"Every problem is a gift. Without problems, we would not grow."
Anthony robbins

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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