Instant Interviews: 101 Ways to Get the Best Job of Your Life

Chapter 68. Turning On Off-Offerors

You open the door. There's no gatekeeper. It's face to face with an offeror. Not even one outstretched arm.

Just a two-eyed stare.

He's your basic off-offeror!

We can finally use the I.I. switching technique. Let's turn him on instantly.

There are only six switches. They may be coated different colors, but they all say, "Instant On." They're hotwired.

We'll number them, and I'll show you how to flip the switch.

Flipping the Switches

You'll smile very naturally when you're greeted with . . .

Switch 1 Off

"I'm busy. What's it about?"

Switch 1 On

"I can see that you're busy!" (Agreement.) "I'm busy, too." (I'm as impatient as you.) "How about if we meet at 5 p.m. tonight or 8 a.m. tomorrow at the coffee shop?" (Make a decision, big shot!) "I want to talk to you about helping you get less busy and increase your business."

He'll say, "How?"

That's our instant invitation, but you're just a little too important to accept right away, So say, "Look—you're busy now and so am I. See you downstairs at five?"

He'll say, "Fine—have you got a business card or something?" (They're programmed to say "or something." Isn't this fun?)

You reply, "Sure. Give me yours too."

Drop a Magic Four Hello and your card, then leave (Do 1).

If he doesn't show up, you go up to his office (or call if the meeting place is not right there). Now you've got an even better switch than you had before!

Be very nice when you convey, "Where were you? I was really looking forward to meeting you!"

He's going ...