The Overnight
Job Search Strategy
by Donald Asher
Ten Speed Press
1993
The second book in Asher's "Overnight" trilogy (the third, The Overnight
Job Change Letter is good, but not in the same league as the first two),
this is an excellent discussion of strategy throughout the entire worksearch
process. Focuses on making contact with prospective employers -- identifying
leads, research, getting an appointment, and interviews.
Some great advice:
"Most job-seekers are lousy at selling their product. They use passive
techniques that involve excessive competition from other jobseekers, or fail
to motivate the buyer at all. How much outrageously expensive perfume could
you sell if you waited for someone to run an ad requesting, "Outrageously
expensive perfume wanted by Friday night"? ... What you must do is create
demand for your product."
"Job development is approaching prospective employers and trying to sell
them your skills before they design and advertise a job."
"The best way to find any piece of information ... is to decide or
discover who would know, then call her and ask her.
"Show some initiative! Start calling and asking for interviews."
"When contacting a hiring authority, your goal is to arrange an interview
or a brief face-to-face meeting of any kind."
This book is long-gone from Amazon, but you may find other Donald Asher books at Amazon.
What Color is Your Parachute? by Richard Nelson Bolles
(annual). The king of the category -- and still as vital today as it
was in the 1970s. Includes a lot of material related more to career counselling
than selling yourself, but Bolles covers all the bases and does it very
well. The classic dismissal of resumes as a way of finding work.
Buy this book now at Amazon.com
Cover Letters That Will Get You the Job You Want by Stanley Wynett
(1993). Wynett's a former advertising copywriter, and his letters have a flow
and style that you won't find in most cover letter guides. Over 100 sample
letters, with some excellent ideas scattered throughout that you can bring to
your own letters.
Buy this book now at Amazon.com
201 Killer Cover Letters by Sandra Podesta & Andrea Paxton (1996).
Podesta's also a former advertising copywriter, working with recruiter
Paxton. Over 200 sample letters, with excellent advice on uncovering the
benefits you can deliver to employers.
Buy this book now at Amazon.com
Cash Copy by Jeffrey Lant (1992). One of the best books ever for helping people
write effective sales and marketing materials. Plenty of ideas that you can apply to
a worksearch campaign.
Buy this book now at Amazon.com
Interview Power: Selling Yourself Face to Face by Tom Washington (1995).
Terrific book which focuses on selling yourself in an interview. Detailed
sections on telling stories, describing accomplishments, and much more.
Buy this book now at Amazon.com
Sweaty Palms by H. Anthony Medley (1992). A perennial bestseller (first published in the 1970s), and still very useful. Covers a wide range of topics from preparation to presentation to negotiation.
Buy this book now at Amazon.com
How to Prepare for an Employment Interview by Gary Will (1996, new notes from the author in 2003). Promotes a customer-focused, consultative approach to selling yourself. Applies current management and sales approaches to the employment interview. [Available by e-mail as a Microsoft Word file for US$10 or CDN$10 (Canadian orders only)]
Further details and ordering information
Sales:
These days, everyone will tell you to "sell yourself" to an employer. That
advice isn't much help if you don't have an understanding of sales
strategies. These are some of the best books to read to develop your
sales knowledge. And there's nothing about plaid jackets and a motor-mouth
style in any of them!
Non-Manipulative Selling by Tony Alessandra, Phil Wexler, and
Rick Barrera (1987). Selling without an adversarial atmosphere. Sections on
making contact and exploring needs are particularly helpful.
Buy this book now at Amazon.com
Collaborative Selling by Tony Alessandra and Rick Barrera (1993).
Essentially a minor rewrite of their earlier book. Covers the exact same
material.
Buy this book now at Amazon.com
New Conceptual Selling by Robert B. Miller & Stephen E. Heiman with
Tad Tuleja (1999). A thorough, step-by-step process to creating a dialogue
instead of pitching a product.
Buy this book now at Amazon.com
Advanced Selling Strategies by Brian Tracy (1995). Some excellent
ideas on all aspects of selling, including prospecting, presenting, and
motivating.
Buy this book now at Amazon.com
