Accelerate Your Search™ Now

The answer is simple.  The hiring manager considered you less of a risk than the other candidates.  An interview is more than answering the questions and presenting your skills, it is about connecting and creating peace-of-mind for the hiring manager.

Having a pre-existing relationship helps to create a connection, that is why networking is one of the best ways to land an interview (and a job).  That pre-existing relationship is also why so many positions are filled internally.  After doing your homework, being well prepared, and qualified here are keys to building rapport and the foundation to move an interview to a second interview and an offer.

Be friendly.  All things being equal, people want to hire people they like, trust and believe they would like to get to know.

Look for common ground.  What “clicks” and takes the conversation to a deeper level.  Building that initial comfort creates a foundation for building trust.

Be engaging.  Ask meaningful questions, this allows you to get to the heart of the hiring manager’s important issues, problems and/or concerns.

Discover the need.  Having a dialog advanced by your questions will help you discover the real needs and wants of the hiring manager and the organization.

The answer is simple – the execution takes knowing yourself and being prepared, creating a plan and taking consistent action.

Professionals, new college grads, the long-term and the short-term unemployed tend to make some of the same mistakes.  In Liz Ryan’s recent article Self-Defeating Job-Search Moves to Avoid she touches many of the common self-defeating moves I see weekly. 

Qualified and talented people are shooting themselves in the foot.  Are you?  I hope not. 

My suggestion – read the article and follow the advice – “Don’t replicate these counterproductive deeds.”

Have a comment, or thought?  Post it below.

During a job search there are a lot of expectations, most expectations you believe are understood.  Yet you may or may not be surprised to learn that the unspoken rules are often only your rules or expectations. 

You must be clear about your expectations, the leads, referrals, and help you want or you won’t get help.  You must communicate your expectations in a clear way.

Weekly, I talk to hundreds of people who say they want to land the ideal job, yet they struggle with how to do so.  About 50% say they go to networking events, connect online and in person and never get a referral or a lead. 

Sometimes they are mad, on the verge of tears, or ready to just throw in the towel.  They feel as if they are begging for help, working so hard yet never make progress or get the help they want. They want help but don’t know what to do or where to find help.

The bottom line is referrals and leads don’t always come as quickly as we’d like, for most of us it feels awkward coming right out and asking for a referral (so, we beat around the bush), and even when we do ask directly it is at the last minute, like a day or two before an interview or when you see a job posting for the job you want.  Is this true for you?

Here’s what’s going on – you believe

                 – you communicate your expectations and that you want help,

                 – you help others everyday (you keep score, too),

                 – you ask for leads or referrals,

                – you clearly communicate you expect a lead or referral, and

                – you clearly communicate the exact job or referral you want. 

However the message is so diluted or cryptic, even I need a ‘magic decoder ring’ or to ask lots of questions to get a clear idea of how I can help.

If who, you are talking to or connecting with don’t have the foggiest idea what referral is good, what job you want, or what company is a good referral for you, trust me, life is too busy for them to stop and figure it out.  Not to sound like I am bragging, but I am better at sorting this out than the average person, because that is what I do!  So, if I don’t have a clue, I guarantee others are clueless too! 

    Do you have a clear message? 

    Are you receiving leads or referrals?

    Would you like help to craft a message in a way to ask for referrals that does not feel awkward?

Well, there is a whole list of things you can do to be clear and ask for referrals and leads to accelerate your job search, land the job you want at the salary you deserve and with less stress.  Here’s one for networking introductions:
 
“As you know most job leads come via networking and word-of-month referrals, I am a __insert your profession or the job title you are seeking___, I would like to help you, learn more about what you do, share leads and offer you referrals, please connect with me by email at xxx@gmail.com or ask me for my business card so I can learn more than 30 seconds worth of what you do.”

Why, does it work? 

It is a clear message.  It tells what you do, how you will help, it makes it easy to connect with you, it gives you an opportunity to learn about what someone else does, it clearly sets the expectation of sharing leads and offering referrals and in creates an opportunity to connect with you to learn exactly what you do, what type of job you want to land and what type of referrals and leads you want.

Be sure you are prepared to continue the clear communication when someone contacts you and you plan to meet.   Here is one more tip, if you need help with your message, join the Q & A calls and ask for help or feedback on your message. 

Being prepared, having a clear message and planting the seed early in all interactions and relationships, sets the expectation upfront and ensures more leads and referrals – guaranteed!

I love success stories and comments.  Will you share yours?  Add your comment or success story below.

No matter how many executives in transition, job seekers, or passive candidates I talk to in a given week, the percentage of those who follow up is very low.  Do you follow up?

Timing and follow up are really absolutely vital to the results you get in your search.  I have told more than one solid candidate to stay in touch, call me in a quarter and never see or hear from them again.

Some years ago, I worked with a hiring manager who interviewed all the time.  At first I did not understand why, but the company was growing and after working with him for a while I got it!

Talent and company timing are not always on the same wavelength, he looked for talent all the time not just to fill current openings or to build his team, but because to him hiring top people was a priority.  He taught me if you want to leverage opportunities you must always be on the lookout for them and open to them.

On his team, as with most businesses, follow up was critical, he would never hire someone who did not follow up.  At the beginning of the interview he would ensure the candidate had his personal contact information, at the end of the interview, he would stand up, shake hands, look at candidate in the eye and say call me with your questions about the job, won’t you?  Good luck to you!

Then he would nod and that would end the interview.

His style of interviewing a quest for talent interested me so I did a bit of tracking; few candidates called with questions or followed up in any way.  The ones that did usually joined the organization within a year.

What opportunities are you missing because you did not follow up with the hiring manager for whom you want to work?

Who should you follow up with this week?

If following up is not your strong suit, or makes you feel, somewhat uncomfortable, try this and let me know how it goes …

End the interview with, “I am interesting in joining your team, <state why>.  Could I propose scheduling a 5-minute “check-in” call with you (be sure it is with the hiring manager) on ___ (the day of the week) at ___ (the specific time of the interview one to two weeks later) to check in and see where you are in the process of building your team?”  Confirm the phone number and follow up.

Have a question about improving your interview follow up? Sign up and join me on the next Q & A call, ask your question and get an answer.

Have a tip, comment or thought?  Post it below.

No doubt you have heard all the conversations about companies who screen out those who are currently unemployed. 

Some employers or hiring managers don’t call or interview people with a status of “unemployed”.  Yes, your résumé might be screened out in this way.  In fact New Jersey now has a law that will fine employers who do this and other states may soon do the same.

It is too bad that some employers may elect to use only your current employment status as a screening tool, but it is not new and may or may not end with new laws on the books.  

What is your best defense?  In my view your best defenses is your personal marketing, your personal marketing plan and the execution of your plan. 

Marketing is about overcoming the objections of the buyer.  An employer is the “buyer” of your services. The purchase is about the value you bring to an organization with your services.  That value is measured in the results you achieve or what someone believes you will achieve. 

If you believe your current employment status is an objection that an employer may have, you do need to address it!

Here is one suggestion from Sandra McCartt, an Executive Recruiter, based in Amarillo, Texas.  Sandra suggests thinking about being between successes and recently shared the notation below.

“September 2010 to Present:  Between Successes”

Change your thinking – you have heard me say it before – until you shift your thinking, others will not shift their view of your situation.

If you have been successful and want to be successful again, what is stopping you?

When you can, I always suggest having a focused conversation before you send your résumé.  Need a suggestion?  Here’s a conversation suggestion for those changing industries or directions within your industry:

“My current focus is bringing fresh foods to the c-store customer to improve customer satisfaction and profitably grow the category.  The challenge for many organizations today, is that food prices recently made the biggest jump in 36 years.  In 2010 when I focused on RTD tea for <insert prior company> I helped grow that category in percent of sales over prior year and helped grow sales in all major cold vault space.”

What do you think?  Should you be specific? 

It does open doors – if the potential employer isn’t focused on growing the fresh foods category, yet wants to grow the cold vault or another area, there is an opportunity to continue the conversation. 

Or you can stick with the process that is proven not to work fast – “I am unemployed, haven’t worked in 14 months, don’t have a clue what is going on in the industry, but need a job NOW, here’s my résumé.  When can I start?”

Have a comment, suggestion or thought?  Post it below.

My three top tips for negotiating the salary you want.  At least once a month, after a workshop or speaking engagement, I am asked for salary negotiation tips.

Usually the matter is urgent, “Tomorrow is my second interview, and do you have any tips on how best to negotiate my salary?”  To negotiate the salary you are worth you must establish your value early so be prepared.

Here are my top three tips:

Believe in your value.  Your perception and your belief in your value are critical. A job loss and a long job search can bring up feelings and old beliefs like you are not good enough, not smart enough, not experienced enough. If you have allowed your self esteem to be damaged, you belief this and you are afraid you are worthless now! You will communicate that during the interview process.

Know your market value.  Do your homework, understand the market conditions, understand the company, and understand who the decision maker is and how he/she views your value. Communicate your value at every touch point. Proclaim your value and confirm that the decision maker agrees you bring value to the table. Be poised and confident in your marketing materials, and all of your communications.

Read the book. Since 1998 I have recommended and shared Jack Chapman’s book – Negotiating Your Salary: How to Make $1000 a Minute. It was a must read and is the best book on the topic.  Enjoy it.

“How do I make my résumé stand out?” or “If everyone has a brand, how can I stand out?” Are you asking these questions too?

Everyone is unique.  The exciting thing in my business is that unlike products were there may not be anything different between two products except the color of the label.  Many products with different labels are produced to specs on the same line and at the end just get a different label. 

That is not the case with people.  Each executive, each person is different.  People are not mass produced.  Each person lives, grows, changes and evolves one day at a time.

There may be many people who work for competitors, run profitable businesses and have the same number of years in the industry that you do, but no one is just like you.  No one works like you do, nor has anyone done everything you have done. 

Your biggest difference is YOU.  You bring your own talent, gifts, education, experience and abilities to what you do.

Most of us spend so much time fitting in, doing what we think we should do that it is hard to stop and be honest about what makes us different, what makes us unique.  Be honest what are your unique talents, what do you do different. 

Why is it hard to “Stand Out”?  The answer is we are often afraid to say what makes us different.  We are afraid of the response or reaction from others.

There may be 10,000 people with your degree, who went to the same school, worked for the same companies, yet they aren’t you.  To stand out you first list all the things you have in common with professionals in your field. 

Then step back and list all the things that are unique to you.  List your unique talents, experiences, education, how you serve, how you lead, how you learn and the favorite part of your job.

I am a Texan who lives and works in New England.  I do things different.  It is not always easy to be different.  Why, because people don’t always like different. 

My unique gifts include: I am direct, and I ask direct questions.  I focus on results and on goals. Using those and my other gifts allow me to serve others and to live on purpose and help others identify their gifts and land the job they want.

It is not the custom to be direct in New England therefore if I feared what others thought or said about me it would be difficult for me to market.  One of my nieghbors says I am too out there, too much out in front and she does not like that.  I get it, her style is different those differences add value.  My gifts are what make me unique and of value to those who work with me.

Here is how to make your résumé stand out:  Start your list of your unique talents, put them all down. Make a decision to get very honest with yourself and about what are your unique gifts and what makes you different, not shy away form the things that others don’t like about you.  Write them down.  Your list will give you the key ingredients to make your résumé stand out.  Then incorporate the best items into your résumé.

What’s going on with your job search?  So often people find themselves in what I call a “flat spin” during career transition, especially if your job ending was unexpected.  

The “flat spin” is a combination of busy work, emotions, and not making the progress toward the job you want.  Are you doing what you think you should, what others tell you do and worrying about nothing, or everything?  Are there distractions that appear all around you?

If you are spending hours online, and you are riding an emotional roller coaster feeling great, happy and self assured, in the morning and by noon or the next day, you are concerned, worried, frustrated or feel ready to cry – heads up –  you may be in a “flat spin” or headed for one. 

A few weeks ago I attended an event for high school students who were exploring careers.  I love to attend these events and learn about the careers students are interested in and what there are thinking.  I learn so much from high school students. 

This event was different.  For the first time at one of these events I had several students share stories and concerns about their parents who were out of work.

The students that shared concerns about unemployed parents were bright and focused.  Each knew where they were going and what they wanted to do after high school.  They also knew why they were interested in the careers they were exploring that day. 

So why did they stop and talk to me?  They talked to me out of concern for someone they loved and were worried about and wanted to help.  The stories had a common theme.  Each student saw something was wrong, and knew their parent needed to do something different but did not know what to do or how to help.    Warning others often see your “flat spin” before you do.

If you are in a “flat spin” or just a little stuck, here are several questions to ask and things you may want to do different.

Where is your workspace?

Is it the kitchen table, living room in front of the TV?  Do you have a decent chair and work surface? Do you have space just for your job search?  If working at home is not for you go to a local café, sandwich shop, a local library or career center.  Many of these places have free or paid WiFi, and you can make calls from your car so you don’t bother others.

Do you have a budget?

A change in income can add stress and sometimes so much stress that you may find it hard to focus on the project at hand.  Update your budget.  If you have 35% or 50% less income reflect that in your budget.  Then talk to your family about the new budget.  You might be surprised just how much help your family can be and how much fat is in your budget that you can trim to lessen the stress.

Are you working on the right things?

Are you investing your time and energy in the job search activities that will deliver an “ROI” (Return on Investment)?  Do you spend all day surfing the web and applying to online postings? Are you emailing out a résumé that has misspellings or does not represent you in the best light?  If your search is in a “flat spin” you may need some help to get it on track.  Don’t pull away and continue to work alone.  Your family members want you to succeed will encourage you, but are rarely have the best advice.  Attend a workshop, tele-seminar, read a book.  Invest some time, energy and resources and work on the “right things”.  Doing a job search alone is much harder than it needs to be. Often just a little help gain focus, speed up your search and help you land the job your want fast and with less stress.

Do you have a question?   I can help.  Sign up and join us on the next Q & A call or post your question or what is working for you!

Has it been more than 90 days since you last updated your résumé?

If so that is a business quarter and you should update it. Why?  You always need a current résumé to help you leverage opportunities.  Take a look at your LinkedIn profile, too – does it need to be updated?

Your résumé and your LinkedIn profile are vehicles for your marketing message.  Your marketing message is your connection to the marketplace.  The marketing message you deliver needs to be clear and compelling, if it is not you will not get the results you want.

Read your résumé and your LinkedIn profile.  Then ask yourself these questions.

What does this person do and for who (the target audience)?

People read résumés that are targeted to them.  If they must stop and figure out, who you are talking to and what you can do, your résumé will be put aside.  Who is the summary speaking to?  Would the reader believe you are speaking or writing directly to her?  Does it clearly define your industry experience, what you can do and the level of work you perform?

What problems do you solve and what do you offer?

Managers hire people to solve their problems.  Be clear about the problems that you solve and be sure they are relevant to the reader of your résumé.  If you are a manager, think about the needs of the person who will hire you.  What do they need, want and what is important to them?

How do you solve the problem or meet the needs?

Do you explain or provide enough information to help someone believe you can meet the need?  Create interest and provide proof, without these elements you will not land a conversation.  What have you done and what where the results of your actions.

Why should someone read your résumé and call you?

If you are posting or sending out your résumé, it must appeal to those you will read it.  It must make them want to take action.  Most résumés don’t do this.  I suggest you never use your résumé as the first connection people have with you when you can avoid it.  When you must do this, at least add a cover letter with a call to action and your follow up action.

Your résumé is not to land you a job.  Its goal is to open a door, start a conversation or encourage someone to learn more about you and what you can do for the organization.

Is your résumé up to date and working for you?  If not, maybe it is time to take a hard look at it and update or redo your résumé.

People searching for a new job usually fall into one of two groups.  Those who are did not elect to be in a job search but were forced into a job search and those who elected to be in a job search.  It is interesting that both groups commonly struggle to land the job they want quickly for the same reason.  

They race from the starting gate into a job search and begin doing “stuff”.  Usually without recognizing the need to think about the results they want, how to best achieve those results.

A job search is a marketing project.  With all marketing projects there is a need to determine the desired results, assess the resources at hand, organize, plan and execute the plan to achieve results.  What is the desired result?

Is the desired result sending out résumés until you get an interview? 

Or

Is it generating multiple job interviews?

Or

Is it accepting an offer for a Chief Operating Office for a 300+ unit operation on the East Coast at 17% increase in total compensation by August 1^st?

One of the most critical elements of a job search is your marketing plan.  Daily, I talk to people who need to organize, target and plan their marketing efforts.  

If you fail to ensure all your marketing efforts are going in the same direction and your efforts aren’t aligned with your needs, goals, ideals, passions, talents, and experience the job search process becomes frustrating and LONG.  The rejection rate is higher and the final outcome less desirable.

Signs your current marketing plan is extending your job search:

–          You can’t tell someone in two sentences or less about the job you want

–          You can’t state in a credible manner what differentiates you from your peers

–          You can’t describe your marketing strategy

–          You can’t list your target companies

–          You can’t state why you want to work for your target companies

–          You can’t measure your marketing activities and assess your progress

Would focus and a clear marketing plan accelerate your job search?