Guerrilla Job Search Intensive

Guerrilla Job Search
9/15/2017
Intensive 1
Copyright 2005-2015 www.GM4JH.com Perry: 613-236-6995 Haluska: 724-495-2733
www.gm4jh.com Perry: 613-236-6995
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25,471,000
3,248,000
What do these numbers represent?

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25,471,000 Hires
(5 Months Dec. 2014 to April 2015)
5,376,000 Openings
(April 2015)
Source: www.bls.gov
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http://www.bls.gov/news.release/jolts.t02.htm
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The Game Has Changed
Job Hunters Employers
You look this way They look this way

vs.
Today a job may find you!

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Bad News
http://www.frbsf.org/economic-research/publications/economic-letter/2015/march/labor-market-turnover-new-hire-recruitment/

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Where Have All The Good
Jobs Gone?
Where are all

the jobs?
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GOOD
JOBS
ARE
HERE
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Average Job Search
1) Look for advertised jobs
2) Apply with traditional resume
3) Wait for phone to ring
Duration: 31.6 weeks (~8 months),

on average. Can you afford that?
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Think Differently

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What is Guerrilla Marketing?

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America started in Guerrilla fashion 239 years ago
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Sun Tzu
- The Art of War
The general who wins the battle makes
many calculations in his temple before the
battle is fought. The general who loses
makes but few calculations beforehand.
+
The supreme art of war is to subdue
the enemy without fighting.
This winning Combination makes you Unbeatable!
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Guerrilla Job Search
1) Create list of target employers
2) Create resume that resonates
3) Get resume to hiring managers
Duration: 6-10 weeks, on average

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Peter Sonia Smith
ODonell Operations
Software Manager
Tester Dallas, TX
Toronto, ON
Canada

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Mohammed Magdy Sandy
Heidi Keivan Bob Cubbage Carl Berg Sonia Smith Srebnick
Respiratory Product Peter
Area Business Network Engineer Manufacturing Operations VP Human
Manager
Allen, TX ODonell
Cairo, Egypt Executive Supervisor Manager Resources
Software
Chicago, IL Irmo, SC Dallas, TX NY City, NY
Tester
Toronto, ON
Canada
Mark Thomas
Brian Boxell Jessie Ortega
Technical Support Cindy Yuen Mike Fogarty Elizabeth
Healthcare Software Sr. Program Manager Gehan
Engineer Process Investment Advisor Torfowmywich
Charlotte, NC Plano, TX Kivaratne
Phoenix, AZ Engineer Charlotte, NC Relationship Manager
Portland, Project Tornonto, ON Canada
OR Engineer
Phoenix, AZ
Janelle Marte Tony Mazzeo

Sr. Service Delivery Mgr. Lisa Morgan Aspinwall Cassie Dean Arash Vakily Lindsay
Restaurant Franchise Director Jon Smorada
Brooklyn, NY Human Resources Mgr. Strategic Engineer Howshaw
Cleveland, OH IT Security
Cartersville, GA Account Toronto, ON TV/Radio
Director Canada Pittsburgh, PA
Reporter
Ft. Collins, Boston, MA
CO
Mark Stewart Geetha Steve Cobainwww.gm4jh.com Perry: 613-236-6995

Elyce Schweitzer Valentina Manin Elsa Tortella Donna Adam
9/15/2017 Attorney CPA 18
Investment Manager
Sales Manager Ramadrachan EVP Commercial Haluska: 724-495-2733
Orlando, FL
Office Manager
Coraopolis, PA Financial Manager Banking San Antonio, TX Hollywood, CA Newport Beach, CA
Your Presenters
David Perry Anita Martel Mark Haluska

https://ca.linkedin.com/in/ https://ca.linkedin.com/pub/ https://www.linkedin.com/in/
davidperry anita-martel/8/494/92a myguerrillajobcoach
Please turn off cell phones

Hold questions until Q&A
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Why Listen to us?
PRAGMATIC REASONS
Reviewed more than 650,000 resumes and
LinkedIn profiles;
Interviewed 93,000+ people;
Negotiated in excess of $300M in salaries;
Completed more than 1800 search projects; and
7 decades of experience
1

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Agenda
I. Finding Your Dream Job
II. Preparing Your Marketing Materials
III. The Indirect Approach (Being Found)
IV. Guerrilla Attack
V. Mock Interview
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https://www.youtube.com/watch?v=B48H_e6uMqg
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https://www.youtube.com/watch?v=KMJyjM5alNk
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The Guerrilla Battle Plan
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Copyright 2005-2015, www.gm4jh.com Perry: 613-236-6995 Haluska: 724-495-2733
Your Session
Foundation
1

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Choose Your Dream Job

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Choose Your Dream Job
Why not just any job?

How do you find your dream job?
The Monster Hack

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Why not just any job
It takes less time to find a great job than a lousy one BECAUSE:
Employers are choosier they hunt now rather than advertise and they are hunting for a specific
target! And only that target And they expect you to be as exacting.
A bad fit makes you do it all over again.
Do you know the number one reason employers pass on certain people? They
think you can do the job. Youve proven youre qualified theyre just not
completely convinced youre going to be really happy in this job. DUH!!! So they
decide for you. They eliminate you on LinkedIn or never find you because youre
so broad.
When its your Dream Job youll easily be able to say

heres why Im very interested in this job... I want this job. AND, Im going to
stay in this job for a long time if you give me the opportunity.

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Monster Hack Overview
Start with clarity

1) Job Title (or 3 skills)
2) 20 Employers
Tactic: Hack into Monster

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Step 1 Example:
Monster Hack
The Monster Hack

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Step 1 Example:
Monster Hack
The Monster Hack

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Step 1 Example:
The Monster Hack

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Monster Hack: How-to Details
Every employer you find

has 10-20 competitors.
Every job you find has

10-20 corresponding
NOT published jobs

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Competitive Intelleigence

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Competitive Intelligence
1.The 3Rs of Job Hunting

2.Your Secret Weapon
3.Your Top 10 Employers
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Your Secret Weapon
3Rs
In school the 3Rs where
reading writing and
arithmetic
For YOU its research

relevancy & resiliency
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Research
Your skills?
The markets for your skills?
The business problems in your
market?
1. What services do you I want to sell and at

what price?
a) Job function
c) What does the value proposition look

like? What will be the value to my
customer (employer, client, etc.)?
d) What is the salary range in the market
for the work you want to do?
2.How do you get an opportunity to

interview?
a) Who are the people in a position to hire
you? Who are the people above those
people?
b) Are there alumni working in the
company who can refer you?
c) Do you have any other connections in
the company or with people who have
connections in the company that could
give you an introduction?

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Relevancy
Guerrilla
Its not about you
its about them!
1. What special skills, qualifications,

and qualities do you bring to the
table? What is your competitive
advantage?
2. What do your customers want and

how can you help them? What
value do you bring?
3. Are your marketing outreach tools

of high quality and are they
appropriately targeted (resumes,
cover letters, interviewing skills,
career portfolio, resume

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Resiliency
1. YouVoicemail
need a plan. - A detailed plan you
follow everyday. A routine. Or youll
get discouraged.
2. You need goals
3. You need rewards
4. You need to recognize that sometimes
youll need to pitch and re-pitch to the
same employer until they get it or you
properly articulate your value.
NO! Just means not today or I'm not sure or
Youre not giving me enough value It is not a
reflection on you.
You need to be ready willing and able to
search the world, cold-call the prospects, get
their attention, raise your proposition above
the background noise, keep at it tenaciously
for however long it takes be it weeks or
months and be intelligent enough to present
your Value in creative new ways until the
persuasion works.
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Your Secret Weapon
You
The ultimate weapon is You
You are your biggest asset.
Your passionate belief in yourself.
Your self discipline in selecting
your goals and doing the
research day-in-and-day-out and
never letting up.

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Your Top 10 List of Employers
The FBI has a TOP 10 list

for the same reason
you should:
It keeps you focused.
Its a lot of work to research
even 10 companies properly.
And it must be done!
Youll add to the list as
prospects drop off.

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Guerrilla Networking
Contacting the Newly Departed
Google company name and resume to find resumes
of former employees
Call those people and ask about:

person you would work for
department they run
company itself
What you would want to know before you invested

$1 Million in a company dig hard and be direct.
Keep Calm --- More to Come

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Resumes & Cover Letters

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Market Readiness
Guerrilla Job Search Flow Chart

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Market Readiness
1. FIRST: What do employers want?
1. Hint there are only 3 things
2. Resume
3. Guerrilla rsum
4. Other material you must prepare before you
start
a) Cover letter
b) Scripts
c) Follow-up package
5. Online presence
1. What you must do
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Whats In it For Me?
Its not about you
Let me say that again - its not about you. Its about them! WIFM
As much as youre looking for work employers are looking for solutions to the
problems that plague them be that poor sales, slow demand, bottlenecks in
production whatever.
Employers dont hire because they have extra money kicking around, they hire to
solve problems their problems. Not yours!
You need to be relevant to them.

Employers are interested in 3 things and thats it.
Can you make me money?
Can you save me money?
Can you increase my efficiency? {Which is really a subset of the first two}.
Networking with Newly Departed gives you the answers which you
then lace your resume cover letter and follow up tactics with!
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Contacting the Newly Departed
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Write down Your Top 3 Accomplishments you have 5 minutes.
Pair off with someone at your table trade your papers read each
others accomplishments quietly to yiour self.
Based on the accomplishments you just read - Raise your hand if

you would interview the individual based on the accomplishments they
wrote down.
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Quiz: Whats wrong with these
accomplishments
1. Created and led Client Solutions Division. Led sales, support and hardware teams to
penetrate computer market for Xerox.
2. Extensive experience with major firms doing packaging, production, assembly, forklift
operations and transportation.
3. Reduced administration expenses and operating budget, while saving money by evaluating
contract employee.
Why are the above bad?
There are no numbers, dollars or figures of any kind to grab the

reader's attention. Bullet points like these are easy to write; they require
almost no research or brain work on your part. But almost every other job
seeker is seeking the easy way out. Almost every other job seeker is saying
the same thing: nothing. And almost every other job seeker -- and you, too --
will struggle to find work, because no employer is going to be interested in
drivel like this.
Now well do better. Next is a quick overhaul of the preceding bullet points.

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Better!
1. Created and led Client Solutions Division in 2001. Led sales, support and hardware teams
to penetrate computer market for Xerox. Produced $5.1 million in sales to new clients and
$2.3 million from existing accounts.
2. More than 10 years of experience with Fortune 500 firms doing packaging, production,
assembly, forklift operations and transportation. Routinely rank in top 2% for productivity.
3. Reduced administration expenses by $5 million, cut $1 million from operating budget and
saved more than $100,000 in expenses by evaluating contract employee.
Thats better. Youll notice how many dollars and other figures have
been added.
But theres still room for improvement...

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Best!!
Best
1. Produced $7.4 million in sales by opening accounts with 23 new clients and penetrating 45 existing
accounts. Created and led Client Solutions Division in 2001. Led teams of up to 65 sales, support and
hardware personnel to increase market share 21% for Xerox.
2. Track record of saving up to $450,000 annually while ranking in top 2% for productivity among up to 340
personnel in packaging, production, assembly, forklift operations and transportation. Promoted five times
in 11 years at three Fortune 500 firms for results.
3. Saved more than $6.1 million by reducing administration expenses, cutting operating budget and
evaluating contract employee. Profits increased 14% as a direct result in 2006.
Add up all the dollars possible (to get the biggest, most
impressive number -- DO THE THINKING FOR THE READER)
and by putting those dollars first in each bulleted section, where
they are sure to get read
See the comparison?
There is no comparison.
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1. Created and led Client Solutions 1. Produced $7.4 million in sales by
1. "Created and led Client
Division in 2001. Led sales, opening accounts with 23 new
Solutions Division. Led
support and hardware teams to clients and penetrating 45 existing
sales, support and
penetrate computer market for accounts. Created and led Client
hardware teams to
penetrate computer Xerox. Produced $5.1 million in Solutions Division in 2001. Led
sales to new clients and $2.3 teams of up to 65 sales, support
market for Xerox.
million from existing accounts. and hardware personnel to increase
market share 21% for Xerox.
2. "Extensive experience with
2. More than 10 years of
major firms doing 2. Track record of saving up to
experience with Fortune 500
packaging, production, $450,000 annually while ranking in
firms doing packaging,
assembly, forklift top 2% for productivity among up to
production, assembly, forklift
operations and 340 personnel in packaging,
transportation. operations and transportation.
Routinely rank in top 2% for production, assembly, forklift
productivity. operations and transportation.
3. "Reduced administration Promoted five times in 11 years at
expenses and operating three Fortune 500 firms for results.
3. Reduced administration
budget, while saving
expenses by $5 million, cut $1 3. Saved more than $6.1 million by
money by evaluating
million from operating budget reducing administration expenses,
contract employee.
and saved more than $100,000 cutting operating budget and
in expenses by evaluating evaluating contract employee.
contract employee. Profits increased 14% as a direct
result in 2006.

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Whats this relic used for?

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Please stand by I need a job!
This is what most of the
popular books on resume
or job search today teach
you to write.
Its textbook perfect and
perfectly dull, lifeless and
boring!
Is this focusing on
John or what the
employer wants?

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Ordinary Resume = Ordinary Results
Templates
Templates
2
Guerrilla Resume = Sexy!
Templates
Templates
2
Which Is More Attractive?
http://www.youtube.com/watch?v=JiNf0rz7CwA
Guerrilla Resume
This is eye-candy AND it focuses

on what the employer wants
because you Networked with the
Newly Departed to find out the
Employers Hot Buttons.
1. Objective/Mission (2 lines at most)

2. Achievements (3-5 bullets)
3. Experience (go back 15 years)
4. Education (relevant degrees)
5. Additional Information (relevant only)
6. Graphics and
7. Quotes:
employers, schools, organizations

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Why a Guerrilla
MonsterResume
Hack works
Developed by a recruiter
One page
Graphics and/or logos
Easy to assemble
Focused on the employer's WIFM

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Guerrilla Resume
If you found these two

documents on your
desk which one would
get your attention
1st?

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We started something

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The
Resume
Brochure

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ResumeBrochures: Special Occasions

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Cover Letters
Cover letters
Most Cover Letters are
3B
1. Bland
2. Boring
3. Banal
Solution: STOP writing

them! Instead

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Be Inspired!!
Start writing Sales Letters!

How? Start reading
JUNK MAIL for ideas
4 Ways to Write Sales Letters

1. Get Attention
2. Focus on the Reader
3. Ask for the Sale
4. Include a P.S.

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Get Attention
Guerrilla Cover Letters
Personalize! NEVER write, Dear Sir or Madam
Drop a name! Jack Smith in your Purchasing

Department suggested I contact you

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Best!!
Change all I, me, my, to You, You, You!

Wrong:
I am applying for a job where my 10 years experience will
be rewarded
Right:
You will benefit from my 10 years experience, which can
grow profits for your team

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Ask for the Sale
End with a call for action by them or you

Please call me to learn how I could save you $42,000
in customer service costs.
I will call your office at 10:00 a.m. on Thur., Oct. 24 to

discuss how I could save you $42,000 in customer
service costs.

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Include a P.S.
Why? It ALWAYS gets read

P.S. Please call me to learn how I saved $97,455 for my
employer in 2006.
P.S. Call me if you would like to produce $230,000 or

more in Web sales, as I have done every year since
2001.

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Response to an Advertised Job

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Overqualified

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Congratulations - Advice

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10 x 10
Package

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Do You Give Good Phone
Script your voicemail

messages because its
too late to be clever
when its time to leave a
message.
Write 10 and number

them
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How NOT to be a Pest!
Prepare 10 pieces of
literature 10 times for the
10 companies
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Social Media: BeFound

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THE PLAN: Direct & Indirect

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Social Media:
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Social Media
Why does it matter?

The biggest, fastest communication tool in human
history. Mind-boggling literally!
It can get you hired. Or get you ostracized.
There is no users manual.
Ready? Go!

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Where will you be found?
If youre not here, youre nowhere:

ZoomInfo
LinkedIn
Facebook
Twitter
YouTube
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ZoomInfo
9/15/2017 What it is. How to use it
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What is it?
Definition: Most dynamic database of people and
companies in North America
Or a way to be found!
How to use it:

Appear Register its free
Upload picture secret handshake
Research hiring managers
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Ottawa Jan25th 2015:
This search took 10 seconds to
structure 1 second to run and
delivered 98 hits. I will call all of
them first .

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Ottawa Jan25th 2015:
Same city Ottawa January 25th
2011. There must be more than 2?
If you are not FOUND you wont be called

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Facebook
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What is it?
Definition: High school forever
Or a way to make and maintain friendships.
How to use it:

With a clear goal: EMPLOYMENT
Appear professionally personal
Target employers

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Clear goal: EMPLOYMENT
Before posting anything, ask: Will this make an employer more

likely to hire me ... or less?
Tip: You are not as funny as you think.
Appear professionally personal

In all your hobbies, quotes, books read, favorite TV shows,
postings, photos, etc. be the person you would want to share a
cubicle with.

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Grant Turck
Facebook Ad Campaign
Online resume LinkedIn Profile
Web site
Grant runs a targeted

Facebook campaign
aimed at his Top 10
Target Employers
which leads them www.gm4jh.com Perry: 613-236-6995
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Grant Turck
Facebook Ad Campaign
Grants tactic 6 Calls
gets play in the 5 Interviews
major blog
media. 2 Offers
Reaction is
Comments from
swift and badpitch.blogspot.com
positive

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Do:
Treat your profile like an extended resume. It is.
Maintain strict privacy on your Facebook info.
Try an ad campaign. The best $50 you ever spend?
Dont:
Post snide comments. Count to 10 first!
Friend people as quickly as on LinkedIn.

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LinkedIn
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What is it?
Definition: Facebook for grown-ups
Or a way to network with professionals.
How to use it:

Make and restore connections that lead to
off-line meetings and job interviews.
Research potential employers, co-workers.
Help others get what they want (Megan).

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We ran this search
Dec 25th for a Director
of IT in Washington
DC
The Big 3
1st Impressions Count
Name
Photo
Headline
Tracy & Christian used

the wrong Key words.
We found hem but what
were they trying to be
found for?
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Note: It may be your first job interview
2nd. Impression
Make a promise in your
headline:
Ask me how I
saved a Fortune 50
company from
losing $3,900,000!
Prove claims
(recommendations,
numbers)
Show off expertise (link to
blogs, PowerPoints)
Goal: Turn virtual connections

into real meetings!

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Call to Action
1. Contact Info
Phone number
Address
email
2. Summary
Benefits
Heres how I
can help
More
Information:
Slide Share
Presentation
9/15/2017 Make it easy on people to find

www.gm4jh.com you
Perry: and understand you value
613-236-6995
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Guerrilla Black Ops
From 0 14,000,000
www.gm4jh.com connections in 24 hours
Perry: 613-236-6995
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Do:
Write a personal note when asking to connect.
Include a picture and good headline!
Give recommendations to get them.
Connect with alumni. They love to help!
Treat your LinkedIn profile like a written job interview.
Dont:
Send mass emails -- spam is spam anywhere!
Be afraid to call people!
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Blogging
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What is it?
Definition: What you would write if you were not getting paid.
Because youre not.
Or a way to go far beyond a resume.
How to use it:

Write something every day on topics of interest to your next
employer.
Know that your blog may not get you an interview.
But it may get you hiredwww.gm4jh.com
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after thePerry:
interview.
613-236-6995
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This Blog Won a 6-Figure Job
Adam Swifts story www.MMAPayout.com

Had moment of clarity in second year of law school.
After months of job-search frustration, decided to go Guerrilla.
Read Guerrilla Marketing for Job Hunters. Insight: blogging can demonstrate expertise
and attract employers.
After 9 months of blogging, hired by Mark Cubans HDNet Fights as Manager of
Marketing Alliances. Cuban and CEO had learned about Adam by reading his blog.
Takeaway Lesson: He blogged as if he wouldnt
www.gm4jh.com get paid for it. But he did!
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Do:
Blog about what excites you. Passion is essential!
Get design help. Really.
Cheat -- post comments on high-traffic blogs.
Dont:
Expect results overnight.
Forget that the Internet is forever. Avoid political, personal, puerile
comments.

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Twitter
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What is it?
Definition: Micro-blogging
Or a way to quickly start conversations.
How to use it:

Be found in
160 characters

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Learn to Hunt
Whos
recruiting
nurses today?
Who is talking
about nursing?
Put your job hunt on

autopilot! www.gm4jh.com Perry: 613-236-6995
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Do:
Think long-term: mosaic, not masterpiece.
Treat your profile like a short resume.
Follow people in your industry
Follow people you want to meet. You might!
Start conversations you can finish offline. You should!
Dont:
Tweet banalities (Im eating lunch. Now Im done.)
Expect results overnight. But do expect them.
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Other Tools
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Its not just for Justin Bieber
Greg took an old report he

had written and turned it
into a YouTube post to help
others.
A deliberate strategy.
Took him a day.
Garnered the attention of

several firms, multiple
interviews.
One who hired him

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About.me
Every You!

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Never too young

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Takeaway Lessons
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Be Strategic
With no plan, the Internet is a waste of time.
Make a plan. Yours should include:

List of 10-20 target employers
Daily and weekly quotas
Tracking system JibberJobber.com,
SalesForce.com or similar. NOT Excel.
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Be Proactive
2,600 hiring managers surveyed
18% wanted to hire a candidate, after researching

them via social media. Why?
Good personality fit with company culture 50%
Personal info supported qualifications 39%
Evidence of creativity 38%
Solid communication skills 35%
Source: 2014 survey by CareerBuilder.com

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Be Wary
2,600 hiring managers surveyed
35% did NOT hire a candidate, after researching

them via social media. Why?
Unseemly photos or information 53%
Drinking or drug use mentioned 44%
Bad-mouthed other people 35%
Poor communication skills 29%
Source: CareerBuilder.com survey (2009)

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Guerrilla Tactics

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THE PLAN: Direct & Indirect

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Launch Your Networking
Get in the game!

Be helpful to others
Create your commercial
Extreme Networking

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TACTIC: Extreme Networking
Recruit yourself -- network with the

newly departed
1. Find former employees on Google
2. Call to ask humble questions
3. Expect results! Example? Bob {Vegas}

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More Extreme Networking
Job Fairs
Networking events
Online

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Guerrilla Strategy - The Force Multiplier Effect
Identified 38 companies which could use their skills as a

pair of senior executives and then they launched a
marketing salvo fashioned after the best principles in
Guerrilla Marketing for Job Hunters.
Within weeks, they had:

Developed a target list of employers from LinkedIn and ZoomInfo;
Designed a direct Mail Campaign;
Crafted 2 Guerrilla Resumes;
Built a web site;
RESULT:
Launched a blog; 3 offers as a pair.
Released a series of pod casts;
Issued several Press releases to local newspapers;
Wrote and distributed a market making White paper to CEOs;
Rolled out a Public Speaking program;
Launched a targeted Email and Fax Campaign;
Landing multiple offers from several choice companies
NEVER HAVING SPENT A PENNY!

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Direct Mail Piece
A box containing a
business card and
an invitation to
have a coffee ---
with the Tim
Hortons coffee
certificate in side
the cup in case
the prospect
wanted to do it
over the phone.

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Podcast TotalPicture.com

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Coffee Cup Caper
1) Choose 1 target company.
Get the name of the job

and the hiring manager.
Bonus: Get assistants name.
2) On Monday, send the following

in a FedEx 2Day box:
Coffee cup (Starbucks, Caribou,

etc.)
Customized cover letter
Resume (Guerrilla Resume is best!)
3) Wednesday: Call and say, Hi, Im the

person who sent you the coffee cup.
I think you just got it.
Write, practice and use a script,
in case you get voicemail
Ask to meet for coffee, in person or
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Coffee Cup Caper

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Trojan Thank You Note

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Email Chain Letter

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Greg took an old report he
had written and turned it
into a YouTube post to help
others.
A deliberate strategy.
Took him a day.
Garnered the attention of

several firms, multiple
interviews.
One who hired him.

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Interview to Close

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Interview Strategy

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2-Way Interview
1. How interviews operate

2. How to prepare
3. What to ask
4. The Interview Multiplier
5. How to handle the money question

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How Interviews Operate
What you are used to
This is a minefield fraught with booby-traps
Guerrilla Job Hunters do this instead
Going Direct to the hiring manager avoids the minefield.

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How to Prepare
1. Network with the Newly Departed

2. Read the Annual Report and any SEC filings
3. Find Blogs related to the company or the
industry. use Google Alerts
4. Come prepared to have a discussion on the
megatrends affecting the industry and
company's growth.

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What to Ask
You want to have a discussion not an interview.
Most interviewers dont know where to begin.
People respect smart people who ask great questions
Start by giving them a copy of your questions.
Turning the interview

into a discussion helps
you :
take away the stress
to perform
Lets your natural
brilliance shine.
Puts the two of you
on an equal footing.
Others wont do this

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The Money Question
Theres only one way to handle money; defer the conversation until you know you
want the job. Memorize the following line for when youre asked about salary
expectations:
I like this company and I like the opportunity, but its premature to
discuss potential compensation until weve mutually agreed theres a
good fit both ways. Wouldnt you agree? What is the next step in
your process?
Thats the only answer you need. It brands you as bright, confident, and self-
assuredexactly what they want. If they come back with the old We just want to
make sure were in the range line, you must say, Im certain youll be fair. That
statement will stop them in their tracks. It accomplishes two goals. In their mind, it
signifies money isnt the most important issuewhich every employer likes to
know, and it forces them to the bargaining table. You want them to get you to
the table and make their best offer.

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The Interview Multiplier
THE KILLER QUESTION
Heres how to leverage every interview youre on and get five more interviews. Ask this question during
your interview:
Ms. Smith, in my research I found the following competitors [name up to five]. Can you please tell
me what theyre doing that keeps your executive team up at night?
Why do you ask this? Youre giving them the opportunity to brag first and then confess their
concerns so that you can:
Assess how you can best help them achieve their goals, and
You have the data points you need on their competitors to turn approach them for a job as soon as youre
finished that interview.
Very Guerrilla. Look at it this way. Maybe theyll hire you. Maybe they wont. This is just a preliminary
business meeting with no guarantees on either side, but where the interviewer is definitely going to use
everything you say to his or her advantage. You should do the same. If they confess their concerns with a
competitor why shouldnt you use that to your advantage? Get on the phone to the hiring managers of at
their competing firms and tell them:
I just came back from an interview at ABC Company and given what they told me about you and why
you keep them up at night I think Id rather work for you! Can we have a coffee

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Resiliency
10x10 Follow-up Package

Voicemail

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10x10 Package
Use the voicemail

scripts and
marketing pieces
you prepared as
part of your
Market
Readiness
Exercise

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Voice Mail
Heres an example.
Bobs resume had these 3 bullet points for accomplishments in his Guerrilla Resume.
Developed new tooling method (process and software) which increased yield by 50%
saving JDS $12.5M/year.
Taking Bobs 1st bullet point 1. and construct 3 versions of the first of 3 voicemails
Bob will use. They are nearly identical but are for three different situations:
Cold Call
A referral; and
Follow up call after an interview.
Cold Call
Hi {salutation + employers last name} my name is Bob Smith. My number is 555-
1212. I - developed a new tooling method which increased yield by 50% saving
JDS $12.5M/year would you have time for a coffee so I can explain how your
company might be able to achieve similar savings?

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Negotiate to Close
1. Negotiate with the Real Decision Maker
2. The Psychology of Money
3. Supersizing the Deal
4. Add-Ons
5. Salary Strategy
You want them to give you there

best offer first.
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Negotiate withWhat
the Decision Maker
Before you start, make sure you understand

who youre negotiating with. Some employers
use the timeshare-vacation-approach. They
send in the HR manager or some other junior
functionary to have the preliminary discussion
and isolate your hot buttons.
Think USED CAR SALESMAN!

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The Psychology of Money
Theres only one way to handle money; defer the conversation until you know you
want the job. Memorize the following line for when youre asked about salary
expectations:
I like this company and I like the opportunity, but its premature to
discuss potential compensation until weve mutually agreed theres a
good fit both ways. Wouldnt you agree? What is the next step in
your process?
Thats the only answer you need. It brands you as bright, confident, and self-
assuredexactly what they want. If they come back with the old We just want to
make sure were in the range line, you must say, Im certain youll be fair. That
statement will stop them in their tracks. It accomplishes two goals. In their mind, it
signifies money isnt the most important issuewhich every employer likes to
know, and it forces them to the bargaining table.
You want them to get you to the table and make their best offer.

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Supersizing the Deal
Negotiate Your Power before Your Pay

a) Title
b) Reporting structure
c) Authority
d) Accountability
e) Number of direct staff
f) Specific performance standards
g) Committee responsibilities, if any
h) Any increase in authority or responsibility that you can document will amplify your compensation
package.
Negotiating Benefits
a) Compensation is more than just your base salary, but employers will be focused
primarily on the base salary because its a fixed cost and in some cases, such as
insurance, it determines the cost of other benefits. From your viewpoint, though,
almost everything you dont have to pay for directly is money in your pocket.

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Add-Ons
Add Ons
a) After several go-rounds on benefits, youll likely be close to settling in to negotiate salary. When you
think that time has come, then you may want to raise the following issues as much for the
opportunity to secure them as to give them away:
b) Signing bonus
c) Severance
d) Earlier-than-scheduled compensation review
e) Guaranteed minimum first-year bonus
How you deal in the final negotiations will be a telltale sign for the employer on
how well you will negotiate for the company. This is especially important if you are
seeking a purchasing, marketing, or sales position. You dont want to cave, but you
do want to be seen as being logical in your rationale and considerate of their
position.

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Salary
By the time you get to this point in the interview process, the employer knows
youre a pro and really wants you.
They will give you their Best Offer DONT TAKE IT!
If you are negotiating an hourly wage, remember that every dollar per hour
represents $2,080 per year. Most employers like to talk salary. For salaries less
than $50,000, focus the employer on the dollar per hour amount. Simplify and
minimize the concession you need.
For example, its easier to get an employer to agree to an increase from $20 to $24
per hour than to get them to agree to go from $48,000 if they budgeted $40,000.
Which do you think is more palatable for the employer? Asking for $4 more per
hour is nothing$8,000 causes unnecessary headaches but youre still talking
about $8,000.

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Its Your Life - Take Charge of It

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Mock Interview time

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Executive Home Study Course
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Guerrilla Job Search

www.gm4jh.com Perry: 613-236-6995

You look this way They look this way

Today a job may find you!

www.gm4jh.com Perry: 613-236-6995

Where are all

Duration: 31.6 weeks (~8 months),

www.gm4jh.com Perry: 613-236-6995

www.gm4jh.com Perry: 613-236-6995

Duration: 6-10 weeks, on average

www.gm4jh.com Perry: 613-236-6995

www.gm4jh.com Perry: 613-236-6995

Janelle Marte Tony Mazzeo

Mark Stewart Geetha Steve Cobainwww.gm4jh.com Perry: 613-236-6995

David Perry Anita Martel Mark Haluska

Please turn off cell phones

www.gm4jh.com Perry: 613-236-6995

9/15/2017 www.gm4jh.com Perry: 613-236-6995 Haluska: 724-495-2733 21

www.gm4jh.com Perry: 613-236-6995

www.gm4jh.com Perry: 613-236-6995

Why not just any job?

www.gm4jh.com Perry: 613-236-6995

When its your Dream Job youll easily be able to say

www.gm4jh.com Perry: 613-236-6995

Start with clarity

www.gm4jh.com Perry: 613-236-6995

www.gm4jh.com Perry: 613-236-6995

www.gm4jh.com Perry: 613-236-6995

www.gm4jh.com Perry: 613-236-6995

Every employer you find

Every job you find has

www.gm4jh.com Perry: 613-236-6995

www.gm4jh.com Perry: 613-236-6995

1.The 3Rs of Job Hunting

For YOU its research

1. What services do you I want to sell and at

c) What does the value proposition look

2.How do you get an opportunity to

www.gm4jh.com Perry: 613-236-6995

1. What special skills, qualifications,

2. What do your customers want and

3. Are your marketing outreach tools

www.gm4jh.com Perry: 613-236-6995

www.gm4jh.com Perry: 613-236-6995

The FBI has a TOP 10 list

www.gm4jh.com Perry: 613-236-6995

Call those people and ask about:

What you would want to know before you invested

Keep Calm --- More to Come

www.gm4jh.com Perry: 613-236-6995

www.gm4jh.com Perry: 613-236-6995

You need to be relevant to them.

Based on the accomplishments you just read - Raise your hand if

Why are the above bad?

There are no numbers, dollars or figures of any kind to grab the

www.gm4jh.com Perry: 613-236-6995

But theres still room for improvement...

www.gm4jh.com Perry: 613-236-6995

See the comparison?

www.gm4jh.com Perry: 613-236-6995

www.gm4jh.com Perry: 613-236-6995

www.gm4jh.com Perry: 613-236-6995

This is eye-candy AND it focuses

1. Objective/Mission (2 lines at most)