Page 237 - ConvinceThemFlip

find the right approach
Don’t just do your
homework. Put what
you learn to work.
commercial before you walk
into an interview.
Do your homework.
Learn all you can about the
company (and the inter-
viewer, too, if possible).
Get a copy of any sales literature and the firm’s annual
report. Type the company’s name into a search engine
and see how far you can go. Research it in online business
archives and information services (even if it costs you a
buck or two, it’s worth it). Call anyone you know who does
business with the company or, even better, works there. If
all else fails, talk to the receptionist when you arrive.
The old adage “Information is strength” drives me nuts
because it’s not true. Information is potential strength;
it’s not worth much until you use it. Use your informa-
tion to craft a ten-second commercial that ties you to the
company—that shows how your experience, skills, and
strengths make you the person they want for this job, and
then give it the pub approach. But don’t think that you
can fake it. This has got to be real and you need to deliver
it with emotion.
Follow Up
Always, always, always follow up your interview—it can
be the deal clincher. Do it within twenty-four hours and
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