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Express "Perfect Fit" For Technical Sales

Following up after a telephone call? Don't say, "It was nice to talk to you, and I look forward to hearing from you again soon."

Sell them something. Here Tom shows similarities between his last job and the new job. Very important. Employers often can't see the similarities for themselves. You have to show them. The burden is on you. If you don't show them how you fit, someone else sure will.

THOMAS K. JACOB
8118 South Garfield Way | Littleton, CO 80122
H: 303-694-2412 | C: 720-695-5691 | tjacob@att.net

April 6, 20—

Mr. Frank Murphy
N L Baroid
P.O. Box 60070
Houston, Texas 77205

Dear Frank:

I really enjoyed our phone conversation concerning your plans to market M179 soil sealant. Your comments reminded me of many similarities between my past experiences with Dowell and what you are looking for in your new venture.

Selling to industry and government
Developing new markets for existing products
Solving client technical problems
Designing solutions with the aid of laboratory data
Melding various groups to achieve the desired goal

I've included an example of a problem I faced with Dowell that is very similar to problems you might face. In fact, this project used a crosslinked, dry powder form of polyacrylamide; similar to the M179 system.

After you've had a chance to look this over, I'll give you a call to get your reactions. Or you call me.

Sincerely,

Tom Jacob

TJ/bl
Attachment

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Mr. Frank Murphy
April 6, 20—
Page two

PROBLEM

I had the opportunity to perform the first enhanced oil recovery project on the North Slope of Alaska. Dowell's normal products and equipment would not do the job due to the severe weather and environmental concerns of the client. In addition, the client's technical and operation people disliked each other.

STRATEGY

I arranged for our chemical specialist and our equipment specialist to meet with me and the customer's engineers and operation personnel, then led an eight-hour meeting to design a new system (chemistry and equipment) to perform to the customer's requirements.

RESULTS

I moved men, materials and equipment to the North Slope, then assembled the equipment and began operations on time with outstanding technical results. This pilot project generated additional revenue of $300,000 for Alaska operations in a two-month period.

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25 Reasons I love consulting.
by William S. Frank

Brand. You are your own brand, and you can define it any way you want. For many years, I provided outplacement to the ex-employees of Schlumberger, the world's largest oilfield service corporation. When departing employees left the company, they didn't request outplacement in their severance package. They said, "I want Bill Frank."
Demand. The world will always be full of terrible problems that need solving.
White Hat. I can be a helper and get paid for it.
Pay. I can be paid to do things I'd gladly do for nothing.
Variety. Every day is different.
Happiness. At this stage of my career, I only work for people I respect and care about. If a client micromanages me or is otherwise no fun, I complete the assignment and replace them.
Talent. I'm using 110% of my talents and stretching myself to the max.
Change. I can change my focus any day I want. If you're a McDonald's franchisee, you don't say, "Hey, I've got this great idea for a meatball sandwich—let's try it out today." In consulting you can adjust your focus hour-by-hour, as long as your clients still understand and appreciate what you do.
Income. No one else would pay me as much as I pay myself.
FUN. I can't think of anything I'd rather be doing.
Retirement. I can write and consult as long as I am physically and mentally capable. Peter Drucker worked into his 90s, and when asked which book was his best, he said: "My next one."
Job Security. Although clients come and go, no one can come into my office and say, "Pack up your stuff . . . You don't work here anymore." In 29 years, I've only had one employer: ME.
Travel. I don't have to travel unless I decide to. I travel if it's both FUN and profitable—or at least FUN.
Commute. I live five minutes from my office, a corner office in an upscale six-story tower. In winter, I leave a heated garage at home and drive to an underground heated garage at work. There's seldom time to hear even one song on the radio.
Vacation. Consulting is more fun than vacation (except on Wailea Beach in Maui).
Friends. I have developed hundreds of close acquaintances and several lifetime friends.
Time. I can work as much or as little as I like: four-hour days or 18-hour days. (Of course, my income will reflect that.)
Employees. I can work with employees, subcontractors, partners, or alone—I've done it all.
Passive Income. I've developed several products that provide "mailbox money." I earn while I'm sleeping.
Ethics. I've never had to violate my values or personal code of ethics. I've never had to lie, purposely deceive or harm others, or promise things I can't deliver. I go to bed with a clear conscience. That doesn't mean there's never any conflict. But the conflict is conducted according to generally accepted business practices.
Virtual. My career is fairly portable. With the Internet, e-mail, cell phone, and FedEx, I can work nationally, even internationally from my office—or anywhere in the world.
Purpose. I make a difference in peoples' lives every day. I see it in their faces, hear it in their voices, and read it in their thank-yous.
Experience. Every painful or joyful life experience makes me a better consultant. So does every person I meet or book I read. Grey hair can be good in consulting.
Structure. I have to work very hard, and the clients expect superb results—but I get to structure my days, weeks, months, and years.
Boss. Most of the time, I love my boss.

As I was posting these letters online, I realized I want to communicate my love for consulting. It's just a great business. The single letters, taken together, may create a picture of enjoyment, but in a burst of creativity I listed some of the reasons consulting is such a good fit for me—and perhaps for you, too. They are not prioritized; this is just how they came out.