How To Get Work Using A Fundamental of Business

My Life in Advertising

The key skill for getting work is to be able to sell.

If you are in business you need to sell regularly to clients, vendors, bank managers, partners

If you want to be an employee, you just need to sell to your potential employer.

Now, as a side note, if you want to get a job in a public service position, reading this will not help you. I don’t know what such employers want.

However if you are being hired by someone who is the direct owner of a business, then you can know one thing about them – the money they are paying you comes out of THEIR pocket.

In a business, you are not just competing with anyone else who applies for the job. You are competing with the business owner not employing any one at all!

Do you have skills? Do you have value to offer to a business?

If so, then you can ignore many other issues of not having the experience, the qualifications, or even the ‘perfect’ resume.

What you need it to find a way to demonstrate your value AND to get in front of people who have made their own success.

All the way back a century ago this was true, as described in one of the seminal books on selling, “My Life in Advertising”, by Claude Hopkins (this was written in 1927 so please excuse the male gender references)…

Most young men and most beginners think that the older men overlook them. My experience is that men in business are looking for capacity. That is the crying dearth. The more we know the more we realize the volume of work to be done. The able workers in any line are few, and all are looking for relief and help. All who see the realities are anxious to find others who can see them.

And when they find them, as Claude Hopkins goes on to say, they will hire them – and for a higher wage too.

Note: if you do not have some sense of passion or purpose in what you do, you are unlikely to add great value. Is it time to rethink your path?

And if you rethink your path, then here is one other piece of advice from Claude Hopkins who started as a bookkeeper in his first business job:

I began to reason in this way: A bookkeeper is an expense. In every business expenses are kept down. I could never be worth more than any other man who could do the work I did. The big salaries were paid to salesmen, to the men who brought in orders, or to the men in the factory who reduced the costs. They showed profits, and they could command a reasonable share of those profits.I saw the difference between the profit-earning and the expense side of a business, and I resolved to graduate from the debit class …
… Clerkship was an expense, and expenses would always be minimized. I was struggling to graduate into the profit-earning class where no such limit exists.

One thought on “How To Get Work Using A Fundamental of Business”

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