Still At It

Still have not had any luck on the job search. I have been sending my resume out in response to at least 2 ads a day on Craigslist. Makes me wonder if it’s that nobody wants me, or if it’s the fact that since Craigslist is free, a lot of the ads are just probing to see who is out there for future reference. I have applied for so many jobs, and custom tailored my resume to each one, I am surprised at how few calls I have even gotten for interviews. Sooner or later something has GOT to come through for me.

As to my previous post about youth sports photography, I didn’t generate any sales, but did accomplish some much needed research. We visited a couple of soccer and football games and took some test shots of each.

Soccer is MUCH easier to photograph than football. Because of the nature of the action, it’s much easier to get more good action shots in soccer. In soccer, the action tends to be one on one. A player on one team has control of the ball and a member of the opposing team stays close in the hopes of taking it away. For the most part, the players are paired off all over the field.

In football, the serious action usually consists of 15 people packed into a 10 square foot area, with the best stuff going on in the middle of that mass of people. I found that more often than not, the quarterback was totally hidden by either those trying to protect him, or those trying to kill him.

I sent out two more resumes/emails last night, and one this morning. Sure hope I hear something soon. Going to spend the day working on some products I want to sell. Like the photography, I don’t expect to get rich, but the way things have been going, if I can get a small income from a number of sources, it will be easier than finding one job that will pay all the bills.

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The Rest of My Day

Still no call or email from the from the ac company. But a plan has been formulating in my head. Soccer and football season is about to begin, and fall baseball won’t be far behind. The contracts for team photos have already been awarded, but when my son played baseball, other parents oohed and ahhed over my action photos. Several of my son’s friends’ MySpace and Facebook pages feature my photos. Parents have always been a good market for photos of their kids. I’m going to spend the rest of the day doing research, laying out flyers and price lists, and working on my photography page. I don’t expect to make a fortune, but it could conceivably provide enough income that I will only need a part time job to make ends meet. Wish me luck and stay tuned for more news.

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Direct Sales: The Final Chapter
Things were looking good. I had made a sale. Not only had I made a sale, it came from a lead I generated with MY marketing plan. There was more to come. I felt sure of it. I felt I was also almost ready to start some conversions.

Then the plan changed. The owner of the company was not happy with the sales manager and decided to take a new tack. We could still do whatever we wanted… AFTER cold calling on 20 businesses a day. We were also required to attend morning sales meetings every morning.

Objective number one was to get the business owner to sit down on the spot and discuss his security needs. The alternative to objective 1 was to set an appointment for later. Again, at the very least, we were to collect business cards. We did as we were told. To encourage sales to businesses, a new deal was conceived by the owner. The commission was dropped to $50.

It would take 4 times the sales to make what I needed to be a living wage if I followed the new plan. Since my van was on its last legs, I truly couldn’t do all that around town driving, so I did what I thought was enough to qualify for my cold calling, then focused on more group meetings where I could work on the $200 commission sales. I thought my inventiveness would be appreciated. I was wrong.

2 days later, the owner blustered: “What are you doing? Just picking up a business card and leaving? You’re supposed to be SALESMEN. You have to SELL them.” The sales meetings changed. They were more like intimidation meetings.

It seemed to me we were being given conflicting instructions. On one hand we were being told to go in and leave a flyer and take a business card that would be handed over to our telemarketing department (that didn’t exist.)
On the other hand we were told to start using trickery, such as going in and posing as a customer to the business, whether we ever had any intention of buying, or even had an interest in what they were selling. We were supposed to take the time to converse and get them to “like us” before going into our pitch. We were supposed to do this 20 times per day. When I asked if we should go in with flyers in hand, the owner said: “That’s up to you.” I said: “It just seems to me that if I go IN with a handful of flyers, I can’t very well pose as a customer.” At that point I was accused of being argumentative.

By the way, those 20 cold calls on businesses would be AFTER spending a good part of the morning in the intimidation meeting. The meetings went on ‘til at least 10:00, which didn’t put us on the road until 10:15 or so. Figuring drive time to our first stop, we had already burned through half the morning.

I continued my sales attempts. I figured one more seniors meeting and I could prove that I was onto something, and that I was developing a track record. With that said, I hoped I could be excused from the meetings to pursue my own marketing plan. I did not appreciate the meetings. They really didn’t do any good, AND I was on commission. I wasn’t being PAID to be there.

It was at this time that I made plans to resume my job search. I had hopes of being able to get something that would provide a regular income and do the alarm sales on a part time basis. I needed money badly, and the need would soon become even worse.

The next morning I awoke to a knock on the door. A passerby saw water running down the driveway. It was our hot water heater. It had sprung a leak. I turned off the water and did some immediate cleanup, then called my sales manager that I had a home emergency and wouldn’t be in. I spent the rest of the day removing the old water heater, cleaning up and drying out the mess, and researching senior groups online.

Because we were behind on the rent, the landlord refused to get us a water heater. I didn’t find that out until the next morning. I was STILL waiting for him to show up so I called my sales manager to let him know the situation. He was very understanding. It was shortly after that I was informed by the landlord that he wouldn’t replace the water heater until the rent was caught up. And shortly after that, I got a call from my sales manager. He was apologetic and said it wasn’t his decision, but it was his job to tell me I was being “let go” for not attending the sales meetings. He even agreed with me that the meetings weren’t helping and that requiring attendance when we weren’t being paid wasn’t right, but he had to think of HIS job and HIS family. I agreed that had to be his primary concern and he promised to give me a good reference, and to put him down on future applications rather than the company itself.

And so ended my venture into direct sales. I only made $200 in 3 months, but I learned a lot about sales, and did things I didn’t know I could do. Thus began my renewed quest.


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Direct Sales Part 2

None of us were setting the world on fire with our sales. Our sales manager was apologetic; he thought surely we’d all be getting writer’s cramp for all the orders we’d be getting. One of my sales teammates DID close a couple of deals but the sales did not go through because the would-be customer had bad credit. What we were offering was a special for homeowners: we would GIVE them a basic security system in exchange for a monitoring contract of 3 years.

We thought our door script was bad. It was long winded and boring, and gave the potential customer no opportunity to respond for nearly 90 seconds. When we visited a sales guru in Orlando, he confirmed that the script was bad. Based on what he told me (or actually just confirmed for me; he didn’t tell me much I didn’t already know but he did offer a few tidbits that were very helpful.)

My new door script began: “Hi my name is Rick and I’m with the XYZ Security Company. We’re in your neighborhood to let people know we have a special offer JUST for homeowners. Are you the homeowner here?” If the answer was “no,” I was done at that house and could move on to greener pastures. If the answer was “yes,” I knew I had a good prospect, AND I had gotten them to say the word “yes.” Sales experts will tell you that asking a series of questions that will be answered “yes” increases the likelihood they will say “yes” when you ask them to sign on the dotted line.

The next portion of my pitch went as follows. “We have teamed up with GE Home Security. You’ve heard of GE, right?” Again, another question that would be answered yes. If they had never heard of GE, they probably wouldn’t be smart enough to have amassed 2 cents, and again, I could probably move on. Also, an important tip from the Orlando sales guru came into play. When asking the question, I nodded my head affirmatively. The guru referred to that as “physiology,” and studies have shown it works.

The pitch continued at the door. Basically that GE is a leader in home security, etc etc etc, and then another question… “Would you be interested in having your home and family protected by a GE Home security system? Again, the answer would be either yes or no. If yes, I would start to wipe my feet as though preparing to enter (more physiology) and ask if I could step in and begin with the design plan (which was actually part 2 of the sales pitch.)

It seemed that the new pitch worked better. The people standing in their doorways, didn’t end up with a glazed look in their eyes and an expression that suggested I was boring the hell out of them. But I still wasn’t making sales.

Next we would have to work on rebuttals. More often than not, when people said “no” to my final question it was because they felt they didn’t NEED one. Common reasons were: I have a dog, I have a gun, my neighbor is a cop, etc. My stock joke on the van ride back to the office became: “I don’t need an alarm. My dog has a gun.” In actuality, all of the excuses boiled down to “I don’t WANT one.” Our primary objective became practicing our rebuttals to the objections. None were very difficult to logically rebut. If the prospect still wasn’t interested, we would move on. It wasn’t until later we learned that the owner of the company wasn’t happy with that process. He wanted us to hard sell. But that came later. Let me continue with my chronological story.

The next thing I learned about the sales guru was that he wasn’t making many sales to new alarm customers. He was converting the customers of OTHER alarm companies. That too confirmed one of my suspicions: most people that truly WANTED an alarm system already HAD one. We began to work on scripts for converting other companies’ clients to our own.

I also began working on another avenue. I wasn’t having a lot of luck in calling on people one at a time. So how about I find a target market and find a way to get them to come to me, preferably in large groups.

A couple of bad ideas came to me, and I didn’t have to get too far into my research before I saw the flaws in my thinking. Then it came to me… Senior Citizens. PERFECT. They come in 2 categories. Assuming they have made good money in their lives and are comfortably retired; they are either, (a) in good health and traveling a lot, or (b) their health is failing and they need security. Our system featured 2 way voice communication right through the control console and worked in the same way as the Medic Alert systems we see on tv… and cost less money.

They WERE the perfect target market, AND they have their own clubs, groups, recreation centers, etc. I set to work locating senior citizens groups and meetings, while continuing my residential door knocking and practicing my conversion sales pitch.

Some of the groups I found required one to buy advertising to be able to address the group, others did not. One in particular was actually anxious to have venders come in to their monthly meetings. My sales manager and I prepared some materials and a display and went to the meeting. I was able to set an appointment for the next day with one of the seniors. It was not what I had hoped for, but it was better than nothing. And, I learned from one of the other vendors that for our first time there, we actually did well. She assured me that after they got used to seeing me/us, there would be many more and word would spread like wildfire.

We went to the appointment, and closed the deal. Things were looking up. Then the bottom fell out. The conclusion of my story in the next installment.


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Waiting for a Call... So here is part 1 of my venture into direct sales

OK, I’m going to sit here by the phone for a couple of hours. The AC Tech job had only been listed for about 30 minutes when I emailed my resume. Hopefully they need help badly enough that they are monitoring their email and will get back to me soon. So to kill some time (and hopefully have inspiration strike since I am NOT trying to think of something) let me tell you about my venture into direct sales.

Back in March I answered an ad for work with a security system company. It turned out to be a sales job. I sent an email at 10:30 AM and by noon, I had a call asking if I could come in for an interview at 1:00. I was not dressed, and I needed a shower, shave, and haircut. I told him I had an appointment at 1:00 and asked if I could come in later. My interview was set for 3:00 PM. I took a quick shower and shaved. JoAnn cut my hair, and we dug out my “nice clothes.” Having been in the AC business, most of my clothes were jeans and t-shirts that had reminders of past jobs.

I felt that my interview went well. I told them up front that while I have no problem “meeting and talking with strangers” (as mentioned in their ad,) that “cold calling” was not my strong suit. I was told that would not be a problem. I was home by 4:15 and had a call that I was hired at 5:35. I was to report at 9:00 AM the next day.

I knew going into it that it was a commission only job, but with a commission of $200 per basic unit, I wouldn’t have to sell too many to pay all the bills. It would only take 4 sales per week; less than 1 per day. That was not out of the realm of possibility. There was celebration in the Armstrong house that night. I had a job. My brain went into sales mode. In trying economic times, I thought, alarm systems should be easy to sell. Crime is up because some people who would not ordinarily break the law were desperate to support their families. People that have money would want to protect what they have. You can’t imagine how happy I was the next day during our training when we were told that very same thing. But I’m getting ahead of myself.

There were 4 of us at the meeting the next morning. We spent the morning learning the basics of the company’s products and services, and how to sell them. They gave us a script and flip charts, and we practiced on each other. At 4:00, we piled into the sales manager’s van and spent the next 3 hours “cold calling” in a housing development. It was not a good neighborhood for such sales, but it was good enough for practice and the sales manager had an appointment with a homeowner so he could kill 2 birds with 1 stone. Besides, since it wasn’t filled with hot prospects, we couldn’t mess up TOO bad.

The next day, was the same as the first, accept this time, the neighborhood was carefully selected. We learned that there were certain criteria to look for that would make sales more likely. But again, we all crashed and burned.

Now let me explain something about direct sales. What makes it uncomfortable for most people is that it is human nature to desire approval. The word “no” does not give that sense of approval and results in negative feelings. That was always MY problem with sales, even though I knew that you have to hear “no” 10 or more times for every “yes.” BUT… I was so tired of knocking on doors and not getting any answer at all, that I welcomed the sight of a human being, even if they DID say no. LOL

The rest of the week was the same: door knocking and working directly from our script. No one had any luck. And by the end of the week, we were down to 3.

I think I will have to do this in more than 1 installment, so that’s enough for now. More to come.


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HVAC JOB!!!!

Wish me SERIOUS luck. I sent my resume to an AC company along with a cover letter begging for the job. I hope it works. They require someone that can pass a drug and background check, has their own tools, and EPA certified. In the cover letter I explained my lack of certification and that I am fully capable of getting one; but that money is tight and I can't afford the test unless I will actually have a job. Its another Craigslist ad, but I might hold my breath a little bit on this one. LOL

Experienced Ebay Lister Wanted

The interview yesterday went well. It was actually a legitimate store front business. They were not offering some kind of offer to sell me a plan that would make me rich beyond my wildest dreams. So far so good.

I got there 15 minutes early, and my interview began about 10 minutes early. They had told me in the email that they would want me to show them I know how to post on Ebay. No problem, I have done that before. But the screen on the computer was dark. From my position, I could see the back of the computer. It emitted no noise, and the pilot light on the monitor was yellow which indicated no signal. I leaned down and felt no air blowing out of the back of the power supply. Trying my best not to sound like a know it all, I casually said, “I don’t think it’s on. Either your cooling fan is really quiet or it’s not on.” My potential future employee acknowledged my comment, but continued with what he was doing. Almost a full minute later, he pushed the power button and low and behold, the monitor lit up.

He handed me a post it note pad and an SD memory card, new in the package. He gave me the price, the desired start time for the auction, and informed me that Pay Pal was accepted. All the templates and images were on the machine (I might add they were not great images and by his own admission, the template border sucked.) In less than 5 minutes my task was complete. I informed the interviewer that I was done to which he replied he would print it out and look at it later.

When I asked when he would be making a decision, he picked up a file folder an inch thick and said, “I have to go through all of these.” From what I gathered, he was allowing an hour for each interview, or at the very least, spacing them at 1 hour intervals. I estimate there were 150 to 200 pieces of paper in the folder. So once again, I am not holding my breath.

Prior to my intensive job quest, I had been focusing on making my own job, picking up whatever side work was available. Perhaps I need to divide my time between the 2 endeavors. I have had very little luck in finding a job working for someone else, but at the same time I wasn’t having much luck locating side work. OK Rick, time to think… what jobs are recession proof? What do people spend money on no matter what the economic climate may be? Who has money and is spending money, and what are they spending it ON that I know how to do that doesn’t require an outlay of cash for licenses and/or permits? In the “old days” I would have just “tied one on” to escape the bounds of normal thought processes and come up with an inspiration. Unfortunately, large quantities of alcohol no longer agree with my belly; I’m sure some of you know what I mean. LOL Oh well, I will have to think of something all on my own. Wish me luck.

Craigslist and Other Online Classifieds

For the most part, I have been using Craigslist for my job search. It isn’t the best, but it seems to have the least number of scammers and spammers of all the online job sites. That’s not to say it doesn’t have it’s share. I can’t count how many headings have heald the same text with a different link to a work at home scam.

Then there are the ads that lead to other ads on other help wanted sites… that in turn lead to other ads on still other sites. I saw an ad on SpaceCoastHelpWanted.com that looked promising. Toys R Us had 2 stores in the area looking for bike assemblers. I clicked the link and it took me to SnagAJob.com. To see the ad, I had to register with SnagAJob. So I register. I click the link. And it tells me to go to the company web site to apply online. That’s why I now refer to my job search as a “quest.” It seems like every destination has a path that takes me the long way around. But rather than being discouraged, I find humor in the situation. It really is comical.

And speaking of comical, I filled out 1 application online that not only required the standard information, but psychological profile questions as well: 50 of them. Some of them made me laugh. For example, one question asked if I was more interested in having fun and hanging out with my friends than working. I guess the people that answer that question wrong are the same ones that accept packages from strangers at the airport.

At any rate, I spend 20 minutes filling out the application. There was no response. Not even an autoresponder saying my application had been submitted. I didn’t hear anything for 3 days, so I thought I would “pop in” to the store location, just to see if the position was still open. I was informed they were not hiring at the present time. Too bad the ad didn’t mention that it was for future employment.

I had been writing this and just got around to posting it today. Coming up next, details on yesterdays job quest.

I GOT AN INTERVIEW TODAY!!!!

I had planned on standing at a busy intersection this morning with a sign and a stack of resumes. Unfortunately, our printer is out of ink. UGHHHHH. It’s always something. Later today I am going to my brothers and will use his printer. Of course that means using up one of my last blank disks. It’s pretty bad when you actually ARE counting pennies.

BUT on the bright side… I have an interview at 2:00 PM. At least I hope so. I got an email in response to MY email about a job listing. They asked if I could come down at 2:00. Unfortunately, they didn’t give an address. I emailed back and asked for the location and am still waiting for their reply. At any rate, it is an Ebay power seller needs help with listings. The ad mentioned full or part time work. I would LOVE to have full time work online like that. No backbreaking labor. I can work from home. The best part is, I could still do side jobs. My wife is as skilled as I am at the computer when it comes to html layout and designed, etc; if I am busy, she could cover those duties. It seems perfect; which has me worried. I am all too familiar with the expression: “If something seems too good to be true, it probably is.” But, I will give the guy a chance and at least find out what he has to offer. I just hope I won’t be wasting my gasoline on a scam.

How I Came to be Seeking Work

For 18 years, I worked for a small air conditioning company. It was just the owner and me. I was originally hired because the owner got a DUI and needed a driver. Over the years I picked up the business. I even learned enough to take and pass the state contractors exam for HVAC. Unfortunately, I lacked the capital required to start my own company. “No worries” I had thought; at the time Florida was still recovering from the effects of the 2004 hurricane season. Out of town companies were moving in to take advantage of the abundance of work and needed people that could qualify for the state license. Within 2 months of passing the exam, the post hurricane work dried up. But I digress.

It was always part time at best. My boss had the philosophy of “If we don’t get the job we don’t have to do the work.” He never really seemed interested in developing new work other than occasionally going door to door and dropping off flyers. I usually had other odd jobs to supplement my income, but that work faded into obscurity. Very often it seemed that opportunities were on the horizon, but they were like mirages in the desert. For a time, I did quite well as a mobile DJ, but that will be the subject of another blog, as will the stories of my adventures in other professions.

To continue with my story of air conditioning work… Last spring, I was advised by my boss that if I could find other work, I should take it, because he didn’t have enough work for me to support my family. He was making enough for himself, but the business just couldn’t support an employee. And so began my quest.

The first thought is, there are lots of AC companies out there. I should be able to get a job with one of them. At this point I need to explain one of the many “catch 22s” I have encountered. For those of you that aren’t familiar with the term, catch 22 came from a movie of the same name. I combat pilot wanted to quit flying so he said he was crazy. BUT… by saying he was crazy so he wouldn’t have to fly any more proved he was sane and would have to keep flying. It is often used to describe a situation where one must achieve goal number 1 before moving on to goal number 2, BUT… goal number 2 must be reached BEFORE goal number 1 is attainable.

I AM a very good AC technician, and I have applied with several companies. I think one of my problems is a lack of EPA certification: that is the card you get when you pass what is commonly called “the Freon test.” It allows you to legally handle Freon coolants. The fact is, I never needed one because I always worked with the owner who had one. Why don’t I get one? Because it costs over $100 and everything we get goes towards rent (which we are behind on) or bills. And even if I DID have one, there is no assurance that WOULD in fact get me a job. So risking $100 at the moment is out of the question. At this point, giving the landlord $100 could be enough to keep us from being homeless.

Some of you know what I am talking about, but others do not. We are broke. To some, that would mean cashing in insurance policies, selling investments, tapping into 401Ks etc. To us, however, it means we have no money, and have sold what we had of value just to keep us fed and keep a roof over our heads.

I’m spending the rest of today scouring Craigslist and planning a big day tomorrow. My luck has not been good with the online classifieds. Tonight I will tell my son will have to get himself to school in the morning. He starts at 9:15 and I plan to be out the door at 6:30. I am going to hit a busy intersection with a sign and a stack of resumes. I can’t do any worse than I have with the online classifieds. I'll be reporting on the results.

I'll also be reporting on my venture into direct sales, the spammers and scammers of the online classified ads, and more, so stay tuned.

My Complete Resume

Work Experience
Assembler – Worked as a contract labor assembling just about everything that came in pieces, including, but not limited to, bicycles, barbecue grills, fitness equipment, furniture (finished and unfinished, indoor and outdoor) and lawn equipment. I have my own tools and can say with confidence that I can assemble virtually anything that has decent instructions and/or a picture of the finished product. I have also done set up on electronic equipment such as computers and audio equipment.

HVAC – I have been involved in this business for 18 years and have experience in all aspects of residential and light commercial HVAC including: installation, troubleshooting, service, and maintenance of equipment; installation and repair of ductwork; duct design; etc.
I have also have experience in new construction as well as existing structures
Three years ago I passed the state contractors exam, but unfortunately I lacked the capital for start up and my test results expired February 15, 2009.

Residential and Small Commercial Rental Maintenance (for family owned properties) - Light carpentry, light electric, light plumbing, painting, and general fix it. Also experienced with phone, TV cable, audio, and network cabling.

Radio – On air personality and engineering assistant. Engineering assistant duties included maintaining studio, transmitter, computers, and office equipment. I have also been involved in the construction of studios. Experience with proof of performance surveys: full proofs and “before and afters.”

Mobile Disc Jockey/Master of Ceremonies – Provided music and acted as MC for a wide variety of events including weddings, parties, picnics, trade shows, fashion shows, dances, and more. Also have experience running games and contests, making announcements, etc. Other duties included planning and coordinating events.

Photography – My interest in photography goes back almost 40 years. Over the years I have had occasional paying gigs, but photography has always been more of a hobby. My professional experience includes weddings, portraits, products, album covers and promotional shots for bands, and assorted sports photography selling my work to individuals and a local sports magazine. Other photographic interests include nature and travel. Portfolio available on request.
Equipment
2, Nikon D50 bodies, Nikon 18-55mm zoom, Nikon 55-200mm zoom, Sigma 50-500mm zoom, SunPak 544 strobe, JLT Studio strobe with soft box, assorted slaves and umbrellas, stands, tripods, etc.

Fitness Equipment Technician – Delivery, set up, and service of high end residential and commercial equipment.

Fireworks Technician and Special Effects Engineer – Experience with outdoor and indoor pyrotechnic displays, flash pots, smoke, fog, and confetti effects.

Other – Some retail, sales, and hospitality experience.


Computer Skills
Microsoft Word, Excel, Access, Power Point, Publisher, Outlook, Outlook Express
Adobe Acrobat and Photoshop
Paint Shop Pro
Various security applications such as anti-virus, anti-spyware, firewalls, etc.
Internet Explorer
Mozilla Firefox
Netscape
Basic to intermediate web design and web site maintenance.
Optimization of images for use on the web or in print.
Trouble shooting and repair
Assembly of computers, and set up of machines and peripherals.
Set up of small networks.
Ability to research nearly any subject.


Other Abilities
Good communication and people skills. I have often held positions where I have been sent in to “smooth over” either technical or personal problems created by previous personnel.

Good under pressure. I do not panic in emergency situations. If anything, I believe that is when I am at my best.

Ability to read and follow instructions. Given a set of instructions, and or diagrams, I can assemble or disassemble almost anything with the exception of internal combustion.

I believe in paying attention to details to get the job done right, and take great pride in my work.

References available on request.

If you have a job for me, email me at JobQuestDiary@gmail.com
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