Career Q&A - Ask The Expert

My problem is that I just turned 52 and I'm out of work. My experience is in commercial sales. I recently completed an interview and the employer said that I had just what he was looking for: sales and work experience and maturity. You can imagine my surprise when he said, "I wish I could find someone in his or her early twenties with your experience." He almost got my fist in his face! He was totally sincere in his belief that there was someone in their early twenties with all my years of experience and maturity. How can I overcome blatant age discrimination? How can I convince any employer that my age and experience is an asset, not a liability?

--R.B. (New Brunswick, Canada)

I think I'd laugh in that employer's face before putting my fist there, but it is incredible that any employer would say something like that--much less believe it--particularly since he manages a sales organization. He must understand the bottom line advantage of experience and maturity in prospecting, making the presentation, and closing the sale.

You're a seasoned salesperson. Now, consider yourself the product and develop a sales plan. First of all, who ever said 52 is old? Even if you work only until the past standard for retirement (65), you have 13 more years to go--a veritable career time period. Most employers would be thrilled if a key employee lasted five or six years!

Regardless of how a sales person is compensated, the good ones work like they're on straight commission. They earn what they make, and the more they earn, the more the employer profits. If an employer has to nurture and train a 22-year old, there's a cost factor involved until that person is up and running. Not so with you. You have contacts, experience, and maturity. You have been nurtured and trained in your field. You're ready to run and sell. Believe in your product and prove your sales ability. Sell a prospective employer like a straight commission salesperson would. Sell your strengths. It's a win-win situation for you and your next employer.

I promised some help in reducing competition in your job search and following through with the selling process. We want to reduce the number of people competing with you for any job, and we want you to know where you stand even when the employer doesn't let you know. Consider these points:

• It's expected that you'll follow up on advertised job openings, but don't make this approach your main activity.
• Know what you want to do--and are prepared to do--for your next employer. You should be able to explain it in 25 words or less to anyone in any industry.
• Network with everyone you know and everyone you meet. Get out and advertise what you want in your next job.
• Get to know the reference librarian in the career section of your public library. He or she can help you research companies that use (and probably need) people who do what you do.
• Get the names, addresses, and telephone numbers of company officials who make hiring decisions or may be able to influence the human resources department.
• Remember: You don't need an invitation to contact any employer. And, if you do the things that that employer needs, you may have eliminated all other competition for that job!
• Make contact with employers and ask for the interview, don't just hope for one. Say, "I'd like to meet you in person and discuss how we can help each other. Would Tuesday morning about 10 work for you, or would Wednesday afternoon be better?" Then wait patiently for an answer. A good salesperson knows when to stop talking!
• When you get interviews, know the name and address of your interviewer and don't leave empty-handed. Ask what step comes next--and when.
• Follow up on every interview, good or bad, with a short thank-you note mailed or hand-delivered within 24 hours. If you want the job, say so in the note. Don't assume anything.
• If you don't hear from an employer in a few days, make a call, send e-mail, or drop a note in the mail.
• You should stay in touch and keep control. Good selling!