SELL
Although you might think of the meetings you have at your target organizations with insiders, especially with hiring
managers, as networking opportunities, they are very different from general networking SMART meetings. Meetings with
hiring managers, even when there is no known opening, need to be thought of as interviews, or at least pre-interview
meetings. Sooner or later the organization will have a need, and you want to position yourself as a prime candidate.
LHH recommends a particular approach when meeting with hiring managers: SELL. This approach is designed for use
with contacts inside target organizations, especially hiring managers, and those above that level. SELL consists of the
following four steps:
Summarize your message: Use your professional objective, positioning statement and, if necessary, your exit
statement.
Explore their needs: Collecting further information about the needs of the targeted organization and of this
particular hiring manager is central to this discussion. This information will enable you to be even more effective in
your continuing pursuit of the organization, both in this meeting and after it.
Link your benefits to their needs: To whatever degree possible, mention the competencies you have that might
fit the needs of the organization.
Leverage a next contact: Use information obtained in this meeting to arrange a next contact.
January 2016
Sample Agenda for meeting with hiring managers
The SELL approach actually provides you with an agenda for meeting with hiring managers. Assuming the meeting to be
20 to 30 minutes long, we have included a suggested time allowance for each segment. Here's a suggested script, using
the SELL approach.
Opening
I read your article in last week's Technology Today, and Eileen Williams suggested we might get acquainted. Eileen and I
were colleagues at United Amalgamated Corporation several years ago. I understand from Eileen that you head up the
Technology Division. Is that correct?
Summarize your message (3 minutes)
I'm an Information Technology Manager with a background in the application of technology in the areas of marketing,
sales, manufacturing and accounting. I have worked with a Fortune 500 company very similar to yours, and have run my
own business as a consultant to large firms in the IS/IT areas. I have extensive experience in accounting applications.
Explore their needs (10-15 minutes)
Based on what you said in your article, it sounds as if you are encountering some real challenges in integrating
accounting applications across the enterprise. Is that correct?
Can you tell me more about that?
I read that your company recently introduced EntreWizard software. How is that working out?
What are your goals for your area of responsibility for the next year or two?
What do you see as the greatest recent contributions of your department to the firm as a whole?
What are some of your biggest challenges right now?
What kinds of projects are you engaged in right now?
What do you see as the most important qualities in an IT manager?
What do you see as the most important issues in building and maintaining high-quality enterprise-wide IT
services?
Link your benefits to their needs (5-10 minutes)
As a consultant and an internal IT person, I've taken many of the same approaches as you have with accounting
applications. I once had a situation similar to the one you described with your Peoria unit. In that case, I...
When I introduced EntreWizard at United Amalgamated, we were faced with some sticky problems with certain
users...
I can certainly identify with those last two challenges you mentioned. My experience...
Leverage a next meeting (2 minutes)
My research on EntreWizard certainly tracks with your experience. I expect to talk to some other large users in the
next few weeks. If I discover anything that might apply to your situation, I'll give you a call.
I know a consultant who often works with accounting applications of exactly the type you described. He may have
some contacts among the programmers who created them. Sometimes they can provide information more useful
than what you get through normal channels. I'll ask him if he can provide any introductions and get back to you.
Would next Tuesday be a good time to call you?
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Closing
Based on what I knew before I came today, I liked your organization. I'm leaving with even more admiration for
what you're doing here. It also looks like you and I might have some shared interests, especially in the
applications area. I'd really like to stay in touch. I'll call you next Tuesday and let you know what I found out about
the programmers.
January 2016
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Template
Opening
Enter your content here.
Summarize your message
Enter your content here.
Explore their needs
Enter your content here.
Link your benefits to their needs
Enter your content here.
Closing
Enter your content here.
January 2016
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