Last week I talked about how you can land a 6-figure job in tech with no connections by generating referrals from people inside those companies.

上周，我谈到了如何通过在这些公司内部人员的推荐下，在没有联系的情况下获得6位数字的技术工作 。

The article found its way in front of a lot of people, and they had a lot of questions. The most common questions focused on one thing: experience.

这篇文章在很多人面前发现了，他们有很多疑问。 最常见的问题集中于一件事：经验。

Many people find that their current career isn’t living up to their expectations. They want to change paths, but they don’t have any experience in another field, and no idea where to start.

许多人发现他们目前的职业没有达到他们的期望。 他们想改变道路，但是他们没有其他领域的经验，也不知道从哪里开始。

In this post I’ll show you how to quickly gain experience in any field, as well as how you can leverage that new experience to land job offers in that field.

在这篇文章中，我将向您展示如何快速获得任何领域的经验，以及如何利用这种新经验来获得该领域的工作机会。

I personally used this strategy to transition from the medical field — where I was working in hospital operating rooms — to the tech industry, where I received offers from Google and other tech companies (along with a 200% raise).

我个人使用此策略从医疗领域(我在医院手术室工作)过渡到科技行业，在那里我收到了Google和其他科技公司的报价(加薪200％)。

关于切换字段时不需要的事物的神话 (Myths about things you DON’T need when switching fields)

Before we dive in, I think it’s important to address a few “myths” about changing industries:

在我们深入研究之前，我认为重要的是要解决有关行业变化的一些“神话”：

• You don’t need an extensive network of contacts. In fact, you don’t need any contacts at all — you can make them all on your own.

  你并不需要一个广泛的人脉网络。 实际上，您根本不需要任何联系人-您可以自己建立所有联系人。

• You don’t need a degree in the field you want to switch to. Perception is reality, and results speak volumes when it comes to perception. They are worth more than any degree or previous job title. More on that later.

  您不需要要转换的领域的学位。 感知是现实，结果涉及到感知。 他们比任何学位或以前的职位都有价值。 以后再说。

• You don’t need money. Everything you need to know can be learned for free. In fact, I’m going to show you how this process can actually help you generate a second stream of income.

  你不需要钱。 您需要了解的一切都可以免费学习。 实际上，我将向您展示该过程如何实际帮助您产生第二笔收入。

Next, I’m going to outline the exact steps I used to land a job in a totally different industry so you can make it happen for yourself.

接下来，我将概述我在完全不同的行业中找到工作的确切步骤，以便您自己实现。

第1部分：画出完美候选人的照片 (Part 1: Painting a picture of the perfect candidate)

The good news about entering a completely different field is that you are a blank canvas. You can choose your skills and mold yourself into the perfect candidate.

输入完全不同的字段的好消息是您是一块空白画布。 您可以选择自己的技能，使自己成为理想的人选。

完美是什么样的？ (What does perfection look like?)

In order to become the ideal candidate, we must first understand what “ideal” looks like in the eyes of the people who will be hiring you. There are two ways to accomplish this:

为了成为理想的候选人，我们必须首先了解将要雇用您的人眼中“理想”的模样。 有两种方法可以实现此目的：

工作介绍 (Job descriptions)

Job descriptions are essentially resumes in reverse. They spell out the exact skills you need in order to be successful in that particular role. That sounds obvious, but we are going to be looking at this from an atypical lens.

职位描述本质上是相反的简历。 他们阐明了您在特定角色中取得成功所需的确切技能。 这听起来很明显，但是我们将通过非典型镜头来对此进行研究。

Let’s take a look at this Growth Marketing Analyst role that I grabbed from Facebook’s site:

让我们看一下我从Facebook网站上获得的这个增长营销分析师角色：

Responsibilities

职责范围

- Leverage data to understand our products in depth, identify areas of opportunity, and execute projects to drive growth and engagement of Facebook users.

-利用数据深入了解我们的产品，确定机会领域，并执行项目以推动Facebook用户的增长和参与。

- Drive projects focusing on new user growth, mobile usage, and revenue — working closely with design, product, engineering, and data teams.

-与设计，产品，工程和数据团队密切合作，推动专注于新用户增长，移动使用和收入的项目。

- Work both on core Facebook products like news feed, notifications, and mobile, and offsite marketing channels like SEO, SEM, and email.

-既可以处理Facebook核心产品，如新闻源，通知和移动设备，也可以处理非现场营销渠道，如SEO，SEM和电子邮件。

- Use tools like Hadoop/Hive, Oracle, ETL, R, PHP, Python, Excel, MicroStrategy, and many other internal tools to work efficiently at scale.

-使用诸如Hadoop / Hive，Oracle，ETL，R，PHP，Python，Excel，MicroStrategy之类的工具以及许多其他内部工具来大规模有效地工作。

Minimum Qualifications

最低资格

- BS or MS in Engineering, Computer Science, Math, Physics, Statistics.

-工程，计算机科学，数学，物理，统计专业的学士或硕士学位。

- 1+ years experience with SQL.

-1年以上SQL经验。

- 2+ years of quantitative or statistical analysis experience.

-2年以上的定量或统计分析经验。

- 1+ years of experience managing a project.

-1年以上项目管理经验。

- 1+ years of experience in marketing, advertising or growth.

-1年以上行销，广告或成长经验。

- Ability to process and analyze data sets, and interpret them to make business decisions.

-处理和分析数据集并对其进行解释以制定业务决策的能力。

- Communication skills and ability to manage a project or product.

-沟通技巧和管理项目或产品的能力。

Preferred Qualifications

优先资格

- Software development experience.

-软件开发经验。

- Internet Marketing experience.

-互联网营销经验。

What do you see here? What does the ideal candidate look like? What do they need to get hired?

您在这里看到什么？ 理想的候选人是什么样的？ 他们需要什么才能被录用？

My guess is that you’re thinking, “Ok, they need a degree in computers or math. Then they need at least two years of experience coding and managing projects at a company.”

我的猜测是，您在想：“好吧，他们需要计算机或数学学位。 然后他们需要至少两年在公司中编码和管理项目的经验。”

Well, here’s what I see:

好吧，这就是我所看到的：

Facebook is looking for someone who understands how to identify trends/patterns within big data that will have a direct impact on revenue. That person also has enough knowledge of programming to efficiently make those discoveries and present them in a simple, concise fashion.

Facebook正在寻找一个了解如何识别大数据中的趋势/模式的人，这些趋势/模式将对收入产生直接影响。 该人员还具有足够的编程知识，可以有效地进行发现，并以简单，简洁的方式展示它们。

The main issue a lot of people have is that they think the only way to get “experience” is to work at company or have fancy degrees. This is one of the biggest myths when it comes to job searching.

许多人面临的主要问题是，他们认为获得“经验”的唯一方法是在公司工作或拥有学历。 这是求职时最大的神话之一。

In order to understand it, let’s take a step back and think about why companies hire.

为了理解它，让我们退后一步，思考一下公司雇用的原因。

They want someone who will come in and have a large, positive impact on their bottom line.

他们希望有人会进来并对其底线产生巨大的积极影响。

Someone could have a PhD in Computer Science and be fluent in all of the programming languages mentioned above, but if they lack the ability to clearly convey results, the company isn’t going to benefit.

某人可能拥有计算机科学博士学位，并且能熟练使用上述所有编程语言，但是如果他们缺乏清楚地传达结果的能力，那么该公司将不会受益。

On the other hand, someone who may not have a degree or total fluency but understands how to find impactful insights and presents them in a concise, actionable manner is extremely valuable.

另一方面，可能没有学位或完全流利但懂得如何找到有影响力的见解并以简洁，可操作的方式提出的见解的人非常有价值。

Your goal is to become that second person.

您的目标是成为第二个人。

信息采访 (Informational interviews)

In addition to combing through job descriptions, it’s equally important to get in touch with people who work in the industry.

除了梳理职位描述之外，与业内人士保持联系也同样重要。

They will be able to help you prioritize the skills you found in those job applications, as well as give you some inside info on the intangibles (nuances of the hiring process, putting you in touch with their contacts, etc.).

他们将能够帮助您确定在这些求职申请中发现的技能的优先级，以及为您提供有关无形资产的内部信息(招聘过程的细微差别，与他们的联系人保持联系等)。

I’ve found that the best way to make this happen is by leveraging LinkedIn’s advanced search filters.

我发现实现此目标的最佳方法是利用LinkedIn的高级搜索过滤器。

You can search for people at specific companies, with specific titles. If you have LinkedIn Premium, you can even search for people who used to work in your industry and now work in your target industry — or even at your target company.

您可以搜索具有特定标题的特定公司的人员。 如果您拥有LinkedIn Premium，甚至可以搜索曾经在您所在行业工作过，现在在您的目标行业(甚至您的目标公司)工作的人。

Then you can use this email script to reach out:

然后，您可以使用此电子邮件脚本进行联系：

Subject: Quick Question

主题：快速提问

Hi [Name],

您好[名称]，

My name is Austin and I currently work at Cultivated Culture. I was browsing through LinkedIn and came across your information — I hope you don’t mind me reaching out of the blue here.

我的名字叫奥斯丁，目前在耕种文化工作。 我浏览了LinkedIn，发现了您的信息-希望您不要介意我在这里突如其来。

I saw that you have extensive experience in Facebook’s Growth Analytics vertical and I’m very interested in learning more about that space. I would love to have the opportunity to run some questions by you, as well as tap into any advice you may have given your knowledge of the industry.

我看到您在Facebook的Growth Analytics(分析)垂直领域拥有丰富的经验，并且我对了解有关该领域的更多信息非常感兴趣。 我希望有机会向您提出一些问题，以及利用您可能提供的有关行业知识的任何建议。

I know that your time is extremely valuable so please don’t feel to need to respond in depth. If you do have 5 minutes to chat, I would really appreciate it.

我知道您的时间非常宝贵，因此请您不必进行深度回应。 如果您有5分钟的聊天时间，非常感谢。

Best,

最好，

Austin

奥斯汀

When they agree to a meeting, you’ll want to prepare some questions. They should focus on:

当他们同意开会时，您将需要准备一些问题。 他们应关注：

• Identifying which skills are the most crucial for performing daily activities (this will allow you to prioritize)确定哪些技能对执行日常活动最关键(这将使您优先考虑)
• Providing some background on how that person got to where they are (you’d be surprised at how many people came from other industries)提供有关该人如何到达他们所在位置的一些背景信息(您会惊讶于有多少其他行业的人)
• What they would do if they were in your shoes — trying to get this job with little to no experience in the field如果他们不知所措，他们会怎么做–试图在很少或没有经验的情况下完成这项工作

Here are those bullets in question form to help get you started:

这些问题形式的项目符号可帮助您入门：

1. I’ve been doing some research and it seems like [Skill 1] — [Skill 3] are common in the space. Which of these do you think is the most crucial to success?

   我一直在做一些研究，似乎[技能1]-[技能3]在这个领域很普遍。 您认为其中哪一项对成功最关键？

2. I was looking through your LinkedIn and saw that you came from [Previous Role/Company]. How did you initially get involved in this industry and how did you end up at [Current Role]?

   我正在浏览您的LinkedIn，发现您来自[上一个角色/公司] 。 您最初是如何涉足这个行业的？您是如何最终成为[当前职位]的 ？

3. Let’s say you were in my shoes — you’re new to the industry and don’t have too much experience. How would you go about getting your current job? What specific steps would you take?假设您不知所措-您是该行业的新手，并且没有太多经验。 您将如何获得当前的工作？ 您将采取哪些具体步骤？

汇集全部 (Bringing It All Together)

Now you have an understanding of the skills that you need, where they stand in terms of priority, and a roadmap from someone who has/had the role you want.

现在，您已经了解了所需的技能，这些技能在优先级方面的位置以及拥有/具有所需角色的人员的路线图。

Next, you need to build a foundation with those skills and use them to generate results that directly align with the company’s goals for that role.

接下来，您需要使用这些技能来建立基础，并使用它们来产生与公司针对该职位的目标直接一致的结果。

第2部分：钉基础(便宜) (Part 2: Nailing The Basics (On The Cheap))

Over the next month or two we’re going to focus on building a rock solid understanding of the basics needed for the skills you identified above.

在接下来的一两个月中，我们将集中精力对您上面确定的技能所需的基本知识进行扎实的了解。

For now, the best ways to do this are by reading books, taking courses, and creating a sandbox you can use to test your knew knowledge.

目前，最好的方法是阅读书籍，学习课程并创建一个沙盒，您可以使用它们来测试您的已知知识。

阅读(免费) (Reading Up (For Free))

Books are a fantastic way to understand the basic concepts of a specific subject. They also happen to be very easy to get for free.

书籍是了解特定主题基本概念的绝佳方法。 它们也很容易免费获得。

Remember that public library your parents wanted you to check out when you were a kid? It’s actually still there! Amazing, right?

还记得您父母小时候想要您退房的公共图书馆吗？ 它实际上仍然在那里！ 太好了吧？

The good news for you is that even public libraries have caught up with the times and now carry ebooks. You can borrow them for free like any other book, but they will be sent directly to your phone so you can read them anywhere, anytime. All you need to do is install the Kindle app (which you can get for free for iOS and Android).

对您来说，一个好消息是，即使公共图书馆也赶上了时代，现在也随身携带电子书。 您可以像其他任何书籍一样免费借阅它们，但是它们会直接发送到您的手机中，因此您可以随时随地阅读它们。 您需要做的就是安装Kindle应用程序(可免费获取iOS和Android )。

In order figure out which books to read, I would Google “best books on [subject]” or go ask some folks on Quora.

为了弄清楚要读哪些书，我将Google设为“ [subject]上最好的书”或去Quora上问一些人 。

参加课程(免费) (Taking Courses (For Free-ish))

While books are giving you the 30,000 foot view of your topics, courses will help you figure out the nitty gritty. They are a better way to learn the actual skills because they tend to be interactive and are updated regularly.

虽然书籍为您提供了30,000英尺的主题视图，但课程将帮助您弄清楚问题的实质。 它们是学习交互式技能并定期更新的一种较好的学习实际技能的方法。

One of the best resources for our purposes is Coursera. Coursera aggregates courses from the best professors at the best schools in the country (I’m talking Princeton, Stanford, Harvard — they don’t mess around).

对我们而言 ， 最好的资源之一是Coursera 。 Coursera汇总了该国最好的学校中最好的教授的课程(我说的是普林斯顿，斯坦福，哈佛，他们不会胡闹)。

These courses are fantastic because they are structured like an actual course you would take in college. They have videos, but they also have tests, projects, and forums where students can collaborate. This is key because it helps make the course “sticky” due to the fact that you are committing to all the above rather than just watching a few videos.

这些课程非常棒，因为它们的结构类似于您在大学学习的实际课程。 他们有视频，但也有测试，项目和论坛，学生可以在其中进行协作。 这很关键，因为这有助于您使课程“保持粘性”，因为您要致力于上述所有事情，而不仅仅是观看一些视频。

Best of all, at the end of the course, you can receive a certificate stating that you passed the course. It will even have the seal from that university on it! It does cost ~$49 but it’s well worth it because you can put that right on your resume:

最重要的是，在课程结束时，您会收到一张证明您已通过课程的证书。 它甚至还会印有那所大学的印章！ 它的确需要花费约49美元，但值得，因为您可以在简历中注明：

订阅行业博客和新闻通讯 (Subscribing To Industry Blogs & Newsletters)

Next, you’re going to want to sign up for some newsletters.

接下来，您将要注册一些新闻通讯。

Blogs stay in business by having the highest quality, most up-to-date information and getting it out there as quickly as possible. This is the easiest way for you to stay on top of current events in the industry while picking up tons of knowledge along the way.

博客通过保持最高质量，最新信息并尽快将其发布而保持业务发展。 这是您掌握行业最新动态同时获得大量知识的最简单方法。

You can find them using the same method you used to find the books — Googling and hitting up Quora.

您可以使用与查找图书相同的方法来查找它们-谷歌搜索和查找Quora。

Additionally, try to find a niche blog as they tend to have highly detailed information on your topic. Here are some examples:

此外，请尝试查找小众博客，因为它们往往具有有关您主题的高度详细的信息。 这里有些例子：

SEO: The 10 Chapter Beginner’s Guide To SEO

SEO：SEO的 第10章入门指南

Content Marketing: The Advanced Guide To Content Marketing

内容营销：内容营销 高级指南

Facebook Ads: The Ultimate Guide To Making Money With Facebook Ads

Facebook Ads： 使用Facebook Ads赚钱的终极指南

免费资源(适用时) (Free Resources (Where Applicable))

Many industries and fields have a ton of free resources out there to help your learn. For example, if you’re an analytics person — Google Analytics is completely free to set up. Additionally, Google offers an entire course on the platform for free.

许多行业和领域都有大量的免费资源可以帮助您学习。 例如，如果您是一位分析人员，则可以完全免费设置Google Analytics(分析)。 此外，Google在平台上免费提供了完整的课程。

If your plan is to break into the development field, you’re already in the right place. Free Code Camp is one of many great resources that will help you learn the basics of programming for free.

如果您打算进入开发领域，那么您来对地方了。 Free Code Camp是许多很棒的资源之一，它将帮助您免费学习编程的基础知识。

Be sure to do a thorough search on your industry. Chances are good that free training resources exist.

确保对您的行业进行彻底的搜索。 存在免费培训资源的机会很大。

奖励专业提示：Google快讯 (Bonus Pro Tip: Google Alerts)

Google Alerts are an awesome way to save yourself hours that you would have spent searching for articles on specific topics or companies.

Google快讯是一种节省时间的好方法，您可以节省大量时间来搜索有关特定主题或公司的文章。

You can set them up for anything that you could feasibly search for in Google, but probably want to stick with the salient points like a specific industry, certain skills, the company you want to work for and Beyonce.

您可以为可以在Google中进行可行搜索的任何内容设置它们，但可能想要坚持以下要点，例如特定行业，某些技能，您想工作的公司和碧昂斯。

Then, every day, Google will crawl the web and find the most relevant (and worthy) articles on your specific subjects and deliver them straight to your inbox.

然后，每天，Google都会在网上抓取并找到与您特定主题最相关(最有价值)的文章，并将其直接发送到您的收件箱。

You can sign up for Google alerts here.

您可以在此处注册Google警报。

第3部分：获得报酬以磨练您的技能 (Part 3: Getting Paid To Hone Your Skills)

Yup, you read that right. We’re going learn how to have someone pay you to learn the skills you need to change industries.

是的，您没看错。 我们将学习如何让某人付钱给您，以学习改变行业所需的技能。

建立信誉和真实结果 (Building Credibility & Real-World Results)

Now that you understand the basics of these skills, it’s time to really develop them.

既然您已经了解了这些技能的基础知识，那么现在该是真正发展它们的时候了。

I’ve found that the best way to truly learn something is by doing it. I can’t think of a better way of “doing” than selling your skills for some cold hard cash.

我发现，真正学习某件事的最好方法是去做。 我想不出一种更好的“做事”方法，比卖掉自己的技能来获得一些冷钱。

通过自由职业来快速发展您的技能 (Rapidly Develop Your Skills By Freelancing)

While it may seem like a daunting task, it’s fairly easy to get started in the freelance world even if you have no prior “experience.”

尽管这似乎是一项艰巨的任务，但即使您以前没有“经验”，在自由职业者中也很容易上手。

As Tim Ferriss says, the definition of an expert is someone who knows more than the person they are dealing with.

正如蒂姆·费里斯(Tim Ferriss)所说，专家的定义是比所要面对的人了解更多的人。

There are two ways of going about finding clients when you’re starting out — freelance aggregator sites and traditional cold outreach:

刚开始时有两种寻找客户的方法-自由聚合者站点和传统的冷扩展服务：

Upwork(自由聚合器) (Upwork (A Freelance Aggregator))

Upwork is a community where business owners come to find freelancers for everything under the sun.

Upwork是一个社区，企业主可以在这里找到自由职业者，从事各种日光浴。

The beauty of Upwork is that it removes the need for you to invest a lot of time in marketing yourself. It is an inbound site meaning your services will show up to people who are already looking for that particular service, making them more likely to hire. That may also be attractive to someone who is uncomfortable with a traditional sales process.

Upwork的优点在于它消除了您花费大量时间进行营销的需求。 这是一个入站站点，这意味着您的服务将向已经在寻找该特定服务的人员显示，从而使他们更有可能被雇用。 对于那些不喜欢传统销售流程的人来说，这也可能很有吸引力。

The trade off is that, while you save time, Upwork charges a hefty fee for saving you that time. For our purposes, that’s not too terrible because you’re mostly in it for the learning while the money is icing on the cake.

值得权衡的是，在节省时间的同时，Upwork为节省您的时间收取了巨额费用。 就我们的目的而言，这并不可怕，因为您大部分时间都在学习中，而金钱却锦上添花。

I recommend using Upwork if you’re having trouble managing the sales process on your own, or if you’re just starting out and need to build up a few success stories.

如果您无法自行管理销售流程，或者刚起步并需要建立一些成功案例，我建议您使用Upwork。

If you really want to expand your initial reach, check out Hubstaff’s comprehensive rundown of Upwork alternatives and get yourself on multiple platforms.

如果您真的想扩大您的初步覆盖范围，请查看Hubstaff全面的Upwork替代产品清单，并使用多种平台。

冷宣传 (Cold Outreach)

The second option, and the path that I recommend, is handling the sales process on your own. That way you get to keep 100% of the revenue and remove the middle man.

第二种选择以及我建议的途径是自行处理销售流程。 这样，您就可以保留100％的收入并删除中间人。

This can be a bit tougher initially because those businesses may not be actively looking for your services and if you don’t have much sales experience, the learning curve can be steep.

最初这可能会有点困难，因为这些企业可能不会积极寻找您的服务，并且如果您没有太多的销售经验，则学习曲线可能会很陡峭。

In this section we’ll through the steps that I used to land my initial clients, build success stories and then use those results to expand my portfolio (and increase my revenue).

在本节中，我们将逐步介绍我寻找最初客户的步骤，建立成功案例，然后使用这些结果来扩展我的产品组合(并增加我的收入)。

定义你的利基 (Define Your Niche)

Our first step on our freelancing journey is defining our target prospect. Most articles out there tell you that when you start a business your niche should be laser-focused, like Male Golfers, Ages 47–54 who suffer from back pain.

自由职业生涯的第一步是确定目标客户。 那里的大多数文章都告诉您，当您开展业务时，您的利基市场应该以激光为重点，例如47-54岁的男性高尔夫球手，患有背痛。

While I agree that it should be targeted, it’s not reasonable to expect that you’re going to know your target audience in that level of detail before you’ve even worked with a single client.

虽然我同意应该针对性，但是期望在与单个客户合作之前，您将以这种详细程度了解目标受众是不合理的。

You’ll begin to hone in on your ideal niche as you go, but for now we’re going to use the following process to determine our target audience (actually, we’re going to choose 3).

您将逐渐熟悉自己的理想细分市场，但现在，我们将使用以下过程确定目标受众(实际上，我们将选择3)。

确定最初的目标前景 (Defining Your Initial Target Prospect)

Start by making a list of 50 people that you know. It can include everyone from your best friend’s parents to a connection on LinkedIn you met at a conference last year. The only criteria they need to meet is that you must feel comfortable reaching out to that person.

首先列出您认识的50个人。 它可以包括从您最好的朋友的父母到您去年在一次会议上认识的LinkedIn上的联系人的每个人。 他们需要满足的唯一标准是， 您必须轻松地与该人联系。

Add these people into this spreadsheet I created for you along with their company type and industry (ignore the email column for now, we’ll get to that later):

将这些人以及他们的公司类型和行业添加到我为您创建的此电子表格中 (暂时忽略电子邮件列，稍后我们将进行介绍)：

Now that we have our people, let’s take a look at their company type and industry. Which industries and company types match up best with your knowledge and skill set?

现在我们有了我们的员工，让我们看看他们的公司类型和行业。 哪些行业和公司类型最适合您的知识和技能？

If we take my list, I know that my marketing skills could benefit a tech company, but they could also benefit a health & wellness startup looking to build an audience. Additionally, know that it’s much easier to sell into startups than corporations when you’re first starting out. With that in mind, my ideal mix is:

如果我们列出我的清单，我知道我的营销技巧可以使一家科技公司受益，但也可以使那些希望建立受众群体的健康与保健初创公司受益。 另外，要知道，初创时，向初创公司出售要比与公司相比容易得多。 考虑到这一点，我的理想组合是：

Company Type: Startup

公司类型：创业公司

Industry: Advertising, Tech, Web Development & Health/Wellness

行业：广告，技术，网站开发和健康/保健

Now we have one “niche,” but my list here is only 10 people. I want you to try and find 3 different niches where one or more of your skills apply. Then I want you to assign each niche a number and label your spreadsheet (you can also highlight too if that helps):

现在我们有了一个“利基”，但我在这里的名单只有10个人。 我想让您尝试找到3种不同的利基，其中一项或多项技能适用于此。 然后，我希望您为每个细分市场分配一个数字并标记您的电子表格(如果有帮助，您也可以突出显示)：

Awesome! You just defined 3 areas that you can sell into and you have your first set of prospects.

太棒了！ 您仅定义了3个可以出售的领域，就拥有了第一套前景。

Key Takeaway: Don’t get caught up in finding a super-specific niche before you’ve ever booked a client. Keep things broad, take on a few initial clients and your niche will narrow over time.

关键要点： 在预订客户之前，不要陷入寻找超级特定领域的困境。 保持宽广，招募一些最初的客户，随着时间的流逝，您的利基市场将会缩小。

创造时间并保持一致 (Create Time & Be Consistent)

I have spent a lot of time reading about success. I’ve also spent a lot of time building businesses in hopes of chasing it. After sifting through the thousands of pages and lessons, I found that one thing had the greatest influence on whether I was successful or not:

我花了很多时间阅读有关成功的文章。 我也花了很多时间建立业务以期追逐它。 在浏览了数千页和课程后，我发现一件事对我是否成功有最大的影响：

Consistency

一致性

The ability to work on something every single day — regardless of how you feel, how crazy your job is or how many friends tell you to go to happy hour — is the difference between succeeding and failing when you start a business.

每天开展某项工作的能力-无论您的感觉如何，工作有多疯狂或有多少朋友告诉您去欢乐时光-创业时成功与失败之间的区别。

In order to be consistent, you have to create time. Time that you know is not going to be interrupted. For me, that means waking up at 5:30am. For you, early may work, or maybe late at night is your thing. Whatever you do, make sure that it’s a natural fit for you. You don’t want to feel like you have to drag yourself to do this, otherwise it will never work.

为了保持一致，您必须创建时间。 您所知道的时间不会被打断。 对我来说，这意味着早上5:30醒来。 对于您来说，早点工作或深夜是您的事。 无论您做什么，都要确保它自然适合您。 您不想感到自己必须为此拖拉，否则它将永远无法工作。

放入日历中 (Put It In Your Calendar)

Start by opening up your Google calendar and finding a 1.5 hour block of time that works for you at least 5 days every week (yes, that includes weekends).

首先打开您的Google日历，然后找出一个1.5小时的时间段，该时间段每周至少5天(是的，包括周末)对您有效。

Create an event and set reminders for 1 hour before and 15 minutes before. Mark that time as “busy” on your calendar:

创建事件并在1小时前和15分钟前设置提醒。 在您的日历上将该时间标记为“忙”：

让自己负责 (Hold Yourself Accountable)

Now it’s real — ink on paper. However, your calendar invite isn’t going to get you out of bed the day after you went out a little too hard or help you say no to those free concert tickets to see Kanye. If we truly want to stick with this, we’re going to need a little outside help.

现在是真实的-墨水在纸上。 但是，您的日历邀请不会在您辛苦出门后的第二天让您起床，或者帮助您拒绝那些免费的音乐会门票去看Kanye。 如果我们真的想坚持下去，我们将需要一点外部帮助。

I personally recommend StickK because I’m a competitive person who doesn’t like losing. StickK basically lets you bet yourself that you will start your business.

我个人推荐StickK，因为我是一个不喜欢失败的有竞争力的人。 StickK基本上可以让您打赌自己将开始创业。

You put down a dollar amount (I recommend $100) and you set a goal. Then you’ll be assigned a “referee” who will hold you accountable. If you complete your goal, you get your $100 back. If you don’t, that money is donated to the charity of your choice.

您放下了一个美元金额(我建议$ 100)，并设定了目标。 然后，您将被分配一名“裁判员”，负责对您负责。 如果您完成目标，则可以退回$ 100。 如果您不这样做，那笔钱将捐赠给您选择的慈善机构。

I can personally tell you that the thought of $100 being yanked out of my wallet has helped me push through many hangovers.

我可以亲自告诉你，从钱包中掏出100美元的想法帮助我度过了许多宿醉。

获得您的第一个客户 (Getting Your First Client)

Now that we’ve got our service and our niches nailed down, it’s time to get some paying customers.

既然我们已经提供了服务，并且已经确定了壁ni，那么该是时候吸引一些付费客户了。

Since we don’t have much in the way of a portfolio, we’re going to want to start by aiming for a prospect where we have a personal connection. Then we’re going to leverage the current experience that you have to land the deal.

由于我们的投资组合方式不多，因此我们将首先着眼于拥有个人关系的潜在客户。 然后，我们将利用您必须进行交易的当前经验。

Let’s head back to our spreadsheet and look through the list of names that we highlighted in each niche. I want you to go ahead and rank each of these people in the order of how likely they are to help you. Then we’re going to reach out to each from top to bottom.

让我们回到电子表格 ，浏览在每个细分市场中突出显示的名称列表。 我希望您继续前进，并按照他们为您提供帮助的可能性的顺序对每个人进行排名。 然后，我们将从上到下接触每个对象。

查找电子邮件 (Finding Emails)

If you don’t already have their email, you can easily find it by using VoilaNorbert or FindAnyEmail.net. Once you have it, go ahead and plug it into your spreadsheet for future reference.

如果您还没有他们的电子邮件，可以使用VoilaNorbert或FindAnyEmail.net轻松找到。 有了它后，请继续将其插入电子表格中，以备将来参考。

伸出手 (Reaching Out)

Now we’re going to reach out to our contact and ask them if they can help us set up a meeting. Here is the exact email template you can use for that:

现在，我们将联系我们的联系人，询问他们是否可以帮助我们召开会议。 这是您可以使用的确切电子邮件模板：

Subject: Quick Question

主题：快速提问

Hi [Name],

您好[ 名称] ，

Hope you’re doing well! I wanted to let you know about a business I’m starting up called [Company Name]. It’s aimed at helping companies [Insert Value Prop].

希望你做得很好！ 我想向您介绍我正在启动的名为[公司名称]的业务 。 它旨在帮助公司[Insert Value Prop] 。

Most recently we were able to [Insert Success Story]. I did a quick audit of [Prospect’s Company] and I have some ideas that I’d love to share with you. Could you help me get in touch with the correct person? Either way, would love to catch up soon!

最近，我们能够[插入成功案例] 。 我对[Prospect's Company]进行了快速审核，我有一些想法很想与您分享。 您能帮我与正确的人取得联系吗？ 无论哪种方式，都希望很快能赶上来！

Best,

最好，

[Your Name]

[你的名字]

All you need to do is fill in their name, your skills and press send.

您需要做的就是填写他们的姓名，您的技能并按发送。

I would also highly recommend getting an email tracker such as Hubspot (free) or Yesware (better, but costs $). These will allow you to see if your prospect read your message and help you determine whether or not to follow up.

我也强烈建议您使用电子邮件跟踪器，例如Hubspot (免费)或Yesware (更好，但要花费$)。 这些将使您了解潜在客户是否阅读了您的信息，并帮助您确定是否要跟进。

If they open your email once, that trail is dead. However, if they open it multiple times across multiple days, feel free to follow up with them after 4–5 business days. I have personally followed up with people 8–10 times before eventually getting a response that led to a deal.

如果他们一次打开您的电子邮件，则该线索已消失。 但是，如果他们在几天之内多次打开它，请在4-5个工作日后随时跟进。 我亲自与人们进行了8-10次跟进，最终得到了达成交易的回应。

为会议做准备 (Preparing For The Meeting)

Once the meeting is set, we want to make a compelling case for why this company needs your services. The best way to do that is using what I like to call The Audit Technique.

会议一旦确定，我们想就该公司为何需要您的服务提出令人信服的理由。 最好的方法是使用我喜欢的“审计技术” 。

It’s extremely simple and effective:

这非常简单有效：

• Carefully review our prospect’s current set up (website, social media, content, copy, health — whatever fits your service)仔细检查潜在客户的当前设置(网站，社交媒体，内容，副本，健康状况-一切适合您的服务)
• Identify as many issues/improvements as we possibly can尽我们所能确定尽可能多的问题/改进
• Determine the measurable impact of fixing these issues确定解决这些问题的可衡量的影响
• Share specific strategies for solving 2–3 of the issues and then showcase the potential result of fixing all of them分享解决2-3个问题的具体策略，然后展示解决所有问题的潜在结果
• Tell them that, regardless of whether or not they hire you, they can keep the audit report告诉他们，无论他们是否雇用您，他们都可以保留审核报告

Boom! Easy.

繁荣！ 简单。

达成交易 (Closing The Deal)

In the beginning, most of your prospects aren’t going to be seeking you out. That means that you have to convince them that your services will be worth their time and money. The best way to do that is via the following framework:

刚开始时，您的大多数潜在客户都不会寻找您。 这意味着您必须说服他们他们的服务将是值得他们花费时间和金钱的。 最好的方法是通过以下框架：

1. Address

1.地址

We’re going to start off the meeting by addressing the issues that you found with their site. Don’t be too critical. The goal here is to make them feel good about their business while also letting them know that there is a lot of untapped potential out there.

我们将通过解决您在其网站上发现的问题来开始会议。 不要太挑剔。 这样做的目的是使他们对自己的业务感到满意，同时也让他们知道还有很多未开发的潜力。

Hand them your Audit Report and walk them through each of the issues. Explain what is happening, why it’s hurting their business, and what the solution is.

将您的审核报告交给他们，并逐步解决每个问题。 说明正在发生的事情，为什么会损害他们的业务以及解决方案是什么。

2. Illustrate Potential

2.说明潜力

Once you’ve explained the issues, you want to clarify what the prospect is missing out on. The more quantifiable this is, the better. For example:

解释了这些问题之后，您想弄清楚潜在客户的缺失。 量化程度越高越好。 例如：

• Your call to action on the site isn’t strong enough. Your conversion rate is probably 5% lower than where it should be. If your site gets 30,000 visitors a month, that’s 1,500 people we’re not capturing!您在网站上的号召性用语不够充分。 您的转化率可能比实际降低了5％。 如果您的网站每月能吸引30,000位访问者，那么我们将不会吸引1,500位访问者！
• Instagram accounts like yours typically see 100–300 followers every day, but you are only netting 20–30. If you implement the strategy I laid out here you should see an immediate boost within a few days. That could mean an additional 2,400 followers each month!像您这样的Instagram帐户通常每天会看到100-300个关注者，但您的收入仅为20-30。 如果您执行我在此处提出的策略，那么几天后您应该会立即看到提振。 这意味着每个月可以再增加2400个关注者！

Show them how this is impacting their bottom line. Walk them through the math:

向他们展示这如何影响他们的底线。 让他们通过数学：

You: What is your typical sales conversion rate from your email list?

您：您的电子邮件列表中典型的销售转换率是多少？

Prospect: Hmmm, it’s around 3%

前景：嗯，大约是3％

You: Wow, that’s pretty good! And how much profit do you make from each sale?

您：哇，那太好了！ 您从每笔交易中获利多少？

Prospect: Typically we net around $150 per sale.

前景：通常，每笔交易我们净赚150美元左右。

You: Awesome. Based on my audit, I’m seeing that we’re missing out capturing an additional 3–5% of your site’s traffic due to poor copy and CTA placement. I poked around and saw that your site gets ~30,000 visitors per month which means that we could be capturing an additional 1,500 people every month. Based on the numbers you just gave me, that’s $6,750 per month!

您：太好了。 根据我的审核，我发现由于副本和CTA放置不当，我们错过了您网站额外3–5％的流量。 我四处转悠，发现您的网站每月有30,000位访问者，这意味着我们每个月可以吸引另外1,500人。 根据您刚给我的数字，每月就是6,750美元！

If you charge $2,000 per month, that’s a no brainer for your prospect. Any business owner would pay $2,000 if they knew it would result in an incremental profit of $4,750 — and you just made $24k this year!

如果您每月收取2,000美元，那对您的潜在客户来说就不费吹灰之力了。 如果任何企业主知道这将带来4750美元的增量利润，则将支付2,000美元-您今年刚赚了24,000美元！

要求他们出售 (Ask Them For The Sale)

Now that you’ve proven out the value — ask them for the sale:

现在，您已经证明了价值-要求他们出售：

• Tell them that the Audit Report is theirs to keep regardless告诉他们审计报告是他们应保留的，无论
• Reiterate the potential opportunity they have to gain重申他们必须获得的潜在机会
• Outline what next steps look like for hiring you概述雇用您的下一步步骤
• Ask them if they want to move forward询问他们是否要前进

Chances are good that they’ll want some time to think about it. No worries at all — drop note on your calendar to follow up with them 72 hours later.

他们可能需要一些时间考虑一下的可能性很大。 完全没有后顾之忧-在日历上放下便笺，以便在72小时后跟进。

You just booked your first client!

您刚刚预订了第一个客户！

Now I want you to rinse and repeat this process for everyone on your spreadsheet. If you can get your foot in the door, you can expect about a 5%-10% close rate.

现在，我想让您冲洗并为电子表格中的每个人重复此过程。 如果您能踏上大门，则可以期望达到5％-10％的关闭率。

安慰：免费提供服务 (Consolation: Offering Your Services For Free)

Since we’re mostly in this for the learning, this is great option to consider if the above process isn’t initially working out.

由于我们主要是在学习中，因此这是一个很好的选择，可以考虑上面的过程是否一开始就没有完成。

I found that it was much easier to land clients when I had success stories I could speak to. It’s important to figure out a way to get some results before you go all-in on pitching for money.

我发现当我有可以讲的成功故事时，找到客户要容易得多。 在全力以赴争取资金之前，找出一种获得一些结果的方法很重要。

You can reach out to businesses, same as above, and offer your services for free. This takes away all of the risk for the company, making them much more likely to agree, while allowing you to get right to the learning and create real-world results.

您可以像上面一样与企业联系，并免费提供服务。 这消除了公司的所有风险，使他们更有可能达成共识，同时使您能够正确地学习并创造真实的结果。

Remember, we’re in this to try and find a job we love that pays us what we deserve. That is worth a LOT more than a few paid freelance contracts. If the freelancing turns into a source of revenue, that is icing on the cake.

请记住，我们在此试图找到一份我们热爱的工作，该工作能给我们应得的报酬。 这比很多有偿自由职业者合同价值更高。 如果自由职业变成收入来源，那将是锦上添花。

利用您的结果来找到新工作 (Leveraging Your Results To Land Your New Job)

There you have it — a step-by-step plan to build the experience you need to land a join a different industry. Now it’s time to get out there and get your foot in there door.

在那里，您将获得一份逐步计划，以建立加入不同行业所需的经验。 现在是时候离开那里，踏上那扇门了。

First up, edit the resume.

首先，编辑简历。

将您的经验添加到您的简历中 (Add Your Experience To Your Resume)

As soon as you have some concrete results under your belt, you’re going to want to add them straight at the top of your resume.

一旦有了一些具体的成果，您将想要将其直接添加到简历的顶部。

This will be the first thing that your potential employer will see and it helps remove any doubt about your qualifications.

这将是您的潜在雇主会看到的第一件事，它有助于消除对您的资格的任何疑问。

Way back up at the top of the article we took a look at why companies hire. The qualifications of X years is just an arbitrary number set by the company to make them feel like they are hiring someone who can do the job.

回到文章顶部，我们了解了公司聘用的原因。 X年的任职资格只是公司设定的任意数字，使他们觉得自己正在招聘可以干这个工作的人。

Adding in your freelance experience not only shows that you can do the job, but also that you have an understanding of how to run a business. This knowledge is extremely valuable to an employer, especially for a technical hire because technical folks typically get tunnel vision and have trouble seeing how their work relates to the larger picture — making money.

加入您的自由职业者经验不仅表明您可以胜任，而且还了解如何开展业务。 这种知识对雇主来说是极其宝贵的，特别是对于技术雇员而言，因为技术人员通常会获得隧道视野，并且很难看清他们的工作与大局之间的关系，即赚钱。

Here is a screenshot of my consulting experience on my resume:

这是履历表中我的咨询经历的屏幕截图：

确定目标公司的影响者 (Identify Influencers At Your Target Company)

Now that you have the relevant experience, you’re going to want to start connecting with influencers who can help refer you into your dream job.

有了相关经验，您将开始与有影响力的人建立联系，他们可以帮助您进入理想的工作。

I outline that exact process in my article How To Land A 6-Figure Job In Tech With No Connections so be sure to check that out when you’re ready.

我在我的文章《 如何在没有连接的情况下进行6位数的技术工作》中概述了确切的过程，因此请确保在准备就绪时检查一下。

是否需要有关寻求理想工作的更多建议？ (Want More Advice About Landing Your Dream Job?)

Click here to sign up for my free newsletter and start taking your career from 0–100 real quick.

单击此处注册我的免费时事通讯，并开始从0到100个真正的快速职业生涯。

For more career advice like this, check out my blog at Cultivated Culture.

有关类似的更多职业建议，请查看我在Cultivated Culture中的博客。

翻译自: https://www.freecodecamp.org/news/how-you-start-a-career-in-a-different-field-without-experience-tips-that-got-me-job-offers-from-7425f590f3eb/