Cards Cut

Standing out at a Job Faire can make a difference in your job hunt. Career Fairs are starting to pick up, and Dice is running some nice ones, called Targeted Job Fairs. At a SF Bay Area Career Faire in January, 10 companies as showing up, and a major job search company has 82 job fairs scheduled for this year across the States.

How do you get to the real interviews at a Job Fair? The rivalry can be substantial, but you can help yourself stick out from the crowd with early preparation. At AA-Careers, we have a straight-forward six-step process to get ready. Plan to go? Here’s how to prepare:

First, research the companies that are going and pick your objectives. Use the World Wide Web to research the companies that are there before you even decide to go. Go to their sites and see if they have their job openings posted. Pick a rational number to target, and get ready to spend an hour researching each one. It’s hard to do more than seven in a day, and five or six is a much more reasonable target. For each hiring company, you want to know: recent news, key product lines, and contacts you know. Try to see if you know anyone at the target companies. You should end up with a page or two of research for each company/job.

Second, if there are job postings on the web, read them to see what the hiring manager is looking for. Create a mapping of your accomplishments and skills to the prerequisites of the job. Make the terminology match. If the hiring organization calls customers "clients", your resume should do the same thing. The achievements should be written in the style of the hiring organization.

Third, create a ‘short sales pitch’ for each likely company/position combination. Write down a 90 second ‘thumbnail’ that you can repeat verbally showing why you are a fantastic prospect for that position. You’ll use this in your resume and when you meet people at the job kiosk.

Fourth, modify your resume for each job type. The objective on your resume should exactly match the job you’re aiming for. The executive summary should be a written form of your “mini sales pitch” for the job. Then choose the accomplishments and skills that most clearly match the job description. Especially at a Job Faire, the purpose of your resume is a sales tool for you – to get you on-site job interviews. It should be obvious to see that you’re a match based on your resume.

Fifth, dress and prepare as if you’re doing on-site interviews. Dress nicely and be fittingly groomed. Don’t over do-it (this isn’t a date!) and don’t underdress (no jeans or t-shirts, no matter how much you paid for them). Avoid strong cologne or perfume.

Finally, rehearse your ‘mini-sales-pitch’. Collect your research and the resume for each spot - bring a couple of copies for each – and put each in a distinctly marked folder. Keep them in a lightweight briefcase or folio.

Remember to smile, and good hunting!

Affiliate marketing is very much like e-bay. You advertise the merchandise on your website and for this, you will have a percentage from each transaction. There is less time needed, few operating costs, it sells 24/7, and even better, it’s relatively easy to master.

At the beginning, you must make up your mind which merchandise or area you would like to work in. A method of going about this is, identify solutions to problems a particular set of customers are experiencing, and then what solutions will help them. One of the better means to determine this easily is to look for unique narrow keywords; there are less searchers for these in general, but they will convert far more into sales. These important keywords can be found by using Micro Niche Finder or or a a similar program. Data gathered by this software or other applications or services results in associated keywords and phrases in a comprehensive list which you should focus on in order to get top placing on internet searches.

Additional information is available by Micro Niche Finder, for example how many searches each word or phrase gets, just how many different internet sites are utilizing those keywords, and how strong that competitor is. Finally, the info returned can identify suitable domains, help you put together your site, and even point out the best sales opportunities. Building a site is the next step; but you’ll obviously need to do more than that. It’s important to fine tune your site for the search engines. This is where Seo Elite information comes in. This application automatically examines competitor’s sites and helps you by telling you what you should do to achieve top spot in the search engine listings. With applications such as SEO Elite, info supplied by the computer software advises you on links, which words to concentrate on, and even details on where and how to submit articles. In short, the data produced are similar to the information you would receive if you confer with a skilled SEO specialist. When you have discovered which market segment you want to focus on, have your product advertisements, and your web site has been constructed, then all you need to do is positively increase your search engine rankings. You will collect steady payments and question why you didn’t try this form of marketing earlier!

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When I started title repping in 2002, I was coming off being a geeky computer software trainer, with very little experience on the outside in sales. In Southern CA, title sales is mostly about reputation, first impression, and long-term relationships. I had none of these things. So, my boss sat me down and said, “I broke my sales territory in 6 months, and this is what I did. You can, too, if you do as I say.”

1. Wear business shoes and shine them daily.

2. Keep hair cut and groomed.

3. Look fresh and crisp. Shower every morning before work and wash hair.

4. Be physically fit. Trim and energetic is attractive.

5. Wear a dress shirt only one time before washing and ironing.

6. Wear only white dress shirts.

7. Wear coats into offices.

8. Don’t talk politics, religion, or sex.

9. Don’t monologue. Ask leading questions and listen and remember.

10. Talk you, me, and us. It’s a one-on-one relationship business.

11. Always encourage, recognize, and compliment.

12. Don’t overstay your visit. Get in, get your response, and get out! Repetition has greater value.

13. Make 30 calls a day.

14. Know who directs the business; the manager, loan rep, or processor.

15. Always look for an opportunity to present.

16. Do your presentation in their conference room.

17. Give a well-prepared, rehearsed presentation on your company, your service, and yourself.

18. Ask for the order without hesitation, confidently yet politely.

19. Use the four steps to selling - A) rapport, B) interview, C) presentation, and D) close.

20. Don’t offer things they don’t want.

21. Ask them - A) who they use; B) how long have they used them; C) why do they use them; and D) what do they look for in a title company. Then, go into your presentation.

22. Use customer names frequently.

23. “Mr.” would apply to older gentlemen.

24. Maintain a route of A, B, and C accounts after about 75 offices have been found.

25. Go to A’s more than B’s. Go to B’s more than C’s.

26. Always leave marketing material.

27. At first, spend money to feed offices. Put your business card sticker on stuff. This is marketing.

28. Pizzas work well for taking lunch into offices.

29. By the third month, once you’re recognized in these offices, spend money on individuals.

30. Give people gifts occasionally as a token of appreciation. Blockbuster, Starbucks, movies, Barnes & Noble, etc.

31. Always write thank-you notes for business. NOT e-mails. NOT phone calls.

32. Keep an open and closed order book to reconcile business.

33. Maintain an updated list of things to do.

34. Take people to lunch to get to know them.

35. Carry a folder. When a customer has a request, write it down in front of them.

36. Don’t try to impress the customer with technology, only offer if they request.

37. Return phone calls in 10 minutes.

38. Answer phone as much as possible.

39. Always follow-up. Don’t expect something got done because you asked.

40. Keep notes about respective customers on the back of their business cards. Also, their description and discussion.

41. Do busy work at night. That is down time. See customers during daylight prime time.

42. Get time frames of expectations from customers on all requests. This will assist time management.

43. Always underpromise and overdeliver.

44. Never act like you know something if you don’t. This will cause a detriment to your credibility.

45. If you don’t know, say “I don’t know but I’ll find out and get right back to you.” Then do it.

46. If we screw up, never be defensive. Say “That shouldn’t happen - I’ll look into it,” and see that it doesn’t happen again.

47. A) If someone blasts your internal staff, listen to your customers, tak enotes in detail, and then, giving the benefit of the doubt to our fellow employee, ask them what happened. B) If it sounds like we have an internal problem, then bring it to me.

48. Your job is to be a “problem solver.”

49. Your desire to help will show well.

50. Believe in yourself.

51. Be yourself.

Chris Naaden is the sales representative of United Title Company in Long Beach, California. Chris has assisted customers since 2001 in both residential resale and refinance transactions. He may be reached for comments and service at cnaaden@unitedtitle.com.

In business, your number one priority is to make that sale.

Every operation of your business should be supporting you making
that sale.

Yes, to be sure, marketing, accounting, product support, service
support, customer service, shipping, and whatever process you
have in place, are all important.

But without that sale… You flat-out don’t have a business.

If you’re running a small business, a Home Grown Internet Biz,
for example, Making that sale is ABSOLUTE KING.

Though I will focus on your sole proprietorship, Home Grown
small business, the basics discussed here are true with bigger
operations. In fact, a Home Grown Internet Biz has a huge
advantage over all other business models when it comes to change
& growth.

The advantage? We Home Grown Internet Biz Owners are able to
respond quickly to good advice and new information.

We can immediately send emails to test our new information. All
it costs us is our time. With each testing we can fine tune and
improve on our conversion rate. Then test again.

We can then implement and test our findings to our websites and
into our advertising campaigns. That’s a powerful advantage.

How important are your sales to your Home Grown Internet Biz?
That’s your call, not mine. But, here’s one example of how
important sales are to my Home Grown Biz…

My monthly ISP cable access is $40.44. If I don’t want to run my
biz on the public library’s computer, I have no choice but pay
that each month.

Hence, making $40.44 each month is my first order of business.

How do I pay it? I make sales. Or better, I make one sale that
pays that entire amount. Then I concentrate on making the next
sale to pay for the next fixed overhead item, etc.

My Home Grown Internet Biz sells a number of products and
services. Many of them are supplied by affiliate programs.

I chose affiliate programs because most of the work, with the
exception of making the actual sale, is done by the affiliate
programs I sell. That free’s up my time to carry on with the
most important task of any business…

Making that sale.

You and I know that nearly every Tom, Dick and Mary Jane on the
internet are also selling affiliate programs. In fact, there’s
plenty of competition for any affiliate program you pick.

Personally, I don’t think you should view it as competition.
That type of thinking is self-limiting. There’s more than enough
business for each of us.

Instead of thinking of the other affiliates as competition,
think of them as part of your marketing team. Watch their
marketing tactics and strategies.

Then You Improve on their tactics. You Fine tune their
strategies. In other words, begin looking at your competition
for immediate sales help.

Go one step further. Transform your competition into your
mentors. Regard them as your teachers. And yes, let them become
your sales trainers.

Here’s how you do that. Don’t do business like they do. Be
different. Set yourself apart from the other affiliates.

How do you do that? Most simple operation in the world…

Be yourself. Don’t be afraid to let YOU out. YOU can’t be
copied. Use YOU as your marketing edge.

Word of Caution.

I’m not suggesting you steal from other affiliates. Nope, I’m
suggesting that you learn from their style. Then… Improve.
Test. Enhance, i.e. Add value. By using your unique self to your
advantage.

Make sure you give thanks for their help for your improved sales
stats. Always maintain a grateful attitude toward them and their
unknowing help.

By the way, this tactic of using YOU as your marketing edge is
an example of Branding. I have an affiliate program that is all
about Branding. If you’re interested let me know.

Meanwhile, back on the internet farm…

Dear Reader, This method will work for you. It Will help you
make more sales.

So git on out there. Ain’t no room for no wallflowers. Jump in
the mix and dance.

Be yourself. There’s no one like you. And YOU DO DESERVE IT ALL!

Go - Go - Go - Go Make that sale. Your Home Grown Biz depends on
it…

Peace, Helping YOU make More Sales!