How To Shoot Yourself In The Foot While Conducting A Job Search

I think the best way to shoot yourself in the foot while in a job search is not having a structured, formal, repeatable job search methodology or process. In the case of a job search HOPE and LUCK are not a process.

A methodology has a series of steps, that when followed, increase the probability of a desired outcome. This also implies that when a step is skipped the probability of the desired outcome is less. There is only one thing worse than skipping a step in a methodology, and that is not having one at all. Unfortunately, we find that most candidates don’t have a real methodology. Most tend to have a little of this and a little of that and candidates are easily distracted. The results tend to be no methodology.

Our job search workbook, “This Is NOT The Position I Accepted” is a 5 step process for making you a sales person during your job search. After all, when you are in a job search you are in sales. There are 5 basic steps in the sales process that are a good outline for a job search.

1. What is the product or service? Before a sales person can sell a product they must know all about the product. This not only includes the facts about the product, but what makes this product better than the competition, what makes this product unique, how the buyer will benefit from the product, and often a SWOT analysis is performed. Since you are the product in a job search have you addressed all of these issues?
2. Once step one is completed it is time to identify the customers and put together a marketing plan. Not everyone may need or want your product. In fact, your product probably is not right for everyone. So you must identify the high potential customers. Those that have a high probability of not only buying your product, but also can afford your product. Why waste time meeting customers if they don’t fall into one of these categories? In a job search we call this, “networking with a purpose.”
3. Now that high potential customers have been defined and identified, every sales person needs marketing materials. Marketing documents, regardless of the form, strive to get to the customer’s underlying motivation. Often this requires multiple marketing materials and multiple formats. Regardless of formats, most marketing documents are about the customer, not the seller. Is your resume a marketing document? Is it about the buyer or all about you?
4. Sooner or later every sales person has to make a sales presentation to get the sale. Top salespeople have this down pat. They rehearse, they anticipate questions and practice the answers, they know what the buyer’s objections to the product are, and have thought through how to overcome them. Finally they have studied the competition and know exactly why their product will better meet the customer’s needs. Obviously, this is the interview for those in a job search. Would you be considered a top sales person?
5. Finally top salespeople know how to follow-up and close the sale. This is the most difficult part of any sale. It must be done tactfully, in a manner that engages the customer without bugging them and continues to overcome issues as the process continues. For candidates, this is all of the additional interviews that take place as you move through the hiring process.

These five steps are the basic steps in an search process. Just like the sales process, there is a lot more that goes into each step. Top salespeople spend an enormous time training, preparing and practicing each step. Top candidates do the same.

Join our Linkedin Job Search Networking Group for a lot more help with developing and enhancing your job search methodology. CLICK HERE to join the group.

Our job search workbook, “This Is NOT The Position I Accepted” is based on the five steps outlined above and goes into great detail on each step. We will send you the book to review for just the cost of shipping $5. CLICK HERE to read more. Readers have rated this workbook 4.5 stars out of 5.

I encourage your comments and feedback.

Brad Remillard

How To Become Employed With 9.8% Unemployment

9.8% unemployment is the national average. For many states, it is even higher than 9.8%. I live in California and the number has hit double digits. This is true for many other states as well. Regardless of the rate, anyone actively in a job search knows these are difficult times. There is hope, and I believe opportunity, for many of those looking.

We have a very active job search coaching practice. The problem with many candidates we work with is, they come to us too late. They are usually out of work for an average of 4-6 months. They then expect us to be able to help them find work quickly. Sorry, we are good, but can’t work miracles, and nobody (not even us) can get you employed.

ONLY YOU CAN DO THAT.

But we can help you learn from your mistakes. The biggest problem we find with candidates is that they really don’t have a targeted, very focused approach to their search. Their fear of possibly missing an opportunity is so powerful that they often don’t see the forest for the trees. Our biggest challenge is to help get the candidates focused like a laser beam on a target and then drive to that target. In many cases this is a monumental task.

As the employment numbers get worse, successful candidates must become more and more focused. Companies today aren’t looking for a jack of all trades. They want the king or queen. If you aren’t targeted and highly focused, then it is difficult to land a position.

You have to have a bull’s-eye on the target so you have something to aim at. What is your bull’s-eye?

Here are some suggestions to help you get focused.

1. Take a step back and think if you were a specialist at something what would it be?
2. Write out a complete and very thorough job description. Most of the candidates we talk with can’t do this.
3. Make sure your Linkedin and other public profiles are focused on you as a specialist. Most profiles are generic, vague and cover every possible job function within the person’s discipline.
4. Identify a specific target list of companies, people, recruiters and service providers that can lead you to your target.
5. Identify those connectors that can put you in touch with those in number 4.
6. Identify three or four networking groups that align with your industry, functional expertise, career level, and become very active in those groups. Serve on or chair a committee, get on the board, take a leadership position and become well know in those groups.
7. Consider serving on non-profit boards. These boards will not only make you feel good, but they often have great contacts and you can demonstrate your leadership skills.
8. Build a network of 100 people that know you and your background so well that they can refer you with confidence. I use the 5 call rule. If a recruiter from 2,000 miles away is conducting a search in your geographical area  you will be referred within 5 calls.
9. Don’t ignore your unemployed peers. They are out looking for positions 8 hours a day. The employed aren’t spending any time doing this. Who do you think is more likely to come across a position that is right for you first?
10. Have the right networking tools to do the job. This includes a bio and networking business cards. Not a resume and business type business cards.
11. Finally, network with a purpose. Don’t try to meet everyone on the planet. You will only get burned out networking with little to show for it. Meet only those that can advance you toward your target. Be polite and  help others when necessary but pre-screen people before spending time with them.
12. Use Linkedin to find people and the connectors you need. This is why it is so critical to build your contacts beyond 500.

I don’t mean to imply that doing these things will guarantee you find a position right away. I do believe if you don’t do them you will be in-transition a lot longer than if you do. Having a general, shot gun approach will definitely extend your job search.

Be sure and join our Linkedin Job Search Networking group. This is important. CLICK HERE to join.

Evaluate your job search effectiveness with our Job Search Self-Assessment Scorecard. Find out what you are doing right and what you need to tweak in your job search. As always it is FREE. CLICK HERE.

Please let us know your comments and feedback.

Brad Remillard

Stop All This “Personal Branding” Nonsense

It is hard to be in a job search today and not run across two, overused and misunderstood terms, one is “networking” and the other is “branding,” usually “Personal Brand.” How did these words become the “buzz words” the “must do” the “most important,” words so critical that if you don’t do them, you are sure to fail in your job search?

Who makes this stuff up? They’re the marketing geniuses.

The number of books, blogs and news articles written on “Personal Branding” continues to grow. If it takes that much to explain “Personal Branding” it may just be too complicated to begin with. It’s as if this is some new concept in job searching or as if the “holy grail” of conducting a job search has finally been found.

NONSENSE.

All that has happened is that some marketing person put a clever name to it. It’s as if once you “brand” yourself you will be the NIKE, Apple, Coke, Michael Jordon or Tiger Woods in your field or industry.

Silly me, for 29 years as a recruiter I’ve just referred to this as, “differentiating yourself” or “making yourself unique.” I didn’t know I was telling my candidates to “BRAND THEMSELVES.” I’m not sure that is all there is to a brand, but it pretty much sums up all you have to do in a job search.

It’s not so complicated that it takes a 200+ page book to explain it.

For the sake of appearing up to date and current, it is critical in any job search to communicate “why” you are different from your competition. What unique skills, traits, talents, accomplishments, experiences and passions do you bring to the party? If you can’t define these, you are a commodity. The problem with being a commodity is that the only thing you have to negotiate on is price. In a job search price is compensation.

Call it “branding” or something else, we can’t stress enough that every candidate needs to step back and take some time to determine what makes them unique. Often each position may require a different set of skills, experiences or talents. It is possible that you may have to differentiate (oops brand) yourself differently for different positions. It also means that you may not be the best qualified candidate for every position.

Do a S.W.O.T. (Strengths, Weaknesses, Obstacles and Talents) analysis of yourself. List them out. Once you have the list, for the S and T, identify accomplishments and examples that demonstrate these strengths and talents. For the W, develop a plan to work on improving your weaknesses and for the O develop a plan of action to overcome any and all obstacles in your way to getting the position you want.

So forget about “Personal Branding,” it is way too complicated and probably just a fad. Just get back to the basics and figure out what differentiates you from all the others like you. Then go market it.

In the future you will see articles I write on “Personal Branding.” I will even title the article using the word “branding” because if I don’t, nobody will read it. So I will reluctantly conform.

Conformity has never been a “brand” for me.

Our job search book provides a template called,”Personal Success Profile.” This will help you identify what makes you different and add guidance for completing the SWOT analysis. You can get this for just the cost of shipping $5. CLICK HERE to review the book.

Listen to our talk radio show every Monday at 11AM PDT on www.latalkradio.com. It you miss it, you can download all of our past shows from our Web site. CLICK HERE to review the past shows and download the ones you want. All are free.

Please give us your comments and feedback.

Brad Remillard

IMPACT Hiring Solutions Weekly Job Search Blog Round-up: August 22, 2009

In case you missed some of the individual blog postings this week, here’s a round-up of some of the more popular posts Brad and I wrote for the Job Search Blog:

It’s Okay to Swear in the Interview: Learn the secrets of a structured response to every interview question. Follow this format in responding to interview questions and hiring managers will move away from box checking to engaging with you in a conversation and dialogue about the job.

Your LinkedIn Profile as a Multi-media Expansion of Your Resume: LinkedIn provides a wealth of tools for job seekers for personal branding, networking, self-promotion. Are you using all these tools to become visible to recruiters, human resources, and hiring managers?

Keyword Searches in Resumes: You might think you’re perfect for a job – but hiring managers would disagree after reviewing your resume. By not focusing on the proper key words – are missing out on job opportunities?

Honesty + Guts Works in the Interview: Can you look a hiring manager in the eye and challenge them in the interview if you disagree with their expectations or perspective. Are you praying things might be different when you join the company. The interview is the time for honest and direct dialogue without being confrontational.

Brad and I wish you much success in your job search in the coming week.

Barry

Are You Difficult to Connect with on LinkedIn in Your Job Search?

Many candidates are obsessive about protecting the confidentiality of their contact information on LinkedIn when they are in a job search, even when they indicate on their LinkedIn Profile that they are open to career opportunities.

Why?

This doesn’t make any sense!

Here’s the sad part: Most recruiters, human resource professionals, and hiring managers will skip right by you on LinkedIn searches for candidates when recruiting if you make it too difficult to connect with you. When I do a search on LinkedIn for candidates in our Executive Search Practice, if you make it too hard to connect I’ll move on to the next candidate – I might sound a little harsh – regardless of how much you might be a perfect match – I just don’t have the time to play games or dig too deeply – particularly when there is lots of other great talent available.– I’ll define “too hard to connect” as the following:

• You have no phone number on your LinkedIn Profile
• You have no direct email on your LinkedIn Profile
• You have not checked the settings for “open to career opportunities”
• You have not checked the settings for “open networker”
• Your group settings prevent me from sending you a direct message if we are in the same group

You could be missing out on great opportunities because of inappropriate fears of confidentiality or security. What’s the risk that someone has your cell number or email address when you’re looking for a job. At a minimum, what’s the risk in adding to your account the “open networker” designation so that recruiters and others do not have to use up their precious allotment of inmails?

I’ve had my phone number and email address on my LinkedIn Profile for years. I can count on one hand the number of solicitor calls and inappropriate emails from that contact information. It’s irrational to think you’ll be bombarded with solicitors and crank calls/emails. Take a risk and make yourself available – you’ll be amazed at the increase in the number of calls and emails you get when recruiters, human resource professionals, and hiring managers reach out to you when they are recruiting to fill an open job.

Take a look at my profile on LinkedIn as an example. I would also recommend joining our Discussion Group on LinkedIn and participating in the discussion regarding LinkedIn Profiles for your Job Search.

Barry

Your LinkedIn Profile as an Expanded Multi-Media Presentation of Your Resume

I’ve posted a Slideshare Powerpoint file through LinkedIn as a demonstration of one small aspect of how you can improve your personal brand and visibility on LinkedIn. Do you STAND OUT among a crowd of “me-too” profiles?

Here’s the actual Slideshare link to view or download the presentation. Over the next few weeks, I’m going to do a voice-over narration of this Powerpoint as an additional test. You can do this too.

I’ll be adding audio and video files to my LinkedIn Profile to demonstrate how you can leverage simple tools on this wonderful service to dramatically improve your job search. Take a look on slideshare at some of the other Powerpoint and Video files other job seekers have posted.

Employers and recruiters (including Brad and I) would love to hear you talking about your expertise and accomplishments, view a video of you answering interview questions, and be able to download a powerpoint presentation about your job achievements. Imagine LinkedIn as an expanded multi-media platform to enhance your traditional resume.

The funny thing is that less than a tenth of one percent of all job seekers are using all the available tools on Linked for their job search – and the tools are available for FREE – go figure!

What a shame!

Try it – look at my profile or Brad’s profile on LinkedIn. Look at some of the profiles of the masters of job search personal branding and job search networking. I’ll feature once a week a candidate who is truly leveraging LinkedIn for their job search – for each person selected every week, they’ll get a FREE copy of our book. Would you like to throw your profile in the ring to try and win a FREE copy of our book, This is NOT the Position I Accepted. Be the first to volunteer!

In the meantime, if you would like to start taking months off your job search, start taking the initiative to improve your LinkedIn Profile as a small step forward.

Barry

P.S. Don’t forget to take the Self-Assessment of your LinkedIn Profile by using our FREE scorecard for assessing your LinkedIn Job Search Profile to determine your effectiveness of being found by recruiters, human resources, and hiring managers.

P.P.S. Brad and I also did a broadcast on our radio show about this LinkedIn Profile Self-Assessment Tool and how to most effectively improve your visibility.

Building Your Personal Brand- Audio File

Being different from the rest of the crowd is critical, not important – critical, during a job search. We discuss not only how important it is to develop a personal brand, but the steps to doing it and finally how to get your brand into the market place.

If you want to get noticed by recruiters, hiring managers, CEO’s and referrals, you have to brand yourself so people remember you and refer you. We give two resources in this talk that will make sure you are different from the rest.

Don’t be the same- – be different and download this show.

Every Monday from 11-noon Pacific time on www.latalkradio.com we talk about what’s important in your job search. To download this show or any of our radio shows go to our audio library. CLICK HERE.