Liz Ryan: The Direct Approach: Talking to Your Prospective Boss at an Industry Event

Don't Shy Away from the Direct Approach, If You Find Yourself in the Presence of the Manager You'd like to Work For

Dear Liz,

I've got a particular employer in mind for my next job, and I've been networking like crazy to get closer to the decision-makers in that organization and with luck start a dialog with them about hiring me. (I'm a marketing person with a huge sales-training focus.)

HERE is my question... How do I introduce myself given the fact that I've targeted their company (it's VERY high up on my list of places I'd LOVE to work), I've sent the CEO and the VP of Marketing pain letters and I'm now at an event where they (the CEO and VP of Marketing) are the guests of honor. I suppose I'm trying to straddle the line between being confident/determined/ambitious and stalker-ish. I appreciate any advice you have for me!

Thanks,
Patrice

Dear Patrice,

When you introduce yourself to these folks, mention something that's newsy and exciting in their business -- a new product launch coming up or one that just happened, for instance. Here's an example.

YOU: Hi, Neil -- it's nice to meet you. I'm Patrice.
HIM: Hi Patrice! Thanks for stopping by.
YOU: I was excited to see that you guys just launched your edible nail-polish line -- how fun! Have you had much response from customers yet?
HIM: Oh, that's going to be a huge product. We're so excited about it. Have you tried some? I might have a sample here someplace.
YOU: They don't have it at my salon yet, but I'm taking my brother's fiancee for a manicure this weekend and we're going to try it.
HIM: Fantastic!
YOU: So, what's next? Are you going to do edible hair gel, and other edible products, or what?
HIM: Not hair gel, but we're thinking about edible glitter makeup.
YOU: So, you've gone from $2M in sales to $22M in a year -- you must be drinking from a firehose all day every day.
HIM: Pretty much.
YOU: Your sales team and your client service folks -- how do they get the specs and the FAQs on all the new products you're launching? I'd have to imagine that keeping the sales team up to speed on new products and features is a constant struggle.
HIM: It is, actually.
YOU: I asked because I do that sort of work -- I'm a Marketer with a huge sales-training bent. At Acme Explosives I've been setting up an online help system for our salespeople, to keep them on top of everything that's happening with any of our products.
HIM: Cool!
YOU: Maybe you're good -- you definitely have a lot of smart people in your group. I'm looking to make a job change, but you may have all the help you need.
HIM: That's never the case. Here, let me introduce you to Sam Spade, our VP of Marketing. Sam, this is Patrice. She likes to train salespeople on new products and things.
SAM: Hi, Patrice.
YOU: Hi, Sam! Congratulations on Edible Nails!
SAM: That stuff is addictive. I don't paint my nails but I guzzle it down.
YOU: Oh man, that's gross.
SAM: Right! It is. So you train salespeople?
YOU: Yeah, I'm a Marketing person but I do a ton of training, because I can crank brochures all day but if the salespeople don't know everything there is to know about the products and when to say what to whom....
SAM: I hear you. Do you know anything about customer service?
YOU: Ha ha! That's a great question. Yeah, I've run customer service groups for Acme Explosive and wrote the customer-service manual for Wimpy Burgers. Is that a big focus area for you now?
SAM: Huge.
YOU: Here we are at this conference - you're slammed. Let's talk next week. Do you have your book?
SAM: How's Tuesday at 10:00 a.m.?
YOU: Great -- in your office?
SAM: There's a Starbuck's on the corner.
YOU: See you there. Ten a.m. Tuesday -- I'll email you also.
SAM: Magnificent!

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Follow Liz Ryan on Twitter: www.twitter.com/asklizryan

Source: http://www.huffingtonpost.com/liz-ryan/networking-tips_b_1147441.html

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