"So, tell me....."

“Tell me something I don’t know”

This is a command MSNBC’s commentator Chris Matthews gives to his Sunday morning guests each week. I like it because the information coming back is not the usual spiel you hear from reporters everyday. It could be something under-reported i.e. President Obama’s phone call to Mark Buerhle after his perfect game.

This same technique can be used when you’re interviewing. The interviewer may know lots of information about you from your resume, handbill, LinkedIn, etc., but think about a piece of information, an accomplishment, an article you just read, an experience you’ve had that would inform the interviewer and help set you apart from other candidates.

So, “Tell me something I don’t know!”

Showing Up Everyday

I wish I'd gotten the email about "showing up everyday" years ago. As it was, I got it from a great manager who saw right through my daily BS. She took me aside and explained that work and life in general would be much happier for me and all around me if I'd show up everyday. What she was talking about was attitude, body language, voice tone, and a giving heart. I was one of those people who made sure everyone had a bad day if mine started out that way. My body language and tone of voice dared somebody to cross me...just once. Sometimes it was boyfriend problems, too much partying the before or just a nasty mood. However, I was a customer serice rep so feedback from customers and co-workers weren't glowing. So, I got fired. Looking back at this period of my career, I understand now that this was one of the best learning experiences of my career. I learned the world doesn't revolve around me and my problems and one but my dog wants to hear about them.

Topics in The High Gain Zone

Ok, I'm stepping up to the plate with some very compelling posts in the next 10 weeks. These topics are timely in today's market with must-know observations and practical trail tips:

1. "Showing Up Everyday"
2. "Tell Me Something I Don't Know"
3. "The Breakthrough"
4. "What Makes You Unique?"
5. "New Job Search Tools"
6. "Meditating and Your Job Search"
7. "Keeping Your Sanity During the Job Search"
8. "Take the Chaos Out of Your Career"
9. "What Your Dog Knows About Career Success"
10. "Redefine Yourself"

Thanks, Chuck!

I want to take this opportunity to thank my brother Chuck for reminding me that he’s following my blog and there haven’t been any updates lately. You’re right, Chuck. I’ve been lazy and put off writing…..I have to practice what I preach and change my procrastinating ways.

So, here’s what I’m going to do:

1. Make a list of 10 topics and list them on the blog by the end of next week.
2. Write at least 2 paragraphs on each topic and throw in some little known facts to keep it interesting – I can make them up if I want cuz it’s my blog.
3. Put due dates on my calendar and meet those dates.
4. Thank the Universe daily for my brother who keeps me focused and honest.

"Once Upon A Time...."

So, what’s your story? You’re in a career transition and networking…and it’s essential that you create your story:the information you give people when you first meet them. It’s also called your “elevator speech”; your “30-second commercial”….it’s a short statement about who you are and what your benefits are.

Here’s mine: “I’m a career management expert. I know how to survive and thrive career changes. I’ve been down-sized, right-sized, and had my position eliminated. Because I’ve made all the mistakes you can possibly think of, I know how to guide clients through change and reduce transition time by 50%.”

Start your story out with an “I am” statement and then focus on what makes you unique. Here are some questions to help you create your customized story.

 Why should someone be interested in you and your service or product?
 What makes you unique from your competitor?
 What can you tell the person that they don’t already know?
 What will you do for them and their company?
 How will you make them look better?
 How do you contribute to the greater good?
 Why should they trust you?

These are questions that go through your head when someone approaches you with their product or service. The same questioning process occurs when you interview for a job. Because you ARE the product, you want to have a concise, interesting explanation to answer these questions. This can be a real challenge for most of us because it feels like we’re bragging and promoting ourselves…..which we were taught not to do.

Here are 3 tips to help you create an interesting, concise, honest break through story:

1. Make a list of your top 3 career achievements. Prioritize them. This allows you to decide which achievement you want to highlight in your story.
2. Make sure that your achievements are measureable. Use action verbs like increased sales by a percentage or use actual dollar amounts.
3. Determine what you’ve learned in the course of your career that will help others. It could be leadership style, communication, team building, sales, etc.

Make your story memorable and interesting!

A Checkup from the Neck up

Stinkin’ thinkin’ kills! It zaps your energy, stunts your growth and makes you an all around dull, boring person. We all tell ourselves incredibly stupid lies about ourselves, especially when we’re stressed….like during a career transition. When you need to be at your best, you may find that you’re letting that peanut gallery in your brain take over. Your brain doesn’t know the difference between those lies and what’s real. So when you create negative thoughts and messages, it’s reality to you. When you tell yourself things like “I’m really not that good; “I was just lucky.”. “If they only knew how stupid I really am.” “I’ll never get what I really want.” – you’re re-enforcing negative thoughts about yourself. This thought process sabotages your confidence.

Here’s a few ways to change your “head trash” to “head treasures”

1. Create 2-3 positive statements and repeat them daily; i.e. “I am successful. “I am valued.” “My business is growing.”
2. Begin to act “as if” and project yourself as being confident and successful.
3. Avoid negative people and people who don’t believe in you.
4. Pay attention to your thought process and when you find yourself taking a negative turn, mentally stop the negative conversation.
5. Expect the best to happen. Be optimistic.

How does being positive benefit you? You achieve success faster and easier. You have more energy. You are happier and people want to help you. You have greater personal power and people respect you. Life is fun and you are a powerful, positive force in the world.

Our Own Rules For Cold Calls.

You're finally at the stage in your job search process where you've talked to all your personal contacts twice. You've reached your goal of getting at least three names from them to follow up with. You've also completed everything on your "things to do around the house" list and cleared the entire backyard for your a new garden..

But now you realize that you've put it off as long as you can and find yourself perilously close to stating to enter into the cold lonely, cave called the "cold call" zone. Anyone who's gone through a job search, knows this lonely place. You become paralyzed, dry mouthed, stuttery, dull, boring and generally uninteresting. You shuffle toward the phone, punch in the number and become, anything but the confident, focused, accomplished professional are you. Your mind starts racing, you're sweating, and wishing no one will answer.

Cold calling is even more dreaded than networking and rightly so. For some people, cold calling can be heart stopping. Any yet, cold calling is definitely a short cut to connecting with the people who can help you move forward toward your next position quickly. So, given that we know we're going to make these calls - let's set up some different rules for ourselves and because they're our rules, we can change them whenever we want. The only rule that's etched in stone is: Make The Cold Calls!!!

• Our Rule #1 - Stand up while making your phone call. Chances are good that the person you're calling will be sitting down, so standing up puts you in a place of power psychologically. Your voice delivery and confidence is enhanced. Believe that the person you're talking to interested in taking to you. Smile while you're talking and try not pace.


• Our Rule #2 - Know what your goal is for the call. Your goal is NOT to ask the CEO for job.... your goal is get a personal meeting i.e. take the CEO out for lunch and find out what challenges the company is facing. Research the company and get the latest news about new products, services, acquisitions, mergers, etc. Even better ask one of your contacts who knows the CEO to make an introduction for you. The CEO isn't expecting your call, so you have about 7 seconds to get their attention and want to listen to you.(For all you busy CEO's out there, please take at least one call cold a week. You could very well be on the other end of the line one day soon and hoping someone will take your call!)
  
• Our Rule #3 - Practice making these calls. Decide what you're doing to say i.e. "Hi, my name is Jan Marino and I was referred to Mr Ward by Dan Harris. Does he have a few minutes to talk to me? If you don't get through to the CEO be sure that you get the email so that you can send an email referring to your earlier call and asking for a meeting.


• Our Rule #4 - When you do get to meet with the CEO ( and you will) make sure you ask them "What keeps you up at night?" Make sure you follow up on the answer to see how you can help this poor person get some sleep!