Heather Monahan

So one of the strategies sales one-on-one is make it about the other person, put yourself in their shoes.

I think this is such a smart approach.

When you send an email to a hiring manager, say,

Hey, Tom, I know you have had this job open for the past couple of weeks.

I'm sure you're sitting on thousands of resumes or hundreds of resumes and you haven't found the right person.

Let me help you.

Your search can stop now.

I am the right person for you.

I saw what you were looking for and who the top producers are on your team.

And I want to share with you how I can add value just like they have.

Do your homework and start highlighting their top performers.

I saw that Todd is your number one producer and he's doing it because of ABC and D and

I can add value in that same way.

I also saw that you're leading initiative in the company where blah, blah, blah is important to you.

I can support you in that endeavor as well, right?

Make it about what's important to them, what's working for them, talk about their culture, do the work so you understand it, and then make it about all the key things that are important to these people.

And maybe they have a huge give back program.

Talk about how you've supported give back programs in your life and how important that is to you and how smart that is, right?

Do the homework, make it about them and what's important to them, and then show how you tie in and fit perfectly and that you're that perfect person for that opportunity.

Then get face to face.