Job Development Paul E. Clayton P.E.Clayton and associates Key west FL 33040 1-800-383-4913 Www.Motivation1.Com Paulclayton@earthlink.Net
People buy benefits not products Concepts of Selling
What Does the Employer Want? Dependability Likeability Workability
Principles of Marketing Your Program Do a good job and let people know you did a good job. A program is only as good as people perceive it as good.
Marketing Your Program • Make Sure Staff is in Agreement to the Goals and philosophy. • Community is aware of your goals and philosophy. • Clients are aware of your goals and philosophy.
Things to do: Marketing • A PSA about your program. (For the Public) • A PSA about hope. (For the Client) • Newspaper articles Human Interest
Things to do: Marketing • Letters Sent to Clients. • Follow up phone call. • Name of your program. • Sell Benefits not Products.
Test Your Materials • Always Test your letters and brochures • Never Let a Committee or Family Decide
Test • Test Headlines in your office with clients. • Send out different letters. • Record the Return
Name that Program • Look for Words that Sell • Don’t call it what it is. • Make it Mysterious • Get them curious.
Get Them Interested • Use Blank Envelope with Only Office Address. • What gets you the most in your mail.
ENVIRONMENT • FRIENDLY RECEPTIONIST? • DO I LOOK PROFESSIONAL? • DOES MY WORKSPACE LOOK LIKE I AM EFFICIENT? • DID I CONFIRM MY APPOINTMENT?
Jobs 3 Fallacies
People Know What They Want To Be. The majority of People have no idea of what they want to be. Most people do not do research or take tests.
People Need Training • People are in Jobs that they have no background in at all.
PEOPLE GET HIRED BECAUSE THEY ARE COMPETENT People get Hired because the interviewer likes them.
Finding a Job The Fast Way
What Do I want to do?? Career Job
Where to Go For a JOB Newspaper Phone Friends Volunteer Groups Internet
News Paper The News Paper only contains about 15 to 20 % of all jobs in Your Area
Blind Ad’s Only 1 out of 100 persons receive a reply from a blind ad asking for a resume.
The Best Way To Find A Job is through... Phone Friends Churches Volunteer Groups
The Psychology of finding a Job
Using The Phone Why Do People keep calling you at home? 2.3 people out of 25 will respond in a positive manner to your request.
Look Forward to Rejections I need 23 rejections in order to get 2 possibilities. Every time I get a rejection I am getting closer to finding a JOB
Interview / Lead 2 9 Getting Closer 12 15 20 Start Here 25
Things to Do Look in the Yellow Pages under topics where you might want to work e.g... Computers, Accounting, etc... Begin Calling the First 25 names. WARNING: AVOID JUDGING who to call and who will not hire. Get a note book for recording information.
The Approach Be Pleasant and Up-Beat. Ask for the Person who is doing the hiring. Introduce self. “My name is… “I am looking for work. Do you have any jobs available?
The Approach If YES, Find out what is available and what you need to do to fill out an application. If NO, Ask if that person knows anyone hiring in the area. Thank them for their time and record results.
Remember When finding an Interview Quality and Quantity are equally important. Make at least 25 calls a day.
Remember The Purpose of the RESUME is to get an INTERVIEW Some people get Jobs without a Resume
The Resume Should be One page. Clean Looking and Inviting. Simple Avoid hobbies Avoid Age etc.
NameAddressPhone Objective: Work Experience: Education:
Send In Different Resumes Up Date the Resume once every two weeks. Cover Letter and Resume with a follow up phone call.
The Interview Things to Remember
Remember An Interview is not a Job An Interview is not a Job An Interview is not a Job An Interview is not a Job An Interview is not a Job
REMEMBER IT TAKES ONLY ONE INTERVIEW TO GET A JOB. BUT IT MAY TAKE 34 ONE INTERVIEWS
Job 2 3 You need Rejections to get a Job Start Here 34
REMEMBER GO FOR THE HEART THE EMPLOYER IS LOOKING FOR DEPENDABILITY, LIKEABILITY AND WORKABILITY.
REMEMBER YOU ARE JUDGED ON YOUR EXTERNALS. WHAT YOU WEAR IS IMPORTANT. START WITH A HAND SHAKE.
REMEMBER CLARIFY ANY QUESTIONS ASK HOW YOU ARE DOING
Paul E. Clayton PO Box 1042 Key West FL 33041 1-800-383-4913