In sales there is a series of impulse factors that are used to motivate the potential buyer to take action immediately. When it comes to job-hunting, the kinds of impulse actions you want an employer to take include;
• Opening your email – use impulse factors in the subject line;
• Reading your resume – use impulse factors in your cover letter/career objective;
• Taking action from your resume, i.e. calling you for an interview;
• Offering you work experience and;
• Offering you a job.
To remember the impulse factors, use the acronym G.I.F.T.S
G is for Greed
People are greedy – employers want more money, better staff etc. If you can explain how you can deliver more value to their company, how you can bring in more money, operational efficiencies or just be a really easy staff member to manage, you will be appealing to an employer.
I is for Indifferent
People don’t like to be sold something, they want to make their own decisions. While you can’t go begging them for a job, you do need to lay out the benefits of what you can bring to the company and let them make the smart decision.
F is for Fear of Loss
People are more compelled to make a decision if they think they’ll miss out. If you explain that you are quite progressed with applications with other companies, but you specifically want to work for them, this could be the impulse they need to make a decision to hire you.
T is for The Jones Theory
If the Joneses are doing it, then everyone wants to do it. It’s called keeping up with the Joneses. If you make it sound like no other employer is interested in you, the employer might think there’s something wrong with you and won’t be interested either. On the other hand, if you make it clear that you are highly sought after and have lots of employers chasing you, then you will be more appealing. This includes having lots of LinkedIn contacts.
S is for Sense of Urgency
Impulse can be encouraged by creating a sense of urgency. This particular factor could be applied to interstate jobs, for example. So if you lived in Adelaide but the job you wanted was in Melbourne, you could tell the organisation that you will be in Melbourne for two days and would love to see them briefly, thus creating an impulse and sense of urgency.
The final take home tip from all this is any time you have an interaction with a potential employer, make sure you give them a gift!