Job seekers seem to be taking a spray and pray approach, stuck in the bad old days of marketing. What should they do differently? Adopt account-based marketing (ABM). In this part of our series, we'll look at the framework for finding the right job with ABM.
ABM is built on the basics of marketing, like the 4Ps. If it's been a while and you haven't read Marketing White Belt, this is a quick refresher:
Let's examine the fourth P: promotion. In the context of most marketing strategy, promotion refers to how we tell others about our product. In contrast to regular marketing, account-based marketing specializes in the targeting of specific prospects. We don't market to everyone, just to the customers who meet our qualifications.
Because we are very targeted in our marketing efforts, we invest more time, effort, and care into the promotion of our goods and services to our highly-qualified prospective companies. This holds true in account-based marketing for job seekers as well. The absolute worst thing you can do is to blanket the market with your resume or CV if you're trying to attract the attention of very specific companies. Absolutely, ensure that you follow the correct process for submitting your employment documentation to a company.
Consider how very little care most job applicants take in pitching:
Generic cover letters - sometimes rife with typos and errors - submitted with no customization are the norm.
No preparation or investigation into the target company, which shines through during an interview.
No followup after an interview.
What does the savvy account-based marketer do to land the client?
Highly customized, attention-getting outreach is the norm. Account-based marketers are not averse to shipping something to a prospect. For an account-based job-seeker, imagine if your resume was literally engraved on a sheet of metal that you sent via Fedex. Remember, because we're only pitching a handful of companies, we can afford to invest more in our outreach to our targets. We couldn't send a thousand resumes that cost us $20 to make. Could we send 3 of them? Absolutely.
Deep investigation is the norm. Account-based marketers use every data source practically available to build a client profile. They spend time on the client website, on the client social media accounts, checking financial reports and SEC filings if a public company; in short, doing serious homework. The same should be true of the account-based job seeker.
Followup isn't a one-time event for the account-based marketer. Account-based marketers provide service and value at every touchpoint. They don't follow up just to ask if we've made a decision. They continue to provide value - new content to share with the prospect, new ideas. The account-based job seeker should do the same. Imagine instead of a single, bland followup and thank you note, you provided a daily or weekly news roundup of what's happening in the company's industry. Would that earn you additional notice? You bet.
Our goal as account-based marketers and job seekers is to showcase our attention to detail, our dedication, and our deep knowledge of the companies we want to work with. While using account-based marketing practices is not a guaranteed win, we stand a much better chance of making a strong impression than the average, careless, mundane job seeker.
I wish you all success in your job seeking AND marketing efforts!
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