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Securing an Appointment July 24, 2009

Posted by robewanow in Job Search.
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I’ve been getting a lot of email questions regarding how I set up my one-on-one meetings.

  • What did I say?
  • Did I have a script?
  • Did I write a letter or make a phone call?
  • How did you approach someone you did not know?

All great questions and I personally answered all those who asked.  It would be great to have future questions left as a comment on the particular post, this way when I (or anyone else for that matter) responds everyone will benefit.  Blogs are a social media so lets see if we can get some interaction going.  I am sure many of you have advice you can share and thus help others.

Of course if you wish to email me I will continue to respond as quickly as possible.

So what did I do and how did I do it?  What’s the secret?

I did NOT have a script, similar to elevator speeches I do not like to sound rehearsed I want my personality to show and I want to address the needs of my audience.  I would think about what I wanted to say and maybe rehearse once but that is it.  People can tell when your “scripted.”  Be yourself.

After receiving a name or two or sometimes three I would begin the contact cycle with an email.  Approximately 3 days later I would send my first follow up note.   Two days later another follow up note.  I would wait about 3 days and then either try another follow up note or phone call.  The process would repeat itself every 2-3 days using a mix of phone and email at different times of the day.  Mornings, afternoons, lunch, late day until contact was made and a meeting secured.  I think I had maybe 2 or 3 people I was never able to reach.

Here is a sample of one version of my intro email.  I would vary it slightly as the situation dictated.

The subject line I used for the email was either

Referred by “name”

Rob Ewanow – Referral from “name”

Dennis:

Kris Jones  from ABC Marketing suggested I contact you.  I am currently involved in a search for a new career opportunity where I can utilize my diverse background in Marketing Communications and she thought you might be willing to provide some information that could be helpful to me.

As the Global Marketing Communications Manager with Garlock Sealing Technologies (a $250M business of EnPro Industries) in Palmyra, New York I was responsible for all marketing communications activities covering advertising, public relations, sales support, lead generation, digital marketing and event planning activities.

In the quest to constantly expand my network in support of landing my next career opportunity I am reaching out to others requesting a brief meeting in order to gain insight with regards to my target list of companies, my search strategies or any other suggestions you may have.  Of course I am also interested in finding out how I can help you.

Please be assured I do not expect anyone I speak with to know of any available positions within their company or any other.

Understanding your schedule is hectic I will keep our meeting brief. I will follow up with you on Wednesday April 8 in order to arrange a time for us to meet or you may contact me anytime beforehand to suggest a time and place.

Regards.

Rob Ewanow
Diverse B2B Marketing Professional
Providing Direction For Your Marketing
905-8767 – Cell
555-1212 – Home

That’s it!  Now you know my secret I hope it works well for you.

Until next week….

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Comments»

1. Gary Volk - July 24, 2009

Rob,

This is a great stategy. What path do you follow when you are forced to “cold call” a contact because you do not have a referral? Would you proceed in the same manner as you have described? Any suggestions in this area? Also, when you have a face-to-face, would you recommend not presenting a marketing plan, resume, etc. unless requested?

Thanks
Gary

robewanow - July 24, 2009

Gary:

I never had to “cold call” anyone I would work to get a contact name so I could get the warm referral. Warm referrals are many times more likely to result in a meeting. Just put yourself in the shoes of a salesperson. Avoid cold calls for as long as you can they are not effective and can end up being a waste of time.

I always handed out my marketing plan at some point during the meeting depending on how the conversation was progressing. This document helps keep people focused and provides a great talking point and leave behind.

I never even brought a resume with me to my informational meetings – not the place for it.

2. C J - July 31, 2009

Rob,

I received the reference to look at your blog on Thursday from Marie Maloney (Thanks Marie). I cut and paste your email script and then customized it with my elevator speech and name changes. I sent out 4 emails to warm contacts and received 2 replies the next day (today).

One of the replies said their personal secretary would contact me to set up the meeting. One more thing: the contacts were VERY HIGH LEVEL.

I will keep you posted with the follow ups as I follow your process.
Thanks.

CJ

robewanow - July 31, 2009

CJ:

Glad to hear you have met with success. Best of luck with the meetings.

Rob

3. 3 Letters You Must Have « Robewanow’s Weblog - April 21, 2011

[…] for meeting  I covered this in a post in June, 2009 entitled Securing an Appointment. Keep the email brief and to the point and do not forget to let the recipient know when you plan to […]

4. Tyree - September 13, 2013

When someone writes an paragraph he/she retains the plan of a
user in his/her brain that how a user can know it.
Thus that’s why this article is amazing. Thanks!

5. 3 Letters You Must Have | Robewanow's Weblog - August 14, 2014

[…] for meeting  I covered this in a post in June, 2009 entitled Securing an Appointment. Keep the email brief and to the point and do not forget to let the recipient know when you plan to […]


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