Mark was a VP who wanted to become a CFO. We helped make Mark aware of the power of his references. When Mark heard his company was to be sold, he felt his salary was $20,000 less than it should be.
Did his boss feel bad about paying him less than he was worth? Absolutely. Could Mark ask him to act as a reference, and would he raise him to the level he wanted, in return for staying for the last two months? Definitely.
Now, the boss had a friend in an accounting firm. Mark asked his boss if he would approach his friend as a second reference. Together, they had lunch. The accountant was happy to be a second reference. In the same way, Mark developed a third reference, his own brother-in-law.
When he launched a campaign, he had a good interview with the president of a small paper company. A conservative man, he asked for three references. Mark recontacted his references, so they were ready. After his boss had given him a glowing reference, the president mentioned that he was still uncertain.
When the second reference was called (the boss’s friend), he told the president that in the right situation Mark could help save $1 million in taxes, and control costs. He had repositioned Mark as a broader-based financial executive.
Next, Mark’s third reference supported the others and added a few points. The day after the last reference check, he got a call from the president, and guess what? His message was, “Mark, what will it take to get you?” He ended up as CFO at a much higher income.
Get more information about Robert Gerberg by reading his blog or following him on Twitter. Or check out great companies like SET Personal Marketing or ERI Personal Marketing.
