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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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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This week, Christians around the world will celebrate the birth of Christ.  Many will perform or experience the glorious words and music of Handel’s Messiah, one of the most popular works in Western choral literature.

The composer, George Frideric Handel, had lost a fortune in his business and had a right arm that was temporarily paralyzed due to a stroke.  Then he wrote Messiah.  

I call that a come-back.

The lesson for me?  When I’m hit with a disappointment in my work, I have two choices.  I can let my frustration and anger paralyze me, or I can choose to find a different way to use my skills.

After losing his business and his money, Handel was smart enough to recognize that his gifts, abilities, and skills still remained.  He moved forward, finding a different way to use those talents.

I guarantee you this.  I don’t ever want to be known as a quitter.  When times get tough, I am going to keep moving, knowing that my Messiah – my next masterpiece — is just a few steps away from reality.

What will your masterpiece look like?

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My mom has had some health issues recently (she is recovering very nicely).  So during the last three weeks I have spent many days in the hospital and doctor’s office.  It has been interesting to watch the interplay and teamwork among the various health care employees.

Doctors, nurses, dieticians, pharmacists, nurses’ aides, specialists, physical therapists, and those that deliver meal trays and make sure the hospital rooms are clean…each of them contributes to the health of the patients they serve.  And each role is important.  Meaningful work contributing to a larger purpose.

They are part of a team as they take turns checking on patients–sticking, probing, taking, and drawing whatever they need to help create better health.  There’s a rhythm to their work, even when they don’t know each other’s names.

Watching this activity reminded me of the sense of place our employment frequently offers.  Our work environment provides structure, routine, and the familiar—good and bad.

So what happens when you become unemployed?  That sense of place is gone.  You have nowhere you have to be Monday morning.  Your 10:00 a.m. bagel run is replaced with checking out monster.com.  And the bantering, teasing, arguing and support that comes from working with people?  Probably replaced by the drone of the TV.

May I suggest this…

During your unemployment, create your own sense of place.  Create a work area that becomes your office.  You are now CEO of John/Jane Doe Finds a Job.  Set your schedule—mark it on the calendar.  What are your office hours?  When is lunch?  Identify your daily goals from your job search strategy.  Create your own team.  Schedule regular meeting times at the local coffee shop with other job seekers or supporters—banter, tease, argue, and support each other.

You are the CEO.  What does your calendar and list of responsibilities look like for the week of January 4^th?

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My long-time friend and business entrepreneur, Alan Furst, is hiring people.  Here are some of the (part-time and full-time) positions he’s looking to fill:

• Sales positions
• Manufacturing positions
• Business Coaching positions

A few more details:

• Building a team of six professional commission sales people for b2b company; local, national, and international sales.
• Promoter/Coordinator to pursue non-profit accounts; commission based.
• Part-time gift consultants; commission based.
• Manufacturing: designing, assembling, packing.  (Position is in Ham Lake, MN)
• Professionals with business experience to work part- or full-time as business coaches.

I’m meeting with Alan next week to learn more about these opportunities.  If you are interested in learning more, send me an email expressing your interest and a copy of your resume.   I’ll see that it gets to Alan along with a note from me.

Perhaps you are a job seeker who planned on continuing in the same line of work you’ve done the last few years.  Nothing wrong with that, of course.  And…your unemployment could introduce you to other careers, and this could be a time to try something different.  Don’t pass up the opportunity to check something out simply because it’s “new.”

You never know when the ‘right thing” is just around the corner.  Keep your eyes and ears open for opportunities.  Be grateful.  Start planning for January 2^nd.

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This process of looking for a job can be quite all-consuming, can’t it?  You’re reading the ads, or searching the internet, or tweaking your resume, or calling about jobs, or networking over coffee, or…the list goes on and on.  In addition, you are always wondering if you’ll have enough money until that next job comes along.  The pressure builds.  The process keeps you focused on you…sometimes to the point of being unhealthy.

The holidays can be stressful enough even if you’re employed.  So may I make two suggestions for reducing some of your anxiety during the next few weeks?

1)      Breathe.  Find a quiet place and focus on just breathing.  You aren’t responsible for anything for 15 minutes, except breathing.  Feel the difference it makes in your head, your stomach, and your heart. Make it a part of your daily routine.

2)      Make somebody’s day.  Identify someone you know who could use some encouragement or help.  Set aside a block of time and reach out to that person.  Don’t make it about your job search.  Just reach out to someone else, taking your attention off yourself.

Bob Burg has posted two exceptional articles on “the willing suspension of self interest” this week.  I think you’ll enjoy them.  As the author of The Go-Giver, he is a master student and teacher in the art of giving.

Breathe.  Reach out and make somebody’s day.  You’ll feel better.

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In addition to your daily networking, here are three key activities that will keep your job search moving forward strategically during these last couple months of the year:

• Attend webinars and teleclasses
• Read and follow blog postings relevant to your job search
• Read, read, read

Here are just a few great resources to get you started.

Webinars

Job-Search Marketing for Maximum Success.  Facilitated by Mark Hovind, founder of JobBait.com.

– Wednesday, November 18, 12:00 noon CDT

I’m On LinkedIn. Now What?  Facilitated by Jason Alba, author of “I’m On LinkedIn, Now What?”

– Wednesday, December 16, 12:00 noon CST

You can probably guess what this webinar will be about.  I’ve read his book…he’s great!

Blog Postings

You don’t have to live in Minnesota to appreciate the content-rich postings of Paul DeBettignies at MNHeadhunter.com.  This is a treasure box for job seekers.

Abby M. Locke is an executive career marketing and career management strategist whose weblog focuses on executive career searches.  She’s just completed a series on “Executive Job Search Success” that is great advice for all job seekers.

In an earlier post i provided a list of bloggers I find to be extremely helpful in my professional career.  See if any of them catch your attention.

Read, Read, Read

What could be better than FREE books that support your job search?  Check out job-hunt.org for free e-books.

In an earlier post I listed a few of my favorite books that will encourage you on your job search.  I think you’ll see something there you like.

Here’s an out-of-the-box resource you will find helpful — especially if you live in Minnesota.  Our local newspaper, Minneapolis StarTribune, did an article this weekend on Peggy Byrne, her frustration with trying to find online job support information easily, and what she did about it.  What an amazing woman!

Don’t let these weeks slip by without taking action on your job search strategy.  Enter 2010 with new ideas, networking appointments, up-to-date skills, and an energized attitude!

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