Someone recently asked me, “What do you think most job seekers lack?
My immediate answer: “Curiosity.”
Lack of curiosity and a sense of entitlement are why most job seekers struggle when searching for a job. The majority of job seekers apply to companies without knowing anything about the company’s:
- History and milestones
- Senior leadership team
- Financial health
- Market share occupancy and direct competitors
- Mission statement
- Challenges they’re facing
Most job seekers look for nothing more than a steady paycheque, benefits, and some paid time off. Employers don’t find this mindset appealing. On the other hand, employers find a consultative mindset very appealing.
Developing a consultative mindset begins with curiosity about an employer’s goals and needs. Instead of approaching an employer’s hiring process as a transaction, approach it as a collaborative opportunity to demonstrate your value and position yourself as a potential strategic partner who can assist the employer in overcoming their pain points and achieving their goals.
Shifting your focus from wanting a paycheque to becoming an employer’s trusted problem-solver will differentiate you from your competition. Also, you’ll change your perception of the employer/job seeker power dynamic from needing a job (being on the defensive) to having the knowledge, skills and, therefore, solution the company needs (being on the offensive).
Most job seekers follow this pattern:
- Apply, apply, apply, apply ... hoping to get an interview.
- Finally, get an interview thinking, “Now, I can show who I am!”
Job seekers with a consultative mindset provide value upfront. They don’t wait to be scheduled for an interview process. How? By sending the employer a brief report outlining their analysis of the employer’s current marketing strategy and suggesting potential improvements. By offering to create a sample social media content calendar that aligns with their brand and target audience. I once had a candidate who had applied but wasn’t scheduled for an interview send me a call flow script they thought my agents should be using that would increase customer satisfaction. They were the first person I scheduled for an interview.
Proactively providing helpful insights or work samples shows the employer that you’re genuinely invested in their success. Think: Your business is helping the employer’s business.
Additionally, a consultative mindset encourages you to view each interaction as an opportunity to learn, not just to sell yourself. Ask clarifying questions, take notes, and use the information you gather to refine your value proposition.
A consultative mindset:
Researches the company and role in depth
Do more than skim the job description and apply. Instead, do a deep dive into researching the company, its industry, its leadership team, its competitors, and the challenges they’re facing. Then, use the intel you gather to tailor your application and interview responses to convincingly demonstrate how your skills and experience can directly address the employer’s needs.
For instance, let’s say you’re applying for a business analyst role at a fintech startup. Research the company’s product offerings, funding history, competitive landscape, and recent press about industry trends or regulatory changes. With these insights, write a cover letter highlighting your experience solving similar problems for other financial technology firms.
Asks thoughtful, open-ended questions
Job seekers tend to obsessively focus on trying to provide the “right” answers during the interview. A consultative mindset flips this script by asking insightful questions which convey genuine interest in the position and the company.
- “What are the top priorities for this team over the next six to 12 months?”
- “How does this position fit into the overall business strategy?”
- “What are the biggest challenges the company faces in [area the position oversees], and how do you envision this role helping to address them?”
Asking these types of probing questions displays your strategic thinking and positions you as a collaborative partner, not just another candidate to be assessed.
Offers ideas and solutions
Job seekers with a consultative mindset proactively offer ideas and solutions, thus showing they’ve taken the time to understand the employer’s needs and can provide thoughtful suggestions.
Maybe you identified an untapped market segment the company could target or noticed an area of their website that needed improvement. In your cover letter, you might write, “From my analysis of your target customer demographics, I believe you have an opportunity to reach millennials. I have several suggestions for improving your marketing messaging and social media strategy to reach millennials, which I hope to present to you in an interview.”
Follows up and stays engaged
A consultative mindset continues to engage with the employer after the interview. Send a thoughtful thank-you note reiterating your interest, fit and, most importantly, value-add. Even if you don’t get the job, keep in touch! Regularly send industry articles, observations/suggestions that may benefit the company, and comment on LinkedIn posts. The person hired might not work out. Staying in touch will keep you top of mind as a backfill, or for other opportunities.
A consultative mindset is grounded in Zig Ziglar’s words for success, “You can have everything in life you want, if you will just help other people get what they want.” Your job search success will significantly improve once you show employers you’re genuinely interested in helping them.
Nick Kossovan, a well-seasoned veteran of the corporate landscape, offers advice on searching for a job.
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