3 Tips to Creating A “Pitch”

Ask Not What the Employer Can Do For You, But What You Can Do For the Employer

 Perhaps you’ve managed a budget worth hundreds of thousands of dollars, managed the careers of Google executives, or even Gary Coleman. Perhaps you’ve hiked through the freshly subtle and sweet hills of Picton New Zealand, met Johnny Depp in a Los Angeles watering hole, or maybe even saved someone’s life using CPR. Perhaps you merely smile at strangers; changing the lives of millions for the better in a small domino-effect kind of way. Congratulations – You are a unique snowflake!!! However, in the job search game, so is everyone else. What we need to do now is package and market what you’ve done in a way that most people don’t. One way of doing this is to create a “pitch”. (Individuality 2.0)

A “pitch” is another ‘prospecting tool’ that allows you room and reason to contact an employer, regardless if you know whether they are hiring or not. The standard modus operandi is to approach employers to see if they are hiring and then apply if they are, or walk away if they aren’t. If this approach isn’t working for you, then perhaps it’s time to move away from your needs, and focus on the employer’s needs. Rather than going directly to HR and asking if they are hiring (assuming you can even get past the nefarious gatekeepers whose job it is to block cold callers), you can approach any member of their management with a way to better the goals and objectives of their business. By looking at the goals of the company, its culture, its history, and then matching to it, the skills and experiences you possess, (with a moderate smattering of creativity) you bring to them a solution for their ultimate problem: how do they become more profitable, more marketable, and more valuable?

(1) Research the company and find out WHAT THEY MOST WANT

(2) Take what they want most and CREATE A SHORT EXPLAINABLE PLAN HOW YOU WOULD DO THAT FOR THEM

(3) WEASEL your way into a meeting, and without asking if they are hiring, PITCH YOUR IDEA

Let’s use a food service example for a franchise chain that is highly popular in my native Burlington. I’ll be playing the role of a chef, having got a manager in person or on the phone:

“Thanks for taking the time to speak with me; trust me I’m not a salesperson, but I have a few questions if that’s ok? Does Kelsey’s Roadhouse continue to pride itself on the friendliness of its staff? (wait) Does Kelsey’s Roadhouse want staff that are not only adaptable and well-groomed; but who are also knowledgeable about every part of their menu? (again, wait for a YES) Great! Traditionally your business served a clientele focussed on American and British culinary tastes, but I’ve noticed that you’ve recently added Korean Red Pepper paste (Go-chu Jang) to the ingredients on your menu; can I assume you’re looking to increase the demographic of your existing customer base? (the answer should be a resounding YES) That red pepper paste not only works well on meat dishes, but can also be used in soups and vegetarian meals as well. If this is the direction your business is going then I’ve got a number of ideas on how I could assist you in expanding your customer base. If you’ve got 15 minutes sometime this week or next, I’d love to discuss with you further how I would contribute to the Kelsey’s Roadhouse team and its growth.”

Did you notice the old-fashioned sales technique of asking rhetorical questions which you already know will be a YES? Once a couple of questions are answered with a YES, a third is much more likely; preparing them psychologically to say YES to you.

(1) Research the company and find out WHAT THEY MOST WANT

You bring to the employer solutions and ideas that directly relate to their business. You show them what you know about the industry and their business. It won’t take them very long to figure out that you are looking to work for them, which is fine. However, you haven’t simply asked them for work- you haven’t asked for anything for yourself- you brought to them ideas and innovation. If nothing more, you’ve set yourself aside from the herd who merely ask if a business is hiring, which is the entire idea.

(2) Take what they want most and CREATE A SHORT EXPLAINABLE PLAN HOW YOU WOULD DO THAT FOR THEM

You don’t need to reinvent the wheel either- this isn’t as much a measure of creativity as it is a measure of your attitude. Obviously the more creative the better- as long as what you are pitching is in line with the long-term goals of the business you are attempting to break into.

(3) WEASEL your way into a meeting, and PITCH YOUR IDEA!!!!!!!

Add a pinch of company research, a pound of professional gusto, a slice of courage, a dash of creative vision, and a sprinkling of compliments and voila- you have the perfect pitch! Ask Not What the Employer Can Do For You, But What You Can Do For the Employer.

Written By Jason D. Smith

(Who eats and BBQs various kinds of cuisine, especially Korean, and lives in friendly Burlington)