The Business Of You, Session 2

THE BUSINESS OF YOUSESSION 2

Developing You as a Product

The Business of You

Session 1 Session 2

A New Perspective on You

Your Advisory Board Determining Your

Purpose

A Market for You Your Purpose Meets

Their Needs Closing the Sale

What is the Market for You?

Be careful! Your skills are not what people want

They want the application of your skills What is it you can produce? Who is the recipient of your output?


Raise your hand if you know how to make marks with a pen on paper



Keep you hand raised if you know how to write the alphabet




Keep your hand up if you know how to assemble letters into words.




Keep your hand up if you know how to make letters into words.

Keep your hand up if can write a complete sentence.




Keep your hand up if you know how to make letters into words.

Keep your hand up if can write a complete sentence

Keep your hand up if the person next to you can read your sentence


Do your STAR’s pass the ‘So What’ test? A technique that bridges

what you can do what the buyer needs




Business and organization needs usually fall into the following categories Revenue or funding




Business and organization needs usually fall into the following categories Revenue or funding Cost or burden


Organization

Needs

HiringManager

Needs


Organization

Needs

YOU

Need

HiringManager

Needs


Buyers (hiring managers) have needs Define what the Buyer’s unmet

need is The Buyer’s needs are dynamic Buyers have 2 categories of needs

Personal Organizational


Buyers have unmet needs Define what the Buyer’s unmet need

is The Buyer’s needs are dynamic Buyers have 2 categories of needs

Personal Organizational

Look for the now and near future need Define in terms of revenue/funding and

cost/burden


You want Buyers that are able and willing to pay you to satisfy their need Where are they? What do they ‘look’ like? How do they behave?

Assignment #3

Identify at least 3 target organizations The importance of this assignment is

that it causes you to think about your role in the hiring organization.

Visualize yourself as a current employee in good standing

Make a Company Profile document Determine whether or not they

have a need for your services

Building the Story; Your Purpose and Their Needs

You have a mousetrap to sell


You have a mousetrap to sellDoes the prospect have mice?


You have a mousetrap to sellDoes the prospect have mice?Does the prospect know they

have mice?



have mice?Does the prospect want to catch

the mice?



have mice?Does the prospect want to catch

the mice?Can your mousetrap catch their

mice?


You have a mousetrap to sellDoes the prospect have mice?Does the prospect know they have

mice?Does the prospect want to catch the

mice?Can your mousetrap catch their

mice?Does the prospect want to pay your

price?


Selling Your Most Important Product…You!

Locate the buyer with the need Who wants to hear your story? What will they hear when you tell

your story?



Locate the buyer with the need Who wants to hear your story? What will they hear when you tell your story?

Buyers and coaches A buyer will listen to your story as long as

they believe that you can solve their problem

A coach has no problem for you to solve, but can point you to those who may have a problem



It’s all about the Fit Does this candidate understand my

situation? Can this candidate handle their skill? Can this candidate apply their skill

to my problem? Has this candidate delivered results

in similar situations?

Assignment #4

Fit your story to your audience! Write your prospective STAR’s

for the targeted employer

Closing the Sale orAn Offer You Can Refuse

You want to know if the buyer will want you to meet their need


You want to know if the buyer will want you to meet their need You and the employer have invested

a lot of time up to this point.



a lot of time up to this point. Confirm the most significant

prospective STAR’s




prospective STAR’s ASK for the position!

Do you want me to do this for you?




prospective STAR’s ASK for the position!

Do you want me to do this for you?

Both of you need to know the next step. What, when, who


Is this the organization and manager you want to work for?

Always assume ‘Yes’ until you get the offer letter.

The Business of You

Make it happen

Documents

The Business Of You, Session 2