INCORPORATE THE LAW OF SIX TO GET HIRED

In a recent job interview seminar, a participant asked the following question: "Should I send an email or a thank you note?" My response was, "Send both."

The reason for sending both correspondences is based on the Law of Six, an effective sales conversion model. The goal of the Law of Six is to convert an influential buyer into a client. In the job interview process, you can personalize the Law of Six to convert your influential buyer (the hiring manager) into a client (your boss).

THE SALES CYCLE
We all have a built in resistance to change. An effective sales person understands how to maneuver around or penetrate our protective shell. In the sales cycle, The Law of Six presupposes that a buying decision is made after six or more encounters. Our resistance becomes softened with each encounter until we reach a tipping point we agree to try the product or services or sign the service contract.

It is natural for us to we work through a number of events to assimilate information and then make an informed decision. A hiring manager works through a similar cycle. They need an appropriate amount of information and time to make their hiring decisions. After all, accurate hiring decisions are one of their most critical tasks.

THE INTERVIEW CYCLE
In sales, the Law of Six is used to preplan six points of contact. Using the same formula, let's see how we can work with the Law of Six during the interview cycle. Plan on utilizing at least six points of contact from the following list with every hiring manager to penetrate their protective shield.
1. The Hiring manager reviews your resume.
2. Complete a telephone interview with the Hiring manager. (Often, a recruiter or human resource representative completes the first two steps before forwarding your resume to the Hiring Manager for review.)
3. Complete your first face-to-face interview with the Hiring Manager
4. Send a follow-up email to all who were part of the interview process.
5. Mail a letter to all who were a part of the interview process.
6. If appropriate, or requested, email or mail a sample of your work. This may be a project plan or strategic plan, a work flow diagram, a spreadsheet, an informative PowerPoint presentation or a written example of your work. Be careful not to share proprietary information from your current or former employers, especially if they are a competitor of the incumbent company.
7. During the interview,

• 1
• 2
• next page >>

---

Add your voice

Know something about Important job interview tips?
We want to hear your view. Write now!