate?differentiate the final candidate?What problem is the job designed to solve?What problem is the job designed to solve?What is the biggest challenge this job faces What is the biggest challenge this job faces in being successful?in being successful?What happened to the current incumbent in What happened to the current incumbent in the job?the job?

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Closing The InterviewClosing The Interview

Positive assertion about liking the opportunity Positive assertion about liking the opportunity and the Companyand the Company

State that you have done it all before State that you have done it all before “dejavue”“dejavue”

Assert you feel you could really have a Assert you feel you could really have a positive impact/ solve the dominant problempositive impact/ solve the dominant problem

Ask: “What will the next step be?”Ask: “What will the next step be?”

End with: “I really want this position”End with: “I really want this position”

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Follow Up LetterFollow Up Letter

Three points:Three points:

“ “I thoroughly enjoyed our time together I thoroughly enjoyed our time together

discussing the _______ position!”discussing the _______ position!”

“ “You certainly have an exciting You certainly have an exciting

opportunity!”opportunity!”

“ “I look forward to hearing from you!”I look forward to hearing from you!”

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Until Until YOUYOU Receive the Final Receive the Final Written Offer …Written Offer …

Keep going full tiltKeep going full tilt

Network .. Network .. NetworkNetwork .. Network .. Network

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Organize Your TimeOrganize Your Time

Plan a schedulePlan a schedule

Develop a routineDevelop a routine

Get out of the houseGet out of the house

Set mini-activity goalsSet mini-activity goals

Track your resultsTrack your results

Follow your scheduleFollow your schedule

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Key Take AwaysKey Take Aways

Embrace rejection to a pointEmbrace rejection to a point

You are an instant – make it an event!You are an instant – make it an event!

Tailor materials to your audienceTailor materials to your audience

Actively pursue cold callsActively pursue cold calls

Pursue/phone personal contactsPursue/phone personal contacts

Be upbeatBe upbeat

Sell your abilitiesSell your abilities

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HOW do I (YOU) Get Noticed ?HOW do I (YOU) Get Noticed ?

Meet new people.Meet new people. Go to different events.Go to different events. Meet people at firms who are hiring.Meet people at firms who are hiring. Expand your comfort zone.Expand your comfort zone. Make sure people know who you are.Make sure people know who you are. Learn about new industries and corps.Learn about new industries and corps. Learn about trends, directions, hot topics.Learn about trends, directions, hot topics.

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It’s not who you know….It’s not who you know….

It’s who you’re known by!It’s who you’re known by!

Good HuntingGood Hunting

Be Be Relentless!Relentless!

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Questions, Comments, IssuesQuestions, Comments, Issues

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