^ well said!
Everyone is selling something to one degree or another in most client facing professions - not employed by the government.
That’s why their service is so bad. Sometimes. Lol.
Way beyond what is normally considered a sales positions.
And most are careers that we here in CC will try and guide students to the Uber elites to help them beak into the fields. Just shows you how important communication and relationship building is for these aspiring grads.
Ministers. Priests. Dentists. Family doctors. Psychologists. Psychiatrists. College advisors. Wealth managers. Therapists. Lawyers. Investment bankers. Management consultants. Entrepreneurs. Not for profit executive directors. Even your top ceo is selling a brand and their vision every single day.
As @privatebanker, @manyloyalties, @eyemamom and others have said, selling is key. You probably need to be a “rainmaker” and live by the “eat what you kill” mantra.
H has been asked to speak to MBA students. His general career advice to everyone is pretty simple:
Network - put yourself out there and meet people in your industry and related fields, ie sell yourself constantly
Stay current. He reads our local paper and WJS daily and adds NYT, the Economist, and other periodicals. Says it’s so important to be able to converse on a wide range of topics, and not just intellectual stuff, include sports, movies/tv, etc.
Show up prepared and on time - you would be surprised how many people need to be reminded of this …
Totally agree. H follows sports he doesn’t usually follow as closely.
I also read constantly, industry journals, linked in articles, Harvard business review.
You have to be able to not only understand the information but relay it in ways regular people understand.
We were at a trade show and a woman came and chatted with me quite a bit. She was there with her husband, I got her some fun giveaways at other booths. Afterwards we ended up closing that deal because the husband appreciated how nice we were to his wife. Obviously our service matched his needs too, but it got us in the door.
“sell yourself constantly”
Yes, but there’s a fine line to be drawn here. I see far too many people selling themselves without either focus or substance (and some who are so much in sales mode all the time that it just becomes irritating).
Focus means knowing where you want to go: decide “I’m going to be the world expert in X” or “we are going to be the first to do Y” and then seek out the opportunities to get there.
Substance means actually demonstrating the understanding and expertise that will solve the client’s problem or convince them to give you money for your vision. You really do have to know the business better than they do because you need to be selling something they need and can’t do for themselves. So I agree that reading a lot is critical. Breadth is useful, but depth is more important. Expertise pays well.
Finance/banking beyond investment banking at the division manager/ executive level. Not just in NYC or for people who attend top tier schools. Yes, there is a Wall Street money track but there are other tracks in the industry. Base would take time to get there but great sales people will get there sooner in total comp. Robert Half publishes an annual salary study, showing pay for accounting, finance and IT positions and +/- adjustments for company size and location. Like @privatebanker , I have also read thousands of personal and business financial statements. Business owners who build a niche and provide excellent service can earn $300,000+.
DH was close years ago on base as an financial operations executive with about 250 people reporting to him. He has his own business now. Less money and less 24hr stress. Very smart but no top tier colleges. He worked to perfect his skill set.
We have State Troopers that make $300k+ annually.
It makes me incredibly sad that high-level incomes depend on the ability to discuss sports/movies, wearing a brand-name shirt, or knowing the secret handshake. What is your shoes price, what private club do you belong to, who are your golfing partners… Decades ago, the choices were made based on merit and business value, and it was embarrassing to use connections to get ahead. Today, constant networking and selling yourself is absolutely required to get any job type (not just entrepreneurial or marketing). And I can see first-hand how quickly this new hiring practices destroy company cultures which took many years to develop. I am really happy that I won’t ever need to look for a job again.
Oh come on. People have been using connections to get ahead as long as there have been people.
Sure, in certain niches, but I speak from personal experience, as well as from experience of dozens and dozens of friends who became incredibly successful in spite of all odds, even though none of us had any connections. Today, none of us would have even a tiny chance.
^ ^ Also can’t imagine when networking and the ability to make conversation didn’t matter. What decade was that?
Ever heard of the old boys network, it has always been about connections. I think actually that it’s slightly better now but it’s always been about who you know. But then as now, it can happen without connections but if you know someone it helps.
^that’s crazy. When we started our business we didn’t know anyone or anything to help. Over the years we evolved and made connections in our industry. Those few minutes before a meeting and presentation matter too. People want a personal touch beyond all business. We’re all people too with families and interests and making conversation and connections is a valuable part of it.
I was the driver for DH when he had a colonoscopy. I recognized his doctor from my days at the hospital. I told him I was looking for a job, and he went to the Director of Nursing and told her I was looking and would be a good team member. When I applied for the job, I brought a page of references. She replied “Dr. J vouched for you. I don’t need your references.”
Did I get my job because of “connections”? Sure! Does this mean I wasn’t qualified based on my education and experience? Absolutely not. In fact, because I was a good nurse, the doctor was willing to use his influence on my behalf.
I am very bad at networking. I avoid a work dinners as much as I could, but I am generally fairly likable and fun when I do attend. I have always gotten paid because of my special skill(s), not because of who I knew or that special handshake.
I do believe there are quite a few people who get paid well because of what they can deliver, not just because they know how to schmooze.
I totally agree with @oldfort. We all know hundreds of people professionally and socially, and constantly interact with each other. I have an open door policy, and dozens of people stop by my office every day, some on business, others to share good or bad personal news or to get advice. I never had problems interacting and connecting with new people at social or professional events - that’s why I am a very good manager (this is not bragging - I was told this many times). But I don’t use personal interactions to get ahead - that must be the reason I am much better connected and feel much closer to more junior-level folks.
There are lifeguards in California who make close to that. And they retire at 50 and get 90% as a pension.
Networking can be as simple as being helpful, respectful, being known for doing a good job and supporting others who are the same. Sincerely caring about others or at least not being offensive or obnoxious.
Was it just that you were looking for different types of jobs decades ago?
I.e. if you were looking for jobs where performance and merit were more obviously measurable back then, but jobs where merit is more subjectively graded with more political considerations now, that may allow for an interpretation based on then versus now, as opposed to the actual distinction based on type of job.
“I do believe there are quite a few people who get paid well because of what they can deliver, not just because they know how to schmooze.”
Completely agree. Once you’ve been in an industry long enough, your reputation will be pretty clear as to whether you can deliver or not. Nowadays I can pull out the advice I gave clients 15+ years ago and potential customers can see whether I was right. That’s the best form of marketing for someone who makes a living from specialist knowledge.