Accountability Partners 3-2-1

Last time I brought up for consideration the subject of adding an accountability partner in addition to an accountability group to aid in achieving goals. This time let’s look at a way to keep the phone calls with your accountability partner short and on target. I like 15 minute phone calls... anything more and my ear starts to hurt, and I have other calls to make. Remember the goal of these phone calls with your accountability partner is to keep you on task toward fulfilling your goals. If you take five minutes and your accountability partner takes five minutes, then with a little chit-chat you’ll be done in 15 minutes.  

Keeping to 3-2-1 as a model will help you stay on schedule.

   3 - Accomplishments

   2 - Goals

   1 - More thing

 

Just like accountability groups the focus is on accomplishments from the last phone call and goals for next time. I like starting with what I accomplished; this helps keep things on a positive note. Tell your accountability partner what top three things you’ve accomplished. Even if you accomplished ten things of note, mention three. This is a quick report and you don’t want to use up your whole five minutes.

After accomplishments move on to your top two goals for today. Saying your goal, or the activity to bring about that goal, out loud to someone has real power to energize your day. Normally, you’ll have more than two things you want or need to accomplish that day, but stating the top two creates clarity in your day. This is also motivating for those things you are less than excited get started on. One of my least favorite, but most important tasks every day is 10 to 15 phone calls to contacts and prospects.

Then move on to one more thing.  This can really be anything you want your accountability partner to be aware of. I might mention something I’m excited about or grateful for. “I have a phone call today with Wendy and I’m looking forward to the progress she is making on her project.” After this one more thing, it’s time for your accountability partner to talk and for you to listen.

After your accountability partner is finished, it’s good to confirm your next phone call or face to face meeting. If you’re doing this in coordination with an accountability group, then you’ll be prepared to report your weekly successes and accomplishments to the group. This will reinforce your activity and efforts with your accountability partner. REMEMBER: This is a tool not a time consuming activity so a little chit-chat to start and to end the session is fine but keep it short and simple

Following Up With People You’ve Contacted Before

Job search coaches tell job seekers that they should start out with a list of 150 contacts and build from there. Oh the groans we hear. “Why so many?” “I don’t know that many people.” “What, are you nutz!” These are some frequent comments; so, let’s look at these objections.

Why so many? Simply that’s about how many it takes. Orville Pierson cites in his book, The Unwritten Rules of the Highly Effective Job Search, it takes talking to 15 decision makers to land the job. Plus, it takes talking to 10 folks to reach a decision maker. 15 X 10 = 150.

I don’t know that many people. Well that’s easy; list all the people you do know. If you have a list of 90 names, that’s a good start. If you have a list of 35 names that okay too, you’ll build from there. Even if all you have is a list of ten, ten is better than zero. What’s important is that you have a list of people to call.

What, are you nutz! Well that remains to be seen. Most job seekers only feel that way in the beginning; after they’ve landed a job, they think I’m a genius! (Yes, I know what you thinking; but it’s my story and I’m sticking with it.)
Okay, let’s say that you’ve got your list of 150 names and you’re an excellent and motivated job seeker. Let’s also say that you listen to all your coach’s directions and you’ve made ten phone calls a day and 15 business days later you’re out of names. (It could happen!) What do you do now?

Again, that’s easy... get more names. One way to get more names is to go back and touch base again with the best folks on your list. What do I mean “best folks?” These are the people who have given you names already. You’ve spoken to their previous leads and given them feedback and shared your appreciation. So, they are going to be happy to share other contacts with you.

If you’re not sure what to say, ask them if they have any contacts or connection at a new target company you’re interested in. Then let the conversation go from there. People like to know how you’ve progressed. They’ll want to help some more if you’ve already utilized their first offering.

Getting a job requires talking to people, and doing it more than once. Sometimes our first conversation isn’t at a time or place where people can help us. That doesn’t mean that they cannot help us later. Be open to repeat visits. Be prepared with something new with which to engage them. Always remember networking is about relationships. Relationships take time and repeated contacts. And if you’re not having fun, do it differently, but don’t stop doing it!

Networking: Following Up Just Enough

Last time I suggested being mindful of the words you use and how much you talk in a networking meeting or interview. This posting is about how to follow up with out feeling like a stalker. 

In February Steve Rosenblum spoke at the Career Stimulus Program’s monthly meeting at Harper College in Palatine, Illinois. It was a very good talk, and it excelled in delivering a means for job seekers to follow up. Steve’s talk was entitled: “Organizing Your Job Search” and he drew out his 3X3 Networking process. Steve is an HR professional and he comfortably suggest working through the a company’s HR organization.

Its basic premise is to wait three business days after the initial contact or application and follow up with someone in the company, either the hiring manager or HR staff contact. If you are leaving a voice mail or talking to the person on the phone your message is the same. It has three parts:

1. Acknowledge that they are busy and probably have a lot of responses to the open position.
2. Ask if they received your application or resume; that this is the purpose of your call.
3. Ask if there is anything that can be done to improve your chances for the opportunity.

If you have left a message and don’t hear back, Steve suggests that you wait three days from your last contact and call back. Then If you don’t hear back on the third day call again. Still if you haven’t heard back follow up one more time. If after three follow ups from your initial contact or application they haven’t connected with you, place them in a holding file because you never know when someone might contact you and you should never really give up until you get a definite “No, thank you.”

Mr. Rosenblum’s talk covered following up prior to an interview. How about after having an interview, how long should someone wait to follow up?

We teach that once you’ve had an interview, the following up process changes from three business days to a week to ten day waiting period. After an interview, either for a job opening or an informational interview, call the person the next day and thank them for their time and to reconfirm that you are interested in the opportunity if that is appropriate. (Informational or networking interviews probably don’t have a job opportunity right away, but may later.)  Then call back every week to ten days to let them know you’re still interested in the opportunity and are looking forward to moving ahead. You may keep calling until you get a definite yes or no without being considered a stalker.

In addition to a phone call after an interview go ahead and send a hand written note. You wouldn’t believe it but over 60% of people don’t follow up after an interview and even more don’t follow up after network meetings. I look at it this way... if you don’t follow up then your efforts in your job search to get the interview are wasted. Don’t waste your hard work. Network - Interview - Follow up - Land the job!

Next week we’ll talk about Xtranormal movies...

Holiday Job Search

   Don’t listen to people that tell you that no one is hiring during the holidays. Don’t slow down just because it’s Thanksgiving. Don’t relax since Christmas is almost here.  People are getting jobs every day and lots of folks are celebrating this Thanksgiving because they landed a job this week. Business doesn’t stop for the holidays. In fact, many companies are interviewing in November and December so they are ready to add headcount in January. 


   The holidays are a great time to interview and land a job. Sure some folks are distracted, but most are working hard and are in a little better mood due to the holidays. There’s Christmas music starting the day after Thanksgiving on radio stations around the country. The stores are hiring seasonal help getting ready for the “Black Friday” shopping surge. People are feeling a little more optimistic this year. It’s a great time to be doing a job search.


   So don’t give in to the temptation to slack off after Thanksgiving. Get out there and network. Reconnect with people you haven’t spoken to in awhile. Use the holidays as an excuse to contact them. “Just want to call and say hi. It’s been a while since we last talked...” Then ask if they can meet for coffee. Wouldn’t it be a great Christmas present if you landed a job at their company and they get a referral bonus?


   Your job search needs a sense of urgency and momentum. The momentum is easy: just increase your phone calls everyday. Follow up with more people everyday. Schedule two to four meeting everyday. Use the holidays as a reason for the urgency. “I thought we should meet before the holidays to discuss any ideas you might have. I’d really appreciate your help and advice...” 


   It’s the season of giving and what better way to help someone feel good over the holidays than letting them help you in finding, interviewing and landing a job. Happy Thanksgiving.

Phone Interviewing Can be Fun

My clients tell me that I’m nuts when I say that interviewing is a blast. They shake their head when I say that interviewing over the phone is easy. Yet, both of these statements can be true with the right attitude and a little practice. We always say, be yourself and be prepared and that’s the secret to enjoying the interview process. But interviewing over the phone does have its limitations.

When we look at a pie chart that breaks down how we communicate; 55% of human communication is through body language, 38% is vocal or tonal qualities and only 7% is conveyed by the words we use. So when you’re talking on the phone you’re short 55% of the total communication package. Therefore, you need to focus extra attention on your tone of voice and the words you use.

The first tip I offer my clients is to use a quality phone and a land line if possible. If you’re down to 45% of your communication capability, phone static and a poor connection may be a killer. The next tip is to smile, because a smile can be heard over the phone. Yes, I know that sounds silly, but all the experts say it’s true. Plus,  this is a grand way to help convey your enthusiasm for the job; if you’re not smiling you’re not going to come across as very enthusiastic over the phone or in person.

The next tip I offer is to stand up and look into a mirror when you’re talking on the phone. This way you have visual feedback and can make eye contact when your talking. It helps you stay focused on your message and to be clear and concise. If you don’t have a mirror, I advise talking to a picture of a loved one or someone you’d like to be a loved one. Nicole Kidman works for me but maybe George Clooney will work for others. This actually works and my clients who have used this tip report the whole phone interview process as less intimidating. Of course it is sometimes shocking on the other end of the phone when the interviewer gets called Nicole (or George when that isn’t their name); so don’t make that mistake.


All kidding aside, these tips work; however, if you fail to be yourself and be prepared you’re going to fall flat. You cannot fake an interview or be someone you’re not. So be honest in your responses and practice those responses. There is a finite number of questions that are asked in an interview, especially a phone interview. Hire a coach or read any one of a number of different books on interview questions. Write down your responses and then rehearse over and over. Practice at job club meetings and networking coffees.

I help people everyday feel more at ease when interviewing. These tips work and with practice and a little experience you too can feel confident and enthusiastic when interviewing over the phone... Good hunting!

The Ten-second Message

    I was working with a client the other day and he told me something that I hear often. He said, "Nobody is returning my calls!" Has that ever happened to you? You leave a voice mail message and they never call you back. It's not an uncommon occurrence in America today. Is it because people are rude? Maybe they are just way too busy? 

    Either of the above reasons may be true, but you have no control over those things. What do you have control over? You have control over yourself and the things you do.  

    Maybe eight or ten years ago I was listening to a speaker talk about how to improve sales through cold calling. I am better at it but still don't enjoy cold calling, however, I remember one thing about the talk; he told us he never leaves a voice mail message that is longer than 10 seconds. He said he gets better than an 80% return of his messages.

The formula was simple:

1. Introduce yourself
2. Establish a context for the call
3. Leave your number 

The call would going something like this:    "Hello Mr. O'Bryan, my name is Thomas Cunningham. Alice Henshaw from XYZ referred you to me and asked me to call you. Could you please call me? My number is 312-555-2121. Have a great day!"

    Why does this work? The point is that most people leaving a message, take away the reason to call back. They talk too much! When the message is too long or detailed, the listener believes they know what the call is about or they just don't listen to the whole message. The listener has made up their mind that they don't what to hear the rest of what you have to say. Or their is no curiosity or urgency and the listener thinks that they'll call you back later when they aren't as busy. Or they know what you want and cannot help you so why bother calling you back.

    On the other hand, being pleasant in voice and establishing a context, e.g., Ms. Henshaw, or the Greater Chicago Chamber, or St. Peter's taffy pull, builds a connection that interests them. They don't want to offend their friend Alice by not returning a referral's call. 

    Finally, there is the fact that it takes about ten seconds to decide to skip the voice mail message and go on to the next message and by then your voice is saying have a great day.