Sales Strategies for Managing Your Career - Career Pivot

Sales Strategies for Managing Your Career - Career Pivot Did you just say Sales Strategies to manage my career? Yes, you need sales strategies where your career is concerned. I am going to make the assumption that you are not a sales person. So, I am going to start with some basics. There are basicallytwo types of sales persons. Hunter Farmer Hunter The hunter is the one who goes out and does the research of who will buy your product (in this case it is you.) Once the target is identified, the hunter will find prospective leads, make the pitch, negotiate pricing, terms, and conditions and finally close the deal. They then move on to the next deal. Hunters are a rare breed. Good ones make a lot of money! Their sales strategies involve locating the prey, taking aim and capturing the deal. Here is the kicker. This is how we have traditionally looked for jobs. For More:Target the Company and Quit Chasing the Job Hunter Career Sales Strategies We scour the job boards and ask around about who is hiring. Next step is to identify an open position and submit our application or resume. Listen to the most recent episode We go into sales mode when we get the phone interview and then move through the interview process. We get the offer, and negotiate salary and benefits, and close the deal by signing the offer letter. Do you enjoy this?My guess is NO! The problem is this is weuse this strategy when we have been let go or when we are unhappy in our current position. In both of these circumstances, we want to close the deal as fast as we can. Very often the deal we will close will be suboptimal because we either need to get a job or want out of our current position. For More:The Negotiator Job Search â€" An Introduction Farmer Farmers are often referred to as account managers. They have an existing customer that they get to know well and cultivate the relationship with the customer. They are there to help the customer solve their problemsand sell over and over again. There is a lot of repeat business. The idea is the customer knows who to turn to when they have an issue … You! The farmer’s sales’ strategies revolve around relationships and trust. Farmers tend not to make as much money, but it is far less stressful. Most baby boomers were taught that once you were hired you were loyal to your employer until you retired. Boy those days are gone! For More: Introverted Sales Guy Job Search â€" Case Study Farmer Career Sales Strategies Look at the image at the beginning of the post. We will start out like a hunter. We will want to identify the potential audience. Who can hire you? Think of yourself like a consultant. You solve problems for your employer. You clearly identify those problems that you know how to solve. Your next step is to find the employers that have those problems. These are the companies that are capable of hiring you. That is when we put on our farmer’s hat. We will want to carefully cultivate key relationships with management from those employers. This might be through networking meetings, asking for introductions or through social media like LinkedIn, Facebook, or Twitter. We will want to understand their problems and issues. We will want them to know that we are capable of solving those problems and issues. When they are ready to buy (make a hiring decision), they will come to you. Why will they come to you? They know and trust you! For More:Why Are You Not Being Found? Try Thinking Like a Recruiter Timing The big difference between these two sales strategies is timing. As a hunter, you can move as slow or fast as you want. Well … when you are employed and acting like a hunter timing is not an issue. If you are unemployed you will want to go as fast as you can go. Time is money. The other issue is that this is hard work! As a farmer, you are building the relationships and playing a waiting game. You have little to no control over the timing, but it is a lot less work. You are always cultivating your network and building relationships. Your career is no longer a certainty. If you think you are safe in your current position, I suggest you read my post on how automation and robots will disrupt your career. Which of these sales strategies are you currently using? Which of these sales strategies will you use in the future? Marc Miller Like what you just read? Share it with your friends using the buttons above. Like What You Read? Get Career Pivot Insights! Check out the Repurpose Your Career Podcast Do You Need Help With ...