Do You Make Your First Impression Your Best Impression? Or, how to get work as a PI
Our thanks to Rob Comer for sharing some wisdom out of experience
Brief history: Magnum Investigations started just over 2 years ago due to a retirement trial. Basically I spent 3 months windsurfing on the Broadwater of the Gold Coast and although I really loved windsurfing the novelty sort of wore off. It's like having as many ice creams as you like. The first one is great, the second one still isn't too bad but the 3rd one, not too much enjoyment at all.
So in line with what a lot of ex police do, I got my PI licence and said to myself "if I get one job per month I would be happy with that"
The phone was quiet when I finished the papers so I thought I would see how this whole thing works. I had been put in touch with a friend of a friend who was an investigator and after a while trying to tie him down to talk to me we had a chat over a cup of coffee. I told him that I had sent lots of emails out to all the investigation companies while I waited for my licence telling them who I was and that I had had no replies. He said well there is your first mistake: "They don't want to know you if you haven't got a licence".
So from then on I vowed to try and not make any more mistakes. If you can learn one thing from a chat with a contact, fantastic!!
Since then I believe the following areas are the key to breaking into what may seem a closed secret society.
- Sales and marketing
- Relationships
- Timing
Sales and marketing
Would you agree that you have to sell yourself to who ever you want work from? Do you really know what selling is all about?
First tip, read " Sell little red hen sell" by Jeffrey Hansler. It will probably take you 2 to 3 hours to read this book.
This book will give you an interesting way of looking at the fundamentals of selling and why 10% of people are good at it and the rest, well!!
Remember first impressions count.
Do You Make Your First Impression Your Best Impression?
Within the first three seconds of a new encounter, you are evaluated… even if it is just a glance.
People appraise your visual and behavioral appearance from head to toe. They observe your demeanor, mannerisms, and body language and even assess your grooming and accessories - watch, handbag, briefcase. Within only three seconds, you make an indelible impression. You may intrigue some and disenchant others.
This first impression process occurs in every new situation. Within the first few seconds, people pass judgment on you - looking for common surface clues. Once the first impression is made, it is virtually irreversible.
The process works like this:
- If you appear to be of comparable business or social level, you are considered suitable for further interaction.
- If you appear to be of higher business or social status, you are admired and cultivated as a valuable contact.
- If you appear to be of lower business or social standing, you are tolerated but kept at arm's length.
- If you are in an interview situation, you can either appear to match the corporate culture or not, ultimately affecting the outcome.
Often the first approach to Magnum Investigations and I would suggest others will be a quick email. This probably goes along the lines of: John Smith Ph 5678909 I now have my licence and are interested in any work you might have in never never land. Spelling and grammar are normally poor.
Relationships
Remember Surveillance Managers and Investigation Managers are very busy people. This sort of approach will only cause an irritation to them. In my experience you need to try and form a relationship with the person concerned. It may just be small at first but you need to be in the back of their mind. Call and ask some questions about their company. Talk to the receptionist. They are a wealth of knowledge and may just give you something you can use on the next call or letter you send in. Make it look like you are sincerely interested in working with this company but you want to research them first. This may say to them "wow this person is really switched on and they aren't just going to go and work for any company, they are researching us first. A straight up email asking for work will make you appear desperate and willing to work for anyone.
Consider what you send. Why not go to the extra effort of sending in a surveillance log and a practice tape that you have put together showing your steady hand and concise and accurate report. Not too many candidates would do that.
Keep the contact up via email, letter stating what you have been up to for other people. Don't stop contacting them. If you are really keen, see if you can get in front of the manager. Take in a couple of muffins for morning tea or shout them at their nearest coffee shop. Everybody loves to get out of the office if they can spear the time. It has taken sometimes 6 months to a year for me to break the ice with some people.
Make them an offer. Do a bit of work for free so they can see what your made of. Offer to ride shotgun with one of their agents. Form a relationship with whoever is the key man/woman giving out the work.
Timing
Timing is an important issue here in gaining work. I have waited in excess of 6 months for a reply to a letter I sent to a prospective supplier of work. He was busy and had a full compliment however 6 months later one of his guys changed his vocation in life and hello!! there was an opening.
Investigation Managers or Surveillance Managers are extremely busy just coping with the day to day running of jobs. Do not get angry when someone doesn't reply to you as you will burn your bridges. I certainly felt like getting on the phone to a number of people and giving them a rev up but fortunately I didn't.
Things are changing all the time and companies are all tendering for different contracts with insurance companies etc so often when they win a new tender they will need more contractors.
Keep in touch as I have said and you may just stay in the forefront of the Investigation or Surveillance Managers mind.
DECISIONS X ACTIONS = RESULTS
Rob Comer, Magnum Investigations