www.securitysolutions.nu - Security Sales Training

SECURITYSOLUTIONS.NU

"Your Nuu On-Line Sales Source"

GETTING HIGH PERFORMANCE SALES PEOPLE TO VISIT YOUR TEAM OFFICE!
(The following article was written for the hiring of a custom design security sales representative)

Psssst! The presentation of your career ad makes the difference! I once visited a west coast alarm dealer who informed me he was having problems attracting quality sales people. I asked to review his job ad and he presented me with a small classified ad which he indicated he had used off and on over a number of years.

Apart from referrals from others, did you know the presentation of your career ad is a real key to having “sharp” people to inquire about your opportunity?

To stress this point, I surveyed a large group of sales people attending an area sales seminar with the following question. What one thing prompted you to apply to your current organization? The number one response was “the presentation and/or size of the career ad caught my attention and prompted me to apply.” Many also stated that a presentable career ad reflected an organization that was prominent - an organization that they wouldn't mind associating themselves with. They felt integrity of the company was very important in direct selling and how right they were!

If for example, you wish to attract two new goal scorers to your forward line, you may wish to run a career ad two or three times over a two week period, and anticipate investing anywhere from $500 to $1200 on the exercise depending on where you live.

TIPS ON AD COPY

Remember that although you are running a career ad, it's not imperative that you cram in as much wording as you can in order to maximize your investment. Aside from the specifics of what you are looking for, you ultimately attract a suitable audience by the presentation that the ad exudes.

Let's discuss the specifics first. There are sales managers who waste hours upon hours in the interviewing process talking to people who ultimately are unable or unsuitable for the position advertised. If you are doing residential sales and evening work is often required, it makes sense to mention the extended hours initially in your ad - not halfway through a long interview. You also want to tell your audience of prospective sales candidates what is unique about your company. “We are one of the largest or oldest or newest companies specializing in the latest technologies in the field of electronic residential protection.”

LAYOUT

Think of a good ad layout as something you can use over and over again - it's an investment. Many companies go to graphic artists to design career ads as many newspaper design artists have limited time (and sometimes talent) to do the job you want. Either way be sure you are happy with the end product. Don't rush into it, expecting to get the ad layout you like tomorrow so you can run the ad the next day.

Designing an ad is a creative process where you may go through a number of proofs and alternations before finally being happy with what you want.

From a layout perspective, the “cleaner” the ad the better. A mixture of open space and copy blended together. Remember the importance of image. Keep it clean, clean, clean!

Also don't be afraid to use props in your ad - they are attention getters. For instance, one national security alarm company uses a chain linked border for their security career ads.

Many security alarm companies inform me they have a difficult time recruiting women to their outside sales teams. Household security decisions are often made by the wife and not the husband and there are those who feel female representatives have an added advantage.

One of the most successful ways in attracting female candidates is to have a picture of a female employee right in your career ad with a quotation underneath professing her satisfaction with what she does like "Protecting families against the consequences of burglary is one of the most rewarding careers!” To get the ball rolling, we have seen organizations use a receptionist's picture in the ad, for they too are valuable team players being they are often the first person from your company's prospects come in contact with.

SCRIPT SAMPLES OF NEWSPAPER CAREER ADS

SECURITY SYSTEM SALES

Are you looking for a challenge and tired of the everyday routine? Consider one of North America's top growth industries!

Established in 1972, ACME ALARMS CORP. has grown to become one of the largest security system providers throughout the metropolitan area. With more than 30,000 home burglaries being recorded in the city last year, the demand for our security systems has remained high.

We are now expanding our outside sales force. If you are presentable, motivated, mobile and have a burning desire to succeed you may be one of the candidates we are looking for.

ACME ALARMS CORP. offers competitive compensation coupled with an extensive sales/technical training program, qualified appointments and future opportunities for district management positions.

Forward resume in strict confidence to:

ACME ALARMS CORP.
ATT: Human Resources
9945 109th Street,
Seattle, Washington
4594834

$40,000 PLUS

PROTECTION INDUSTRY SALES

ACME ALARMS CORP. is one of the areas largest security providers specializing in state of the art wireless security systems complimented by 24-hour monitoring services. With over 30,000 break and enters in the city annually, the demand for our services has remained high!

Exceptional opportunities now exist for executives seeking challenging sales positions. We require self-motivated individuals with excellent presentation skills, high energy and the ability to prospect and close decision makers.

In addition to a competitive remuneration package, we offer extensive training programs and opportunities for advancement.

Please reply to:

ACME ALARMS CORP.
Att: Human Resources
9945 109th Street,
Seattle, Washington
45948
(All replies will be held in the strictest confidence)

OUTSIDE SALES PROFESSIONALS

We are a growth oriented medium sized area company which specializes in the field of residential electronic protection. With over 30,000 burglaries reported last year, property crimes continue to take a significant toll in our community. As a result, demand for our services remains high.

Are you an exceptional individual who thrives on challenge and possesses the energy and desire to actively participate in our success? Are you able to adapt and perform in a continuously evolving environment where customer satisfaction is the foremost priority?

We offer an attractive competitive remuneration package commensurate with experience.

Forward resume by July 3rd in strictest confidence to:

Human Resources
ACME ALARMS CORP.
9945 109th Street,
Seattle, WA
4594834

Only resumes of candidates under consideration will be acknowledged. No phone calls please.

HOW TO CONDUCT SALES INTERVIEWS!