| This is an excerpt from a book I wrote on | | | | You |
| getting job interviews. In this scenario, you | | | | Would you know his number? |
| discover that you have not been speaking with | | | | Contact |
| the right person. The book also includes many | | | | He's at extension 5327. |
| other scenarios. Try printing out this article and | | | | You |
| reading it aloud. The phrasing may sound strange | | | | Does he spell his last name H-a-r-r-i-s-o-n? |
| at first, but it is effective. It's effective because | | | | Contact |
| it's integrity based and because, it's concise, it | | | | I don't know. Let me look it up on the phone list. |
| follows natural speech patterns and because it | | | | (Brief pause.) No, it is H-a-r-r-i-s-E-n. He's listed as |
| places a premium on the value of the time of the | | | | E. Richard Harrisen. His first name's Edward, but |
| person to whom you are speaking. | | | | people call him by his middle name, Richard. Would |
| Assumption: Your Contact Was Never the Right | | | | you like me to transfer you? |
| Person | | | | You |
| Contact | | | | Yes, please. (Rapidly and thoughtfully) Before you |
| I'm not sure why you're talking to me. I don't | | | | transfer me . . . is there anything special I could |
| have anything to do with technical writing. Maybe | | | | say or do to make the best impression? |
| they put you in touch with me because I | | | | I know that asking the above question seems |
| coordinate the advertising for one of our | | | | gutsy, but keep in mind that most people |
| magazines. | | | | understand that getting a job is important. They |
| You | | | | are generally willing to help you, as long as they |
| (Rephrasing to verify comprehension) I'm not | | | | are not in jeopardy. Sometimes, you will receive |
| sure, either. If you handle advertising, not editorial, | | | | several minutes of prompting. Usually, you will get |
| I probably should be speaking with someone else. | | | | a brief response like: |
| (Brief pause.) Who would you suggest speaking | | | | Contact |
| with? | | | | I'm sorry, I don't know him that well. But, I |
| In this technique you agree with your contact, | | | | understand he's a real cat person. He breeds and |
| expand your agreement by giving an example and | | | | sells Siamese kittens. |
| then ask for information. The response you | | | | We have reached a point in the conversation, |
| receive will usually be dependent on two factors: | | | | where there is not much else to be gained. If you |
| whether your contact is under time pressure and | | | | take a few moments to review the dialogue that |
| how much your contact knows about his or her | | | | has transpired to this point, you'll note that your |
| company. In an average situation, where your | | | | contact does not know your name. I never |
| contact is not pressured to meet any deadlines, | | | | suggested that you mention your name. The goal |
| and has been with the company long enough to | | | | of your conversation was to build rapport and to |
| suggest other people, the conversation will | | | | exchange relevant information. Exchanging names |
| probably proceed like this: | | | | takes time. Sometimes, focusing on names can |
| Contact | | | | be disruptive. If you are forced to spell your |
| You might try Richard Harrison. He's our V.P. of | | | | name, or if your contact misunderstands or |
| Research. If it's not his area, he'll probably be able | | | | mispronounces it, you run the risk of ruining the |
| to direct you. | | | | flow of a conversation. |