Think of the best job you’ve ever had. How did you get that job? Chances are you got the job without a resume, or if your did use a resume it came almost as an after thought. When I talk to people in their perfect career paosition, most of them (perhaps as many as 80% of them) got the job because they were able to show their potential employer how their services would help grow the business — NOT because of some killer resume and/or cover letter.
Yet, when we begin the job search, the first thing most of us do is polish up the old resume and begin sending it out. Why do we spend our time doing this if most great jobs are found through some other means? Probably because most of us don’t know how to conduct a career marketing campaign. We resort to doing what we think is most important, and that involves a resume. Besides, everyone tells us we need a resume!
When I talk to people on the other side of the interviewing desk (hiring managers and recruiters), they tell me that they have a problem finding “good candidates” for their advertised positions. When I ask them to tell me about their best employees, there is an acknowledgment that many of those best employees did not come through the traditional search process — at least not for the position they are in now. Again, why do we utilize a method of sending, receiving and sorting through resumes if that is NOT the way most of our best employees are found? That is the method that is expected of us — ineffective as it may be.
The best approach to finding the perfect career position (or the perfect candidate) involves knowing what you want to do, knowing your past successes in accomplishing this type of task, and aggressively marketing yourself to employers who need your services.
If you are searching for that perfect position and finding that your resume isn’t doing the job, perhaps it’s time to try a different approach. Are you ready to begin a career marketing campaign that will help you find the perfect position? Or are you going to continue to be satisfied with settling for less by developing and sending out your resume? The choice is up to you.
My good friend Cleon Cox III runs the Job Finders Support Group here in Portland. Cleon is an expert at networking — he knows EVERYBODY in town! One of his famous sayings is “leave a people trail, not a paper trail.” Cleon doesn’t believe in resumes. Over the years he has seen more people find their perfect job through networking rather than through the old approach of sending a resume and cover letter. Many more! Thousands more!
While I’m not quite ready to cut resumes out of the career marketing mix altogether, I do agree with Cleon that networking is the MOST effective way to get a job. In fact networking is the best way to get almost anything you need! Networking can be frightening to many people, simply because they don’t know how to go about it. Here are three tips for every potential networker out there:
1) Know what you have to offer — remember rule #1! It’s not about you!
2) Know what you want — be clear about how others can help you when they ask.
3) Enjoy yourself — Cleon says “have fun, meet people, learn something.” Approach networking as an opportunity to meet someone new.
When you go to a networking event or meet someone for coffee, go intending to make a friend. Leave the “sales pitch” behind! If you are able to help the other person, they will be much more willing to help you.
When you leave a paper trail, most of it gets tossed out or recycled. But when you leave a people trail, the benefits are long lasting and enjoyable!
When you have a one-on-one Informational or Referral Interview there are three important questions to be sure and ask.
1) “What can I do for you?” (or “How can I help you?”)
2) “Who do you know that I should talk to for further information about this?”
3) “May I keep you informed of my progress?”
The first question goes directly to the MOST important element of networking — It’s NOT about you, it’s about what you can do for others! (See my blog below). If you are out there finding ways to assist other, they will be more than happy to find ways to help you in your job search. It doesn’t have to be a big thing, sometimes just introducing that person to one of you friends or contacts can help them solve a challenging problem. Do you have or know of someone who has translation skills? Do you have a contact in a particular industry or company that may be helpful for the person you are talking to? Determine what you have to OFFER, and ask, ask, ask. You may be surprised how far this gets you!
When asking for referrals, you can help the other person’s thinking process by asking the question in an “open” way. Don’t ask, “Do you know anybody?” The only possible answers to that question are “yes” or “no”. Help them help you by asking them “WHO do you know?” This gets the other person asking himself or herself, “Who DO I know?” Chances are good that they DO know someone in the particular field or company you are interesting in learning more about. Your question will help them remember who that is.
If someone has taken 20 minutes of their precious time to meet with you they have invested a part of themselves in your job search process. Keeping them informed of your progress will help them realize a return on their investment of time and energy. Besides, keeping them informed also brings your name and situation to the forefront of their mind again. If something comes up with their company or within their industry, YOU will be the person they contact with that information. Asking permission is polite, because it allows the other person to decline. If they do decline, don’t take it personally. Most of us are already bombarded by too much email, snail mail, and phone calls to return. Declining your offer to keep them informed simply means they would not follow up anyway. Thank them for their time and move on.
Networking for job seekers is an art that requires time, effort and skills. Asking the right questions in your Informational and Referral Interviews will help you maximize your time and efforts towards your real goal of finding the perfect career position!
