Time to Meet New People (who could help get you a job)

These days I’m becoming 100% convinced that it’s not what you’ve accomplished in your position that will get you your next job, but who you know. It could be the subconscious influence of the networking book Never Eat Alone by Keith Ferrazzi (HIGHLY recommend it for all my loyal readers), or just what I’ve witnessed this past week.

For the past several months I’ve subscribed to an email list produced by a public relations guy—Peter Shankman. The list started on Facebook as a way for him to connect his reporter friends who were looking for people to quote in stories, with his friends in PR who were looking to place their clients in the media. Simple enough right? Well over the course of the past year, he’s grown the list to over 22K people and is putting a serious dent in what had been a paid subscription service for the industry. If you Google him, you’ll see that he’s been on CNN several times, wrote a book, sold one of his PR firms and started another one—the guy gets around.

I’d been noticing his list growing (he provides pretty frequent updates to his subscribers) and decided to buy an ad in an upcoming issue. I also realized that since he’s in NYC, I could actually take him out to lunch! I was embarrassed at how long it took me to formulate that idea. There was never a reason not to ask—other than my “aw shucks, what would little ‘ole me have to talk to him about?” attitude. So just like that, I asked and he accepted. Lunch went well, he’s an interesting, down-to-earth guy who actually spent the first 10 minutes stressing that the lunchtime email he sent his 22K subscribers went out without a screwup on his part, and showed me a nice note he was got on his Blackberry from a subscriber. In some ways, he operates in a completely different world than mine, and it felt really good to mix it up a bit.

So what’s YOUR take-away from all this? First, his list grew from the strength of his network of contacts. He saw a need between 2 groups of people he knew, and decided to fill it. He then asks EVERYONE on his list to spread the word about the list. His motto is that everyone’s an expert in something, so why not get your name in the media about it? He’s built up a loyal fan base, and when he asks for help—he gets it. Are you doing this in your job search? Are you asking your friends and acquaintances for help? Are you asking them if there’s any way you can help them, whether it be if you know a good plumber or the best restaurant for Indian food in your area? Helping others is the best way to have that good Karma flow back to you.

And if you’re sitting there saying “but I just don’t know that many people” – then that’s a problem. First, take an actual inventory of people during a typical 3 month span whom you have conversations with. This includes activities like classes, work (of course), your kid’s soccer games and recitals, even people you may know in an online community. Unless you’re a complete hermit—you know people. Second, to get to know MORE people, check out networking sites like Meetup.com where you can find activities you like to do, and join groups of people who are interested in them as well. If you’re looking for a job, join a jobseekers group—but also join a Kayaking group if that’s your interest.

Lastly, no one is unapproachable. Just because this Shankman guy was sending out emails and has like a zillion Google hits didn’t mean that he wouldn’t be a nice lunch companion or accept my invitation. Don’t be intimidated by someone’s stature or your assumption of what their life is like relative to yours. If you find someone on LinkedIn who is in your dream job or industry, approach them and ask if they could take ½ hour of their time to give you some advice from their point of view. Chances are they’ll be flattered and if there’s a way you can help them down the road, they’ll appreciate that too.

Broadening your circle of acquaintances gets you into those different worlds and can really open your eyes to new possibilities in many different areas of your life.

Salary issues at your current job

I'm on approximately 200 websites as a career coach and field all sorts of questions during the week. One popped in today that's relevant to people looking as well as those trying to make the best of their current situation. Salary reviews and negotiations.

In this economy everyone's walking on eggshells with their employer, but there are still opportunities to lobby for a well-deserved raise.

First, be realistic. Take a reasonable look at what your company does and how sales have been over the past year, as well as their prospects for the future. A company's finances are like your home finances--if there isn't a reasonable expectation that you're bringing in more money over the course of the year, you won't put more money into upkeep on your home, and will try to make do with what you've got.

Companies need to do the same thing. If they're worried about the potential for additional revenue over the next year, they won't feel comfortable putting substantially more money in your pocket. No matter how awesome you are. They'll try to make you as happy as they can with what they've got. Some employers are tricker than others at this, but basically, that's all they're trying to do.

So what can you do?

1. Check out some salary comparison websites like Salary.com. My HR sources tell me that these can be off by 8-10%,and salaries do vary by market, but it can give you a feel for if you're way underpriced, or if you should just keep your mouth shut.

2. Develop a list of your contributions over the past year, and if you can demonstrate it, how they contributed to the bottom line of the company. What did you accomplish that hadn't been done before? You should have this anyway for your updated resume (ahem), but you'll need it when proving your case for a raise.

3. DO NOT tell them that you need more money so you can get a new car, house, etc. It's NOT about YOU! It's about what value you bring the company.

4. Also not a great idea to base your argument on other people's job descriptions and salaries. A friend of mine went through this recently where her staff member was making an argument that he had more work than another department. The problem is that the other department was favored by my friend's boss, so that argument didn't hold too much weight. Always be mindful of the office politics in play.

5. The moolah ain't gonna flow your way? Come up with other perks that will at least make you happier as you spend $200 on a tank of gas and eat Raman Noodles for lunch. Ask if they'll sponsor a corporate Toastmasters group (to improve public speaking skills), group yoga/weight loss classes, telecommuting, additional vacation days, flexible hours, a golf outing.

Present them with options to show that you're a team player and understand their budget issues. They'll be more likely to look favorably on you when the economy recovers.

Steering Clear of a Micromanager

With the job market as tight as it is, it's easy to be a lot less discriminating when evaluating bosses during your interview. But, keep in mind that you spend WAY more time at a job than with your loved ones—so you really need to love the job to make it work (in a manner of speaking).

Studies have shown that the number one reason why people start to look for a job is because their boss is driving them crazy. But how can you tell if the person you're supposed to be establishing this great rapport with in the interview is a potential disaster? Here's what I've learned in my career and from coaching others.

My biggest issue is avoiding the Micromanager! I hate micromanagers. I could not be paid enough to work for one, and I'm very honest with myself, and future employers, about it. Truth be told, I have survived 2 of them in my career, and was able to successfully extract them from my backside while keeping my job.

With that being said, if I was to interview for a job today, I would make sure that I brought up the topic of managerial style with the hiring manager. This can be a sticky subject, but I’d broach it during the interview (probably the 2^nd interview) by asking them to describe their managerial style is, and no matter what they said, I'd tell them that I do not do my best work when I'm working for a micromanager. If they didn’t describe themselves as a micromanager, then they’ll be happy that you’re on the same page, if they did—well as you read in my example above—they can be reformed, but still need to appreciate your style. I’d then mention that I have more of an entrepreneurial mindset, and one of my former bosses (and a reference) described me as very resourceful. I would go on to say that I completely understand that while I learned the job, we'd be working together closely, but once I'd been there from 3-6 months, I would expect that I'd be up to speed on a number of things and could work independently. Additionally, I'd say something like—I like to run the ball down the field, but am conscious of needing to provide you with status reports, and will always come back to you for advice when I need it so you won’t be left in the dark. For the 2 bosses I had who were micromanagers, this would have worked well for them. Over the course of my working there, they learned to trust me and my instincts, and left me alone, knowing that I'd approach them for help when needed.

However, there's the more insipid micromanager who simply cannot be eluded—and that's the kind you're hoping to avoid by making the above declaration. By clearly articulating what helps you do your best work, you’re just being honest and fair with them. No manager wants to hire someone who won't do their best work for them, and whom they’ll end up firing or leaving, because you don’t get along. Being honest with yourself and them (politely) will help to ensure that the job is a good fit for you.

So what are your issues that you wish you could discuss in an interview? Pop onto my blog and leave me some ideas for future articles!

Turn the Tables--You can Interview THEM

I know, for many of you just the word “interview” can send you running from the room in shear panic. However, an informational interview is completely different than a job interview, in that it’s a chance for you to learn something about your target company or a possible career move, without the pressure of having to win the job. Here’s how they work best.

Let’s say that you’ve been out of the workforce for a while, or are in serious need of a career change, but have no idea if your skills are in demand or even how to position yourself. You start by identifying some areas/companies that you’re interested in, and then getting the word out there among your friends and family that you’d like to investigate your career options. An informational interview is NOT about expecting that someone will get you a job, but it’s really just to give you some insight and a reality check about the feasibility of your plans. Here’s how to go about inviting someone to coffee or lunch and what to ask them once you’re there.

First, in order to meet people who could help you, tell anyone and everyone you know that you’re looking to make a career change and want to explore your options in XYZ industry. Tell them that you’re in the information gathering stage, and are looking to take people out for coffee or lunch who could give you some advice about transferring your skills, and even how best to position yourself on a resume. You may not get any firm leads the first few times you try this, but keep your options open and come across as someone who genuinely wants to learn about an industry, and it will pay off.

For example, when I spoke at UCLA a few weekends ago, I met a student with an accounting/finance degree who is doing an internship in New York City. He graduates next Spring, but considering the dicey financial sector at the moment, is doing everything he can to learn about his prospects. I recently redid a resume for a client with a similar background, so I introduced them. I had my student write an email of introduction about himself that I could forward to my client—along with his resume. In my email to my client, I put in a good word about the student and vouched for his genuine interest and good character. They’ll be meeting in a few weeks. It’s as simple as that. LinkedIn.com is a great place to start to look for people with those kinds of connections.

You should NOT expect a job lead from these informational interviews. If you do get one, that’s just the ultimate bonus, but if your guest suspects your hidden agenda, they are likely to turn down your invitation. Be considerate of their schedule, and let them know that coffee would only take a half-hour, and lunch no more than an hour, so they don’t get nervous that they’re going to have to entertain you for a whole afternoon.

You should definitely bring a list of questions to the interview, but keep in mind that it will feel most comfortable as a conversation, not an interrogation. You can ask questions like: What’s a typical day like? What skillsets make people successful in this field? My background is X, and I feel that my strength is my ability to Y. Do you think that skill would be valued in your industry? How did you get started working at the company? Do any of your colleagues have a unique/unexpected background? Are there specific degrees or accreditations that are necessary just to be considered for a position?

There are plenty more, but you want to ask questions that will help you decide if this field is for you, and if it is, what it would take to get in.

ALWAYS stick to the time that you allotted for the interview. If you see that you could be running long, be considerate and point it out to the person you’re meeting with. Chances are they won’t cut the interview short unless they have another appointment, but will appreciate that you’re mindful of the value of their time.

In this job market, many of you will need to reinvent yourselves to find a job in your area. Informational interviews are key to learning about your options and how to position yourself .

Great Networking Opening Lines

A big HELLO to all of my faithful readers! I apologize for not getting these newsletters out on a weekly basis for the past few months. A lot of travel and the fact that EVERYONE seems to be getting their resume redone has caused my business to BOOM! I will try to get these out on a more timely basis.

I’m writing this in the Los Angeles airport where I ran a program for the American Management Association’s summer program at UCLA. When it came to the networking presentation, the student’s #1 concern? How do you start a conversation with someone you don’t know?

As a veteran of many networking events, I feel everyone’s pain on this one. I’m actually more of a “sit back and see what happens” kind of gal, and I really find it hard to talk to people I don’t know either. But in order to grow my business, I had to learn how to get out there, and in order for you to get a job, you’re going to need to master this skill too.

The best opening line? A compliment! Who doesn’t love receiving a compliment, and who doesn’t instantly love the person giving the compliment? It is a never fail conversation starter. Here’s how it typically goes. As a woman, I’ll usually compliment a guy on his tie (psst….I don’t always LIKE the tie, but I can say something like “I’ve never seen a tie quite like that one, there’s got to be a story behind it.” and it works just as well). I have absolutely no idea why, but about 70% of the time they have some sort of story behind their tie. Then because I just gave them a compliment, and listened to their tie story, are much more open to talking to me.

For a man trying to network with a woman without coming across as a cheesy pickup line? Compliment a woman on her cellphone/Blackberry if it looks pretty high tech (“Those ‘crackberry’s’ are too addicting aren’t they?”, “Are you going to upgrade to the new iPhone?”) or a distinctive/unique piece of jewelry (ring, watch or pin), she may be wearing. Those are pretty safe articles of clothing you can comment on without crossing any uncomfortable lines. A simple “I’ve never seen a pin/watch/scarf/ring quite like that, where did you get it?” will do the trick.

The goal is to get the other person in a favorable state of mind to talk to you, not spend the rest of the evening sharing fashion tips. Once you’ve broken the ice, you can move onto introducing yourself and what you do, and then finding out about them.

One other tip that always works, look for the other person at the event who isn’t talking to anyone else, but looks just as dazed/confused/lost as you probably do. They will welcome your compliment and conversation.

However, networking just takes practice. The more attempts you make to make friends at these events, the better you’ll get at it. Promise.

Now get off your couch and get goin’!

Networking Doesn't Have To Stink!

This week I had the pleasure of teaching a class on Networking Skills to students from Marywood University in Scranton PA. I very clearly remember my college days when a "networking event" was a bunch of us allowed into the Formal room on campus to try to make conversation with alumni who could potentially get us a job. We were like moths to a flame as we flitted awkwardly around the adults in the room and made some pathetic attempts at conversations that didn't sound like we were begging for a job. We were unsuccessful and definitely pathetic.

I try to teach people what I've learned from my years of having to "work a room." I'm naturally an introvert--yes, believe it or not, I am—so I can definitely empathize with people who are terrified out of their minds at having to make conversation with people they barely know, let alone eventually ask them for a job. I still have to gear myself up for an event and get a game plan in my head. I don't claim to be an expert, but there are definitely some never fail things I do that make the process easier.

1 I wear something you like and feel good in. It's impossible to confidently talk to new people if you think that a pair of pants makes you look fat, that your tie has the remnants of lunch on it, or if your shoes hurt. You need to wear an outfit that makes you feel like you're hosting the party. You score extra points if you wear what I call a converstation-starter piece of jewelery (ring, pin) or a distinctive tie or scarf. It gives people somehting to say to you when they walk up to you..which leads me to...

2 The best conversation-starter is a compliment. Hands down. Never fails. Who can't resist liking someone who just paid them a genuine compliment? It's not sucking up if it's genuine and sincere, so find something about that person that helps them to stand out from the crowd. They'll then feel like they owe you some conversation and will take the time to get to know you. It's all good.

3 Listen to the other person. DO NOT scan the room looking for your friend, the punch bowl, or the closest restroom (unless it's an emergency). People love eye contact and feeling like they're being listened to. Everyone is an interesting person, you just need to show them that you want to figure out what is interesting about them.

4 Have your exit strategy at the ready. A few years ago I would go to some events like book signings, or business networking/chamber of commerce shindigs. Inevitably I'd get stuck in the corner talking to some person—who was very nice—but was never in a million years going to refer business to me, and was just leaching onto me because they were too nervous to meet other people. Ahhh the curse of being TOO nice. So I'd get stuck, and then ticked off at myself for being such a dope who couldn't get out of a bad conversation. So now I have my exit lines ready, and I ain't afraid to use 'em. My favorite one is to say: "I don't want to monopolize your time, so I'll let you go and meet other people. I've enjoyed talking to you, we should keep in touch." and then ZOOM, I'm outta there, and we're both free to roam about the room. Deep down they know they should meet other people too—so they really can't argue. You can also leave a conversation to get another drink, more food or some fresh air. Don't feel bad, if you really did like that person, I'm sure they'd be happy to chat with you further when you don't have a networking agenda.

The cool thing that the students realized the other night is that you can network ANYWHERE! All of us come into strangers every day, we just need to be open to meeting them. The bookstore, mall, grocery store, train, any place where you make that quick eye contact with someone and start a connection. Perhaps you are in the grocery store picking some lettuce in the produce dept. and you and someone else suddenly get a cold shower when they wash down the vegetables. Laughing, making eye contact and sharing the moment with them can start a bond. You can share a few words and might even start a longer conversation. Sometimes it happens just that simply. You end up exchanging business cards and might even start a friendship.

Bottom line, be open to the possibility. Having a genuine curiosity about your fellow man can lead to some interesting opportunities.

Everyone knows that they should apply for jobs that they’re qualified for. Engineers apply for engineering positions, marketers apply for marketing positions, and everyone stays within their industries.

However, the trouble arises when jobseekers start to apply for those jobs that they think they’re “perfect” for, but neglect to really read the ad and what they’re looking for. Here’s an example of what I mean.

The ad states that they’re looking for someone with 2-3 years of experience, and you have 10+ years of experience. In your mind you’re probably thinking one of two things
1. Hey, I’ve got even MORE than what they need, I’m a shoe in!
2. I’ll apply to this and they’ll see how fabulous I am, they’ll call me for another position in the company.

Here’s why the above 2 rationales don’t work:

Rationale #1: A hiring manager has listed 2-3 years of experience on there for a reason. First, they don’t have the salary line to pay what you would want with your 10 years of experience, and second, the tasks that this person will be doing are actually what you were doing 7 or 8 years ago—in other words—menial. There is NO WAY that they would look at your resume and think—yeah, I’m sure this person wants to take a STEP BACK in their career. I’m so exited that they want to go back to grunt-work. I’ll give them a call. Makes no sense. Your only hope of this working is if you directly discuss and acknowledge it in your cover letter—that you’re trying to make a career change and completely understand that the pay scale is totally different since you are starting out in a new career. It’s still a long shot, but sending in a resume without calling out the discrepancy is instant suicide.

Rationale #2: Yes, this could happen. I know that the HR Directors who read this will send me nastygrams saying that it is so rare that it’s the same as an impossibility, but I do know a case where it did come true. Basically with this strategy, you’re banking on whoever is reading the resumes to know who else in the company is hiring and to care enough to forward your resume to that person, or to hang onto yours because they’re so overwhelmingly impressed that they will pass it along when something opens up. This can happen, but if you do decide to take a shot and apply, at the very least, call out your intent in the cover letter so they know that you’re not dumb enough to assume that your 10 years of experience is going to get you an entry level job. THEN, in your mind where you’re keeping score of all the jobs you’re applying for—do NOT count this one as a possibility. It’s a Hail Mary application. Nothing more. Let it go. You’re better served networking your way into a company.

Next week…common job posting terms that tells you NOT to apply. (but you’ve been applying anyway).