“It is not the spoon that bends; it is only yourself”

In a famous scene from the 1999 box office hit The Matrix, Neo [Keanu Reeves] encounters a young mystic guru sitting on the floor of a waiting room.  Neo curiously observes as the boy appears to bend a spoon with his mind.  The boy engages Neo in a sage-like tone:

Boy:  Do not try and bend the spoon.  That’s impossible.  Instead, only try to realize the truth.
Neo:  What truth?
Boy:  There is no spoon.
Neo:  There is no spoon?
Boy:  Then you’ll see that it is not the spoon that bends; it is only yourself.

Casting deeper Cartesian implications [and creepy spoon bending paranormalists] aside, our guru boy suggests the obvious; your perception of a challenge will determine the approach you choose to overcome it. 

Obvious:                 Your approach will dictate your results
Not as obvious:      The right approach to take
Obvious:                 Take the wrong approach and it doesn’t matter how much effort you make

As a recruiter, I encounter masses of talented people who have become tragically sophomoric job seekers because they approach their search with some misconcieved notions of what should work.  From their poorly written resumes to their networking faux pas’ it is glaringly obvious that these folks may be in for a painful process.

Many struggling job seekers simply make the mistake of basing their approach on what has worked in the past.  Technology, processes, communications, information accessibility and networking channels have changed significantly in recent years.  What worked 5 or 10 years ago doesn’t necessarily work  now.  What worked 2 years ago may not work well right now. 

A short list of things that may have changed since your last job search:

• The last time you applied for a similar job there may have been 75 resumes received by the employer.  This time there may be 750 or more.   There is likely to be a blinding deluge of applicants from which qualified candidates need to be identified. 
• Applicant Tracking Systems [ATS], customizable software will likely be used to automatically select or de-select you based on the keyword relevance of your resume to the public job description and the undisclosed selection criteria. 
• Chances are greater now than ever before that you could be the best candidate for the job but not have your resume read by a human being before being electronically deselected.  It is quite possible for savvy applicants to edge out better qualified candidates in the pre-selection phase.
• Communication is free.  Email in-boxes fill quickly.  Information overload is a standard working condition.  DELETE is the rule.  Response is the exception. 
• More online information about you is readily accessible.  Chances are, if you make it through pre-selection, you’ll be “Googled” before you’re called.
• Expanding your professionial network, becoming visible and regularly communicating in networking channels can be done easier, faster and in larger scale than ever before.
• “Convention” as you perceive it may no longer exist.  “There is no spoon.”

“Unconventional” is the New “Conventional”

If you are tired of staring at the spoon (so to speak) and you’re willing to bend yourself to accomodate the real (“new”) world of job search,  I recommend you read Guerrilla Marketing for Job Hunters 2.0 as soon as you can get your hands on a copy.   The book touts “1001 Unconventional Tips, Tricks and Tactics for Landing Your Dream Job” and it delivers. 

Guerrilla Marketing for Job Hunters 2.0 is different than other job search guide books.  It is creative, inspiring, thought provoking and provides practical, effective tactics to help you overcome obstacles in your job search path. 

It is based on good research, real-life examples and the expertise of industry professionals.  It is packed with actionable information. 

After reading, you may come to find that actions you once considered unconventional are indeed creative and logical adaptations to game-changing differences in corporate recruitment, selection and hiring practices ["Employment 2.0"?].

Tweet This Post

The first interview was a week ago. 
It’s the job you want. 
You’re anxious. 

You emailed a “Thank You”. 
You reiterated your interest. 
You’ve received no response to your “Thank You” email(s) and no call to set up a next step.
The silence is unsettling.
You want to do something but you’re not sure what to do.

What’s the likely PROBLEM? 
You’re already lost in the crowd, in the process, in the time crunch.

You don’t know for sure but there’s a good chance your problem is related to the crowd factor.  If you weren’t marked as a first choice candidate after the first interview, chances are they won’t reconnect with you.   At least, not any time soon.  They may have received hundreds of resumes for the position.  Scores of interviews may be underway.  They’re trying to determine who the best candidate for the position will be. 

How do you find out where you stand?
Maybe you think the interview went well but the communication shut-out has you thinking that you haven’t been selected.  You may be thinking you could have provided better answers to a couple of questions you weren’t expecting.  Is it possible that you could have an opportunity to clarify some answers and have another chance to demonstrate that you’re the best candidate?  How can you determine your status as a candidate?

You’re tempted to press for feedback.

Don’t press for feedback
It’s not likely that you will receive specific interview feedback.  Pressing for it is more likely to hurt your cause than help it.

If you’re a serious professional, don’t send multiple emails or make repeated calls requesting feedback.  Sending messages and pushing for answers with statements like “…this is my third email…”, “… I haven’t received a reply…”, “…I would like to know where I stand…”, “… Have you hired someone for the position…?” is wipe out proposition. 

Gain a realistic perspective on the process.  Like it or not, they won’t respond to everyone.  Never been done in the history of recruiting-selection-hiring by a corporate entity.  Ever.  Even if they claim differently.  They don’t have the time.  

Don’t concern yourself with the interviewer’s failure to meet your expectations.  Take an approach that fits with the realities of the process.  Forget about getting feedback.  Stop waiting and wondering.  Find a positive, creative way to renew your visibility.

The invisibility of same-ness
Applicants, interviewees, and others vying for the attention of interviewers generally do the same things (like a “Thank You” follow-up)  and say the same things in almost exactly the same way (like using email and snail mail), at about the same time (day of interview or next day initially, then one week later or so) using the same words (“Thank you…”, “I really appreciate…”, “..your time…”, “I am very interested…”) in the same format (style, font, standard stock, store bought “Thank You” cards, etc.).  

Doing and saying the same things the same way at the same time as everyone else just smooths you into the crowd that much more.

Stand out in the crowd
There are thousands of bits of advice out there related to post interview follow up.  My purpose here isn’t to inspire you with a magical technique guaranteed to land you a second interview.  Instead, I’ll offer a reality check, some basic logic and a few ideas to help you gain visibility.

In no particular order:

1. Do something.  In case you were wondering, it’s better to do something than nothing when you’re faced with interview process hang-time.  Time isn’t working to your advantage.  The employer is interviewing other candidates.   After one week, you’re probably a vague recollection in the interviewer’s mind.  Take action.
2. Stop obsessing.  Just a friendly reminder not to let your overwhelming desire for the “perfect” job  interfere with your full-out job search.  Maintain your active pursuit of every right-fit opportunity out there. 
3. “Thank You” emails  typically get no response.  Of course it was the right thing to do but “everyone” does it.   Maybe you mailed a “Thank You” card too.   Again, the right thing to do but standard ”Thank You” emails and letters aren’t going to get you anywhere.   Drop your expectation for a reply.
4. “Thank You” or “Follow-Up” phone calls typically get no response.  “Hi Jim, Bob Smith here.  Say,  I just wanted to thank you again for our conversation last Thursday and get an update on the status of…”  [That's probably about where your voice message was deleted - and there is nothing negative about that - it's just interview process reality.]  Again, you did the right thing by calling, but almost everyone does the same thing.  Are you really expecting a call back?
5. Let go of your expectation of return calls and emails.  A return call or email isn’t likely to happen unless you’re already recognized as a leading candidate or you’ve said or written (or done)  something creative and attention grabbing enough to be worthy of a response.  They’re receiving dozens if not hundreds of combined emails/calls each day.  The messages all look and sound about the same.  They’re predisposed to “no reply” and the ”delete” key as a practical workload balance and focus measure.
6. Don’t think and act as if you are the customer.  If you’re waiting for service in the form of interview feedback, an email or voicemail reply then you’re approach is really upside down.  Have you said something like this to yourself or others:  “I wouldn’t want to work for a company that doesn’t follow up?”  If so, add yourself to the ranks of frustrated  job searchers who use the “I did this… but they didn’t do that” excuse.  The healthiest, most productive view to take is the employer is your customer.  You make the next moves.  They’ll buy, or not.
7. Understand that you’ve had only one interview.  This may have been with a hiring manager or a “screener”; a recruiter or other process agent/influencer handling the front gate.  If you think it went well, it probably did.   Was it just another one of many first interviews that “went well” in their mind.  Is there a “I liked him, but…” in the interview notes? 
8. Negatives may have been detected since your interview.  They may have googled you and found something they didn’t like.   Make sure your personal and professional online presence is solid.
9. Send a video email.  Why?  Because it’s likely that no other candidate will do it.  Because video is powerful if done well.  Because it’s interesting and your recipient will probably watch it.  Because when they do, they are thinking about you for the job.  Don’t know how?  Learn.  Say “thanks again”, reiterate your interest in the work to be done (not in “getting the job”), restate your value proposition and relay that you’re looking forward to next steps.   This has to be very well done.  If you’re creepy or inauthentic, a video can be disastrous.  Don’t ask for anything.   If your video is more than 1 minute long, don’t send it.   30-40 seconds may be best.
10. Send a unique document summarizing your perspectives and ideas on the work that needs to be done.  This can be a Word doc or a PowerPoint presentation.  Engage a work-in-progress conversation.  Stand out from the crowd by focusing your attention and interests on the work that needs to be done rather than on getting the job.
11. Make sure your resume, a link to your online resume, a link to your blog page or to a professional profile is on every communication.  This will invite a convenient second look at your qualifications.  This will help your cause much more than asking a question or making a request for return communication. 
12. In all conversations and messages, be highly professional, personable, engaging, authentic, energetic…

If you want to stand out in the crowd don’t expect the ordinary to work.  Be open to interview process realities and be willing to try something different.  Don’t wait.  Do it now.

Tweet This Post

Is your job search sluggish, sputtering?   Here’s a basic “points and plugs” checklist to help you catch a spark and get moving at full speed again.

Make sure:

1. You are a power user of these job boards and search aggregators: Monster, CareerBuilder(job boards) Indeed, RealMatch.com, SimplyHired.com (job posting aggregators).  You have found the best niche job board(s) for your line of work.  These are often better than Monster and CareerBuilder.
2. You have sought professional guidance to help you write your own world class resume, or you have had a professional resume writer produce one for you.  Either way, you have received unbiased opinions confirming that you have a GREAT resume.  You have no doubt that your resume can be continually modified and improved as appropriate throughout your search process.
3. You have a powerful profile on LinkedIn.  You consistently use LinkedIn to make connections, expand your professional network and discover new job leads.
4. You are an avid researcher.  You leverage the value of available job search resources.  You are making critical career decisions and exploring opportunities based on accurate information.
5. You are reading books within your field of expertise, keeping up to date with industry news and trends.
6. You have taken time to assess your performance in phone screens and personal interviews to date.  You recognize some key areas to work on that may include:  concise impact answers, eye contact, persuasive communication, energy, personability, etc.
7. You have read at least one book on job search, like Get the Job You Want Even When No One’s Hiring.
8. You realize that networking is the most powerful part of your job search effort.
9. You are taking good care of yourself: exercising, eating right, maintaining high energy, keeping sharp, managing stress and staying vital.
10. You view the job search and interview process as a competitive challenge and you are preparing in every way to compete at your highest level.  You are willing to work harder than your competition.
11. You are focused on networking your way into and applying for specific jobs you can win.  You are not wasting time carpet-bombing random job postings with your resume.  
12. You have made professional recruiters in your space aware of your interests.  You have learned how to make contact with headhunters.
13. You have come to grips with the fact that job search can be a difficult and painful process.  You press on with an organized, on-purpose and high activity regimen.
14. You have refined and practiced a sharp introduction and elevator pitch so that people you connect with know immediately who you are and what you do.  You make a strong, favorable and memorable impression with everyone you come in contact with.
15. You understand that if you do not have a full-time paying job,  your job search is your full-time job.  Job search is networking.  Ergo your full-time job is networking.

Tweet This Post

I’m a headhunter.  I make a lot of phone calls.  I reach a lot of voicemail.  

Voicemail greetings are an important point of communication that can tell me a lot about someone.  For me, voicemail protocol doesn’t fall into a “pet peeve” category like a candidate arriving  for an interview with bad breath or dirty fingernails.  A voicemail greeting tells me something very specific about the communication savvy and sensitivity of a prospective candidate. 

A voicemail greeting is pre-recorded.  It’s easy to edit.  It’s easy to get right.  I assume that a job seeker giving their primary contact number understands that a prospective employer may call.  I assume that a voicemail greeting is a person’s best effort to make a first impression.

When I hear this phrase in a prospective candidate’s greeting

it’s clear that I’m attempting to connect with someone who doesn’t grasp nuance in professional or personal communication.  This is someone who has flipped the appropriate “…please return my call at your earliest convenience…” into a striking pre-recorded, edited and redundant communication faux pax.  They are believing all the while, of course, that their greeting is highly professional.   That’s the kicker.  It’s not smart. 

Now, I’m not that particular about voicemail greetings.  I’m not looking for creative ways to disqualify the prospective candidates that I take a great deal of time and effort to identify.  I’m OK with the family dog barking in the background.  I’m cool with musical interludes.  I don’t make a judgment when I reach a robotic default greeting. 

What I am particular about are relevant communication skills.   A voicemail greeting can provide me with critical insight into one of the most important qualifying determinations I need to make for a hiring executive.  “Does this person exhibit professional communication skills?”

So, you get a call from an employer or a headhunter looking to set up a phone screen or first interview.  They listen to your message. 

They don’t leave a message  for you.  They don’t call back because you answered a primary qualifier in your greeting. 

You just experienced a very fast phone screen.

Tweet This Post

The Chinese concept of Guanxi embodies the power of real networking. 

What is Guanxi?

Guanxi (pronounced “kwan-she”) defined by Wikipedia: “… a personal connection between two people in which one is able to prevail upon another to perform a favor or service, or be prevailed upon…  Guanxi can also be used to describe a network of contacts, which an individual can call upon when something needs to be done, and through which he or she can exert influence on behalf of another.”

In Chinese business, having the right Guanxi is critical to success.  Business networking relationships are defined by what individuals are willing to do on behalf of one another.  One  is considered to have good Guanxi if they are able to exert their influence to help others.  There is an obligatory sense of give and take among the members of individual networks.  Guanxi is established and enhanced through the performance of favors and the exercise of good will.   Guanxi goes far deeper than connection or acquaintance.  Guanxi is business capital.  

Where’s the Guanxi in Social Networking?

It appears that many social networking aficionados, even when connecting to people they don’t really know, aren’t compelled to say “hi”, make an introduction, provide meaningful contact information or even state a reason for connecting.  LinkedIn is one example of rampant Guanxi-less connections.  Many people seeking new connections reach out with only the default one- liner:  “I’d like to add you to my professional network on LinkedIn.”  No greeting.  No introduction.  No personalized message.  No contact information.

Wait a minute.  Business connections without introductions?  Business connections without personalized messages?  Business connections without contact information?   Is this just bad manners and lack of networking skills or could this be an emerging ”Networking 2.0″ standard? 

Making a lot of “connections” doesn’t mean you’re networking.  Connecting  just increases your so-called “connections”.  It’s easy to connect (or attempt to connect) without  much real effort and without meaningful intent.  But connecting this way doesn’t enhance your real networking.  To attain Guanxi (the real reason to network in the first place) you need to establish relationship equity with a close knit group of trusted people that you know and to whom you are known.  Guanxi involves real give and take.  It starts with connecting with another’s perceptions and interests in mind.

People involved in real professional networking follow a friendly, communicative connection protocol.  First, they introduce themselves (in-person, by phone, in email, on LinkedIn, etc.) with something like: “Hi Rick, my name is Bob.  I’m with ACME Recruiting and I specialize in the placement of IT professionals”.  This is often followed with an invitation to a brief phone chat, or a meet-up.  The invitation usually reads/sounds something like: “I know how busy you are so I’d like to set up a 10 minute phone chat to get acquainted.  I think it’ll be interesting to explore ways we might benefit from knowing each other.”  Then comes the contact information.  There is no connection without contact information. 

Real networking starts with following good protocal and making a quality connection.  It continues in a personalized and meaningful way meant to open the door to a real networking (Guanxi) relationship. 

Networking for Guanxi

Real networking is about establishing and increasing Guanxi.  The rules don’t change from real world to web site.  Even though connecting in mass can be a strategic plus in leveraging the power of social networking tools, making personalized connections and providing full contact information is always the right (and smart) thing to do.  After all, why would you “connect” with someone you wouldn’t share your contact information with?

Networking is a direct contact sport.  It involves one-to-one communication.  It involves good initial contact protocol and personalized communication.  It involves relevance.  It involves real people with common purpose or common interests who perceive the mutual benefit of remaining in contact. Real networking asks “What can I do for you?” before even considering asking “What can you do for me?”  Real networking expects reciprocity, so the “What can you do for me?” will take care of itself for a protocol driven networker.   Real networking begins and continues with the specific intent of building Guanxi.

There is no Networking 2.0

The important thing to know about the real world of networking is that it’s alive, doing fine and unlikely to be replaced any time soon.  Professional networking protocol is likely to hang in there for a while too, right along with table manners and YIELD signs.

Even if social networking becomes the unwitting facilitator of  a “Connectivity 2.0″ in which poor connection protocol becomes prevalent, the essense of professional networking hasn’t changed.  Social networking  sites are powerful tools that provide the means for expanded connectivity.  Connectivity is a gateway to expanding your real networking efforts.  Done well, social networking can enhance your networking efforts and result in meaningful and beneficial relationships.

If your purpose is professional networking consider this the next time you invite someone to with connect with you on LinkedIn or to become your “Friend” on Facebook: Say “Hi” or “Hello” or otherwise greet everyone you communicate with.   Introduce yourself if you’re not known to the person.  Provide your contact information, even if you’re communicating with somebody that should already have it.  Tell them why you think a connection or relationship between you may be valuable.  Ask what you can do to help them before you mention what you want.  Invite a conversation or a meeting.  Use words like “please” and “thank you”.  Get the relationship thing going.  Put yourself out there a little bit.

If you’re struggling to understand how networking has changed, be assured it hasn’t.  Not really.  Web 2.o/Social Networking is not Networking 2.0.  There is no Networking 2.o.   Real professional networking has always been, and will always be, about establishing and increasing your business capital.  That’s Guanxi.

Tweet This Post

A total of 44 people attended (20+ at each).  I thought that was a pretty good turn out given that we intentionally didn’t widely publicize the first couple of events.   Our aim was to attract a group of serious professionals actively or passively seeking  jobs.    The people in attendance were exactly that. 

Both groups of attendees were amazing!  Participants included Sales and Marketing professionals, Attorneys, HR executives, Project Management professionals, Technology professionals, Engineers, COO, etc.  There were even a couple of Recruiters in attendance.  More than 1/3 of the people attending were currently employed but considering making a change. 

Because the program was new,  I was worried about the seminar content and delivery.  As a headhunter discussing the realities of the job search process, my approach isn’t quite as conservative or sensitive as that of an HR administrator, Life Coach or Career Counselor.   I developed the 2.5 hour presentation to engage serious job seekers in a different way and with different information than they might expect from an employment professional.  My intention was to bring real information and real help, not just hope and process.  Before the first seminar, I was really wondering if my approach and my presentation style would be viewed as “radical”.

The unsolicited (we didn’t do a seminar survey or ask for comments) feedback I received afterward was overwhelming and it quickly answered my fears regarding the content and approach.  I was excited by the real help people said they received and I was pumped by the ecstatic responses..  Whew!

In all, 26 participants sent emails, LinkedIn/social network messages or hand-written “Thank You” cards after the seminars.  After both seminars,  it seemed that nearly everyone took time walk up to me,  make a personal connection, give a generous compliment and say ”thank you”.  Talk about gratifying!

10 excerpts from written participant feedback:

“I also have to tell you that I was really skeptical about coming today but that had to be the best use of $25 and 2.5 hours of my time ever!  You were really practical and helpful without being condescending or know-it-all and I am ever grateful.”  AV

“Your information was excellent – relevant and timely as I am in the middle of a job search. I appreciated your candor and willingness the share your insider tips for powerful resumes, contacting recruiters and effective networking.”  LB

“I wanted to let you know that [I] thoroughly enjoyed your presentation and insights… I will be recommending your services and classes to anyone I know looking or needing to make a career change.”  BI

“I thoroughly enjoyed your seminar this morning. I especially found helpful your comments on… and the concept of …  BL

“I felt it was a very informational and helpful presentation with excellent reference materials specifically the …”  SB 

“First off – thanks again for the very informative and beneficial seminar today. The content was exceptional and I heard the same comments from others that were there.”  BR

 ”Your seminar this morning was awesome. I posted the link for Monday’s session on my Facebook page as well as on the … Network on Linked In. Your tips, insights and don’ts will become part of my job hunt framework. Thanks again for taking part of your day to share your experiences.”  JS

“Rick – thanks so much for the seminar this morning. I actually used some of your tips in a phone screen this afternoon with …  and they told me at the end of the interview they want me in for an interview with the hiring manager next week – Yeah!”  AM

“Thank you for the great presentation today. I found it very beneficial and will use the tips that I wrote down. These tips and suggestions will not only assist in my job search, but I can see where they will also continue to assist in how I perform the duties of my NEW job.”  KS

.

“Heard you gave a great presentation – better than any other this person ever heard before.”  [Career Counselor working with an attendee]

To everyone attending: 

Thank you!  For the gift of your time, your interest, your participation, your appreciation and your confidence.

With confidence inspired by the help received by so many, I’m working on sharpening  the program content and planning to schedule another seminar in the very near future. 

Tweet This Post

March 19, 2009 at Ridgedale Library
http://jobhornet-031909.eventbrite.com 

March 23, 2009 at Southdale Library
http://jobhornet-032309.eventbrite.com 

• The plain facts of the current Twin Cities job market and why your odds of landing a job are rapidly diminishing every day
• Smart, market trend defying employment and career path choices
• The Headhunter’s Secret – seatbelts will be provided, but we recommend you hold on to your chair
• How to start a powerful job search or turn a frustrating job search into a success
• Your professional profile, personal brand and marketing projection
• Real networking – how to create/expand a valuable network and get people acting on your behalf, fast
• Social networking – leverage technology and tools to find the right people and be found  by the right people
• The truth about company career sites and job boards and how they’re killing your job search efforts if you don’t understand what’s behind them
• The secret of aggregation – maximize your opportunity radar, discover the right opportunities with less time and less effort
• Avoiding the job application mistake 90% of applicants make that bars them from an interview
• Interviewing – How to win the job by interviewing like the person who already won the job
• 50+ Resources and Contacts you can use to help you put your powerful job search in motion now

And Much More!

Two Events.  Two Dates.

For more details click one of the links below:

 March 19, 2009 at Ridgedale Library
http://jobhornet-031909.eventbrite.com 

 March 23, 2009 at Southdale Library
http://jobhornet-032309.eventbrite.com

Tweet This Post

The Geography of a Recession is an interactive map published by the New York Times.  It displays pop-ups of the current unemployment rate and one-year change for each area in the United States. 

It can be viewed by “All counties”, “Metropolitan areas”, “… with housing bubbles”, “Rural areas” and “Manufacturing Centers”.  

Tweet This Post

Starting to get the idea that your great resume may not be enough?  Dan Schawbel can teach you how to market yourself and how to promote yourself into the right channels.  Schawbel  is the author of ME 2.0 and the creative force behind Personal Branding Blog.  His writings focus on the “what to use” and “how to do it” elements involved in getting the reactions you want from other people.

In Top 10 Social Sites for Finding a Job on Mashable, Schawbel highlights some of the best social networking/media resources you can use  in your job search and explores some specific things you can do to stand out among the masses and be found.

One of the most powerful advantages you can gain in a competitive employment market is the ability to attract the attention of potential employers and create a compelling impression at every touch point.  Your resume and any other professional profiles need to be distinctively well done and they must appear in the places employers use to seek out top talent in your field(s).  

Are ALL of your professional profiles distinctively well done?  (or,  Why would your LinkedIn profile be less exceptional than your resume?)

Do you have your professional profiles in ALL of the right places?

Tweet This Post

Not on Twitter yet?  Can’t figure out what all the buzz is about?

Every career coach, recruiter or other web savvy advisor will recommend adding Twitter to your job search resources.

If you need some encouragement and help getting started, read 101 Best Twitter Feeds for Job Hunters at  Green Gigs.  Sign up on Twitter.  Follow greengirl’s 100  recommended Twitter feeds for job hunters.  You’ll be on your way.

It’s easy to get started.  You’ll learn as you go.

Tweet This Post