1. The Thrill Of The Hunt
Anthony “Tony” Kripas, M.B.A.
Principal – Dir. Marketing Strategy
Associated Business Consultants
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2. The Thrill Of The Hunt
Puts YOU
in charge
of your own
Performance!
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3. Separate Yourself From The
Pack
YOU Are The Product
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4. CAREER
OBJECTIVES
Title:
Function:
Industry:
Geography:
Target Companies:
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5. How To Get A Job
Enlist the support of everyone you talk to
Bond with the Job Owner
Convince Him/her How Your Skills Can
Help Solve Their Problem
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6. Myths of Job Search
The Myth The Reality
You can tell people how Self Proclamation turns
good you are people off
Job skills get you a job Relationships get you a
job
You can impress
someone with your The client’s problems are
abilities all that count
The best candidate gets The best theatrical
the job performance gets the job
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7. To Get A Job You Must:
Differentiate Yourself
Your Mission Statement
Your Value Offerings
Your Competitive Advantage
Your 30 Second Commercial
Your Resume
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8. My Assets
What do you bring to the market as your basic strengths?
Potential asset areas may include:
Experience Attitude
Skills & Abilities Conceptual Insight
Education/Certifications Empathy for others
Industry knowledge Product start-ups
Product knowledge Business Acumen
Process Knowledge Persuasiveness
Personal Contacts Planning
Project Management Teamwork
Issue Resolution Problem Solving
Convincing others to act Account Development
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9. Mission Statement
The kind of job
The ideal industry
The ideal location
The ideal company
The ideal culture
The Support Network
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10. Mission Statement
My goal is a position in sales management
in the construction industry in the Chicago
metro area. I am seeking a position with a
large to medium sized retail products firm,
distributor or big box retailer with a team
based culture.
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11. Your Mission Statement
Write it Down!
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12. Your Value Offerings
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13. Value Offerings
X years of experience with key players in
the Chicago construction industry
Broad background designing plans for
sales teams and managing their
implementation
Successfully launched 3 new products into
new markets
Strong ability to persuade others and
convince them to implement my ideas
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14. My Competitive Advantage
Strong persuasive skills to get others to
follow my lead and then managing others
in implementing those ideas in new
markets
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15. Expand Your Job Target
Ideal Job: Human Resources Manager
Related Jobs:
HR Generalist
HR Consultant
Compensation Analyst
Trainer
Benefits Administration
Organizational Development Con.
Safety Administration
Wellness Program Developer
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18. The 30 Second Commercial
Begin with career summary statement
Describe major strength
Describe success results
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19. 30 Second Commercial
I have 10 years experience in sales
management in the Chicago building products
market. My strength is in designing plans for
sales teams and then managing those teams in
their implementation. I’ve successfully launched
3 new products into new markets and have
grown market share of existing products by up
to 12 percent. I am someone who can persuade
others and convince them to implement ideas
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20. 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.
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22. Goal of Letter/Resume
1. Describe your skills & abilities
2. Focus on needs of the customer
3. Get a phone call
4. Give a complete picture of you
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23. The Resume: Give them what
their looking for! The BAIT!
Is not about you
Is about the job you are looking for
Comes in 3 or 4 basic versions
Address what is relevant in your
background to the position applied for
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24. Tips on Interpreting Job Postings
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25. 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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26. Writing the Resume
Identify key requirements from the job ad
Identify key elements in the job description
Language of the Company
Coding key words
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27. Resume – Professional Experience
Company
Company name
Your position
Company description ( be brief!)
Industry
Sales
Employees
Your role
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28. Resume – Professional Experience
Accomplishments
Begin with action verb
Broad based summary statements
Quantifiable results
Overall project results
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30. Cover Letter
(not read by 92% of companies)
Send to a specific reader
Short, Sweet, and to the point
Submit ONLY if asked for
Address a specific job
Relate to job requirements
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31. Responding to Job Ads
Marginal jobs - generic resume
Desirable jobs – Letter & specific resume
Perfect Fit (don’t put this in … “I’m a perfect
fit because,”) – Letter. Tailor the resume to
the posting
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32. Cover
Letter
Resume
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33. Sample Merge
Letter
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34. Response to
Advertisement
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35. Desired Companies
Fortune 100, 500 and 1000
Crain's
Largest Companies
Fastest Growing Companies
Small Companies
Growing private companies
Craig's List
Best Companies to work for lists
Forbes Fastest Growing Small Companies
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36. The Internet ??!!
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37. The Internet
Major Job Boards
Career Builder
Tweet My Jobs
Monster
Hot Jobs
Professional Job Boards
SHRM
AMA
ASTD
OD Network
Company web sites
– With job openings
– Indicator of job possibilities
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38. The Internet
Post Resume on selected sites
Update Resume weekly
Target Company web sites
Identify “key” words in job area
Company applications for key jobs
Paste resume within e-mail
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39. Social Network
Linked In
Face Book
Twitter
Google will “rate” your activity!
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40. Phone Contacts
Identify decision maker
Contact decision maker
Company switch board
Admin / Secretary of target
Referred to by colleague
15 second prepared speech
Name targeted job
Give one major highlight from career
Request an audience
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41. 15 second prepared speech
I am calling about your sales position in
Chicago. In the last three Companies I
have worked for, I have exceeded sales
expectations in selling X by over 10%. I
am very interested in your position and
would like to talk to you about the position.
Is there a day next week I could stop by?
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42. Interviewing
Research the Company
Define your competitive advantage/major
strength
Identify minimum points you want to make
Identify main questions you want to ask
Prepare your closing statement
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43. Structure of the Interview
Build rapport
Explain the job
Gather background information
Probe for specific skills
Probe for soft skills
Focus expectations
Identify follow-up
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44. Behavioral Interviewing
Tell me about a time on a sales call when
you overcame the negative attitude of a
customer and got to a positive outcome?
What was the situation?
What was the task?
What actions did you take?
What was the result?
Why successful or not & what do differently?
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45. The Toughest Questions
Tell me about yourself.
Why are you the best candidate for this
job?
What will your former boss say are your
greatest strengths and weaknesses?
How do you go about influencing someone
to follow your ideas?
How do you deal with employees who have
a negative attitude?
What is your biggest weakness? 45

46. Questions You Should Ask
If the job is successful in the next 6 months
what will be different?
What are the key things that will
differentiate the final candidate?
What problem is the job designed to solve?
What is the biggest challenge this job faces
in being successful?
What happened to the current incumbent in
the job?
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47. Closing The Interview
Positive assertion about liking the opportunity
and the Company
State that you have done it all before
“dejavue”
Assert you feel you could really have a
positive impact/ solve the dominant problem
Ask: “What will the next step be?”
End with: “I really want this position”
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48. Follow Up Letter
Three points:
“I thoroughly enjoyed our time together
discussing the _______ position!”
“You certainly have an exciting
opportunity!”
“I look forward to hearing from you!”
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49. Until YOU Receive the Final
Written Offer …
Keep going full tilt
Network .. Network .. Network
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50. Organize Your Time
Plan a schedule
Develop a routine
Get out of the house
Set mini-activity goals
Track your results
Follow your schedule
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51. Key Take Aways
Embrace rejection to a point
You are an instant – make it an event!
Tailor materials to your audience
Actively pursue cold calls
Pursue/phone personal contacts
Be upbeat
Sell your abilities
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52. HOW do I (YOU) Get Noticed ?
 Meet new people.
 Go to different events.
 Meet people at firms who are hiring.
 Expand your comfort zone.
 Make sure people know who you are.
 Learn about new industries and corps.
 Learn about trends, directions, hot topics.
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53. It’s not who you know….
It’s who you’re known by!
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54. Good Hunting
Be
Relentless!
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55. Questions, Comments, Issues
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