SPEAKING FROM EXPERIENCE: Number two source of rejection: the telephone

By Tom Brophy
   We know the resume is the number one source of rejection while seeking a job and should be stopped immediately since the employment system is broken. The telephone is your only contact with the outside world and you need to learn how to use it.
   It is paramount that you know the dos and don’ts of using the phone. Imagine you were a famous musician and were giving a concert one week from today. Would you not practice and rehearse what your program would sound like. You certainly wouldn’t give the concert cold turkey.
   The phone is an instrument and must be used as such since your future depends on it. Allocate no more than one hour on the phone, which means about 12 to 13 calls. More than an hour you lose your effectiveness and the inflection in your voice.
   Make sure you know the NAME of the person you want to speak to. Never ask for a title such as the manager or the director. That’s the same as you getting a call at home and the ask for “The man of the house.” They don’t even know who lives at the number they’re calling and you get rid of them immediately because you know they are selling something.
   What is this company and what do they do? You need to become a great research person and make sure you find the name of the decision-maker. Rehearse exactly what you are going to say. What are you going to do for them? Why do they need you? Look in the mirror and smile (very important) as you talk. If you want to know what you sound like listen to your message on your voice mail and determine if you sound like someone interesting.
   Try to designate one day a week for the phone and write down your script and names of the decision-maker for each call. Remember, no more than one hour of calling. You are a winner and a pro, so act like one.
   Ask Tom a question about unemployment. Remember, no question is stupid. You can reach Tom at [email protected]. He spent 18 years with the Department of Labor and interviewed more than 50,000 unemployed people. His book, “Little Victories Conquering Unemployment,” is available on amazom.com.