KEEPING IN TOUCH WITH (POSSIBLY) DISCOURAGED CLIENTS
(July/August 2005 Issue)

We've covered how a thriving private practice sells and delivers "start to finish" job/career change packages rather than hourly. I have practitioners say, all worried, "But what if they use you and use you and use you beyond all reason! Aren't you worried about them eating up your time?" Well, the ugly truth of the matter is that despite paying you a bunch of fungolas, most people use you "NOT ENOUGH," rather than too much. In fact, sometimes they will even break communications altogether. Occasionally that's because you're not delivering a service worth coming back for, but mostly it's just that your clients' lives and petty fears are getting in the way. If you've called several times and sent e-mails, it's important to place the responsibility to keep in touch squarely in their court. I will send a letter like this (US Postal Service mail) to anyone who has not responded to 3 attempts on my part to reach them.

Dear client,
Since I haven't heard from you in a while, we presume that means everything is going okay in your job and career search. Or maybe discouragement has got you paralyzed -- this is not an easy process, after all, and our self-worth and self-esteem are at risk quite often in job and career endeavors. If you assess that your campaign is going well, great! I want to remind you, though, to think, "Hmmm. Could it be even better?" As your coach in the matter, one of my roles is to make your campaign go even better, faster, clearer by...
1) evaluating with you the results of your interviews so we can make decisions about the most efficient directions and next steps, [there is no failure in this process, only feedback];
2) helping you "close doors" when interviews tell you the fit isn't right or market not strong enough;
3) getting you "restarted" faster when discouragement sets in (which it always does at some point);
4) detecting any places your couple-minute profile needs tweaking or updating;
4) role playing calls, interviews, negotiations, follow up, etc.;
5) brainstorming other options and other contacts to meet
6) holding you accountable to reach your goals and keep your attention on your search;
7) cautioning you about opportunities that might not be right for you, and helping you check them out thoroughly rather than jumping in and regretting it later;
8) offering you the chance to join a group (Saturday Success Teams) where you'll find people who've been where you are who will -- under our guidance -- encourage, problem solve, and, yes, even commiserate with you;
10) many other ways. Our contract says, "In the course of working together, we'll always have a next time or next step scheduled until such time as you make a career move of your choice. If anything should disrupt this continuous communication, I'll make reasonable efforts to get in communication with you, but the responsibility ultimately is yours to keep me informed and initiate all the meetings and conversations needed to accomplish your goals." Please know I'm here -- ready and eager to help you past obstacles, through barriers, over discouragement and to help you reach the goals you set for yourself. Please call to check in, and to establish regular communication. Wishing you the best of success...

Sincerely, Jack Chapman

This lets them know it's their job to use me, and puts a very positive interpretation on their silence.

Jack Chapman is author of:
Negotiating Your Salary: How to Make $1000 a Minute
He is a career consultant in private practice and runs ongoing support and training teleconference sessions for career consultants in private practice.
He can be reached at 847-251-4727 or jkchapman@aol.com