If you don’t ask, you don’t get.
In the 1992 film Glengarry Glen Ross, Alec Baldwin’s character Blake gives a shaping or shipping speech to a group of real estate sellers. He turns over a blackboard on which are written two sets of letters. A set of letters is “ABC”. Blake then shouts, “ABC. Has always ; B, to be; C, closing. Always close! Always close!
To shorten your job search, imagine looking for your next client. Finding your next customer is a sales process; therefore, you need ABC. When you’re in ABC mode, you go through an employer’s hiring process much faster than passive job seekers.
ABC is not just for when you are at the interview stage, intending to close the deal (get a job offer). In order for your network to let you know about job opportunities, outrun the gatekeepers, and most importantly to get that hiring interview, you need ABCs, which is why the last paragraph of your cover letter should be a call for the action.
Here are three examples:
With over 15 years of sales management experience, I know I can quickly become the next sales manager for ACME Inc. I would be happy to speak with you about my qualifications. Next Wednesday I will be contacting you to schedule a call to discuss my thoughts on how to increase ACME Inc.’s ROI by 25% by year end. I am looking forward to speaking with you.
I am inspired by Callister Inc’s success in supporting local businesses. I have several ideas for marketing strategies to increase the profitability of your customers and how I can increase your reach. I look forward to the opportunity to share my thoughts with you.
I look forward to discussing my skills and over 10 years of international hotel management experience. I have several suggestions that I would like to pass on to you on how the Grand Budapest Hotel can increase its occupancy rate, a challenge that all hotels face during the current pandemic. Please contact me at (555) 916-225-5887 or [email protected] anytime. I will contact you next Friday to follow up.
Your closing paragraph should:
l Be decisive. The decision projects confidence, which should not be confused with arrogance. Confidence is a massive excitement among employers. Before the hiring manager can feel (hiring comes down to a hunch) that you can do the job, they must feel that you can do the job.
l Write down what you can do for the employer, not what they can do for you.
l Submit a teaser. To use another cinematic analogy, consider the words of Marlon Brando in The Godfather, “I’m going to make him an offer he can’t refuse.” This lays the foundation for what will be discussed and therefore puts you in the driver’s seat.
l Mention that you will follow up. (Then do it !)
The last point is a job search game changer. Many career experts claim the aftercare is too aggressive. In my opinion, not following up makes you passive, which is a form of lazy. I repeat myself; employers don’t hire lazy people.
There have been a few instances where I have been inundated with resumes. Those who called me almost always had an interview. I remember three times I hired the person on the basis of a “follow-up” phone conversation.
A few weeks ago, a regional sales manager at a large pharmaceutical company told me when hiring a sales rep that he only gives interviews to those who follow. This makes sense since successful sales requires being comfortable making calls.
Result: a follow-up by phone will set you apart from your competitors.
Of course, if the job posting says “No phone calls please”, which is rare, you must follow these instructions.
Regarding the signature, use: Regards, Regards, Regards, Regards or Respectfully.
Throughout your research, focus on communicating how you are able to deliver results (value). Such concentration will have you ABC.
Nick Kossovan, a seasoned veteran of the corporate landscape in Canada, offers advice on finding employment. Send your questions to [email protected]