PrintOne of the greatest tests of salesmanship is whether you can sell yourself and get that job you’re after.
To do that, obviously you have to stand out from the crowd. But all the razzle-dazzle stuff you’ve learned about selling doesn’t mean a thing if you don’t follow one universal rule: You must thank every single person who helps you with a well-written e-mail, a call, or (whew) a real note. You can make that stranger your new best acquaintance and a resource for life. That thank-you will imprint in someone’s consciousness that you’re a standout.
Some young people don’t realize that they’re surrounded by others who would like to help them and see them get ahead. This also applies to older people laid off or pushed out of a company; you’re never too old to apply old-fashioned good manners.
A recently retired executive told an important story:
She was a little miffed that she had to wait 15 minutes for Marcus, 26, who she had arranged to meet for coffee. A week earlier she had met his wife, a sales clerk at a department store. They had a nice talk and the woman said her husband was having trouble getting a job. He had his law degree, had taken the bar exam, and was about to start searching for a firm he could call home. The executive had been active and well-known in the field, although not a lawyer.
After meeting the wife, she offered to have coffee with the husband and brainstorm where he could start looking. Marcus waited a week, then e-mailed to ask for a meeting. After he arrived late (with no apology), they talked for more than an hour. He had plenty of charm; she could tell he was intelligent and he threw in enough trade jargon that it was obvious he was knowledgeable. She told him she would set up an appointment with her former boss, a lynchpin in this particular industry, a man who knew everyone in the field and the trends, top people, and certainly what is needed to succeed.
They met. Her boss was impressed, and he smoothed the way for Marcus to meet another crucial person in the field, someone in a position to hire a new and ambitious employee. He also invited Marcus to a meet-and-greet later in the week, an informal event where Marcus could pass out business cards and meet a wide variety of people.
In the opinion of this former executive, Marcus got points for being able to talk easily and even more points for being able to listen. But she was stunned at the things he apparently did not know to do. She received no thank-you e-mail for giving him access that few people ever got, to meet important people in his field. A second appointment was set up, but Marcus canceled because he decided to look for work in another town.
Maybe making friends in this town would have been a waste of time, but in a world that’s getting smaller all the time, you never know. Businesses have offices in other places; certainly people know others all over the country. And, another cardinal rule, being nice is never a waste of time. It’s what makes you stand out.
If kindness isn’t enough reason by itself, another reason is that it works. It makes people feel good and appreciated. It makes them glad they went to some extra effort to help you. It certainly makes them remember you.
Marcus may get a job in another town, but he would have a hard time if he changed his mind and decided to stay in this particular town. People remember if you’ve been outright rude or if you’ve been very gracious.
And for young people who work in food service while they wait to join the ranks of people who go to restaurants to eat rather than work, it wouldn’t be out of order, even when applying to work at a pizza joint, to send a thank-you e-mail to the business you have interviewed with. Whoever receives it will probably faint from surprise.
As you get into the market, and later as you climb the ladder of success, make a huge impression on people by thanking them for their help. Look them in the eye, shake their hands, and mean what you say. Keep on doing that as you move up (and be sure you thank “down” as much as you thank “up”; you never know who will be your next boss). You will build a network; and to anyone who sells (that would be all of us), resources are priceless.
Here are some tips for thanking others:
- Send a timely e-mail or snail-mail note. This is also a chance to enclose or attach something such as a recommendation someone has given you.
- Find out what online network the hiring person uses. If you’ve hit it off, ask if you can link to him or her.
- Pick up on something that is mentioned during the interview, a hobby, his or her child’s school, a favorite book, and send an e-mail that references it. For example, if the person mentioned music and you see an item that his or her favorite group will be in the area, send a link to the event and say, “I remember you liked this band and wanted to be sure you knew they were coming to town.”
While small gestures are appreciated and remembered, be careful not to cross the line. No flowers or gifts, no bottles of scotch. Making a casual mention of something you remember the person likes is great, but then drop it so nobody thinks you’re stalking the person. You want to be sure you’re seen as ethical, confident, and friendly, not like you’re trying to buy the job.