Job Out of College

Mini-Course Day 4: Follow Up

Two years ago, I went searching for a dog at the local pound. Little did I know that in adopting that black lab puppy, I would be adopting one of the best salesmen I have ever encountered. From the moment our pairs of eyes met, I knew he was the dog for me. Even though there were 5 or 6 other black labs who looked just like him in that glass-wall room, there was something different about Knight. He seemed like a loyal, friendly, and trustworthy companion.  I couldn’t put my finger on it at the time, but in any event, he had me sold.

One of the most important principles in sales and marketing is persistence and follow-up. I recently went looking for a photographer online for my upcoming wedding. I searched for a photographer in Detroit, and came up with about 100 different photographers. I narrowed it down to 15 by going through some websites. I then sent out an email to all 15 to fill out a questionnaire I had prepared – 8 replied via email, 4 of which followed up with phone calls as well. Right off the bat, from 15 photographers I was down to only 4 for the simple reason that those were the four who put the effort into winning my business. After a week or so, I continued to get phone calls from one photographer to make sure I didn’t need any other information. He built a personal relationship with me, a feeling of trust, and credibility through that follow up. The same goes for the job search.

Trust

When you follow up with someone, you get to know the person and therefore develop a feeling of trust. Although trust is subjective, there are things you can do to develop trust in your potential clients (recruiters). When you go to a store, and you have that commissioned salesman who is nagging you about the sale – you just feel annoyed because you know that the salesperson is just looking to make a buck. What you are looking for, are signs of an honest person you can trust.

For example, my dog has these big, expressive eyes. When I’m eating at the dinner table, he will walk up, sit down next to me, put his head down on my lap and just look up at me with his big brown eyes. Although I know that he is looking for some table scraps, he doesn’t make it obvious that he is begging. He just sits there, and makes his presence known. When I do give him some food, he is very appreciative. The visual cues he gives me develop a sense of trust. To learn more about these visual cues, read up in my system.

Credibility

When you follow up with someone, via telephone, a letter, or even an email, you create a sense of credibility with your customer (recruiter) - it allows the recruiter to put a face to your name. When you follow up, you reveal to the recruiter things that you probably would not think about. Even if you never speak to them during your follow up in person and you just leave a voice message, think about everything you accomplish: you show them that you are not afraid to pick up the phone and call someone you don’t know; that shows confidence and maturity and maybe even leadership; it shows that you are determined to get the job, and you are willing to put a lot of effort into getting it even with the knowledge that you might not get it in the end; it also shows that you really want this job, and you feel like this job is worth the effort.

And if you do happen to catch the person, talk about some personal things so they remember you. The photographer who got my business talked to me about his son and family, other people he photographed, his career, places he’s lived, and this was all in a single 5-7 minute initial conversation with him. I’m not even sure if he even mentioned photography in the first phone conversation. And yet, he still developed a sense of credibility and dependability in speaking to me.

Relationship

Make sure that you develop a relationship with your customer before you try to make the “sale” – this is business 101. You need to work towards developing a relationship to learn something or to network with people in the business.

Who knows how long you will have your current job, or whether you will need to find a new one somewhere else. Even if you don’t get this job, you still have a relationship with someone in the business. Maybe this person will be able to teach you something about your future career, or even refer you to a friend he knows is looking for someone like you! If another job ever comes up with that person, you might be getting an unexpected phone call, especially if you keep following up with them.

I bought my diamond engagement ring for my fiancé from a husband and wife my parents knew through their business. Since then, they have sent me Christmas cards, followed up with phone calls, and have asked my fiancé and me to dinner at their house. They don’t have to do this, but they want to maintain the relationship. Also, since then, I have referred 3 friends who were also looking to buy engagement rings because we had a good relationship. Needless to say, I will also be buying my wedding bands from them, and any future jewelry I ever need.

It’s all about networking!

Just remember, that getting a job is not just a simple equation of knowing how to write a resume, answer questions, or send the right cover letters like most traditionalists will tell you. There is this whole “soft side” to getting a job that can really distinguish you from the next guy. Remember, anyone can follow instructions on how to write a resume… not everyone knows how to interact with your recruiters in the most influential ways.

So remember to create a feeling of trust, credibility, and maintain the relationship with everyone.

Mini-Course Day 3: How Borat can help you interview

Most of you by now have heard of Borat infamous, fictional Kazakh journalist, depicted by a talented and intelligent British comedian, Sacha Baron Cohen. He has embraced millions of viewers by interviewing people who believe he is a true Kazakh journalist. If you have ever watched a Borat clip or seen his movie Borat: Cultural Learnings of America for Make Benefit Glorious Nation of Kazakhstan it is amazing to see how Sacha Cohen can act his part so well and lead the conversation in his favor without revealing his goal.

The talents of the infamous Borat are attributed to his intense success as a marketer of himself. The ability to market yourself is what the job hunt is all about. How do you make yourself visible? How do you make a recruiter remember you? How do you tell the recruiters what they want to hear and at the same time be honest with them?

Let’s analyze Borat’s approach to marketing…

Lesson #1 Borat can teach you – “Know Your Audience”

Borat comes into the interview with a set of questions on a clipboard. He thinks about his audience and thinks up creative and relevant questions which pertain to the individual.

Before your interview, write down the goals you want to reflect in the interview, and practice accomplishing those goals with someone prior to the meeting. You want to feel comfortable conversing with the individual and make sure that you know how you want to lead the conversation to best suit your needs. In my system, I have a set of example interview questions which are asked in most interviews. You will also be able to hear an example interview conducted by a professional recruiter.

Lesson #2 Borat can teach you – “Use Questions to Lead the Interview”

Now that you have your goals in mind, and you have the answers to your questions prepared, you want to make sure that those points are addressed in your interview. However, you can’t just rehearse your answers –there needs to be a flow to the interview. So you ask questions or direct the conversation towards your goal. 

This is a productive, structured approach in allowing you to answer questions that are relevant to your experiences, talents, and qualities. The interviewer doesn’t know you, so it will take a while for them to ask the right questions. Help them!

Want an example?

Let’s say the requirements of the job description state that applicants need 3 years working knowledge of Microsoft Excel. And you only have 1.5 years. You know that in the back of the recruiter’s mind, he knows that you do not meet the qualifications. So you should have an explanation which convinces the recruiter that you are still a good candidate despite the fact that you technically don’t fulfill the requirement. But don’t go right out and say it!

Lead the conversation to that issue to let the interviewer know that you are aware of it and have an illustrative example of your capability to do the job. So while talking about a project you performed in a certain internship, say “and this is how I utilized my spreadsheet skills and learned a great deal about the program.” At that point, they will most likely ask you more about your skills in working with spreadsheets to test your knowledge instead of just assuming you are unqualified and do not meet their criteria.

Lesson #3 Borat can teach you – “Leave an Impression!”

Although Borat leaves an impression on the person he is interviewing, it is probably an impression that is less than desired. But from the first time you see a Borat clip, I’m sure you will remember who he is!

You should strive to do the same and leave a positive impression at your interview. There are possibly hundreds of candidates interviewing for the same job, so if you have something unique about yourself to share, verbalize it.

Take the robot example. A friend came into an interview with one of his engineering projects – a small robotics project he worked on in school. The interviewer interviewed 23 candidates who were just as qualified, if not more, than this friend. We’re convinced, that it was the robot that made him stand out from the competition which helped him land the job.

Lesson #4 Borat can teach you – “Show Confidence & Friendliness – Be Honest”

When Borat interviews people, although he makes some horrible and risqué comments, many people do not react in a negative way. One possible reason, is because they like him! Although this seems quite ironic, Borat acts like a genuine individual who wants to ask questions for his show. Although his comments maybe insulting, his confidence makes his subjects believe that he is a likeable human being with a mission.

Be the same way. Although you need to be very polite and professional, you want to show confidence in your answers and questions. Smile and give positive verbal and non-verbal acknowledgement. When you watch Borat communicate, he looks into the eyes of the person he is interviewing and is constantly nodding his head. He never interrupts the person when they are talking, and he always listens to what the interviewees are saying. Make sure that you are honest – a recruiter’s job is to be able to cut to the truth!

And finally, though this may seem obvious, make sure you actually ask for the job and show the interviewer you are interested. Show enthusiasm and ask for any next steps, follow up items, or whether they require any additional information from you. Ask the interviewer for their impression on how the interview went, however, if they say they can not discuss that with you, respect their interest.

To review… Write down the goals for your interview, and practice them with another person. Use questions to lead the conversation towards your goals. Make sure you are remembered in a positive way. And always show confidence in yourself and be “likeable” by giving strong and positive verbal and non-verbal acknowledgments. Be honest and make sure to “ask for the job”!

Mini-Course Day 2: Social Networking

“When all things are equal, friends buy from friends. When all things are unequal, friends still buy from friends.”

Today’s mini-course will explain the significance of that statement. To be successful in the business world, the academic world, or even in social circles, you need to know people and be likeable.

If you were the richest, most powerful, and smartest person in the world, you could probably get away without putting any effort into networking (mostly because everyone would be coming to you). You need others to become successful at whatever you do – especially job hunting and growing your career.

If you are like I used to be – quiet, somewhat shy, and introverted – you might find it difficult to network with people. If you are like some of my friends – loud, friendly, and extroverted – make sure that your personality is not giving the wrong impression to potential job recruiters. Here are a few pointers and tips on good networking techniques.

Tip #1: Communication Order

Keep in mind that there are various ways to communicate:

1) It is best to communicate directly in person. Recruiters and potential employers will remember your face.  You will also learn techniques to ensure that you are making the right impression with non-verbal communication during your face-to-face meeting.

2) If you can not meet in person, you should communicate over the telephone. If you can’t do face to face, you should at least give the person a voice and tone of voice to remember. If you sound cheerful, positive, and enthusiastic, people will assume you are.

3) Unless specified by the potential employer, use email as a last resort. Email is impersonal and easily deleted. It also shows lack of confidence and untrustworthy mystery.

Tip #2: Be a Story Teller

Think about the last presentation, lecture, or conversation you heard. Who do you find the most interesting? Probably someone who can convey their message in a story. Become an artist in telling your story. Know yourself, be comfortable talking about you and your experiences, and create a story. In my system, I will provide you with what should and should not be included in your story.

Tip #3: Learn to Listen

When you meet someone new, use the following techniques:

1) Listen intently to understand what the person is saying and wait until the speaker is finished before you speak. Do not interrupt if you don’t completely understand. Instead, ask clarifying questions and paraphrase what has been said to make sure everyone is on the same page. You can listen to an audio example of a good conservationist in my system.

2) Ask information seeking questions that will help you better understand the job or topic. Everyone has something that they could teach you. The only way to find that out, is to ask.

3) Let someone ask questions of you before you start talking about yourself. When meeting someone for the first time, be mindful of such fine lines between confidence and arrogance when putting your best foot forward. Once you have established trust, the person will ask questions about you at their own pace.

 

Tip #4: Always Have a Business Card

This is the number one marketing tool for people you meet in person. It’s better than any brochure or resume you can hand them, because it fits in a wallet or rolodex. Few job seekers have them, so make sure you have one! You can create a simple business card and print it up at Kinko’s. Make sure it is eye-catching without being overbearing. You can look at some sample templates in the system and there is more on how to print them there as well.

 

Tip #5: Have a Web Site!

This is one of the easiest and relatively inexpensive marketing tools you can make for yourself. Interviewers often research the Internet for any information on the potential candidate. Be sure to publish “positive impression making” accolades and achievements as opposed to private or personal information that could prove detrimental to you. 

 

I just spoke with a friend who was approached at an interview for an editing position. The first question that the interviewer asked her was “why did you go through a debutant ball when you were 16?” The interviewer “googled” her name before she came in to the interview. If she had a website, she could have had her articles, essays, and sample work up on her website. None of your work needs to be published; they just need to be representative and visible.

Mini-Course Day 1: The Google-Optimized Resume

A few months ago, I had the pleasure of interviewing two job recruiters on the east coast. I asked them a number of questions about how they use resumes in searching for the right applicants on the other side. I also attended some college seminars and diligently read through various career websites to see what they are teaching about the importance of a resume. The disparity between the two points of view might surprise you.

Because of the internet, and the ability to have access to countless resumes, it’s no longer a matter of going through resumes and trying to find the right one. It’s all about SEO, or Search Engine Optimization. Every recruiting agency and corporate recruiter uses software searching tools that enable them to search for special keywords for a particular job posting.

Take a minute and think about how many times a day you use Google or Yahoo to find information. If you are in the web business, it’s necessary for you to have some understanding of how various search engines work. You learn the importance of: keywords - the words people are searching; references - the number of people that are linking back to your site based on quality of source; and the quality of your content.

Keywords in your Resume:

A recruiter’s job is to match the right candidates to the right job position. Recruiters use software tools to search through thousands of resumes in their system or on websites such as Monster, CareerBuilder, or HotJobs. The primary goal of your resume when applying for job on the internet is including the right keywords to ensure that your resume is the top ranked when a recruiter performs their search.

This does not mean you should lie about the experience you have, because a recruiter’s second job is to be able to see through you and make sure you are honest! But if you want a particular job, make sure you back it up with clear and meaningful examples of successful experiences you have which pass the “so what?” test. I will cover ways of answering the “so what?” test in my system in more detail, and this is really one of the most important concepts you can learn in finding a job.

Some examples of keywords are technical words that apply to your job: In web development: PHP, MySql, ColdFusion, .Net, etc. In Project Management: SDLC, PMP, DSDM, Waterfall Methodology, etc. Keep in mind that these keywords change over time, so it is very important to stay current with your “career jargon” and keeping your resume up to date.

Job References:

The more high-quality references you have, the better.  The people who will be able to shed positive light on the kind of worker you are, are those you should use as a reference. So quick quiz:

If you are applying for a web developer position, whom should you put as a reference?

1) a highly-regarded college professor with a reputation in the business

2) the director of application development at a place where you were an intern

3) a friend for whom you built a sophisticated and complex website

4) a parents’ friend who is the CEO of a company who watched you grow up

Though all seem like correct answers, there is one that is better than the others! Sure, your college professor can tell them of how you compare to other students and your quality of work. And the CEO has an impressive title, but won’t a recruiter find it suspicious and deem the reference as biased? And your friend can tell them that you did a great job on the website, but does that person have anyone to compare you to? The correct answer is the director.

 

The director has the information the recruiter is looking for:

1) your abilities

2) your business acumen

3) and the kind of worker you are

 

Quality of Content

When I asked the president of a recruiting agency about the significance of a person’s resume, he responded that “a resume is just a simple marketing tool… it is intended to hook the recruiter’s attention enough to contact you for more details”. So make sure that the content in your resume is meaningful content, in that is reflects your best qualities, skills, interest, and most importantly, your potential. If you don’t have experience, don’t try to make it up. In some college courses, they tell you not to exceed one page for your resume. The reason why is because if you go more than a page, the information may be useless and the recruiter will be screaming “information overload” and overlook the important parts of your resume.

 

When you write your sentences about experience, give detailed information that the recruiter can use to understand what you did. For example, instead of saying:

“Created a mine-seeking robot for senior project”, elaborate and put some more skills and qualifications into your sentence. For example:

“Acted as the team leader in a team of 4 people and successfully programmed software and engineered a 3 foot in diameter, heat-seeking robot then presented to 60 person class in a 45 minute presentation and achieved a senior-project vision award for creativity.”

This sentence tells me that you:

· have programming and engineering skills, pretty complex if it’s heat-seeking

· tells me you work well in a team environment

· tells me you are successful

· and tells me you can make meaningful presentations to various groups of people like teachers, students, potential company bidders

So combine these three things in your resume: Keywords, Good References, and Quality Content, and you will surely show up higher on the recruiter’s search!