Monday, May 05, 2008
Savvy Strategies from FlowWork
I found these strategies from an organization that specializes in the concept of Social Networking. These are not normal strategies that we've heard for decades!
What Have You Got To Lose? Call 5 organizations that won't hire you. This may seem like a waste of time, but the point of the activity is to provide you with the opportunity to practice your cold calling. Thinking that you don't have an opportunity to get a job will lower the anxiety you may have about making contact with the employer. Give it a try. It's a great way of practicing your approach without affecting your chances for getting an interview at an employer you really want to work for.
Goal: Work on your approach to contacting employers.
Employer Risk - Something We Never Consider! Before you go on your next interview, ask yourself 'why might I not get the job?' Try and think about the risk the employer might face in hiring you. Are you new to the job of interest? Do you lack some of the skills required for the position? Do you live far from the place of work? Does your experience match what they are looking for? You can think of other questions to ask yourself. By focusing on the risk factors, you can proactively develop a plan on how to deal with any 'hidden objections' the employer may have and deal with them straight on.
Goal: Assess the employers risk on hiring you.
What Have You Got To Lose? Call 5 organizations that won't hire you. This may seem like a waste of time, but the point of the activity is to provide you with the opportunity to practice your cold calling. Thinking that you don't have an opportunity to get a job will lower the anxiety you may have about making contact with the employer. Give it a try. It's a great way of practicing your approach without affecting your chances for getting an interview at an employer you really want to work for.
Goal: Work on your approach to contacting employers.
Employer Risk - Something We Never Consider! Before you go on your next interview, ask yourself 'why might I not get the job?' Try and think about the risk the employer might face in hiring you. Are you new to the job of interest? Do you lack some of the skills required for the position? Do you live far from the place of work? Does your experience match what they are looking for? You can think of other questions to ask yourself. By focusing on the risk factors, you can proactively develop a plan on how to deal with any 'hidden objections' the employer may have and deal with them straight on.
Goal: Assess the employers risk on hiring you.
Monday, April 28, 2008
Making a Professional Impression with Email and Voicemail
Email Image - I use Janice@WorthingtonResumes.com. And those I want to reach know from where the mail is coming. I realize that some address books are out of control and even with an identifying address, recipients may still be nervous. But for sure I'd delete mail from dhgty8j@beatsme.com without blinking! Also create a header in the subject line that defines the email and again confirms your identity such as "Rsume - John Smith" or "Engineering Manager position."
Voice Mail Problems - The resume finally succeeded but when the Human Resources Manager attempted to extend the interview invitation by phone, what he heard was some digital voice expressing regret that 222-2222 was unavailable. No mention of name and no gracious invitation to leave a message were present. Most important there was no strong, communicative voice that could have served as a positive first impression. The phone call to the next candidate wasn't any better. An adorable but inappropriate message from a 4-year old stating that neither Mommy nor Daddy could come to the phone was certainly a joy to make but less than impressive to the caller attempting to hire a Chief Financial Officer.
Voice Mail Solutions - This is where the cell phone saves the day. For security we needn't breach our commitment to never attaching a name and phone number to a residential location. Better yet, we carry our cell phones with us so employers have a better than average chance of actually connecting. If we are unavailable we can actually acknowledge, in a professional manner, that the employer has indeed reached the intended person and encourage him to leave a message by indicating that his call will be efficiently returned. Don't get so wrapped up in voice mail that you forget to practice the way you answer your phone in real time. Nothing fancy is required; "This is Carl Candidate" is fine if spoken with authority.
Voice Mail Problems - The resume finally succeeded but when the Human Resources Manager attempted to extend the interview invitation by phone, what he heard was some digital voice expressing regret that 222-2222 was unavailable. No mention of name and no gracious invitation to leave a message were present. Most important there was no strong, communicative voice that could have served as a positive first impression. The phone call to the next candidate wasn't any better. An adorable but inappropriate message from a 4-year old stating that neither Mommy nor Daddy could come to the phone was certainly a joy to make but less than impressive to the caller attempting to hire a Chief Financial Officer.
Voice Mail Solutions - This is where the cell phone saves the day. For security we needn't breach our commitment to never attaching a name and phone number to a residential location. Better yet, we carry our cell phones with us so employers have a better than average chance of actually connecting. If we are unavailable we can actually acknowledge, in a professional manner, that the employer has indeed reached the intended person and encourage him to leave a message by indicating that his call will be efficiently returned. Don't get so wrapped up in voice mail that you forget to practice the way you answer your phone in real time. Nothing fancy is required; "This is Carl Candidate" is fine if spoken with authority.
Monday, April 21, 2008
When Interviews Don't Produce Job Offers
Question:
I get to the second or third interview in the hiring process but can't get a job offer. What could I be doing wrong? And how can I "close the sale?"
Answer:
The fact that you're getting interviews is a good sign. It means that your letters and resume are working and that you're making a good first impression. There are at least eight reasons you could be failing:
1. You don't look the part.
Your clothing is out of style. Make sure your clothing, including eyewear and briefcase, is current. Have shirts and blouses professionally cleaned and starched.
2. You lack focus.
You come across as too much of a generalist, as someone who can "do it all"--jack of all trades and master of none. You haven't defined what you want or where you fit, and companies pick that up as lack of direction. Without sharp focus you appear scattered and may come across as a "loose cannon." To combat this, develop strong preferences and be clear about what you want and what you don't want.
3. You're overselling.
In an attempt to "make the sale" you're pushing too hard, or coming across as desperate. You may appear too eager or overanxious. Create a high-impact, accomplishment-oriented resume and let it do most of the selling. In general, listen 75% and talk 25% of the time.
4. Your references are shooting you down.
Who are you using to support your candidacy? Have you asked them what they'll say? Have you prepared guidelines for them? Do they have your resume? Do you brief them before they're called? Be sure to give employers references they can relate to. Engineers like to talk to other engineers, and attorneys prefer other attorneys. Last point: don't overuse your references.
5. You want too much money.
Don't gauge your present worth on your last salary. The market may have changed; people with your skills could be in oversupply. Do a quick salary survey to determine realistically what you should be earning. Ask what the company plans to pay for the position. Then be flexible. You can lose out by seeming to care more about salary and benefits than about making a big contribution.
6. You appear difficult.
In multiple interviews companies have time to uncover weaknesses, character flaws, and problem behaviors, such as being arrogant or losing patience. You must appear co-operative, collaborative, and easy to work with.
7. Someone on the team doesn't like you.
Many companies hire by consensus. That means nearly everyone has to like you. Technical people often feel their track record "speaks for itself," but that's seldom true. In today's team-oriented environment, you need to make a strong effort to be liked by everyone you meet, from entry-level workers to the CEO.
8. You're not the best qualified. There may be others who really do fit the job better. Interviewing is a selling opportunity. It's a relatively short time frame and you're in the spotlight. Even in so-called casual interviews, you're watched and evaluated very closely. You're compared to others and graded. Everything you do, everything you wear, and everything you say is magnified, and either helps or hurts you. You can sell yourself into a job by using closing comments. This is one way to "close the sale!"
I get to the second or third interview in the hiring process but can't get a job offer. What could I be doing wrong? And how can I "close the sale?"
Answer:
The fact that you're getting interviews is a good sign. It means that your letters and resume are working and that you're making a good first impression. There are at least eight reasons you could be failing:
1. You don't look the part.
Your clothing is out of style. Make sure your clothing, including eyewear and briefcase, is current. Have shirts and blouses professionally cleaned and starched.
2. You lack focus.
You come across as too much of a generalist, as someone who can "do it all"--jack of all trades and master of none. You haven't defined what you want or where you fit, and companies pick that up as lack of direction. Without sharp focus you appear scattered and may come across as a "loose cannon." To combat this, develop strong preferences and be clear about what you want and what you don't want.
3. You're overselling.
In an attempt to "make the sale" you're pushing too hard, or coming across as desperate. You may appear too eager or overanxious. Create a high-impact, accomplishment-oriented resume and let it do most of the selling. In general, listen 75% and talk 25% of the time.
4. Your references are shooting you down.
Who are you using to support your candidacy? Have you asked them what they'll say? Have you prepared guidelines for them? Do they have your resume? Do you brief them before they're called? Be sure to give employers references they can relate to. Engineers like to talk to other engineers, and attorneys prefer other attorneys. Last point: don't overuse your references.
5. You want too much money.
Don't gauge your present worth on your last salary. The market may have changed; people with your skills could be in oversupply. Do a quick salary survey to determine realistically what you should be earning. Ask what the company plans to pay for the position. Then be flexible. You can lose out by seeming to care more about salary and benefits than about making a big contribution.
6. You appear difficult.
In multiple interviews companies have time to uncover weaknesses, character flaws, and problem behaviors, such as being arrogant or losing patience. You must appear co-operative, collaborative, and easy to work with.
7. Someone on the team doesn't like you.
Many companies hire by consensus. That means nearly everyone has to like you. Technical people often feel their track record "speaks for itself," but that's seldom true. In today's team-oriented environment, you need to make a strong effort to be liked by everyone you meet, from entry-level workers to the CEO.
8. You're not the best qualified. There may be others who really do fit the job better. Interviewing is a selling opportunity. It's a relatively short time frame and you're in the spotlight. Even in so-called casual interviews, you're watched and evaluated very closely. You're compared to others and graded. Everything you do, everything you wear, and everything you say is magnified, and either helps or hurts you. You can sell yourself into a job by using closing comments. This is one way to "close the sale!"
Tuesday, April 15, 2008
Interview Techniques for 2008
Background Specific Questions - These take aim and require direct explanations specific to the choices you have made. Why are you looking to leave your current employer? Why haven't you been promoted? Why didn't you finish your MBA? It is apparent that these are sometimes directed toward bringing up the most unflattering points in your background so you don't want to be caught off-guard. If you analyze your vulnerabilities and anticipate having to field questions about your decisions, you should be able to formulate responses. Two points to remember: don't lie and don't ever become defensive.
Behavioral Event Questions - Decades ago industrial psychologists developed the behavioral interview, an interviewing technique founded on the premise that a prospective employee's future performance can be most accurately predicted by past performance in similar circumstances. Behavioral event questions can be hypothetical, "What would you do if your boss wanted you to bend company policy?" or historical, "Give me an example of a time when you failed to meet expectations." As you can see many are traps meant to disclose an unflattering time while you are focused on impressing. Hypothetical behaviorals can be used to rehearse response strategies designed to turn negatives into positives. The STAR method (situation, task, action, results) while turning negatives into positive learning experiences is the best method of fielding these questions.
Behavioral Event Questions - Decades ago industrial psychologists developed the behavioral interview, an interviewing technique founded on the premise that a prospective employee's future performance can be most accurately predicted by past performance in similar circumstances. Behavioral event questions can be hypothetical, "What would you do if your boss wanted you to bend company policy?" or historical, "Give me an example of a time when you failed to meet expectations." As you can see many are traps meant to disclose an unflattering time while you are focused on impressing. Hypothetical behaviorals can be used to rehearse response strategies designed to turn negatives into positives. The STAR method (situation, task, action, results) while turning negatives into positive learning experiences is the best method of fielding these questions.
Thursday, April 03, 2008
Building Up Your Job Re-Sale Value
Candidates are traditionally defined by the functions they perform and the environments in which they are performed, i.e., Staff Accountant in a manufacturing setting or Sales Manager in consumer products. If these candidates are good career planners, they change jobs based not necessarily on vertical promotion, i.e. Director of Operations to CEO, but on securing alternative opportunities, perhaps requiring sacrifice, that will ultimately ensure more options. They build value that follows them throughout their careers.
It is never too early or late to configure your recession proofing plan. In advance of any job search, take an inventory of what functions and within which environments you bring to the table. These offerings will appeal to the needs of a perspective employer. Next, make a list of those things critical to increasing your ultimate resale value that you currently don't possess. With this strategy, you will actually know, long-term, why you are accepting a job offer. If the for some reason you go back on the job market after two years with a strategically selected employer, your value will have increased. Wise career planners know that, while the best of jobs may evaporate, no one can ever take away the experience equity they have gained.
It is never too early or late to configure your recession proofing plan. In advance of any job search, take an inventory of what functions and within which environments you bring to the table. These offerings will appeal to the needs of a perspective employer. Next, make a list of those things critical to increasing your ultimate resale value that you currently don't possess. With this strategy, you will actually know, long-term, why you are accepting a job offer. If the for some reason you go back on the job market after two years with a strategically selected employer, your value will have increased. Wise career planners know that, while the best of jobs may evaporate, no one can ever take away the experience equity they have gained.
Monday, March 24, 2008
Do You Suffer From Job Search Flu?
If your head hurts, your muscles ache and the thought of sending out one more resume sends you in a state of panic you might be suffering from job search flu. While we are offered a million ways to live a healthy life-style, few remedies are provided to cure an ailing job search. Check out these symptoms and remedies:
- Job Search Couch Potato - Perhaps this should be called a desk potato or screen potato. This job seeker waits for the job to come to him. Oh he applies on line, posting to job boards and blasting to recruiters (we do advocate these!) and complains because he has no hits. Like a stately royal, the couch potato waits for others to approach him. Then he gets depressed.
Remedy- Use every method of communication. Get on the phone and get out of the house! The more folks who see you and hear you, the quicker will be your recovery... a job offer. The very computer upon which you're reading this should simply be one tool. Don't hide behind it! - Drive Though Job Seeker - Much like walking through the snow barefoot, expecting a fast hire is a sure way to catch the job search flu. Job seekers, especially those who normally control their teams and make business decisions, have a difficult time when they realize that decision makers not only determine who gets hired but when 2nd interviews occur and when/if you find out that you're no longer under consideration. To be blunt, job offers are not like to come at your convenience!
Remedy- Never stop searching and wait for any company to make a decision on you. Take charge of your job search and move on! The healthy job seeker knows that the more irons he has in the fire, the better chance a job offer will come... and come more quickly. We can't control the speed at which a company decides upon us but we can control the momentum and persistence of our search.
Friday, March 14, 2008
Your Blue Book Value in a Tight Job Market
And you thought only autos had blue book values! If you've ever wondered why some folks stay employed it could be their blue book values. They have skills that employers desperately need. Did you not quite finish that degree? This may be the time!
There has always been an argument for not remaining professionally stagnant. Economies have been in boom/bust almost every decade, complete with tough job markets caused by numerous factors.
While new jobs have been created, a disproportionate number have either being relocated offshore or are low wage, hourly opportunities in service industries. Thus while the observation that there are no jobs isn't quite accurate, the fact that there are far more good candidates competing for them is a reality. Here are more realities:
There has always been an argument for not remaining professionally stagnant. Economies have been in boom/bust almost every decade, complete with tough job markets caused by numerous factors.
While new jobs have been created, a disproportionate number have either being relocated offshore or are low wage, hourly opportunities in service industries. Thus while the observation that there are no jobs isn't quite accurate, the fact that there are far more good candidates competing for them is a reality. Here are more realities:
- If you have held the same position for years without updating your knowledge and education or enhancing your skills, should you become expendable to your employer, you could also appear antiquated to the outside market. In more mature employees, one's inability to be contemporary is a sentence to crash and burn.
- If you've changed jobs too often, you will lack credibility in the experience you've gained and will not fare as well as others because of your inability to leverage those weaker credentials.
- If you are unwilling to relocate or commute, especially in the higher-paying jobs, you could remain unemployed for years.
- If you remain unemployed for too long, you will raise the red flag of rejected goods and ultimately devalue the very credentials that you worked so hard to secure.
- If you don't plan to recareer well in-advance, you may not be able to take the time or make the investment required to become a sought - after candidate in The New Economy.
Get certified, volunteer to take on extra duties that will sell well and know what's going on around you. If you develop job search skills and regularly update your knowledge of the job market, you will maneuver far better should you have to eventually make a change.
