Recently I had a conversation with a job seeker which I have had similarly with many others in the past. The conversation begins with a recap of what actions they have taken in their job search and what their expectations are for working together. I often here something like, “I can handle the job search – I just need a resume to get me in the door, and I know I can talk my way into the job – I can talk my way into anything”. Have you ever said or heard or said this before?

As articulate and compelling as You might think your communication skills are, if you have nothing to say that interests the interviewer, you will not gain a job offer.

The key is to know what to say in the interview and once again, it comes down to knowing who you are interviewing with. For every interview or influential contact you schedule a meeting with, you should spend several hours researching and educating yourself on the company in question. Areas to become familiar with include the industry, current needs or issues of the company, biggest competition, new projects underway, future plans and problems the company is currently facing. Think ahead of 3 – 5 ways you can use  your skills, expertise, contacts, or experience to help in achieve current corporate goals or resolve existing problems.

Coming to the meeting prepared will allow you to fully engage in the conversation, where you can communicate your expertise and the value that you will bring to the company. Otherwise your conversation ends up sounding like a “me, me, me” story instead of a “here is how can I help you” conversation.

To be memorable you must have something worth saying and fitting for the position. If you go in blind with no preparation or understanding of what they are looking for you are selling you skills and yourself short. You might have exactly what they need but it is up to you to let them see how well suited you are for their job, their company and solving their problems.

There seems to still be an on going battle over the cover letter relevance. The majority of resume writers I have talked with still believe the cover letter can hold a few unique nuggets  of value that you can use to persuade hiring managers and decision makers to take a second or first look at your resume. Most recruiters I have talked with feel the cover letter is not important to the decision making process – however recruiters only place 2-3% of new employees so fo r the ir select clients this may be the case.

The truth is that 60% of hiring professionals read cover letters.

Often the gatekeepers, HR, recruiters do not read cover letters but when it comes time to narrow the selection to start the interviewing process, the decision makers can use the cover letters to identify which candidates have more than the required skills, achievements, and experience. They can also see if you also have a passion, a resolution for a current corporate issue or a new idea that can be a determining factor in offering you an interview.

You really never know who is reading your cover letter and how it will be used. I tell my clients – for those that do read it, it’s a vital part of the interview decision process so we need to create a targeted and focused letter that will open doors and get your resume read. The cover letter allows candidates the opportunity to promote their unique value and another chance for reader to identify your strengths and fit for the company.

A few examples of value and fit would be to include that you have got a true passion for working with numbers or your father worked for IBM 30 years ago and you have always wanted to work there too. You can also walk them through a dynamite combination of say, international experience and accounting strengths if you were going to work for an international company and you would be doing accounting work for subsidiaries in other countries. Sometimes they don’t recognize the value so if you find some reason for a great fit, make sure to share it with the reader.

Don’t assume they’ll make the connection…

you know what happens if you assume something?

If you are sending the letter to a recruiter, find out what their priorities are and incorporate examples of the priorities in the letter. If it is for a decision maker really work to bring out your unique value and why you would be perfect for the job, their team and their company. If it is for a general online application and you don’t know the company, keep it short but focus the cover letter on the requirements given in the job description. Whoever it is that you are righting it for, meet their needs and show you can make a difference in their company.

It isn’t enough just to go after getting an interview. If you want a job offer you have to prepare for and research each company you are offered an interview with. You have obviously done some work while having your resume developed or writing it yourself. The research and preparation is a great start for your interview but it won’t put you ahead of the masses. Below are 5 secrets you need to know if you want to really catch the decision maker’s attention at your next interview.

Know the company you intend to interview with – Take time to thoroughly learn about the company or companies you will be interviewing with. The research should include reading their company website, searching (Googling) the company on the internet, finding potential contacts from their company on LinkedIn, and reading what the media and their competition has to say as well. You will impress the interviewers if you are comfortable and confident talking with them about the company.

Know how you can help them – If you want to capture the attention of the interviewer, try finding out what the biggest problems the company or department are currently facing and find ways you can help.

Strategies to help the company may include a developing a business or project plan, locating contacts for needed resources or having the skills or experience needed to resolve a specific problem. Figure out your plan before the interview and then WoW them with your preparation. Even if they don’t use your plan, your determination and critical thinking is sure to impress them.

Know the culture of the company – While you are busy researching each company you are considering interviewing with, don’t forget to study their individual corporate culture. It is important, sometimes more than your related skill or experience, that you fit in with the culture, philosophy and values of the company. Your resume will let them know your skills, but the interview will secure your fit. Save you and the company time and resources by getting a feel for the company before you participate in an interview.

Know your answers to questions most likely asked – Make sure to spend time preparing for those typical and not so typical behavioral/situation questions that will be asked at the interview, because they will be asked. Keep the answers focused on the good of the company, tying your values in with theirs, while still being truthful.

It often helps to write out your answers on paper so you can be sure to include all the right information for each question. Then, practice saying your answers several times until they feel natural to say.

Know your resume! – Don’t forget to know your resume. Right now it sometimes takes a few months before you are offered an interview.  Most of the time the hiring manager will use your resume as an outline to follow for the interview. Whether you have written it yourself or had someone write it; reread your resume several times to refresh your memory. You do not want to be blind-sided by a quote from your resume that you don’t recall and can’t respond to. Know your resume!

Just as in any debate, meeting, presentation or interview, in order to be successful and sound polished you must prepare. The company you are interviewing with have spent a good deal of time identifying the skills, experience and type of person they want working with them. It is your responsibility to yourself and you next employer to do the same. The results will be a more effective and responsive interview and will help you stand out as one sharp candidate. So, give it a try, you’ve got nothing to lose and everything to gain!

It sounds almost too simple to be true, but not knowing the content of your resume, and getting caught up by it during an interview are fairly common occurrences. Whether you have written your resume yourself or had it written by a professional resume writer, you must be well aware of what is on your resume. If you’ve made it past the initial gatekeepers and have received an invitation for an interview, take some time to review your resume and know it well.

Most often the responsibility of interviewing and offering positions to candidates falls on the manager of the department, area, or office, depending on the size of the organization. Just because they are the decision makers it doesn’t make them proficient or even comfortable during the interview process. It is your job as the candidate to help the hiring manager feel comfortable with you so the skills on your resume and your natural fit with the interviewer will illustrate your potential value to the company.

You must be able to identify areas of your resume if a sentence or two is read to you for you to elaborate on.

When conducting these interviews, your resume will often be the outline at which questions are asked about your skills and achievements.  If you stumble or look blinded by the question, it may send a red flag about your ability to do those skills.

Make sure to read every word – several times, so you are completely familiar with the words used. This is particularly important if you wrote or had your resume written a few months ago. Also refresh yourself on your LinkedIn profile and the content of your VisualCV web page. The more you know about yourself and how you describe your value, expertise and achievements the more you’ll be see as the right fit for the job.

With excitement and anticipation last night I watched Sunday Night Football. The pre-season game gave the new players a chance to show what they’ve got and their contribution potential, in short… their value.

It wasn’t an unforgettable game but it was just fun to watch. Usually at half time I switch loads of laundry, check emails, or click to other channels. I am glad I kept the game on and was able to catch the tribute to John Madden and his years as an energetic and passionate announcer.

After halftime, I was even more excited to see the newly retired and new addition to the announcing team, Tony Dungy of the Indianapolis Colts. I am just thrilled he will join Al Michaels and John Madden’s replacement Cris Collinsworth, as part of the Sunday Night Football Announcing Staff. I look forward to hearing his wisdom and viewpoint every week.

Conversation flowed from his retirement to future plans and eventually landed on his relationship with Michael Vick. With the completion of his 2 year sentence at Leavenworth, Vick is working through the process of making a comeback into professional football. Dungy has agreed to mentor Michael Vick during his reemergence into the sport of football. I believe Dungy is there for emotional and spiritual support for Michael Vick the man as much as the football player.

Vick will have to prove his physical and mental strengths all over again to the coaches, players and football fans. To a new team he also has to prove he is a good fit.

The same holds true for the job seekers. Knowing you have the skills and experience is important but your “fit”, character, and reliability is even more critical to landing a new job. Watch other job seekers, watch Michael Vick, and see how vital your personality and character are to a decision maker trying to find the “right” person for the job.

Before you start applying to and interviewing with new companies know your strengths, what type of position is right for you, and what value you offer to potential companies. Research companies until you can honestly say, “This is the company for me” and then Go For It!

Saturday Evening Reposted

Reposted with permission from VisualCV 

If you are one of the lucky few that have been offered an interview lately, you have already done a few things right. To continue moving in the right direction you will need to demonstrate during the interview, your value to their company. Below you’ll find tips on how to prepare for your next interview so it will be your last.

Do your homework and prepare if you want to stand out  at your next interview.

Research the company before the interview. Start by Googling the company, the industry and their competitors to learn the current trends, issues, and activities. Study their website, their culture, mission, financials of the company and anything else that will help you get to know the company better.

Find out what’s new. Are they working on a new project, expanding operations, or launching new products?  The old saying ‘knowledge is power’ definitely fits here and your knowledge of their company will help the employer see your value and how serious you are about working for them.

Another crucial step in preparation is to practice responding to typical and not so typical questions you will be asked. Even something as simple as, “When can you start?” can be a problem if you are currently working and haven’t thought through how long you will need to get out of your current position. Try writing down your responses and then practice saying them out loud. You’ll sound more comfortable and appear more confident if you do

Make sure your communication style is inviting and effective during the interview.

It is important to know how others see you and how effective your communication style is. Practicing a mock interview with an honest co-worker or friend will help to sort out any non-verbal glitches or twitches you may not be aware of. Change what needs to be changed to appear more engaging. Opinions are formed using 93% non-verbal language and only 7% actual verbal language, how you say it is much more important than what you say

Listen well to the hiring manager and understand what he is asking; if you are not sure…ask. Be enthusiastic and show your interest. Employers want to hire someone who wants the job, shows passion and interest for the industry and field, and truly wants to work for their company. Show them that person is yo

 Leave a lasting impression.

Make sure you say thank you to everyone in the room, smile, and shake hands at the end of the interview. Ask the hiring manager what the next step will be and when you can expect to hear from them. Hold them to it and  contact them after a week with a phone call or email to follow up and find out what the status is on the job and your interview. If you didn’t get the job, find out why, politely. It will help you in the future!

Finally, don’t forget to send a thank you note within the first 24 hours. Did you know 70% of hiring managers expect to receive them while only 35% do? It can be written or typed but be sure you send it soon after the interview to keep fresh in their hiring minds. Make your next interview your last by applying what you’ve learned here and preparing to wow your next interviewers!

Tuesday’s Tip

The phone interview is often a precursor to the traditional face-to-face interview. It is an important part of the weeding out process. With companies looking for ways to cut back, the phone interview works well to save companies money and time.

In order to really nail the phone interview you must prepare for it – just as you should for the traditional, in person interview. Preparation for the interview includes reviewing the job description and website. Use Google to research the company to find out what is going on in the company and in the industry. Also, look into what competitors are up to and where they are headed in comparison to your target company.

Once you’ve got enough information on the company to feel comfortable discussing some of the issue it is facing, you’ll need to prepare a place to conduct the interview. Make sure you are in a quiet place in your house for the interview. If you are in a public place it too is needs to be quiet, so you can hear each other without distraction. Turn off the TV, other phones, voice mail, call waiting and any other gadgets that might distract you during the interview.

Have your resume, notes on key points you want to make, examples or success stories you’d like to share and paper and pen to write with. Also, write down their name and keep it in plain sight while you are talking with them. No drinking or eating during the interview either!

During the interview you will need to sell yourself using only your voice. In a traditional, face-to-face interview you’ve got your whole body to convey messages and with a phone interview it is your voice. But, it is the articulation, inflection, sighs, laughing, pace, the pauses, and the words used that will grab their attention. Think before you speak and listen really well. Let the interviewer ask the full question before answering – you know what happens if you assume…

Further tips include smiling during the interview to sound more welcoming and confident, standing during the interview for better breath control and wearing a professional outfit such as a suite to put you in a more formal, professional frame of mind.

Take the phone interview as serious as you would a traditional interview. Prepare, practice, and really sell yourself for best results!! Shine On—

Tuesday’s Tips 

With the current economic conditions, most companies are looking for ways to cut corners and save money. One way companies are saving money is by how and where interviews are conducted. For many companies that are looking at candidates outside the local area, the interview process can be an expense one.

In the past would have had to bring candidates to their location for interviews which mean covering travel, hotel and food expenses. Today, many are turning to nontraditional interviewing styles and so it is up to the job seeker to realize the differences and similarities of the various interviewing techniques and prepare accordingly. A few of the untraditional processes include: 

Pre-Interview Computer Screening: This technique I’ve read about but only know of a few job seekers that actually have gone through the process. This is done through your computer and usually a link is sent to you by the company you’ve applied or sent your resume to. Questions are more specific than the application and help to weed out potential candidates.

Phone Interviews: This type of interview can range from an introductory screening for deciding on whether to bring the candidate in for an interview, to a full interview. Phone interviews reduce costs as well as save time for both the candidate and employer. If it is a full interview, typical questions you would be asked in person will be asked of you.

Without the advantage of body language you’ll need to make sure you speak in a clear and inviting tone. Have everything in front of you take the phone call in an area that you’ll not be disturbed.

  Hint: Smiling while talking is a great trick to warm up a nervous voice.

Web/Virtual Interview: This is a great way to reduce expenses when interviewing candidates from another city, state or even country. This can be done using web cameras or services such as http://www.skype.com/ to provide a live link between the interviewer and the candidate.

Prepare for this as if it was an in-person interview. They’ll see you so dress appropriately and reduce any clutter or possible noise in the background. Have your information in front of you.

   Hint: Speak in a strong voice, you never know what the sound quality will be on their end.

Technical/Situational Interview: For many positions it is appropriate for tests to be given as proof of your qualification. Tests can range from informal to highly technical, multiple choice or hands-on applications. If you are not sure if a test will be part of the interview process – ask, and ask for specifics. Make sure you are prepared for what is expected.

Video Resume: I have reviewed services that help job seekers develop video resumes. While the idea is “edgy”, it may backfire. Since nonverbal communication is so critical in the job search campaign you’ll be responsible for an outstanding presentation as well as focused and relevant information.

I think most people would fare better with a traditional resume to draw in the reader with your talents and expertise before being viewed and critiqued on your appearance and actions, voice, movements and any biases.

Whatever style your interview is delivered, preparation is key! Make sure you know what will be expected of you, you know your resume inside and out, and you are prepared to answer the typical and non-typical answers. The more you practice the more confident you will sound and the more comfortable you’ll be when the questions are asked.

Shine On!

Many people assume their interview skills are effective and helpful when interviewing for a new position. They answer the questions, do a little research on the company and feel they’ve nailed the interview when they leave the meeting. So, why aren’t they getting the job? Many clients come to me with this same dilemma and can’t figure out why they are not getting job offers. Hopefully these self-checking tips will help to improve your interview skills.

Know what your non-verbal skills say about you – For fast, brutal honesty, have someone tape you in a mock interview and review the tape with a few honest friends or colleagues. Find out what they think of your head tilt, laugh, hand gestures, voice strength, and any annoying habits you might not even be aware of. In an article from SelectAssessTrain.com, it states that 7% of information gathered is verbally communicated while a whopping 93% is non-verbally transmitted through vocal tones (38%) and facial expressions (55%). Apparently Ralph was right…

”What you do speaks so loud that I cannot hear what you say.” — Ralph Waldo Emerson

Know what your knowledge of the industry, company and associated skills says about you – Make sure you are knowledgeable about the company you are interviewing with. Study their website, Google their company  name and the industry. Read what they are currently involved in and see what others are saying about them. Usually your knowledge will be tested by interviewers asking your thoughts or suggestions on current projects related to the job you interviewing for.

When providing answers and discussing your value to the company make sure you interject facts and figures about the company and industry. You can gather more information on the company by checking http://www.corporateinformation.com/ or http://www.vault.com.

Know what your answers are really saying about you – What question you hear asked are often perceived differently what was actually asked of you during interviews. Listen carefully to the question and to ensure all information you give works in your favor, have every answer focus on the goals of the company and highlight your value.

Don’t be afraid to shine or brag a little during an interview as long as it is done graciously to promote your abilities, not just to brag – make it count. If you don’t toot your own horn who will? Almost every question is asked for a reason, the interviewer is looking for ways to extract different types of information from you. With each question asked look for at least one skill to highlight and give a success story related to that skill if possible.

Even if during the interview you realize this may not be the right job for you, give it your all. Hint  #39, in Max Messmer’s, 50 Ways to Get Hired, says to use gracious professionalism in all interviews, you never no what the results of a great interview can do for you. It can present a job offer but it can also be a great referral if you both feel the fit isn’t right.

Being prepared and knowing how you interview will improve your chances of successful interviews and job offers. It will also help you in your daily communication verbally and non-verbally in your professional career and personal relationships.

Q&A Wednesday

Question:  How many references should I include on my resume?

Answer:  NONE!! Okay, a bit of a trick question here but the answer is still NONE. References belong on a separate document and there should be no mention of the list on your resume. This information can be disclosed at an interview. Make sure to have several copies.

How many references should you use? A good number is usually 4 – 6 contacts.  If you’ve been in the professional world a while the references can be split to include 2 superiors, 1-2 coworkers and 1-2 subordinates. This gives the reader a choice and chance to see you in different roles. If you work often with suppliers, vendors or other outside affiliates you can use someone from this group as well.

Make sure the referrals are aware and have given permission to be on your reference sheet. Sometimes it has been a few years and it is a good idea to confirm the offer is still open to use them in your job search. When you ask them for permission, update all contact information. If they have moved to a new job since you worked together use their current contact information and title as well as a note of their relationship to you when you worked together.

Finally, when you get approval from the contact, suggest to them the type of information you’d like them to provide and even refresh their memory of particular achievements or successes that would help you now if they were shared. By giving your references different skills, strengths to focus on the employer can develop a really strong picture of your character and potential value.

Don’t forget to send thank you notes (at least) to all of your contacts, even if they were never called, it is professional and a nice thing to do.

Shine on!