Remember this guy?

Here's what they have to say:

● Is a series of “Yes” decisions: – To pay attention to you

– To meet you and like you

– To believe you are valuable

– To interview you

– To hire you

– To promote you ● You are a salesperson and “Yes” is your currency

An S&C career....

● You are always selling: – Yourself to employers

– Your ideas to your athletes

– Your leadership to members of your team

Work just as hard on selling your product as you do on your product

● It doesn't matter what you have in your head if: – They aren't buying

– They aren't putting it into use

You are a salesperson

Eternal truths of selling:

● Be known- if they don't know you exist, they aren't

buying

● Don't be a dick- if they don't like you and people aren't

saying good things, they aren't buying

● Be trustworthy- if they don't trust you and believe you

can deliver on your promises, they aren't buying

● Be friendly and generous- if you aren't truly trying to

help them get what they want, they aren't buying

● Be valuable- if you can't do something for them, they aren't

buying

● Be remarkable- if you don't stand out from the crowd in

some way, they aren't buying

● Take it slow- if you go straight for the sale, they aren't

buying

● Play the numbers- the less pitches you make, the more they

aren't buying

● Be scarce- if there is a lot of it and nobody wants it, they

aren't buying

Eternal truths of selling:

You are your network

“I’ve come to believe that connecting is one of

the most important business—and life—skill sets

you’ll ever learn. Why? Because, flat out, people

do business with people they know and like.

Careers—in every imaginable field—work the

same”

You are your network

“Success in any field, but especially in business is

about working with people, not against them.”

You are your network

“Relationships are all there is. Everything in the

universe only exists because it is in relationship to

everything else. Nothing exists in isolation. We

have to stop pretending we are individuals that

can go it alone.”

Relationships are everything

In everything you do create meaningful, mutually

rewarding, long lasting relationships

Do not be the douche at the bar

Hey, wanna bang?

Meaningful relationships:

Go to the bar

Meet someone

Introductions

Conversations

Exchange numbers

First date

Regular dating

Move in

Marriage proposal

Sex ;)

Gym floor

Conversations

Appointments

Free session or low commitment offer

Sales presentations

First training block

Regular client

Clubs, coaches and contacts

Introductions

Conversations

Meetings

Interviews

Internship

Job

Climb the ladder

Step 1: Clubs, coaches, contacts

● Goal: know who to talk to ● Google ● Make a list- the bigger the better ● Prioritize 1) close to home 2) preferred sport ● Also prioritize for connections

Step 2: Introductions

● Goal: engage people in a conversation ● Introductions in this order: • Face to face > family > friends > acquaintances > random stranger

● Have an online footprint ● Get around the gate keepers:

– Social media & email trickery ● Establish some commonality ● Keep it light, keep it short

Step 3: Conversations

● Goal: establish a relationship ● Give before receiving ● Do your research ● Ask questions and be interesting ● Tread the common ground ● Be grateful ● 3-4 email exchanges... or more

Step 3: Meetings

● Goal: get in front of them ● Don't ask, don't get ● Be generous: coffee, lunch, titty bar etc. ● Be flexible ● Presentation- the first bite is with the eye ● Conduct yourself like a pro ● Give yourself a time limit ● Follow up

Step 3: Meetings pt 2.

● Goal: get a foot in the door ● What are their problems, and can you help? ● Aim LOW ● Give what you can ● Eyes open, mouth shut ● Seek feedback ● Keep coming back

A note on qualifications

● Qualifications are wholly unremarkable ● Connections > experience > qualifications ● Try to maximise all 3, but in that order ● Get the bare minimum required then move on ● CPD is still massive in keeping the job

A note on experience

● Fail in private, succeed in public ● Can you bring something to a pro club? ● Shoot low enough and someone will say yes ● Get as many hours under your belt as possible ● Manage groups ● Speak publicly- get it out of your system

Step 4: Interviews

● Primary goal: get asked to interview ● Do steps 1 to 3 better than anyone else ● Secondary goal: get selected to interview:

– 1. Covering letter – 2. CV – 3. Follow up

Step 4: Covering letters

● Stand out from the crowd ● Average applicant: ● White paper, boring layout, too long, cliched, no commonality, self centered

● Remarkable applicant: ● Interesting layout, short and sweet, remarkable, establishes commonality,

WIIFM?

● Tick the boxes and get out

● Show me what you can do

Step 4: Covering letters- Bad

To whom it may concern,

I wish to apply for the position of (get the name of the job wrong) at <club name>. Since the age of 10 when I realised I would never be a professional athlete, I have been on a personal quest to ascend the highest level of the the coaching profession.

I am a conscientious, hard working individual. I enjoy long walks in the park, hosting tupperware parties and reading. I am a university student studying for a MSc in strength and conditioning. My olympic lifting technique is flawless and I might get my work published in a journal this year.

If you want to select me for the internship you have available, I accept. Please contact me on the number above...

Step 4: Covering letters- Good

Dear <Coach's actual name>,

Hi I am a mutual friend of XXX (I believe he gave you a heads up that I would be in contact). I'm writing to you today to express an interest in applying for the internship position that you have available.

I know you are busy so I will keep it short why I think I am a good candidate for the role. Firstly I fulfill all of the professional requirements for the post. I have a BSc, I'm UKSCA accredited and CPR certified.

I've also been volunteering for the past year at <insert club names>. These experiences have been invaluable in familiarising myself with a professional environment, managing groups of athletes, and working within an integrated coaching structure. I hope this internship can be the next step in my coaching career and that I use these experiences to make a quick and meaningful contribution to your department.

Thank you for your time. If you need to reach me, I'm available at your convenience on the number above.

Step 4: CV

● Photo ● Be remarkable ● Experience, experience, experience ● Achievements and numbers speak loudly ● Show me what you want me to read ● What do other people say about you?

Step 4: CV- bad example

Step 4: CV- good example

Step 4: Follow up

● Ask for a recommendation from an influencer ● Emphasize your fit for what they are looking for ● Make it timely ● Be like this guy →

Step 4: The interview

● Check the dress code ● Prep, whether they ask you to or not ● I know within the first 5 minutes- make yours count ● Relax ● Can you justify everything in your system? ● If you don't know, be honest ● Ask conversational questions when invited

Step 4: If you fail...

● Chin up- each no brings you closer to yes ● Be gracious and stay in contact ● Get something out of the interaction:

– Another opportunity? – Advice? – What to work on next?

Step 5: Internship

● Minimum hours, effort or responsibilities doesn't get the job ● Work for the job you want- remember why you are there ● Be a house elf, then go looking for opportunities ● Never say no ● Show me your value, then ask for a reward ● Stay until you got what you came for ● Don't neglect your other funnels ● You will want to quit- don't

Step 5: Negotiating the job

● You want enough money to take money off the table ● Sell yourself, you are a salesman:

– Identify the need

– Show it is a problem

– Identify yourself as a solution

– Make the case why you should be hired

– Ask for the job

● Keep your mouth shut until they give you a figure ● Don't negotiate too hard or you will pay for it later

Side note: business principles

● All S&C coaches need business skills ● Negotiation ● Management ● Return on investment ● Budgeting ● Systems development

And you also are probably going to get fired at some point!

Step 5: Getting the next job

● 2-3 years per job, then get promoted or move ● Dictate people's perception of you, not the other way

around ● Document every success and achievement- seeing is believing

● Do your qualifications and experience match the jobs you want?

● What is your niche? ● What is your legacy? ● Keep working the funnel

Special seminar offers: 25% off

● Speed guide: www.rugbystrengthcoach.com/speed-offer ● Agility guide: www.rugbystrengthcoach.com/agility-offer

Any questions?