Success in business depends greatly on your ability to connect with people.  Whether you are looking for a job or you are building business relationships, you want to be able to tell people who you are and what you do (or what you are looking for).

This is where the “elevator speech” becomes part of the conversation.

You’ve been told of its importance, and you’ve been sold on its benefits.  Good.  How about rethinking how you use that elevator speech?

Amy Lindgren is one of my favorite career strategists.  Her article in our local St. Paul Pioneer Press newspaper last Sunday shed some good light on how to more effectively use this tool.

Two take-aways from her article:

1)      The relationship comes first.  Don’t use your introduction as a platform presentation.  Get to know the other person and share your story as part of developing a new relationship.

2)      Memorizing your elevator speech makes it sound…memorized.  Know the points you want to make and wind them into your conversation.  Use your introduction to guide the conversation.

I’d encourage you to read Amy’s article. (She also had excellent suggestions on the use of emails during your job search.) 

Your networking should be all about building and nurturing relationships.  Always ask: what can I do for you to move your career or business forward?

Businesses are built on relationships.  Not elevator speeches.

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I have been listening to Jim Rohn this week as I drive between appointments.  His program called “The Power of Ambition” includes a CD on self-discipline.  I’ve listened to it twice in just as many days.  What wisdom.  (If you aren’t familiar with Jim Rohn, please take a few minutes to learn more about him.  Although his time on earth recently ended, he leaves us with a rich legacy of business philosophy that can change your life.)

“Disciplined” is not the first word I use to describe myself.  But it is becoming clearer and clearer to me that the habits I create from being disciplined determine my progress in reaching my goals.

If I consistently make the decision to eat healthier food and exercise more regularly—and then act on that decision—I will be healthier and more fit.

If I consistently make the decision to think before I speak—and then act on that decision—my words will be more gracious.

If I consistently make the decision to set daily goals—and then act on that decision—I will get closer to achieving those goals.

Mr. Rohn describes consistent self discipline as “applying what you know.”  “Procrastination says, ‘Get it done.’ Discipline says, ‘Do it now.’”

Apply these thoughts to your goals or your job search.

What disciplines have you incorporated into your daily routine?  Are you just moving through busy activities, spending too much time in front of the online job postings or worrying about your unemployment?  Or are you creating your job search plan and then executing your plan by applying what you know you should do?

What’s one thing you can do today that will move you closer to your goal?  Do it now.

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What is it about the job interview that creates the cotton mouth experience and kicks our sweat glands into working overtime?

Since there are very few job searches that skip the all-important interview, it’s best to plan, prepare, and practice for this critical question and answer session.

Here are ten tips for acing your interview:

 1.      Identify your accomplishments.  Focus on results.  The interviewer doesn’t need to know about your job description–she needs to know what you accomplished in those responsibilities.

2.      Focus on the organization’s needs.  Make the conversation about them, and how you can solve their problems.  This isn’t about the fact that the commute would be easy for you.

3.      Tell your stories.  Give examples of how you did your work.  Use the PAR model: what was the Problem?  the Action you took? and the Results.

4.      Do your homework.  Learn about the organization.  Has it been in the news lately?  Reorganization?  New leadership?  New products?  Research it.  Do your own SWOT analysis (Strengths, Weaknesses, Opportunities, and Threats) as you prepare so you sound knowledgeable and prepared.

5.      Breathe.  When you get nervous, it’s easy to forgot to breathe!  If your hands start sweating more than usual and things are starting to swirl around you, just take a deep breath.  Relax your shoulders.  Refocus on the question.

6.      Listen carefully.  Make sure you understand the questions.  Ask for clarification if you don’t.  Listen for the opportunity to share an example of your work that tells them you can do what they need done.

7.      Make the connection between their needs and your skills.  This is all about them.  They have a need–you can meet that need.  Make it easy for the interviewer to see how you can be the solution to their problems. 

8.      Practice, practice, practice.  Always.

9.      Know yourself.  The questions are about you and your experience, and nobody knows you better than you!  Your preparation and practice will help you remember all the skills and experience you have to offer.

10.    Be yourself.  The interviewer wants to make a connection with you.  Let your professional personality come through.  Smile, laugh, engage.

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An interview is a lot like Show and Tell in grade school. 

As a child you are excited to share how you got your hamster named Freddie back in the cage after the door was left open, or what happened when your little sister got sick at the dinner table the night before, or you proudly present the clay cup you made at summer camp.

You are showing and telling about things important to you.  The same thing should happen during an interview.

Your portfolio of accomplishments, discussed in the last post, provides examples of your work.  Instead of the clay cup you made at summer camp, you’re showing samples of your writing or designs you created.

And the interview is all about telling, right?  Hiring managers want to know that you’ve done the work they need done, and that you did it well. Their questions focus on that.  So tell them about your work successes.

Here’s a great model to use to describe your experiences:  PAR.

Problem.  What was the problem you faced?  You don’t need to provide all the details, just share enough to provide a context for the action you took to fix/finish/improve/etc. an issue.

Action.  What action did you take?  Be specific about what you did and what you said.  Use “I” when describing your action.

Result.  What happened after you took action?  What was better?  How were things different?

No one else at the interview will be singing your praises.  It’s up to you to tell them you can do the job they’re hiring for. 

Show and tell. 

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You’ve gotten the interview.   And you’re ready for the big game.  First base: you are clear on your strengths.  Second base: you’ve done your research and are making the connection between the organization’s needs and your experience and expertise.  Third base: you are speaking clearly and articulately.    

Do you want to make this a home run?

Give the interviewer something to remember you by.  Something that says “This is what I’ve done, and I have done it well.” 

Your portfolio of accomplishments.

This portfolio can be as simple as a two-pocket folder.  Or you can create a more elaborate presentation—a binder with sheet protectors divided into sections.

The content of the portfolio is what’s most important.

Include documents that sell you and your successful experience: your resume, letters of commendation, an annotated list of successful projects, certificates of appreciation, relevant performance reviews, samples of your work, spreadsheets of analysis you’ve completed, etc.

The purpose of the portfolio?  It provides evidence that you’ve done the work you’ve described in your interview.  It’s an easy-to-follow visual of your accomplishments.  Leave your portfolio with the hiring manager at the end of your interview. 

You’re in the game to win.  And you want to be memorable.

Show them you’ve got what it takes to get the job done.  A homerun is a reason to celebrate.  Whether you win or not (get the job or not), you know you did your very best.  Don’t settle for a base hit.

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It’s a new year with new goals.  And for many, that includes a renewed commitment to finding a job, changing jobs, or getting promoted.  But with a tight job market and a crowded corporate ladder, how can you stand out and get noticed to successfully meet that goal?

You will make your job search easier when you are intentional about marketing your skills and experience.  Rather than simply hoping your resume gets read, identify what proactive steps will ensure that you and your accomplishments capture the hiring manager’s attention.

Here are three key tactics that will get the hiring manager wanting to know more:

Create your portfolio of accomplishments.  Pull together your material that says “Here’s what I’ve done, and I have done it well.”  It could include your resume, writing samples, customer commendations, letters of appreciation, an annotated list of key projects or presentations, etc.  Place them in a folder and bring them to the interview.  Leave it with the hiring manager as a reminder of who you are and what you’ve accomplished.

Prepare your stories.  Past performance is the best predictor of future performance.  Be ready to tell the hiring manager about specific examples (stories) of how you have done your work.  Tell them how you resolved a customer complaint, describe how you initiated a difficult conversation with a coworker, explain how you reduced costs.  Each story markets your experience.  It says you know how to do what they need done.

Stay visible.  Networking should always remain a priority.  Participate in association meetings, business round tables, conversations with industry colleagues, etc.  Make it a point to stay current and engaged in your field.  You want to be the person that comes to mind when an opening is created.

We’ll discuss these in a little more detail in the next few postings. 

Don’t wait for someone to find you.  Make yourself known.

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