Since face-to-face meetings are still rare, communicating the value you provide has become increasingly difficult. This applies whether you are in a sales role currently approaching customers or interviewing with a prospective employer. Have no fear! John Madigan, President and CEO of Executive Talent Services, LLC in Farmington, CT has a simple and highly effective solution.
Do the work for the customer
If the customer must work hard to identify whether you and/or your solution is a fit, you are toast. However, if you make it easy for the customer by comparing their interests side by side with your qualifications/solution, you are much more likely to stay in the game. John calls this the “Two Column Letter”.
“The two-column letter works well when applying for jobs because it simplifies the job of the recruiter, who has to screen applications. That person can easily see how you match the requirements of the position which substantially improves your probability of being screened in versus out.”
This definitely applies to any selling role…some ideas to get you started…
Brief summary that you can use in a letter, presentation or other formats…
Let’s say you have an app like hollarhype that can help organizations with employee engagement…
Be confident despite not “being there” in person
Most of your sales calls/interviews are going to be via Zoom, Webex, other video conference tools or by phone. Imagine how much easier it will be to walk a customer/prospective employer thru this simple summary…thank you John!
Feel free to contact me directly for ideas and/or help on this or other topics!
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