Tag Archives: Networking

11 job-search blunders I find hard to believe

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Some things I find hard to believe; like I stepped on my scale this morning expecting to be two pounds heavier due to weekend of overeating, but I was actually two pounds lighter.

Or I deliver the best workshop of my life and receive less than stellar evaluations. What about my wife still talking to me after I haven’t installed a new screen door on our house three weeks after she’d asked me to?

Other things I find hard to believe are things that job seekers do in their job search. For example:

  1. After getting laid off, they think it’s a great time for a three-month summer vacation. Take a week off and then start your job search is my advice. Some downtime is healthy, but the longer you’re out, the harder it will be to get a job.
  2. They tell me they have no accomplishments to list on their résumé, so they have a résumé that looks like a grocery list of duty statements. One job seeker told me that in five years of working at a company he hadn’t achieved anything great. Come on, try, guy.
  3. They send the same résumé to employers thinking targeted cover letters will address how they meet the requirements of a job. One customer admitted he sends out the same résumé but makes sure to tailor the cover letter to meet the employers’ needs. Half way there.
  4. Related to #3: They don’t send cover letters with their résumés. Come on, it only takes an hour at most to write a cover letter that elaborates more on your qualifications and accomplishments. Unless specifically told not to send a cover letter, send one.
  5. They think it’s acceptable to dress like they’re going to the gym while they’re in public. You’re always in the hunt and you never know when someone who has the authority to hire you—or knows someone who has the authority to hire you—will bump into you in the grocery store.
  6. Speaking of networking…they think going to networking events are the only places networking is allowed. Newsflash, networking is ongoing and happens wherever, whenever someone is willing to listen. Next time you’re getting your hair styled or cut, put a bug in the ear of your hairstylist.
  7. They start a LinkedIn profile and just leave it there like a wilting plant. Do you think doing this will create a positive impression on recruiters and employers? No, it will do more harm than good. Having a profile is one part of the equation; being active is another part. Be active on LinkedIn.
  8. They spend the majority of their time on the computer, posting résumés to Monster, SimplyHired, the Ladders, etc. Richard Bolles, What Color is Your Parachute, says your chance of success is between 5%-10% when using this method alone. To me this is not a great use of job seeking time.
  9. They spend mere minutes researching companies and the jobs for which they apply before an interview. Really now, don’t you owe employers the respect of being able to articulate why you want to work at their company and do the job they’re advertising? Do your research.
  10. They expect recruiters to work for them. Who pays the recruiters’ bills? Recruiters work for employers, and any optimism you hear in their voice is to give you confidence when vying for the position, not to indicate you have the job. They’re busy people who don’t always have time to answer your phone calls or e-mails, so don’t feel slighted.
  11. They don’t send a thank you note to employers after an interview. I know, people say it’s a waste of time; but don’t go about your job search in a half-ass way. Thank you notes are an extension of the interview and could make you or…break you.

If you’re committing all of these blunders, or even some of them, consider correcting these aspects of your job search. I’m curious to know of any blunders that come to your mind. Let’s add them to the list.

8 ways to prevent burnout in the job search

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Here’s a story about a man I knew years back. His name was Ted and he was in his sixties, failing in health, and had a frail wife at home. I saw him often when I visited an urban career center in central Massachusetts.

burnout2

One day I was conducting intakes of participants for a computer training program I was coordinating. After my sixth intake I was exhausted, so I walked over to where Ted always sat.

I asked him how things were going in his search. He told me not so good. Curious, I asked him how much time he was spending on the job search. He told me he spent 60-70 hours a week on it. “The job search is a full-time job,” he told me without skipping a beat.

I asked him how things were going in his life. I meant his home life, not his job search. With all seriousness he told me that his wife and he were on the verge of a divorce. “She’s mad at me being out of the house so much,” he said, as his eyes teared up. “But I have to find a job,” he finished.

While it was unclear whether a divorce was eminent because  of the long hours Ted was spending looking for work, it was crystal clear that the outrageous amount of time he was spending was doing more harm than good.

When I tell this story to my workshop attendees, I end by saying, “Don’t be like Ted.” I tell this story when bringing up the topic of commitment to the job search. How many hours should one commit to the search? If the job search is a full-time job, as Ted said, should jobseekers dedicate that much time?

My answer to them is no; spending as much time on the job search as Ted did can lead to burnout. Some ways to prevent burnout are:

1. Don’t start immediately

There’s no rule, written or unwritten, saying you need to start looking for work as soon as you lose your job. I generally suggest taking one (two at most) weeks to decompress after you’re given the word. Read this article for more on starting your job search.

One job seeker told me yesterday that he had to take two months off to clear his head. I don’t know what his mental state was, but doing this puts you behind the eight ball in terms of getting momentum in your search. It also may create a larger  gap on your resume.

2. Develop a plan

The plan I’m speaking of should ideally be day-to-day, even hour-to-hour, which can be kept on an Excel spreadsheet. If this seems a bit daunting, try to reach at least 60% of your goals.

Don’t exceed five hours a day during the week and don’t let up on the weekends, which can be a great opportunity to put a bug in people’s ears about your situation. Without a plan you’ll end up spinning your wheels, going nowhere quick.

3. Use different methods to look for work

Networking has always proved to be the best way to look for work. Supplement that with LinkedIn. Make follow-up calls. Even knock on companies’ doors if it’s a possibility. Contact your alumni association. Call on recruiters and staffing agencies.

Spending six hours a day on the Internet is not a good use of your time. You’ll feel more productive if you employ a variety of methods; just don’t spread yourself thin. Four methods should be fine.

4. Take a break or two

You are most likely going through a roller coaster ride of emotions. You need time to take occasional breaks to regroup. Not too long, mind you; but long enough to regain your energy.

Go on walks or to the gym, or if the weather’s nice sit on a bench and take time to reflect about your plan. Decide on a day during the week when you’ll put the job search on hold; maybe go to the beach with your family, or putter around the house.

5. Volunteer in your area of work

Volunteering is a good idea for a number of reasons.

  1. You put yourself in a position to network with people who are currently working and may have ideas or contacts who can be of use.
  2. Two, it keeps you active; you’re not spending time sitting at home behind your computer.
  3. Finally, you can enhance the skills you have or develop new ones. Perhaps you’re an expert at HTML but need to know Java. Find an organization that needs a website developed and has the time for you to get up to speed.

6. Get job-search assistance

Your local One-Stop career center, an outplacement agency (if you were granted one by your employer), and alumni association are sources of job-search advice. And they will also keep you preoccupied from your current situation.

Many people who come to our career center speak not only of the advice we provide, but also the emotional support we give them.

7. Join a networking group

The benefits of joining a networking group, large or small, are obvious; but consider how they can offer support. Networking groups have their pros and cons.  I tell my workshop attendees that you get what you put into them.

A buddy group consisting may be more to your liking; it consists usually of four to five people. Whichever you prefer, keep in mind that you must offer career advice and support as well.

8. Seek professional help if needed

Sometimes the stress of being out of work is too much to handle on your own. You may feel anxious and even depressed. It’s important to realize this, or take advice from family and friends, and seek help from a therapist. You may find talking with a third-party person refreshing, non-judgmental.

I don’t know what happened to Ted, how his job search went and if his marriage lasted. Before I left him that day—the last day I saw him—I told him to “give it a break.” I’m not sure he took my advice; he probably didn’t due to his stubborn nature. He was unrelenting in his desire to find a job. I see hints of Ted in some of the job seekers who come to our career center. And I worry they’ll turn out like Ted.

10 first impressions for job-search success

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When I watched the first episode of Game of Thrones, I was not impressed. I’d heard it was a great show, but the gratuitous violence did more to turn me off than draw me into the most important episode of the series. I haven’t returned to the show since.

First Impressions

I know you’re thinking this is a post about first impressions job seekers make at interviews, but it’s not. It’s about how important it is to make great first impressions in every aspect of your job search, not just how you shake the interviewer/s hands, maintain eye contact, etc.

Making a positive first impression can come into play before the interview phase, perhaps when you least expect it. I’m imaging a scenario where you’re at your local Starbucks, scoping out a comfortable chair to sit in for a couple of hours, and see the only one available among eight.

As you approach coveted chair, a woman dressed in a tee-shirt, yoga pants, and Asics also has her eyes on the prize. You have two choices; you can beat her to it, or you can offer her the chair, knowing there are plenty of stools at the table along the window, albeit uncomfortable ones. You take the high road and offer her the chair and retreat to one of the stools.

A week later you’re at an interview for a job that’s perfect for you. As you’re making the rounds shaking hands with the interviewers, you notice the woman to whom you offered the chair when you were at Starbucks; and she notices you as the kind woman who gave up that chair.

She’s the VP of marketing and a key decision maker in the hiring process. A couple of traits she desires in the next hire is integrity and selflessness. The interview is off to a great start because you made a great first impression by relinquishing that chair. Little did you know that that act of kindness would pay off in a big way, an act of kindness that had nothing to do with the interview process.

You may be thinking to yourself, “But that’s my nature.” Or maybe you’re thinking, “I can’t let my job search dictate how I act every minute of the day.” The point is when you’re in the job search, you’re constantly on. Let’s look at other ways you make a first impression before the interview begins.

  1. The way you dress. When you leave the house during the warm seasons, are you wearing your Red Sox Tee-shirt, baggie shorts, and sneakers without socks? You might want to ditch the Tee-shirt…and everything else. Work casual dress shows you’re serious about your job search. Trust me on this: I know which one of my customers’ job-search stint will be short based on how they dress.
  2. Body language. I tell jobseekers that people–not just employers–can read your body language like a neon sign and will make judgments. People can tell if you’re tense and therefore unapproachable. Alternatively, people sense you’re open  if you have an open stance and pleasant smile.
  3. Possitive attitude. I see plenty of people who are understandably angry, and they’re not afraid to show it. There are other people who are angry because of their unemployment but don’t display their attitude. Think whether you’re more likely to help others who show a negative attitude or those who come across as friendly. I would never insist that you must feel positive; I’m just saying fake it till you make it.
  4. Effective communications. At a networking event or during a phone conversation, are you demonstrating proper communication skills? Are you listening or just doing all the talking? If you’re doing the latter, it could be a turnoff for those with whom you’re speaking…a possible employer or valuable networking contact. I’m highly sensitive to people who do most of the talking.
  5. Activity. One of the best ways to present a great first impression is by being active in your job search. I’m not talking about being overbearing or obnoxious–I’m talking about due diligence, including sending appropriate e-mails, making telephone calls, attending networking events, calling on recruiters, engaging in daily networking, and whatever you’re capable of doing in a professional manner.
  6. Personal business cards. Nothing says professional and serious about the job search than personal business cards. They’re perfect to bring to networking events, job fairs, informational meetings, or just when you’re out and about. My close LinkedIn connection and branding master explains how business cards brand you.
  7. Your online presence. While it’s a well-known fact that employers are using social media to hire talent–approximately 96% use LinkedIn–it’s also known that they are using social media to “dig up dirt.” So make sure your online presence is clean, that there are no photos of you sloppy drunk in Cancun, that you haven’t used Twitter to blast your previous boss. (If you type “Bob McIntosh” on Twitter, you’ll find my tweets, and I guarantee they are professional in nature.)
  8. Chillax. In the job search you’re so focused on getting your next job that you may come across as too focused and determined. Give yourself a break every once in a while. People can sense those who are desperate. Read my post on displaying emotional intelligence in the job search.
  9. Follow up. This can’t be stressed enough. When you say you’ll call or email someone or meet that person for coffee, make sure you follow through with your commitment. And be sure you’re on time by the minute. Being late leaves a negative first impression.
  10. Pay it forward. In the above scenario you demonstrate selflessness by offering the other person the chair. It so happened the recipient of the chair was someone on the interview team. Your act of paying it forward worked out nicely, as she appreciated your act of kindness.

The story of you meeting the VP of marketing at Starbucks and offering her the coveted seat ends well; she casts a heavy vote to hire you for the job of your dreams. You still don’t know what you did to earn her vote, but does it really matter as long as you consider being the say you are. The power of first impressions.

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Don’t be an ungrateful networker

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cheesecake

And I’ll take a slice of cheesecake.

Marble or Godiva Chocolate, please. This is what I usually tell jobseekers when they tell me a job is on the horizon and that I’ve been a great help to them.

Maybe they learned some tips in one of my workshops. I might have offered them encouragement and listen to them when others wouldn’t. Or I critiqued their résumé or LinkedIn profile and told them how to revise them for total impact. For some I made a telephone call to one of my contacts and landed them an interview.

Jobseekers who are in the midst of finding work tend to be very gracious and, perhaps, give me more credit than I deserve. But if they want to show their gratitude, I jokingly tell them I’ll take a slice of cheesecake if they get a job. So far a handful of people owe me that slice, but I’m not going to hound them for it. I’m not even writing  to give them a subtle reminder.

Years ago I read a great article from a guy named John Touey of the Salva Stetson Group, which is still relevant. Don’t Be “That Guy.” is a wonderful reminder that a good networker is someone who stays in contact with you after you’ve helped them in their job search.

John talks about a certain fella who benefited from his assistance three times in his job search. After every job he got this guy didn’t send so much as a thank you card, or simply call to say, “Thanks.” Personally, I would be pissed if someone were that insensitive after all the help I’d given him. John, you’re too kind.

I’m not serious about getting my cheesecake. This article just got me thinking that it is true; as a networker you have to express your appreciation for the help you’ve received. People don’t like to be called only when you need their help. It ain’t good networking etiquette.

John writes, “That guy only reaches out when he’s lost his job. He’s eager to meet; he’s looking for referrals; he wants your knowledge of the market. He also seems to forget you exist the moment he finds his next job.”

I’ve known a select few who harbor the selfishness of which John speaks. They’re the guys, or gals, who are quick to criticize when I’m doing my best to lead a stimulation workshop, give them tips on their job search, or do a thorough résumé critique. You just can’t please them.

I hear you, John. You and I are alike in that all we want is a sign of appreciation. I only joke when I tell my jobseekers I can’t accept money but will take a slice of cheesecake.

Who the hell am I kidding? I want my cheesecake. Preferably from the Cheesecake Factory and definitely Marble or Godiva Chocolate.

If you’ve received help from someone during your job search, at least send them a thank you card. I’ve received them and felt a warmth that makes all my efforts, large or small, all worth it. The message John is sending should be heeded by all jobseekers. Thanks all around.

4 components of job-search networking emails

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And why they are a secret to your success.

The other day during a résumé critique, one of my clients told me how he had been networking. Something was in the works with a company as a result of him being proactive and knocking on the company’s door.

Email sending

Not literally knocking on the company’s door; although, that’s a viable option. He had sent a networking email to one of the directors at the company asking for an networking meeting, which then lead to further discussions.

Hint: don’t refer to is as an informational interview. The word “interview” turns potential contacts off. Indicate you want to meet a potential contact to get some advice on the position you’re seeking, whether a new career or similar work.

Of course a cold call might have been quicker for my customer than sending a networking email, but he felt sending it was right for him. (By the way, using LinkedIn’s Search Companies feature is a great way to find people at companies.)

For you job seekers who lean more toward introversion, a networking email may also feel more comfortable than calling a director, VP, or a hiring manager. There’s more to a networking email, though, than simply telling the person that you’d like to meet with them.

1. Research the Company

With the networking email, first you’ll research the company so you can write intelligently about why you’d like to meet your potential connection. You’ll write highly of the company, selling the company to the recipient of your email. This will show your enthusiasm. This is called boosting the company’s ego.

It will also show you took the time to visit the company’s website; read articles online, including business journals; and used other methods to research the company. This is the first step you’ll take to impress the recipient of your networking email.

Hint: you will only send approach emails to companies for which you’d like to work, not companies you’re not to sure of. You are taking your job search into your own hands, and a key to your success will be being proactive.

2. Share Your Accomplishments

Next you’ll  throw in some kudos of yourself. What makes it worthwhile for the marketing manager to meet with you? This part of your email will be briefer than your paragraph in which you write of the company’s successes.

As a marketing specialist, you authored press releases that drew the attention of many of the media, spearheaded a social media campaign, and organized numerous trade-shows; all of which garnered new business beyond what the company had previously achieved. You contributed to your past company’s past success and will do the same for future employers.

3. Have a Call to Action

Don’t forget to indicate in your networking email that you’ll call the recipient. Set a date and exact time. Maybe it’s not your style to indicate exactly when you’ll follow up, but consider that when you put something in writing, you’re more likely to follow through. If, however, you have willpower, you don’t have to indicate a time.

Hint: Also, don’t send networking emails to HR; rather send it to the hiring manager or above. HR’s purpose is to screen candidates applying for an advertised position. Because no position has been advertised, your approach email will most likely be deleted.

4. Follow Up

The only thing left to do is picking up the phone and asking the recipient if they received your email. If the person picks up the phone or you have to leave a voice-mail, be ready to explain why you’d like to meet with them.

Following up is the last component of sending a marketing email. I tell job seekers that two or three follow-up calls or emails is all they need to send. They shouldn’t stalk their potential contacts.

Hint: tell your potential contact that you can meet at her convenience. Your discussion doesn’t need to happen over coffee or dinner; you could meet in her office, or merely talk over the phone.

Your reward

What follows could be a networking meeting or maybe good timing on your part—there may actually be a job the company’s trying to fill, unbeknownst to other job seekers searching the Internet for advertised positions.

The networking email is a great networking tool which worked like magic for my job seeker. Be sure to follow these four steps when sending your networking email to the companies for which you want to work. You will probably experience the same success my client did.

Photo: Flickr, Miguel Garces

 

7 reasons why you need personal business cards, and 7 facts to include on them

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A funny story I tell my workshop attendees is about how I ordered 250 personal business cards on www.vistaprint.com, only to find when I opened them that I’d spelled my occupation wrong: “worksop facilitator.”

businesscardThere went 250 personal business cards into the trash. I’m ashamed to put this in print, but I’m making a point; make sure you spell-check your order before submitting it. This is hardly the point of this blog post, though.

Read about electronic business cards.

The overlying message is that, as a job seeker, there are seven reasons why you need  personal business cards and seven facts you must include on them.

Why you need personal business cards.

  1. Networking events. Perhaps the most obvious reason why you need personal business cards is at events where everyone will have them. Not having personal business cards will separated you from the other attendees…in a bad way.
  2. Job fairs. A great way to introduce yourself to companies for which you’d like to work is by going to job fairs. Impress company reps with your personal business cards attached to your résumés.
  3. Social gatherings. Even at family gatherings you’ll want to carry business cards. Help your family and friends remember you’re in the job search, but don’t go from person to person shoving your cards in their hands.
  4. You come across as professional. Remember when you were employed and had company business cards? The company required you to have them to represent it. Now you’re representing a company called Me. Inc.
  5. They’re a calling card and smaller than your résumé. You don’t want to carry around your résumés because they’re bulky and hard to keep flat. Think about other networkers and how they’d feel carrying your document around.
  6. They may create opportunities. Related to #’s 1 and 2, people may not recall someone with whom you can speak or of an opening at a company; but when they get home or are at their office, one of your personal business cards may cause light bulbs to go off, leading to phone calls.
  7. They’re a call to action. When someone has one of your personal business cards, they’re more likely to call you back than if they have a piece of paper with your name and number on it. Similarly, when you have someone’s personal business card, you’re more likely to follow-up on your encounter.

What to include on your personal business cards.

  1. Contact information. This is the most obvious information: your home address (optional), e-mail address (make it professional), and telephone number (home or cell). No surprises here.
  2. Include your social media accounts. Along with your public LinkedIn profile URL, you can also list your Twitter handle, Facebook account, and website or blog. This will lead people to more information about you and your social media savviness.
  3. Major areas of strength. This is one of  the most important bits of information. I’ve seen personal business cards with only contact information on them. As a potential networker, I’d need more information. Let’s say you’re in Marketing. Four areas of strength might include, Social Media, Public Relations, Web Content, Trade Shows. Keep it short and sweet.
  4. A logo. I’m not a big fan, but if you have a professionally designed logo that truly represents what you do, brands you; go for it. No cheap logos from Google Images or ones from templates from personal business card providers.
  5. A photo. Again, not a big fan unless you’re in the proper occupation, like real estate, modeling, acting, and others where your appearance is your calling card. IT or finance or medical tech? I think not.
  6. A branding statement. This may work well if it is short and descriptive enough to show value. Something like, “I fix things that break” is not descriptive because many job seekers do this. However, “Creating marketing literature that generate sales and increases visibility,” is clearer in terms of what the person does.
  7. Extra hint: leave the back bare. That’s right. You might be tempted to provide more information on the back, but this is valuable real estate for networkers who’d like to take notes about what you discussed. Make sure to carry a pen with you so your new-found networker can write on your card.

My faux pas with my order of business cards is only superseded by a dear networker I know who misspelled his last name on this business card. It goes without saying that you must carefully edit your business card template before having it produced by a brick and mortar company or online. Most importantly, don’t be caught without a business card.

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5 steps to networking with important people

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Getting Help

I recently read a post Please Don’t Send Me Your Résumé, written by Lida Citroen, which resonated with me. It’s general message was, “Don’t rely on others to do everything for you. Take responsibility for your job search.” I agree completely with her message.

Far be it for me to tell job seekers to never ask for help, because asking for help is necessary in the job search. But it’s how you ask for help that makes the difference between getting it or not.

This post is not about sending your résumé to someone for perusal it’s about five steps to take when requesting contact information for the contacts on your company target list.

First step: making first contact

Making initial contact can happen at a job seekers’ networking group or anywhere you meet people—social and family gatherings, sporting events, in the grocery store, etc. Some of your best opportunities can happen out of the blue.

For argument’s sake, let’s say your first contact is at a networking event. Congratulations, you gathered your energy to attend the event, despite engaging in a heavy day of job hunting.

Your goal at networking events is to gather valuable information and advice, especially who and how you can contact people at the companies for which you’d like to work. You should have a healthy list of 15 or 20 companies on your target company list.

During the needs and leads sessions, don’t be shy about asking for leads at your target companies. You won’t get leads at all 20 companies on your list, but you should get two or three good ones.

If someone shouts out that they know influential people at some of your companies, be sure to catch that person before you leave. Ask for her business card and ask if you can follow up with them in a day or two. Always add that you are willing to be of assistance to that person.

Now that you’ve tastefully asked your new networking connection for assistance, your work has just begun.

Second step: follow up with email

When you took your new networking connections’s personal business card, you were sure to jot down professional, as well as personal, information on the back of the card. This is information you’ll include in your email the very next day (providing it’s a business day).

(Read why introverts prefer to write)

“How did Emily do in her soccer game over the weekend. Did she score another hat trick?” would be a great way to start your email. It’s always nice to be remembered for something other than your previous employment.

But you want to make your intentions clear. Remind your new contact that she said she knew people at your target companies, and you are writing for that information. Be concise and direct. No lengthy email is necessary.

“Susan, I enjoyed speaking with you at the networking event in Acton. I’m following up to obtain the contact information for people at companies, X, Y, and Z. Any help you can provide me would be greatly appreciated.”

At the end of your email, inform your contact that you’ll call her at a specific time within the next few days. Because you sent her a noncommittal email, the phone call will be easier to make. Your networking connection may get back to you before you make the call.

Third step: pick up the phone 

Your new contact will be expecting your call and hopefully be available to speak with you. (She may not be available, so make sure you have a well scripted message to leave her.) At the beginning of the call, ask her if this is a good time to speak. Don’t assume she will be available to talk, as she might have a legitimate commitment.

Assuming she has time to speak, start with some small talk. Tell her enjoyed that you sincerely enjoyed talking with her at the networking event, how you felt about the guest speaker, and ask her again about her daughter’s soccer game. Make the conversation light and personal at first.

When the time is right (there’s a lull in the conversation), tell her the reason for your call. At the networking event she said she knew a few contacts at your target companies. You’re wondering if she has had a chance to dig up the information you’re looking for.

Good luck, she is glad to help you, as she said she would at the networking event. Unfortunately she only could find the contact information for two out of the three people she said she would. That’s great, you tell her.

Don’t ask her to make a warm call for you; that would be asking for a lot, but do ask her if you can mention her name, with the full understanding that she can’t speak to your past performance. You and she simply met at a networking event. “Oh,” she says, “Bruce’s daughter plays soccer on Emily’s team. A decent player.”

Fourth step: contact the people at your target company

Now it’s time to request assistance from your target company contacts. You may feel more comfortable sending an e-approach note; although, jumping right in with a phone call is quicker. This is where introverts need to exercise their extraverted traits.

In the e-approach note, make sure to mention your connection. People are more accepting of a referral than receiving the email cold. Explain how you met your networking connection, who’s making the referral.

But the content of your email should be more about your interest in the contact’s company. You’ve researched the company before sending the email, so you know about the company’s products or services. You are boosting the contact’s ego.

Part of your email should be about your value to employers. How you’ve increased revenue, decreased cost and time, solved problems, etc. Don’t overdue it though; you’re not applying for a job.

And then ask if you can have 15-20 minutes of the contact’s time. Make it convenient for the recipient of your approach email. At the end of your e-approach letter, indicate when you will call for a very brief chat.

(Read 10 ways to make your job-search networking meetings go smoothly.)

Fifth step: call the company contact

Don’t put off making the call to your company contact. You may lose your nerve. Wait no longer than two days. Mondays and Tuesdays are not great days, as they’re generally the busiest ones. Fridays are a crap shoot, as your company contact may be out that day. Wednesdays and Thursdays are generally better.

Note: Many people think that taking someone out for coffee is a nice gesture, but that might not be convenient for your company’s contact. It may be more convenient to talk on the phone. Give this person options. Tell him/her that you’ll be calling in a few days.

What are you asking for? You can say, based on your research, there may be positions available at the company, or you’d like to meet to gather information and get some advice. You’re hoping that either of these are true and would like to know what the appropriate action to take is.

Not all your company contacts will be amenable to speaking with you, so don’t be discouraged. People are busy or simply don’t care to help people who are out of work. You will receive rejection, but like sales people you must think that every rejection gets you closer to a yes.

Be prepared for your informational meeting with your company contact. Prepare a list of 10 questions—five about the position, five about the company—which are intelligent ones. Don’t ask insulting questions about dress code or lunch breaks. Remember, your goals is also to impress your company contact.

Circle back

Follow up with your networking connection by letting her know how your meeting/s went with your company contact. Call her. You are now familiar with other. Most likely you will see her at the next networking event. Be sure to thank her regardless of how you communicate.

Ping her as your search progresses, and encourage her to do the same. It’s important to stay on top of mind. Make every opportunity to help your networking connection. Help others in you networking group, as well. It’s not only about reciprocation; it’s also about paying it forward.

Photo: Flickr, GotCredit

 

 

 

 

5 ways dwelling on your age will hurt your job search

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angry man

I’ve added one more reason why dwelling on your age will hurt your job search. As with anything you try to achieve, attitude is key.

One of my connections sent me part of an email he received in response to a job lead he shared with a networking group. The damning part of her email to him was when she wrote, “Most of their workers are under 30. So…that puts me out of the running.”

Some of you might be thinking this person is absolutely correct in writing this. You may have experienced some age discrimination and it pissed  you off. I get this. But the point is that this woman already hurt her chances before even getting to any interview. She let her age hurt her job search.

Yes, it can be difficult landing a job the older you get, but your age can also be a selling point. Before you get to the interview to sell yourself on your job experience, maturity, dependability, and life experience, there are four distinct aspects of your job search that need attention.

Your attitude shouts angry

A successful job search will take a positive attitude and a projection of friendliness, or at least civility. One thing I’m acutely aware of in job seekers, as well as people currently working, is their anger.

Job seekers need to contain their anger, if not in public, certainly online. You must realize that the majority of people on LinkedIn, Facebook, and Twitter are currently employed, and don’t share your anger.

Even most job seekers do their best to contain their anger, and are careful of what they write. How do I know? I’m constantly trolling LinkedIn and checking out my connections.

When I see comments about how it’s the employer’s fault that a person didn’t get hired, two thoughts come to mind: maybe it’s true. Maybe said employer practiced ageism. The second thought is “Ooh, people are watching; they’re looking. And they’re not liking what they see.

As I said, most people on social media are employed and may be in a position of hiring employees. If you don’t think employers keep track of you on social media, think again.

Jobvite’s 2014 Social Recruiting Survey found that 93% of hiring managers will review a candidate’s social media profile before making a hiring decision, states an article on Namely.

One instance of releasing your anger can be all it takes. So all I’m asking is that you think twice before hitting “Send.” No, give it a night.

Your résumé is NOT your life story

He who retires with the longest work history doesn’t win. I’ve said this to my Résumé Writing workshop attendees after looking at their résumés, some of which show 30 plus years of work history.

Years ago a job seeker showed me his résumé, which went back to the time he graduated college…30 years or so. I told him, “Paul (that was his name), your résumé goes back too far in your work history. And it’s four pages long.”

“I know,” he told me. “I want people to know about my life.”

Paul’s résumé is not uncommon. I’ve had job seekers who hold the same belief, the more experience they show the better. Stop the record. First remember that what interests employers most are the most recent five to seven years of your experience.

Second, they want to see job-related accomplishments. I’ll repeat what many professional résumé writers spout, fewer duties and more accomplishments are what will impress employers.

Third, your résumé has to be easy to read and must be conventional in appearance. White space and shorter paragraphs (no more than four lines) improves readability. Today’s résumé is written in sans serif font, such as Arial. Stay up with the times.

Fourth, limit your work history to 10 or 15 years at most. Don’t show your age immediately and give an employer the opportunity to think you’re too old.

Marc Miller of Career Pivot offers other suggestions in a great article, 5 Things on Your Resume That Make You Sound Too Old.

Your LinkedIn profile lacks vitality

Does your LinkedIn profile present a poor first impression and turn people away? I can’t tell you how many times I’ve seen job seekers with photos that look like mug shots from the eighties. This alone is inviting age discrimination.

I know this sounds weird, but if you guys are concerned about being judged based on your photo, color your hair. I’ve seen plenty of fine color jobs. But if coloring your hair is not your style, at least smile.

Other ways to show vitality include using positive language in all sections of your profile. One line I show my workshop attendees is one from a LinkedIn member’s Summary, “I love what I do and I’ve been doing it successfully for 10+ years.”

What about you job seekers who feel compelled to explain your unemployment status? Don’t make this the gist of your Summary. Instead sound more upbeat with something akin to: “Currently I am enthusiastically searching for a career as a registered nurse. I am increasing my skills by taking courses at a accredited university.”

Use the media feature in the Summary, Experience, and Education sections. Show your vitality like my former customer who landed a job as a landscape architect. She shows off momentous work, both residential and commercial, that she produced. Think about producing a YouTube video the wind turbine you engineered just recently, including rocking music.

Take a look at a video produced by Al Jazeera America about one of my connections photographing models and homeless people. This is a great example of bringing a LinkedIn profile to life.

think positiveUpdate often with positive messages. Read articles and write supportive words about said articles. When you write about how employers are essentially the devil in disguise, employers take note of what you write.

Don’t turn people off at networking events

Most older workers I know can carry on an intelligent conversation because they’ve had years of practice. At our career center networking events, they carry on conversations far beyond the two hours allotted for the event. Much of what I over hear is positive talk about the progress of their job search, about their personal commercial, about their daily lives.

On the other hand, I will occasionally hear negativity seep through like black bile. This is when I hear one networker tell another that he can’t get an offer because of his age. “Not necessarily true,” I pipe in.

What I didn’t tell you about the email I mentioned at the beginning of this post is that my customer said this woman’s attitude seems rampant throughout the networking group.

If this attitude is rampant throughout the group, it may not be a healthy group to belong to. Networking groups should not provide a forum for commiserating with fellow networkers; they should offer positive support.

It is essential that you talk positively about your job search. Leave out of the conversation the fact that you experienced ageism at one of your interviews. Instead focus on the value you’ll deliver to potential employers.

Do this through a natural elevator pitch that doesn’t sound too rehearsed. Be a listener, as well as a talker, and be genuine. Most importantly, sound positive, even if you’re hurting emotionally. I always remind my workshop attendees that those who appear positive are more likely to receive help.

One of my connections, George Armes advises older workers to “Get out of the house. If there’s a certain industry you’re interested in, join an association connected with it and seek out volunteer openings. Attend industry and professional meetings and conferences. You never know who will know someone who is hiring….” Read the full article.

Your attitude sets the wrong tone at the interview

It begins when you enter the room. According to a study of 2,000 interviewers, a third of them will make a decision of whether to hire you based on your first impressions, which include your eye contact, smile, handshake, and how you enter the room.

Let that sink in.

If you walk into the room slowly, with your shoulders slumped, a frown on your face, eyes diverted, and offer a weak handshake; your chances of success are nil to none. You need to enter with a skip in your step. Stand erect. Smile to show your enthusiasm. First impressions matter.

Expect the obligatory question, “So why did you leave your last position?”

Do not answer with, “There was a conflict in personality. My new supervisor was a 30-year-old woman. She knew less than I did about managing an assembly process. We didn’t see things the same way.”

The interviewer who’s asking the questions is 40 and will be your direct supervisor. He’s thinking chances are you won’t do all that well when working together. So leave reference to age and gender out of your answer.

You’ll probably get the directive, “Tell me about yourself.”

Do not begin by telling the interviewer that you have 35-years of experience in project management in the telecommunications field. This comes across as your main selling point.

Instead focus on the fact that for the past four years you’ve consistently cut costs by applying agile techniques.

You may be asked why you’re willing to accept a position that offers less responsibilities and lower pay. Many of my older job seekers are fine with this, as they’re tired of managing others and the bills are paid.

One of my former customers accepted a job that will require him to be a mentor to younger technical writers. This is a valuable skill older workers can perform at their jobs, and a viable reason for accepting a position that offers less responsibility.

Practice makes perfect

So what’s the solution? I’m brought back to the statement the woman made in response to my customer reaching out to help the networking group: “Most of their workers are under 30. So…that puts me out of the running.”

This attitude has to be dropped. You may feel that you’ll experience ageism around every corner, but don’t give into these fears, or at least try to veil them when you’re conducting your job search. I don’t buy that people will instantly right themselves at the interview. I believe it’s a prevailing attitude that travels like a speeding train that can’t be stopped.

By the way, my customer Paul I told you about took his four-page resume and came back to me with a resume that was three and four quarters long. I guess he took some of what I said to heart.

Photo: Flickr, Oliver Nispel

Three ways to help introverts with their job search

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Career advisors, when advising certain job seekers, have you ever noticed that small talk—breadth of knowledge—is not their forte? Rather they’d prefer to talk about more substantive topics—depth of knowledge—and appreciate the time to formulate their thoughts before speaking. What you get from them is rich, deep discussion that’s very purposeful.

Have you also noticed they don’t seem excited when you encourage them to network? It’s not their thing, entering a room full of strangers with whom they have nothing in common. It drains their energy even thinking about it. They may tell you they’d rather walk over burning coals than attend an organized networking event.

And when you mention social media as a way to connect with others, your job seekers perk up. To them it’s far easier than networking. They are on LinkedIn and engage with their connections.

If they exhibit these behaviors, it’s likely they’re introverts (read this post from the Huffington Post) and may not realize this, unless they’ve taken the Myers-Briggs Type Indicator. I didn’t know my preference for introversion until I took the MBTI when I was 45-years-old. And when I got my results I was shocked because I considered myself to be outgoing.

The first way to help an introvert with her job search is to determine if she is an introvert. This will answer many questions she has about herself in terms of communications, networking, and social media use. Are you an introvert

Communicating

As you’re meeting with your job seekers, be mindful of how they communicate with you. Introverts are innate listeners not as comfortable with small talk as their counterpart, the extraverts, who are quick to start the conversation and would like you to listen. Your conversation with introverts will be deep and thought provoking, but you’ll most likely have to jump-start it.

The best approach to take with an introvert is to start the discussion by stating some observations and then following up with questions. Now stand back and wait for your introverted job seeker to deliver some insightful statements. Try not to interrupt.

For example, “After looking at your résumé/LinkedIn profile, I am impressed with the detail in which you describe your past jobs. You list a great number of duties. But what I’d like to see are some more accomplishments. What do you think?”

This question gives them the open door to express their thoughts. “I see your point, and I think I could explain how I was close to 100% accurate in my accounting responsibilities. In fact, I was often acknowledged for this and won ‘Employee of the Month’ many times.” You give your job seeker the opportunity to express her thoughts, and then you do what any good counselor does, sit back and listen.

Joyce Shelleman, Ph.D, offers this sage advice: “Offer [introverts] the opportunity to follow-up with you the next day with any additional questions or thoughts. It usually takes time for an introvert to think of all the things that they want to communicate if they haven’t been able to anticipate your question in advance.”

Networking

It’s no secret that structured networking makes many people uncomfortable, especially introverts. One quote I share with my workshop attendees is from Liz Lynch, Smart Networking: “At the first networking event I ever attended by myself, I lasted five minutes—including the four minutes it took me to check my coat.” This quote clearly illustrates how networking for the first time can be like trying to speak another language.

Networking2

Now imagine how an introvert feels presented with the prospect of entering a roomful of strangers, expected to make small talk, and (most difficult) promoting himself. He will feel tired just thinking about having to talk to people he doesn’t know, particularly after a day full of looking for work. He may also experience bouts of reluctance prior to a morning networking event.

But here’s the thing; networking is a vital tool in the job search and it’s your job to encourage your introverted job seeker to attend networking events. Suggest 5 points of attack:

  1. Tell him to have a goal of how many people he’ll talk to at the event. If three is what he decides, that’s fine. Remember that introverts prefer to talk to fewer people and engage in deep conversations.
  2. Suggest that he takes a friend or two. There’s more comfort in having someone by his side to talk with if things are not going as planned. Advise him, however, not to spend all his time at the event with his networking buddy.
  3. Provide encouragement by reminding him that he should focus on asking open-ended questions and listening carefully to what others say. People like to be listened to, and introverts are great listeners.
  4. Enforce upon him that he doesn’t have to be fake; rather he should be natural when speaking with other networkers. He doesn’t have to launch into his 30-second commercial as soon as he meets each person, which will likely serve to push people away.
  5. Lastly, he doesn’t have to be the last one to leave; although, he might be the one to close the joint if he’s having a grand time. This is in the realm of possibility.

Social media

LinkedIn has provided introverts the ideal way to reach out and connect with other people, whether they’re potential network contacts or employers. While this makes connecting seamless, it doesn’t complete the process.

I tell my workshop attendees that once they’ve made the initial contact, they have to reach out and touch them in a personal way, e.g., talk with them on the telephone and/or meet them in person. As career advisors, we need to make them aware of completing the process.

Using social mediaLinkedIn allows for easy communications through writing—an introvert’s preferred method of communication—however it is not as quick and efficient as speaking with someone. As an introvert, I don’t feel like I’ve closed the loop unless I’ve made verbal contact.

Encourage your job seekers to set aside time to talk on the phone for half an hour with two or three of their LinkedIn connections. If they feel so inclined, have them Skype with their connections or, one of my favorites, use Google Hangout. They’re very similar. This helps put a face to a name.

Your introverted job seeker will ultimate close the loop by meeting with an online connection in person for coffee or lunch. Encourage this if the connection is local. Keep in mind that one meeting might not be enough, as introverts network best by developing relationships over a period of time.

As a career advisor, be cognizant of how introverts communicate. Give them space to express their thoughts and remember that the meetings you have are not about you; they’re about helping your job seeker express their thoughts so you can better help them.

Networking can be unpleasant unless the introvert has realistic expectations, so remind him that he’s in control of the situation. Lastly, social media like LinkedIn can be a great way to reach out for contacts, but it’s only the beginning; introverts need to reach out to their connections in a personal way.

To learn more about how introverts can succeed in the job search, read my book: Job Interview Success for Introverts.
book-cover

Photos: Flickr, Ploymint HQ

6 steps to penetrate the Hidden Job Market

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snow bank

When I think about the time my wife and I were shoveling our walkway last winter, I see that time as analogous to the Hidden Job Market (HJM).

The problem I had that day was trying to locate another shovel whose location was only known by my wife. It’s under the snow pile, she told me.

Where exactly? I replied.

Under that huge pile, she pointed to a mountainous heap.

Similar to a jobseeker who needs to know where the jobs are, I needed to know where the shovel was. My wife represented a knowledgeable contact who knew generally where the shovel was.

Fortunately I knew there was a shovel and simply had to ask where it was. In many cases the hunt for a job is not that easy for the typical jobseeker. They’re competing in a stiff job market which favors the employer (a buyer’s market), who prefers to hire people they know and trust.

HJMIt’s estimated that 75%-80% of the good jobs are hidden. This means that 25%-20% are advertised. Unfortunately an estimated 85% of job seekers concentrate on the advertised jobs, creating intense competition and very little chance for success.

What is the solution to getting known and trusted by the employer? Take the following steps:

1. Develop a list of companies for which you’d like to work. This can be done by Googling your occupation, industry, and desired location. On LinkedIn, go to the Companies page, select a company, and scroll down to the right side of the page where similar companies are listed.

Instead of spending a great deal of time applying for jobs through the job boards, use more time researching your target companies. This is part of your labor market research. You can also talk to people who work at these companies, people who would know more about them.

2. Make contact with the appropriate people at these companies and send them an approach letter or put in a call, asking for an informational meeting. The result of this meeting should impress your new contact so much that he/she is willing to recommend you to a hiring manager.

Another result from informational meetings is developing your network with quality connections. Ask for contact information for other quality connections before leaving your informational meeting.

3. Attend networking events, where people who are currently working can provide valuable information as to where jobs may exist, maybe at their own company. Google for business networking events in your area, as well as industry specific affiliations.

Also attend job seeker networking events, where you’ll give and receive information and advice from people who are also looking for work. Don’t expect immediate gratification; rather go with the intention of building relationships.

4. Schedule appointments with selected connections. For example, get together for coffee with former colleagues who have been keeping their ear to the pavement for you. Some believe this approach is most effective. In other words, less is better.

It’s important to keep these valuable connections in the loop by sending emails letting them know your progress in the job search. Don’t make it all about the job search, though. Send an occasional email inquiring about your connections’ personal life.

5. Connect with people in the community. Sometimes this can be the most effective way to locate opportunities. Ask your neighbor who works at one of your desired companies if he/she would be willing to deliver your résumé to a hiring manager.

One of my customers approached me about how he landed a job, bragging that he didn’t have to network. He told me he handed his résumé to his neighbor who then delivered it to the hiring manager in the department. My customer got an interview and landed his job. I didn’t want to bust his bubble, but he networked to get the job.

6. A more passive way to penetrate the HJM is to let recruiters do the seeking. Make your LinkedIn campaign as fruitful as possible by developing a kick-ass profile, connecting with people in your industry, and engaging with your connections. The idea here is to prompt employers to contact you after they’ve read your profile.

There are two major benefits derived by the smart employer who is looking for awesome talent via LinkedIn.

  • They save the cost of a traditional hiring process which can run into the thousands, including advertising on the job boards, potentially hiring a search agency to locate and filter candidates, the people power it takes to review résumés and then interviewing candidates.
  • The second benefit is precluding the need to interview complete strangers. Instead an employer can initiate contact via phone or e-mail and engage a discussion with job seekers. Job seekers essentially become a known commodity before the employer decides to invite them in for an interview.

My wife, mostly, and  I finished shoveling the walkway because she knew where the second shovel was. Had she not known, I would have had to shovel the walkway on my own. I suppose I could have found the shovel if I dug through a ton of snow, but I probably would have given up the search.

Flickr: Grant McDonald