Oh, the millennials. I know every generation trashes the generations that follow, and I’m probably turning a bit into my parents here, but these millennials need some advice. The advice they need most can be summed up by the tagline of the old Smith Barney commercials featuring John Houseman, who’d famously say they “make money the old-fashioned way, they earrrrn it!”
I say this because I’ve been doing a lot of interviews lately and the expectation level from the millennials seems to be more about getting what they think is coming to them, versus what they need to do in order to work for it. While I’m experiencing this on the sales end, from what I hear this is an across the board issue.
Back when I started in the mid-90’s, everything was still about starting at the bottom and working your way to the top. You wanted to get in the door any way that you could. Then you would bust your butt for little or no money until you got a full time opportunity and then you continued to climb the ladder. This new crop of younger professionals appear to live more in a world of “here I am, take it or leave it.”
If you happen to be of this generation and you are wanting to get into our business on the sales end, here are 5 things you really need to work on during your interview(s):
Always Dress to Impress
Suit up, kiddo. Look like someone I might want to buy advertising from.
In the first thirty seconds of meeting you, I’m going to evaluate how you look, how you shake my hand, whether or not you make eye contact and the small talk on the way back to the office. Then, it’s all about how you present yourself to me in the first two minutes when we sit down. I’m going to judge you this way, because clients are going to judge you this way.
Do Your Homework
This, to me, is a great indicator of how you might do your job if I were to hire you. I believe clients always want to work with someone that seems to know a little bit about what they do. Same goes for an interview situation.
As an Entercom employee, I think it’s reasonable to expect that you’ve Googled the company, know about the merger with CBS, know we are all over the country and which local stations we operate. I had a young lady recently who, when I asked “what do you know about our company?” went ahead and hit me with “I couldn’t find that much.” Oh, really?
Have Questions Prepared
This goes along with doing a bit of homework. Show me you’ve put some effort into this and that you want the position badly enough that you took time to look up some information, that you thought about the job and what you want to know about it, and you formulated some questions.
Here’s a secret for anyone interviewing for any job, ever: at some point you’re going to be asked ‘what questions do you have?’ To not have any or to “Ummm…” your way through it is not acceptable. I’m evaluating how you’re going to do at a very demanding job and go on meetings with clients which you have to be prepared for. If you’re going to wing it for the interview, why wouldn’t I think you’re going to do the same on sales calls?
Send A Follow Up Note
If you don’t follow up with me within 24-48 hours with at least a note via email, there’s a good chance you aren’t getting the job. Again, all I can do is evaluate how you do in the interview process. However, I’m relating it all to how I believe you’ll do with prospects and clients. A simple gesture, now made even easier with email (we used to send thank you cards), that takes almost no time. If you aren’t smart enough to know this is mandatory, I’m going to have to pass.
Go After the Job with Everything You Have
I’ve always believed that a great indicator of how you’ll do going after clients, is how you do going after me for the job. The four things mentioned above are all part of this. I expect you to have done some homework and come up with good questions. I expect you to be dressed for the position and to make an impression. And, I expect written follow up in a reasonable amount of time.
In addition to those things, I want to know you want this position badly. Do you consistently follow up? If I give you an assignment, do you get it back to me in a proper amount of time? And overall, do you make me think you really want this position?
Millennials, I’m rooting for you and that’s why I’m willing to help. These aren’t high expectations. Look the part, act the part and then get out there and EARRRRNT IT!
Dave Greene is the Chief Media Officer for Barrett Media. His background includes over 25 years in media and content creation. A former sports talk host and play-by-play broadcaster, Dave transitioned to station and sales management, co-founded and created a monthly sports publication and led an ownership group as the operating partner. He has managed stations and sales teams for Townsquare Media, Cumulus Media and Audacy. Upon leaving broadcast media he co-founded Podcast Heat, a sports and entertainment podcasting network specializing in pro wrestling nostalgia. To interact, find him on Twitter @mr_podcasting. You can also reach him by email at Dave@BarrettMedia.com.
