by Jeff Haden
One of my favorite Gladwellian Theories (Malcolm Gladwell is the king of cool theories) is thin-slicing: the ability to find patterns and make decisions based on the combination of a limited set of data and a wealth of experience. Call them hunches, call them snap decisions, but more often than not thin-slice judgments turn out to be accurate.
Like where hiring employees is concerned.
I’ve interviewed thousands of potential employees and hired hundreds of them. Over time I developed the ability to quickly size up a candidate, sometimes even within a minute or two, based on one or two actions or comments. My snap judgments were rarely wrong. (Although I didn’t always avoid making one of the biggest hiring mistakes.)
I know what you’re probably thinking:“But that is so unfair. You owed it to every candidate to wait until the interview was over to draw an overall conclusion. You can’t make a hiring decision based on one or two minutes out of an hour-long interview.”
Fair enough. But keep in mind most interviewers do the same thing. In fact, the more experienced the interviewer the more likely they are to make snap judgments. Fair or unfair, we’re heavily influenced by first impressions or by what experience indicates are pivotal moments. If you’re the job candidate you can either complain about the unfairness of it all and blow the interview, or accept that fact and use it to your advantage.
Here are some positive thin-slices:
The candidate immediately thanks me for the interview and says they’re excited about the opportunity. I want you to be glad you’re here. I want you to be excited about the job. If you’re not thankful and excited now you definitely won’t be thrilled after six months on the job. Plus an overt “let me see if this job is a good fit for me” interview can often be painful for the interviewer; even if over the course of the interview you realize you really want the job, you probably already lost us. Emotion — positive emotion — is good.
The candidate needs to make “truck payments.” Years ago I was in charge of part-time employees at a manufacturing plant. Full-time employees were required to work heavy overtime but part-time employees were not, making coverage (and my job) difficult. When I asked a part-time candidate about their willingness to work overtime I loved the guys who said, “I’ll work all the overtime I can get. I bought a new truck and the payments are killing me.” Every job has a hot button requirement: Maybe it’s frequent travel, maybe it’s last-minute overtime, maybe it’s a particular skill… a candidate who finds out the position’s hot button and meets it is 90% home.
The candidate is late — but doesn’t tell me why. Say you’re late for an interview. Don’t tell me about traffic or bad directions or parking problems. Just say, “I’m sorry I’m late. If I’ve thrown off your day I will be glad to reschedule whenever it’s convenient for you.” Take ownership, don’t make excuses, and offer ways to make things better. Nothing ever goes perfectly, and knowing you will take responsibility and work to fix problems is impressive.
The candidate asks for the job. Salespeople ask for the sale, and candidates should ask for the job. Just say, “Thanks for the interview. I really enjoyed speaking with you. And I would really love to work here.” Why should I offer you something you’re not willing to ask for?
And some negative thin-slices:
The candidate complains. Most people know not to complain about their present employer, but any complaint is a downer. Say you notice a photo of my family standing front of the Colosseum. You say, “Wow, I’ve always wanted to go to Italy… I’ve just never been able to afford it.” Even gentle whining is a bummer. Don’t complain about anything, no matter how justified. Negatives always stand out.
The candidate isn’t ready. Don’t you hate when you’re standing in line at the grocery store and the person in front of you waits until all their items have been scanned and bagged before they reach into their wallet for their checkbook? The same is true in an interview: Have your resume and everything else you need all set to go. Hit the ground running and immediately focus on the interviewer. “Work” is a verb. Make “interview” a verb too.
The candidate tries to take charge. Everyone likes a leader… just not in an interview. Feel free to subtly shape the interview and lead the conversation into areas that showcase your strengths, but don’t try to take over. Employers need people who can lead and follow. Plus, be honest, you trying to take over is really irritating.
The candidate gets “comfortable.” I want you to be relaxed and at ease during the interview, but I also want you to sit up, sit forward, and show the interview matters to you. Kicking back says you don’t really care.
The candidate asks throw-away questions. Here’s the golden rule: When asked if you have any questions, don’t make a few up to try to impress me. If you have no questions, say so. Don’t ask about something you could have easily learned on your own. Don’t ask questions designed to make you look good. In short, don’t ask what you think I want to hear. Interviewers can tell, and it ends the interview on a down note.
Thursday, August 25, 2011
Monday, July 18, 2011
10 Tips to Improve the Quality of Your Networking
By John Rossheim, Monster Senior Contributing Writer
In this age of metrics, it’s tempting for job hunters to seek solace in the sheer numbers of their effort: 200 job postings answered, 300 resumes mailed, 400 business cards collected for the purposes of professional networking.
But if you think about how these brute-force employment campaigns affect the professional on the other side of the desk -- the HR recruiter, the networking contact in a powerful position -- it quickly becomes apparent that the rack-up-the-numbers networker is on the wrong track. That’s because these days employers are looking to select a very few outstanding professionals from a tidal wave of good people who just want a job.
So in the end, the quality-oriented networker, the thoughtful individual who always tries to give better than he gets, should have the advantage. Here are 10 points to keep in mind as you emphasize quality over quantity in your professional networking.
1. Quantity Is a Turnoff
If you hand out business cards like you’re dealing poker, most folks will fold. “People don’t want to do business with a card thruster,” says Shel Horowitz, a marketing consultant in Hadley, Massachusetts. In fact, speed networking probably does not yield the best return on your investment of time. “Quantity networkers are forgettable individuals,” says Benjamin Akande, dean of Webster University’s George Herbert Walker School of Business & Technology. “If a guy is just looking for his next consulting contract, I don’t want to know him.”
2. Don’t Work the Room
Don’t kid yourself: If you’re always on the lookout for the next professional hookup, people will take offense. “When people spend 50 percent of the time looking over my shoulder, I don’t feel warm and fuzzy,” says Sally Haver, a senior vice president at The Ayers Group, an HR consultancy in New York City.
3. Take Time to Make a Real Connection
When you and a new acquaintance seem attuned, take time to explore how you might help each other out. “A lot of people figure that coming back from a networking opportunity with just one contact makes it a failure,” Horowitz says. “But my hour with one good contact makes it a success.”
4. Make Your Case for Building a Relationship
Recognize that if you’re between jobs, you probably have more discretionary time than most of your valuable networking contacts do. “People are overrun with requests,” Haver says. “Unless there’s a compelling reason for someone to meet with you, they won’t make the time.” So work hard to make yourself useful.
5. Exchange Stories
Don’t forget that you are more than the professional objective at the top of your resume. “Networking is about telling your story, describing your human competitive advantage -- what you do that nobody else can do,” Akande says. And ask a new contact to tell you her story. “At the start of a professional relationship, I ask questions to get unique pieces of information about the person,” Haver says.
6. Respond to Others’ Challenges
There’s no better way to establish a business networking relationship than to contribute to the solution of your new contact’s pressing problem. “If someone states a challenge that they’re facing, respond -- no later than the next morning -- with something of value that addresses their issue,” says John Felkins, president of Accelerant Consulting Group , an organizational development consultancy in Bartlett, Tennessee.
7. Set Yourself Up for the Next Contact
If you intuit that a new contact will have lasting value, start building a bridge to your next exchange before you say your first good-bye. “I ask people what they’re working on right now, which gives me a segue to another contact,” says Akande. “I make notes so that the next time I can say, ‘You mentioned in our last conversation…’”
8. Make Yourself Useful, Again and Again
“If you consistently position yourself as a resource to others -- fellow college alums, former colleagues -- it will make you more valuable to your contacts, and, in turn, their contacts, as time goes by,” says Amanda Guisbond, an account executive in the Boston office of PR agency Shift Communications.
9. Don’t Forget Social Media
Social media are powerful tools for professional networking when used judiciously. But spam is distasteful no matter what the social medium du jour. So be selective, and use virtual contacts to supplement, not supplant, face-to-face meetings. As Horowitz puts it: “Social networking is deeply reinforced by an in-person connection.”
10. Mind These Three Watchwords for Quality
Looking for a slogan to sum up quality networking? Try Haver’s: Selectivity, discretion, mindfulness.
In this age of metrics, it’s tempting for job hunters to seek solace in the sheer numbers of their effort: 200 job postings answered, 300 resumes mailed, 400 business cards collected for the purposes of professional networking.
But if you think about how these brute-force employment campaigns affect the professional on the other side of the desk -- the HR recruiter, the networking contact in a powerful position -- it quickly becomes apparent that the rack-up-the-numbers networker is on the wrong track. That’s because these days employers are looking to select a very few outstanding professionals from a tidal wave of good people who just want a job.
So in the end, the quality-oriented networker, the thoughtful individual who always tries to give better than he gets, should have the advantage. Here are 10 points to keep in mind as you emphasize quality over quantity in your professional networking.
1. Quantity Is a Turnoff
If you hand out business cards like you’re dealing poker, most folks will fold. “People don’t want to do business with a card thruster,” says Shel Horowitz, a marketing consultant in Hadley, Massachusetts. In fact, speed networking probably does not yield the best return on your investment of time. “Quantity networkers are forgettable individuals,” says Benjamin Akande, dean of Webster University’s George Herbert Walker School of Business & Technology. “If a guy is just looking for his next consulting contract, I don’t want to know him.”
2. Don’t Work the Room
Don’t kid yourself: If you’re always on the lookout for the next professional hookup, people will take offense. “When people spend 50 percent of the time looking over my shoulder, I don’t feel warm and fuzzy,” says Sally Haver, a senior vice president at The Ayers Group, an HR consultancy in New York City.
3. Take Time to Make a Real Connection
When you and a new acquaintance seem attuned, take time to explore how you might help each other out. “A lot of people figure that coming back from a networking opportunity with just one contact makes it a failure,” Horowitz says. “But my hour with one good contact makes it a success.”
4. Make Your Case for Building a Relationship
Recognize that if you’re between jobs, you probably have more discretionary time than most of your valuable networking contacts do. “People are overrun with requests,” Haver says. “Unless there’s a compelling reason for someone to meet with you, they won’t make the time.” So work hard to make yourself useful.
5. Exchange Stories
Don’t forget that you are more than the professional objective at the top of your resume. “Networking is about telling your story, describing your human competitive advantage -- what you do that nobody else can do,” Akande says. And ask a new contact to tell you her story. “At the start of a professional relationship, I ask questions to get unique pieces of information about the person,” Haver says.
6. Respond to Others’ Challenges
There’s no better way to establish a business networking relationship than to contribute to the solution of your new contact’s pressing problem. “If someone states a challenge that they’re facing, respond -- no later than the next morning -- with something of value that addresses their issue,” says John Felkins, president of Accelerant Consulting Group , an organizational development consultancy in Bartlett, Tennessee.
7. Set Yourself Up for the Next Contact
If you intuit that a new contact will have lasting value, start building a bridge to your next exchange before you say your first good-bye. “I ask people what they’re working on right now, which gives me a segue to another contact,” says Akande. “I make notes so that the next time I can say, ‘You mentioned in our last conversation…’”
8. Make Yourself Useful, Again and Again
“If you consistently position yourself as a resource to others -- fellow college alums, former colleagues -- it will make you more valuable to your contacts, and, in turn, their contacts, as time goes by,” says Amanda Guisbond, an account executive in the Boston office of PR agency Shift Communications.
9. Don’t Forget Social Media
Social media are powerful tools for professional networking when used judiciously. But spam is distasteful no matter what the social medium du jour. So be selective, and use virtual contacts to supplement, not supplant, face-to-face meetings. As Horowitz puts it: “Social networking is deeply reinforced by an in-person connection.”
10. Mind These Three Watchwords for Quality
Looking for a slogan to sum up quality networking? Try Haver’s: Selectivity, discretion, mindfulness.
Monday, July 11, 2011
Prep for the Top 10 Interview Questions
By Carole Martin, Monster Contributing Writer
Too many job seekers stumble through interviews as if the questions are coming out of left field. But many interview questions are to be expected. Study this list and plan your answers ahead of time so you'll be ready to deliver them with confidence.
1. What Are Your Weaknesses?
This is the most dreaded question of all. Handle it by minimizing your weakness and emphasizing your strengths. Stay away from personal qualities and concentrate on professional traits: "I am always working on improving my communication skills to be a more effective presenter. I recently joined Toastmasters, which I find very helpful."
2. Why Should We Hire You?
Summarize your experiences: "With five years' experience working in the financial industry and my proven record of saving the company money, I could make a big difference in your company. I'm confident I would be a great addition to your team."
3. Why Do You Want to Work Here?
The interviewer is listening for an answer that indicates you've given this some thought and are not sending out resumes just because there is an opening. For example, "I've selected key companies whose mission statements are in line with my values, where I know I could be excited about what the company does, and this company is very high on my list of desirable choices."
4. What Are Your Goals?
Sometimes it's best to talk about short-term and intermediate goals rather than locking yourself into the distant future. For example, "My immediate goal is to get a job in a growth-oriented company. My long-term goal will depend on where the company goes. I hope to eventually grow into a position of responsibility."
5. Why Did You Leave (Or Why Are You Leaving) Your Job?
If you're unemployed, state your reason for leaving in a positive context: "I managed to survive two rounds of corporate downsizing, but the third round was a 20 percent reduction in the workforce, which included me."
If you are employed, focus on what you want in your next job: "After two years, I made the decision to look for a company that is team-focused, where I can add my experience."
6. When Were You Most Satisfied in Your Job?
The interviewer wants to know what motivates you. If you can relate an example of a job or project when you were excited, the interviewer will get an idea of your preferences. "I was very satisfied in my last job, because I worked directly with the customers and their problems; that is an important part of the job for me."
7. What Can You Do for Us That Other Candidates Can't?
What makes you unique? This will take an assessment of your experiences, skills and traits. Summarize concisely: "I have a unique combination of strong technical skills, and the ability to build strong customer relationships. This allows me to use my knowledge and break down information to be more user-friendly."
8. What Are Three Positive Things Your Last Boss Would Say About You?
It's time to pull out your old performance appraisals and boss's quotes. This is a great way to brag about yourself through someone else's words: "My boss has told me that I am the best designer he has ever had. He knows he can rely on me, and he likes my sense of humor."
9. What Salary Are You Seeking?
It is to your advantage if the employer tells you the range first. Prepare by knowing the going rate in your area, and your bottom line or walk-away point. One possible answer would be: "I am sure when the time comes, we can agree on a reasonable amount. In what range do you typically pay someone with my background?"
10. If You Were an Animal, Which One Would You Want to Be?
Interviewers use this type of psychological question to see if you can think quickly. If you answer "a bunny," you will make a soft, passive impression. If you answer "a lion," you will be seen as aggressive. What type of personality would it take to get the job done? What impression do you want to make?
Too many job seekers stumble through interviews as if the questions are coming out of left field. But many interview questions are to be expected. Study this list and plan your answers ahead of time so you'll be ready to deliver them with confidence.
1. What Are Your Weaknesses?
This is the most dreaded question of all. Handle it by minimizing your weakness and emphasizing your strengths. Stay away from personal qualities and concentrate on professional traits: "I am always working on improving my communication skills to be a more effective presenter. I recently joined Toastmasters, which I find very helpful."
2. Why Should We Hire You?
Summarize your experiences: "With five years' experience working in the financial industry and my proven record of saving the company money, I could make a big difference in your company. I'm confident I would be a great addition to your team."
3. Why Do You Want to Work Here?
The interviewer is listening for an answer that indicates you've given this some thought and are not sending out resumes just because there is an opening. For example, "I've selected key companies whose mission statements are in line with my values, where I know I could be excited about what the company does, and this company is very high on my list of desirable choices."
4. What Are Your Goals?
Sometimes it's best to talk about short-term and intermediate goals rather than locking yourself into the distant future. For example, "My immediate goal is to get a job in a growth-oriented company. My long-term goal will depend on where the company goes. I hope to eventually grow into a position of responsibility."
5. Why Did You Leave (Or Why Are You Leaving) Your Job?
If you're unemployed, state your reason for leaving in a positive context: "I managed to survive two rounds of corporate downsizing, but the third round was a 20 percent reduction in the workforce, which included me."
If you are employed, focus on what you want in your next job: "After two years, I made the decision to look for a company that is team-focused, where I can add my experience."
6. When Were You Most Satisfied in Your Job?
The interviewer wants to know what motivates you. If you can relate an example of a job or project when you were excited, the interviewer will get an idea of your preferences. "I was very satisfied in my last job, because I worked directly with the customers and their problems; that is an important part of the job for me."
7. What Can You Do for Us That Other Candidates Can't?
What makes you unique? This will take an assessment of your experiences, skills and traits. Summarize concisely: "I have a unique combination of strong technical skills, and the ability to build strong customer relationships. This allows me to use my knowledge and break down information to be more user-friendly."
8. What Are Three Positive Things Your Last Boss Would Say About You?
It's time to pull out your old performance appraisals and boss's quotes. This is a great way to brag about yourself through someone else's words: "My boss has told me that I am the best designer he has ever had. He knows he can rely on me, and he likes my sense of humor."
9. What Salary Are You Seeking?
It is to your advantage if the employer tells you the range first. Prepare by knowing the going rate in your area, and your bottom line or walk-away point. One possible answer would be: "I am sure when the time comes, we can agree on a reasonable amount. In what range do you typically pay someone with my background?"
10. If You Were an Animal, Which One Would You Want to Be?
Interviewers use this type of psychological question to see if you can think quickly. If you answer "a bunny," you will make a soft, passive impression. If you answer "a lion," you will be seen as aggressive. What type of personality would it take to get the job done? What impression do you want to make?
Wednesday, June 22, 2011
Revamp Your Online Image
By NicoleWilliams.com staff
Many young professionals are all over the Web, especially on social networking sites such as Facebook and MySpace. But what might be cute and funny to friends and family may not be as humorous to potential employers (such as pictures from that blowout party you attended on New Year’s Eve). It’s not surprising that with the ease and affordability of search engines, employers can and do eliminate job candidates based on an applicants’ online image.
In a 2005 survey of 102 job recruiters by ExecuNet, 75 percent said that they utilize search engines to research job candidates, and 26 percent have eliminated candidates based solely on what they have uncovered online.
Whether you’re a new graduate looking for your first professional gig, or have already gotten your feet wet in the professional world, you need to keep tabs on your online image. You spend so much time on your resume -- be careful about the rest of your online profile as well. Here are some things to keep in mind.
Beware of social paparazzi: With blogs and photo-sharing sites abounding on the Web, there’s no telling where that picture a fellow partygoer snapped is going to end up. While you should have a good time when you’re out, keep in mind that you never know when the spotlight might shine on you. (In other words, when someone tempts you to do a keg stand, think twice before assuming the position.) You wouldn’t want damaging pictures or videos surfacing on the Internet featuring you as the star.
Do your own PR: The trick to maintaining a positive online image is to increase the favorable content out there. Create a professional Web site or publish your resume online (leaving out your street address, Social Security number and other personal information). You can also create a blog that focuses on your industry or hobbies. Be sure to keep them updated and you’ll impress anyone who Googles your name.
Use technology wisely: Take advantage of new online job-searching technologies by uploading your resume to Monster.com so that employees can find you using precision searches. Monster’s new precision search technology means candidate searches will no longer return hundreds of “so-so” options. They’ll come back with several great options most tailored to what the employer is looking for -- making sure your resume will meet its perfect match and not get lost in the crowd.
Bring in the authorities: If you come across a Web site that contains images or inappropriate information about you that you want deleted, contact the site’s Webmaster and request that the information be removed. If that doesn’t work, consider using ReputationDefender.com, a paid service that trolls the Web for information about you and destroys harmful content.
Many young professionals are all over the Web, especially on social networking sites such as Facebook and MySpace. But what might be cute and funny to friends and family may not be as humorous to potential employers (such as pictures from that blowout party you attended on New Year’s Eve). It’s not surprising that with the ease and affordability of search engines, employers can and do eliminate job candidates based on an applicants’ online image.
In a 2005 survey of 102 job recruiters by ExecuNet, 75 percent said that they utilize search engines to research job candidates, and 26 percent have eliminated candidates based solely on what they have uncovered online.
Whether you’re a new graduate looking for your first professional gig, or have already gotten your feet wet in the professional world, you need to keep tabs on your online image. You spend so much time on your resume -- be careful about the rest of your online profile as well. Here are some things to keep in mind.
Beware of social paparazzi: With blogs and photo-sharing sites abounding on the Web, there’s no telling where that picture a fellow partygoer snapped is going to end up. While you should have a good time when you’re out, keep in mind that you never know when the spotlight might shine on you. (In other words, when someone tempts you to do a keg stand, think twice before assuming the position.) You wouldn’t want damaging pictures or videos surfacing on the Internet featuring you as the star.
Do your own PR: The trick to maintaining a positive online image is to increase the favorable content out there. Create a professional Web site or publish your resume online (leaving out your street address, Social Security number and other personal information). You can also create a blog that focuses on your industry or hobbies. Be sure to keep them updated and you’ll impress anyone who Googles your name.
Use technology wisely: Take advantage of new online job-searching technologies by uploading your resume to Monster.com so that employees can find you using precision searches. Monster’s new precision search technology means candidate searches will no longer return hundreds of “so-so” options. They’ll come back with several great options most tailored to what the employer is looking for -- making sure your resume will meet its perfect match and not get lost in the crowd.
Bring in the authorities: If you come across a Web site that contains images or inappropriate information about you that you want deleted, contact the site’s Webmaster and request that the information be removed. If that doesn’t work, consider using ReputationDefender.com, a paid service that trolls the Web for information about you and destroys harmful content.
Tuesday, June 7, 2011
Five New Skills Job Seekers Need
By Liz Ryan, for Yahoo! HotJobs
Job seekers have had the same list of critical skills to brush up on or acquire for decades -- things like careful follow-up, attention to grammar and punctuation, and great listening abilities. But today's overcrowded job market and the ever-shrinking attention spans of hiring managers are creating brand-new job search requirements.
Here are five new must-have skills for job seekers today:
Pain Spotting
It used to be that you could apply to a job and parrot the requirements listed in the job ad. But simply saying, "You want organizational and communication skills? I've got 'em!" won't cut it anymore. Every job seeker says the exact same thing in his cover letter. These days, you've got to do more. You've got to figure out -- by reading the job ad and researching the employer -- what sort of business pain lurks behind the job opening.
What are your choices? There's growth-related pain, and there's consolidation-related pain. There's pain associated with customers fleeing, with competitors outsourcing the work and cutting costs, and with a shortage of talent in an industry. When you know or can guess at the pain behind the job ad, you have something of substance to say to a hiring manager. Until then, you're just another banana in a very crowded bunch.
Storytelling
"I have a strong work ethic and get along with all kinds of people" is about as compelling as "I had cereal for breakfast" -- but, worse, it's not even believable. Anyone can claim these characteristics, and nearly everyone does. To get a hiring manager's attention, tell a brief and powerful story that demonstrates what you get done when you work: "When our big Q4 product release was delayed a month, I put together an outbound-calling campaign that kept our accounts from bailing and got us $450,000 in preorders" will let a hiring manager know some of the good things that happen when you showed up, saw and conquered.
Using a Human Voice
The old "results-oriented professional with a bottom-line orientation" style of resume is as out of date as high-fructose corn syrup. A human voice in your resume and your other outreach to employers will separate you from the boilerplate-spouting legions of typical job seekers. Replace tired corporate-speak like "Met or exceeded expectations" with a concrete, visual bullet point like "I sold our sales VP on a matrix territory structure that boosted sales 14 percent." Don't be afraid of the word "I" in your resume, or of using vernacular. Real people -- such as your next boss -- use slang every day.
Showing Relevance
The typical job seeker has a one-size-fits-all resume that gets pressed into service whether the open position is for a purchasing coordinator, a marketing assistant or a human resources analyst. That's no good. Your background won't be relevant to the hiring manager unless you highlight the accomplishmentsfrom each past job that have the most in common with the role you're pursuing. For a purchasing job, spell out your negotiating milestones. For the marketing role, tell the reader how you created or maintained a database and about your writing and creative skills. For the HR opportunity, describe the times when you untangled thorny human problems. Rewrite your resume as often as necessary to make sure your most relevant stories come to the fore.
Knowing Your Value
No one will pay you more than you think you're worth, so know your value before you begin an active job search. Monster’s Salary Wizard is a great salary research tool to start with. Know what you're worth so you don't get lowballed in the hiring process. If you and an employer have wildly different ideas about what your background is worth, keep looking. Even in a tough economy -- maybe even because of if -- your ability to solve expensive employer problems is worth a lot more than peanuts. Arm yourself with information, and then get out there and tell your story.
Job seekers have had the same list of critical skills to brush up on or acquire for decades -- things like careful follow-up, attention to grammar and punctuation, and great listening abilities. But today's overcrowded job market and the ever-shrinking attention spans of hiring managers are creating brand-new job search requirements.
Here are five new must-have skills for job seekers today:
Pain Spotting
It used to be that you could apply to a job and parrot the requirements listed in the job ad. But simply saying, "You want organizational and communication skills? I've got 'em!" won't cut it anymore. Every job seeker says the exact same thing in his cover letter. These days, you've got to do more. You've got to figure out -- by reading the job ad and researching the employer -- what sort of business pain lurks behind the job opening.
What are your choices? There's growth-related pain, and there's consolidation-related pain. There's pain associated with customers fleeing, with competitors outsourcing the work and cutting costs, and with a shortage of talent in an industry. When you know or can guess at the pain behind the job ad, you have something of substance to say to a hiring manager. Until then, you're just another banana in a very crowded bunch.
Storytelling
"I have a strong work ethic and get along with all kinds of people" is about as compelling as "I had cereal for breakfast" -- but, worse, it's not even believable. Anyone can claim these characteristics, and nearly everyone does. To get a hiring manager's attention, tell a brief and powerful story that demonstrates what you get done when you work: "When our big Q4 product release was delayed a month, I put together an outbound-calling campaign that kept our accounts from bailing and got us $450,000 in preorders" will let a hiring manager know some of the good things that happen when you showed up, saw and conquered.
Using a Human Voice
The old "results-oriented professional with a bottom-line orientation" style of resume is as out of date as high-fructose corn syrup. A human voice in your resume and your other outreach to employers will separate you from the boilerplate-spouting legions of typical job seekers. Replace tired corporate-speak like "Met or exceeded expectations" with a concrete, visual bullet point like "I sold our sales VP on a matrix territory structure that boosted sales 14 percent." Don't be afraid of the word "I" in your resume, or of using vernacular. Real people -- such as your next boss -- use slang every day.
Showing Relevance
The typical job seeker has a one-size-fits-all resume that gets pressed into service whether the open position is for a purchasing coordinator, a marketing assistant or a human resources analyst. That's no good. Your background won't be relevant to the hiring manager unless you highlight the accomplishmentsfrom each past job that have the most in common with the role you're pursuing. For a purchasing job, spell out your negotiating milestones. For the marketing role, tell the reader how you created or maintained a database and about your writing and creative skills. For the HR opportunity, describe the times when you untangled thorny human problems. Rewrite your resume as often as necessary to make sure your most relevant stories come to the fore.
Knowing Your Value
No one will pay you more than you think you're worth, so know your value before you begin an active job search. Monster’s Salary Wizard is a great salary research tool to start with. Know what you're worth so you don't get lowballed in the hiring process. If you and an employer have wildly different ideas about what your background is worth, keep looking. Even in a tough economy -- maybe even because of if -- your ability to solve expensive employer problems is worth a lot more than peanuts. Arm yourself with information, and then get out there and tell your story.
Thursday, May 26, 2011
8 Tips for Battling Job Search Fatigue
Rachel Farrell, Special to CareerBuilder.com
Job searching for any length of time can be frustrating. But when your search has gone on for months or even years, even job seekers with the most endurance can get tired.
It doesn't help that many job seekers are looking for work under the notion that the recovering economy means automatic work -- and now.
"The economy is on the rebound but the job market is still very slow to respond," says Caroline Dowd-Higgins, director of career and professional development at Indiana University Maurer School of Law and author of "This is Not the Career I Ordered." "Candidates should be cautiously optimistic."
But sanguinity in times of dejection is easier said than done. Job searching for long periods of time can not only make job seekers tired -- it can affect them emotionally, too.
"There are so many emotions that go along with long-term unemployment -- feelings of inadequacy, anger, terror, shame. You name it. And when these emotions get a lock on a job seeker, they can be nearly paralyzing -- or totally paralyzing," says Jenny Foss, owner of Ladder Recruiting Group.
To manage those emotions, you need to acknowledge that your search methods aren't working and commit to adopting a new strategy or plan, Foss says. And it's important to tap into your resiliency skills so employers know you can handle stress and change, adds Dowd-Higgins.
But part of the problem is that even after long-term unemployment, many people still rely on the passive search methods that used to work well -- but just don't anymore, says Foss.
"The game has changed dramatically in the past few years. Unfortunately, a large number of job seekers who find themselves suddenly on the market often panic," Foss says. "They don't take time to catch their breath, craft a job search strategy that leverages a variety of search and networking tools, and then execute on that strategy in a focused, systematic way."
Tried and true methods of simply applying to jobs online, searching through job boards or even enlisting a recruiter just won't cut it, especially after a long period of job searching. You simply cannot conduct an effective job search from behind your computer, says Dowd-Higgins.
"You must get out and be seen and heard in your job search. People hire whom they know and trust and employers are using their network more than ever to make new," she says. "When jobs do become available, employers are hesitant to post because they know they will be inundated with applications. The networking job search continues to be the most effective technique."
If you're looking to revitalize your job search, here are eight tips from Foss and Dowd-Higgins.
1. Consider your job search a full-time job.
2. Catch your breath. Calm down before you scramble to find a new plan, says Foss.
3. Know what your strengths are. "Develop your special sauce story so you can illustrate why you are a value-add to an organization," says Dowd-Higgins.
4. Focus on your competencies not just job titles.
5. Polish your interview and storytelling abilities. "A great interview is a fluid conversation -- not stock answers," says Dowd-Higgins.
6. Explore social media techniques for job search like Facebook, Twitter, a personal blog and Linkedin.
7. Craft a formal game plan. "Don't flail your way through every day. Have a plan, and a schedule for each day," says Foss.
8. Stop playing the blame game. "I can't find a job because I'm too old, I'm too fat, I'm under qualified, I'm over qualified," says Foss. "Really? You can play this game all you want, but at the end of the day? Figure out what is not working and then craft a strategy around it. If you can't find your way in through the front door, find the side door. It's all about being creative and strategic today."Wednesday, May 4, 2011
Do You Know the Most Important Part of a Résumé?
It's All about the Summary
Beth Braccio Hering, Special to CareerBuilderA tough job market means piles of applications for open positions, so it is no surprise that hiring managers are looking for ways to screen candidates quickly.
"Recruiters typically devote only 10-15 seconds to read any résumé," says Wil Lemire, director of career services at Western New England College in Springfield, Mass. To make that precious time count, job seekers need to create concise, attention-grabbing profiles that make employers want to know more.
Things to include
"Some people refer to the professional summary as the résumé equivalent of a 30-second sales pitch or an elevator speech," says Carolyn Yencharis Corcoran, assistant director of the Insalaco Center for Career Development at Misericordia University in Dallas, Pa. "We recommend that our students take great care in writing this area, as it is yet another way for them to demonstrate their ability to communicate pointedly and efficiently and to exude professionalism by using industry-specific keywords in the proper context."
Experts generally favor the profile being placed right under contact information at the top of a résumé. (This well-crafted skills summary also can prove useful as a networking intro or as part of an online profile.) Among the items candidates may wish to include are:
- Keywords that match those of the job description
- Hard skills (professional and technical experience)
- Soft skills (personal attributes)
- Advanced degrees
- Years of experience
- Interesting achievements
- Anything that sets one apart from other candidates
"Like any other section of your résumé, the professional summary requires some self-reflection, time and attention," Corcoran says. To get the creative juices flowing, she suggests:
- Asking co-workers, family members, professors and friends what qualities they like most about you.
- Thinking about positive comments you've received from employers or teachers.
- Reflecting on awards received.
- Remembering instances where you handled an emergency, presented or taught something, made something more efficient or contributed to a change.
Things to avoid
Cynthia Favre, director of career management at Gustavus Adolphus College in Saint Peter, Minn.,offers this precaution when creating a summary: "Don't include things that most everyone can do (such as use the Internet or Word). It actually makes the candidate look like he doesn't have useful skills."
Favre also cautions against using vague adjectives, such as "excellent" and "great." "Such words encourage the reader to compare the candidate with others. Take the phrase 'an excellent communicator.' Compared to whom? Barack Obama? Your college roommate? It is better to state the skills as factually as possible and let the reader determine if they are excellent and of value to him."
Putting your best self forward
While seasoned workers can use their skills summary to describe past job accomplishments, novice job seekers often worry that they will appear lacking. While it is inevitable that different candidates will bring different attributes to the table, the main thing is to focus on what you can contribute.
"It's important that the job seeker know what the job requirements are in order to properly sort and rank his own knowledge, skills and abilities," Lemire says. "Recent graduates should use skills and knowledge gained from part-time and summer jobs, internships, classroom projects and activities on and off campus."
Corcoran agrees that it is up to each individual to identify and present her own strengths. "While a seasoned worker will have more hands-on experience to include in a professional summary, new grads will want to highlight the things that set them apart -- such as possessing skills in the newest and latest technology, energy and drive, openness to multiple areas and an eagerness to learn."
Remember that whether this is your first job or your tenth, you only have a bit of space to get yourself noticed. Choose your words carefully, and chances are an employer will want to hear more.
Beth Braccio Hering researches and writes about job search strategy, career management, hiring trends and workplace issues for CareerBuilder.com. Follow @CBForJobSeekers on Twitter.
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