If you’re a job seeker, you’re in “sales”. What you’re selling is you, hopefully to some employer who has a job available.
To be an effective salesperson you need to understand your buyer. You need to think like the employer you’re trying to sell to. This will allow you to understand what the employer wants, so you can present yourself as the right solution.
To start with, you need to recognize that employers don’t want to increase their payrolls with more employees. Employees are expensive. Employees also add complexity to the workplace. Employees have needs. They have their own goals and agendas, and their own problems and limitations. None of this is helpful or attractive to the employer.
Employers add new employees only out of necessity – when some sort of work absolutely has to be done, which can’t be done by the existing employees, and can’t be taken care of in some other way (such as with technology, or outsourcing, or some other solution).
In other words, employers would rather not hire you. Employers hire as the last option because they have a situation that can’t be fixed in any other way. And they fear that a new employee may bring more costs and trouble than he or she is worth.
What does this mean to you in your job search? It’s not about you! It’s about a job that the employer needs to have done. If you can’t completely take care of this job, you’re irrelevant to the employer – unless you’ve already been hired, in which case you’re an expense that needs to be eliminated.
This may sound ruthless, and it is. The faster you know this the quicker you can prepare yourself correctly for the job opportunity.
Preparing yourself correctly involves learning and thinking about the job the hiring employer needs performed. Then it’s about presenting yourself as the best solution for that need. It’s about the employer’s needs, and not about you.
You have to tell the employer you can take care of the employer’s needs, and prove that your promise is credible – that you can and will deliver the goods.