Looking for your next medical sales job...Enroll in Networking 101.

There are lots of strategies when it comes to searching for your next medical sales job. A recurring shortfall I see in far too many candidates is relying solely on the internet and digital communication. Yes, there are lots of great websites out there for job hunting, but a recent study by Glassdoor showed that only 2% on online resume submissions actually land a face to face interview. Submitting hundreds of resumes a day via MedReps or corporate websites is not a winning formula! Conversely, more than 60% of jobs were filled through networking. Play the odds and differentiate yourself by networking the old fashion way. A few simple ideas…

1) PICK UP THE PHONE – You should be allocating at least 1-2 hours per day to networking via telephone. By that, I mean real live conversations...not just emails and LinkedIn messages. I like the concept of handling this like a daily class that you are required to attend. Networking should include connecting to anyone in the industry (reps, managers, doctors, recruiters) **Your Networking list should not be ONLY people that you think might hire you.

2) CALL STRATEGY - When connecting with these folks, try not to ask them right off the bat, “Are you hiring?” or “Do you know of anyone who is hiring?”. These are non-compelling, close ended questions that do not differentiate you (and they can sound desperate). If you were trying to get a date, would you call a stranger and say, “Do you know of anyone who would date me?”. A more compelling way to network is to ask them questions about their position and their company. Taking a sincere interest in learning about someone else is a better avenue of creating a supporter than simply asking if they are hiring. You can indicate that you are searching for new opportunities within the flow of the conversation.

3) ACTIVITY BREEDS ACTIVITY - Understand that 90% of your networking calls or emails will NOT land you an immediate job interview. In fact, you may come away frustrated thinking “that was a waste of time”. Do not judge the merit of the call simply on closing the sale that day. The goal of most of your conversations should be…

• Learning something new about the industry/company/person
• Gathering a new name and number of secondary contacts for more networking
• Establishing yourself as a person they want to help.

4) BE PREPARED FOR REJECTION - Many people that you are trying to connect with might say something like, “We aren’t hiring right now, but email your resume and I will get back to you if something comes up.” I am going to save you some heartache… most of them will never get back to you. In medical sales, this is akin to a front desk clerk at a doctor’s office asking you to leave a business card with her so that the doctor can call you back later. SPOILER ALERT: The doctor isn’t calling you back! You need to find a more creative and compelling way to get a few minutes of their time, rather than just carpet-bombing people with your resumes. The personal CONVERSATION builds the connection, not the resume.

5) USE 3rd PARTY REFERENCES – Just like a sales call with a client, a 3rd party reference is incredibly valuable when networking. “Hey Steve, Jennifer Jones passed along your name as a fantastic local cardiology rep” sounds a whole lot more appealing than “Hey Steve, I was recently laid off due to COVID…can you talk?”. Use your connections to establish personal credibility, as people will be more more likely to trust (and help) a friend of a friend.

6) FOLLOW UP IS NON-NEGOTIABLE- All networking conversations should be followed with a thank you email or a handwritten note. If you aren’t thanking people for their time, you are sending them a subtle message that you aren’t very good with follow up or that you didn’t value their time. **People are less inclined to help you or endorse you if they feel that you don’t respect their time.

Grow your vine! CrossVine Recruiting.

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