The Most Important Letter You May Ever Write

I am working with a top ranking career military officer, who during his time in the Reserves also developed a stellar career as a senior-level executive in industry. Recently, after concluding his reactivation in the Military, he had the daunting task of re-entering the job market; and as well all know, during the worst economy in a lifetime. After some time searching on his own he was able to sum-up his frustration for me: “This is the first time in my life I am doing something and have no idea how I doing.” This, coming from an Officer at one of the highest official levels in the Military. Now he didn’t say, “what I’m doing” he said “how”! Does anybody tell YOU how you are doing in YOUR job search?

I am going to share with you what may be the single-most important letter in a job search, one that will address our challenge of not knowing how I’m doing. I call this letter Response to a Rejection, sometimes referred to as Thanks for the Rejection.

(This is an actual letter that was in fact used just today. Of course certain information has been omitted)


June 15, 2009


Dear Mr. Willard:

I understand the rationale behind your letter of June 14, 2009 in which you said that there are currently no openings at [COMPANY] for an experienced sales manager. Undoubtedly, you receive multiple unsolicited resumes, and I thank you for taking the time from a busy schedule to respond to my inquiry.

It is this type of consideration that reaffirms my belief that [COMPANY]is a well-managed company. As a result, I would like to ask your advice because I believe that you have a great deal of information and expertise from which I can benefit.

More specifically, I would appreciate 20 minutes of your time not to discuss current job openings, but to discuss what you look for in outstanding sales managers, what your opinion is of the long term growth in the [BUSINESS/INDUSTRY/FIELD], and any advice you would have for a sales manager with a keen interest in the same. Your expertise and experience in directing [COMPANY] make your opinion invaluable.

I will call early next week to see if we can arrange a mutually convenient time to get together.


Sincerely,




Certainly there are more rejections than offers in a job search; and most people send a cordial letter … thank you for your time and interest and if something opens up, please let me know. “Thank you” is good; “thank you” and feedback is better. The more you are rejected, the more opportunity for feedback; and the more feedback you have the more improvements you make – continuous process improvement. Soon you will no longer say I have no idea how I’m doing. In fact, you may be thinking to yourself (thank you, thank you, thank you for that rejection! I’ll be so much smarter the next time).

In his book, How to Master the Art of Selling, Sales Guru Tom Hopkins wrote, I never see failure as failure but an opportunity to practice my techniques and perfect my performance. I say … Gotta love that rejection!

YT,
Rob