How to Make the Most Out of a Lead — Painlessly

Do you hate it?  Following up on leads? It takes most of us out of our comfort zone.

Let’s suppose a mutual acquaintance has told you you’d be perfect for a certain job and to use his name. Now what do you do. You plan a call, an email and a conversation.  Here’s what to say.

The Call

“Hi Roger, this is Mark Graves, 555-2282.  Our mutual associate, Kevin Smith, suggested I give you a call.  I have a successful record improving health care in the pharmacy setting as a clinical pharmacist-manager.  I understand the work flow that helps organizations, patients and physicians get the best outcome. I’ve read the job description and researched your organization and my qualifications fit your company’s needs.  I’d be happy to talk to you.  My number is 555-2282. I’ll also send you an email with my resume and the best times to reach me.  I look forward to speaking to you.”

The Email

Hi Roger,

I just left you a voicemail message and mentioned that our mutual associate, Kevin Smith, suggest I give you a call regarding the open Clinical Pharmacist position.

I have made successful improvements in overall health care pharmacy protocols in my current position and am interested in contributing at XX.  The position looks like a great fit and if you think so I’d like to talk to you. You’ll find my resume attached.

The best times to reach me are afternoons most days after 4:30 MDT.  My number is 555-2282.  Please let me know what works for you. 

If I don’t hear from you in a few days, I’ll reach out again; Kevin tells me you’re very busy.


Mark Graves

The Conversation

Make a Connection

Start the conversation by mentioning your mutual connection. “I’m glad we finally got to talk.  Kevin has said some great things about you.  I see on your website you’re doing good work improving health care.  I was particularly interested in your progress with XX as I have experience with that.”

Listen to what he says and comment on their work.  By starting out about him you’re hoping he will open up.  Most people do.  You want to know about their problems, his goals, etc.

Use That Information

Wait for him to ask a question and then you talk about what you do that fits what he needs.

Your goal is to talk with him in person.  You suggest it.  If you’ve made a connection in this call, showed real interest and given him a picture of you, albeit a snapshot, as someone who has the experience that he needs he is likely to want to meet you.

It always works; you must show interest in the hiring manager’s issues.  Contrary to what most job seekers think, that they should talk about themselves the whole time, that isn’t so.  Your job is to find out what the hiring manager needs.  Yes, almost every interview starts with “Tell us about yourself” and you need to answer their questions/prompts, but when you can make it become a conversation about his real issues, count yourself proud.

I’ve written this post based on a post by Robert Middleton in his “More Clients Ezine”.  Robert writes for independent professionals.  Job seekers are exactly that and everything he writes for consultants to sell their services fits you.

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Tip 1:
I would suggest you sign up for Robert’s Ezine.   He’s terrific.  Go to

Tip 2: You got some time?  (Ha. But it’s worth the time.) Read Daniel H. Pink’s To Sell is Human.  It’ll make you feel so good about your ability to get a job.  You can do it!