Helping others understand how your presence could benefit them is still the best way to find the position you’re seeking

By Greg Reynolds

Finding your perfect job is not easy—even in the best of times.

When there is a downturn like the one we’re going through right now, it’s even tougher. But it’s not impossible. It’s easy to get caught up in the gloom and doom—and to get discouraged. 

My advice is “Keep it upbeat.”

There are jobs out there. The average amount of time for the job search has increased slightly. But the candidates we coach are landing the positions they are seeking. Now—more than ever—it’s crucial to keep a positive outlook and maintain an upbeat attitude, and to keep your eye on the prize. 

Fully 80% of jobs are captured through conversations and through networking.

So every day, you should be on the phone or attending events where you get to meet new people, rekindle old acquaintances, and remind the people you know that you’re looking for a position.

Be prepared

Remember, people are naturally willing to help. But they can’t help you unless you help them help you. If the old Woody Allen adage holds true that 80% of success is showing up. The other 20% is being prepared. And if you can’t answer the question: “What do you do?” or “What kind of job are you looking for?” in 30 seconds or less, or you are stumbling over your words, then you are not prepared.

If you’re not prepared you’re not making it easy for other people to help you. This puts too much pressure on them, and makes your request for assistance more of a chore than a favor.

And that will lead you nowhere.

When you’re prepared, you make it easy for others, and it’s a simple matter of doing you a favor.

Make your benefit understandable

What are the benefits everyone understands? Saving money. Making money. Saving time. Making someone’s life easier.

When you’re crafting or revising your elevator speech, do not forget to tell the person that you’re speaking with how you can benefit an employer. Make it understandable.  It’s what is going to make people remember you. And it’s what will get others to refer you to prospective employers, and possibly your next employer to you.

When you’re talking to people on the phone and daisy-chaining your way to the person who will eventually help you find your job, practice your big benefit.

Paint a picture. Illustrate how you can do good for them.  Help them envision how your presence could be a service to them. That makes it easy to then explain it to others.

The person you’re speaking to has to make that mental connection. They have to see how you will benefit them or one of their associates, or else they’ll simply tell you “I’m sorry no-one really comes to mind right now. If I can think of anyone who can help, I’ll let you know”.

And that’s not going to help you get where you need to go.

If you’re going to make real progress in your job search, when you introduce yourself, present the benefit. When you’re telling a story about one of your accomplishment, present the benefit. When you ask for a referral, frame the request as a benefit.

Finally, don’t fall prey to the old fear that you don’t want to call someone because you’re afraid to bother him or her. People are naturally willing to help. And there’s no reason to be embarrassed about being in between positions. Everyone knows someone who has been affected by this downturn.

One thing is for sure. If you don’t make the calls, and if you don’t network, you will never know.

Greg Reynolds is the Director of Client Development for Dise & Company. You can contact Greg directly at the Pro People Page on Diseco.com.

How you can polish your networking skills to land a position in a down market

By Greg Reynolds

According to the U.S. Bureau of Labor Statistics, 70 percent of all jobs are found through networking.

The importance of networking, which is a crucial component of any job search, increases exponentially in a down market, because there are fewer opportunities and more candidates competing for positions.

If you are looking for a position, remember many of the people you’ll be networking with will not know of an immediate job opportunity, but they may know someone who does.

So your job is to create a favorable and lasting impression on as many people as possible, until you daisy chain your way into enough interviews where you’re back in the driver’s seat, and you have some options, and find the job you can’t live without. 

Remember you create your own luck: “Luck is what happens when preparation meets opportunity.”

The number of opportunities you’ll uncover correspond directly to the number of networking events and calls you make. The more events and the more calls, the more opportunities you’ll find. Most importantly don’t forget to follow up with a note, an email, or even a phone call to leave a lasting impression on the people who could open the doorway to your next position.

Here are some things more things to can do to enhance your preparation, actions, and follow-up, and network your way into a new position faster.

1. Be prepared

 Create “Interim” Business Cards:  Nothing answers the question:  “Who are you? What do you do?” better than a business card.  VistaPrint offers Free Business Cards, or you can order 500 cards for $11.99 plus shipping. Include your name, a title that the job you’re looking for, and your contact information. Make sure to include your personal email address that looks professional.  If you don’t have an email address, sign up for a Gmail or Yahoo account and use your full name or a variation of your full name.

Practice your elevator pitch:  When you’re networking, you should plan to spend the majority of your time focused on others, and learning more about what they do. But you need to be prepared when someone asks you “What do you do?” Your response should be well-rehearsed, and let them know you’re in between positions, and looking for new opportunities.

Have your resume available (if needed):  At a networking event you might actually run into someone who could hire you. You should have some resumes in a folder if needed. But resumes should be given out only to those who ask. Don’t be tempted to start handing out resumes because then you can look desperate. You want to look prepared not desperate.  

2. Move into action

Attend as many events as you can:  Seek out many different types of social functions.  Social events are a great way to network with people who are not always connected in your business circle: Holiday Parties, Church Functions, Non-Profit Fundraisers (if you can’t afford to give money—offer your time),   Professional associations (Not a member?  Ask to attend as a guest),  Job fairs, Job Search Support Groups, and more.  Remember you never know who you will meet and where.  Did a neighbor invite you to join him at the annual non-profit fundraiser he attends?  Go.  Because you never know who he might introduce you to that is looking to hire or knows someone who is looking to hire somebody exactly like you.

Make a game of listening: Remember, if you’re going to engage others. It’s not about you. It’s about them. Ask questions: “So what do YOU do?” “Where do YOU come from?” “How did YOU get started doing that?” It only takes a few questions to get the ball rolling. People love people who are good listeners.  Your objective should be for people to say: “Wow, I’ve really enjoyed speaking with you—so what is it that YOU do?” And that’s your chance to give your elevator pitch. 

Bring your gear and your goals:  Business cards should be exchanged with everyone.  See how many business cards you can collect.  Make a game of it. Make sure you can answer who you are trying to meet and what is your desired goal or outcome.  Do you want to walk out of the event with 10 new contacts?  Make sure you talk to twice that many people.  It will increase your potential outcome for achieving your goal. 

3. Follow up

Don’t forget to say “thanks”:  Send a thank you note, and email or a follow-up phone call after meeting someone who could help you. Thank them personally every time you connect with one of their referrals.  It keeps you top of mind.  Schedule contact on a regular basis to keep them updated on your search, and keep them involved until you have found the job you’re looking for.

Make the best use of your time:  And be cognizant of other people’s time. When you’re making follow-up phone calls, instead of requesting an informational meeting (which could take away time from you finding your next position), be honest and tell them you’re on a mission to find the job you can’t live without. Give a short description of yourself, i.e., your 30-second elevator speech with a big benefit statement, and say “Do you know of anyone who could benefit from hiring someone like this?” If you end the call with two or three (even one) more new contact , you’re that much closer to landing a new position.

Use Social Networking to your advantage: Create an account on Linked-in and Facebook, and request the people you’re speaking with link back to you. In your profile, simply put “Looking for a new position as <your title>”.  That way people will now you’re in the market, and when they link to you, it may occur to them that they know someone in their network who could help, and introduce you on the spot.

Networking, especially in a down market, can produce positive results if you’re prepared, you’re active, and you follow up effectively.

If you follow these three simple guidelines, you will be well on your way to landing a new position before you know it.  You may even surprise yourself at how much fun the process can be, and the new friends and connections you’ll make who could help you for the rest of your life.

Greg Reynolds is the Director of Client Development for Dise & Company. You can contact Greg directly at the Pro People Page on Diseco.com.