Employment

Theater Call for All Job Seekers

by Larry Goldsmith on June 18, 2010

By Larry Goldsmith, CWDP, P.E.T.

Job seekers should consider enrolling in Theater 101.  Exploring the mechanics of how to create a scene for a stage play offers unexpected rewards in upgrading your job search skills. What is a stage play but a series of activities design to engage an audience.  The audience is not told the outcome of a scene.  They are subject to storytelling through the use of staged activities. A successful playwright leaves the audience to think about the outcome and its implications and consequences.  An effective playwright uses actors to illustrate a storyline in the anticipation that the audience will leave the theater with an affirmative experience. 

Just like the audience leaving a theater, it is hoped too by the job seeker that the employer will have a positive experience from the job search encounter as well.  What if you approached your job search from the perspective of a playwright?   Every activity (telephone call, a networking event or an interview) is approached as a scene in a stage play.  Think of each of these scenes with their own beginning and ending. 

Job search is not “improv”.    Start by preparing a script on making a cold call to a potential employer.  Most importantly, your central point, is remaining true to yourself, your capabilities and future potential.  Your purpose is to prepare and present your case.   Think what are you trying to accomplish?    

  1. Write a general scenario. [Illustrate your purpose through a picture created with words.]
  2. Prepare a script [Define the call in your own words.  Compare and contrast available alternatives.]
  3. Visualize the essential elements of your scene set [desk, mirror, résumé, script]
  4. Create a storyboard like in a cartoon script [sketch your movements]
  5. Work your script [Define call in your own words / Compare and contrast available alternatives.]
  6. Walk through your script for wording [Verbalize the scene to develop your rhythm, intonation  and choice of words.]
  7. Block your scene [Blocking is your play by play.] 
  8. Rehearse your scene until you feel comfortable.

Perhaps the most exciting component of writing your scene will be that the actual telephone call or networking experience is not a surprise. You will find by working on staging your search interactions with employers that you are more in control over your job search.  You’ve already had the rehearsal dinner.  You worked out your kinks.  You have a script.  You know want is coming.  You analyzed assumptions and have alternative solutions to their responses.  You are prepared.

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For Successful Networking Outcomes – Think Backwards

by Larry Goldsmith on June 1, 2010

By Larry Goldsmith, CWDP, P.E.T.

In the context of job search, networking is the process of communication that consists of using contacts and relationships (oftentimes a third party) to gain access to decision makers in the hiring process.

Historically, in the job search preparation stage, job seekers have been instructed to create and rehearse a brief networking (elevator) speech.  The original label of elevator speech comes from the situation when a salesperson is in an elevator, and low and behold who walks in but the purchasing agent they have been trying to make contact with for the past couple of weeks.  The salesperson has no more than 30 seconds to speak up before the door reopens and the once-in-a-lifetime opportunity steps off the elevator.

While, a prepared elevator speech is essential to clear and effective networking; you are not always in an elevator, so think backwards.  It is not about you.  Give attention to the broader issue of networking.  The first obstacle you must overcome is to actually gain the other party’s attention.  Sales professionals will tell you that you cannot make a sale until you know the barriers you face.   The elevator speech that you have worked so diligently on is actually your number two speech.

An elevator speech is show and tell.  Your number one goal is not to show and tell.  If you don’t know what to show and tell, your elevator speech will not be effective.  This initial contact is the time for asking questions and active listening.  Your goal is to get the employer to commit to something or give you an angle about themselves or their organization.  Start with targeted questions.  In the course of this conversation your questions should be directed to identifying the type of employee the company is interested in, the skills and personality or behavior traits they seek and even the barriers or challenges the company faces that may be their Achilles heel.  Only when you have this information can you offer an effective elevator speech.   You have turned the table and given them something to talk about that is of interest to them and you have earned their attention.

Start thinking backwards today.  Create two networking (elevator) speeches.  The first is to open the door.  The second is to sell your talents.

NETWORKING ELEVATOR SPEECH WORKSHEET

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Strawberry Shake or Strawberry Pie with Whip Cream?

by Larry Goldsmith on March 5, 2010

By Larry Goldsmith, CWDP, P.E.T.

It is Spring Break and Larry’s on the move.  This time we have a double plan.   The first plan is that you will find me speaking in Plant City, Florida offering tips on  Effective Job Search Strategies, (Bruton Memorial Library Presentation).  Plan two is that I am in Plant City, Florida during its annual Strawberry Festival and you know what I will be doing.  Just how much time I will have to slurp up a strawberry shake and chuck down a huge slice of strawberry pie with lots of real whip cream will be questionable.  Because in hindsight it may appear that I am going for a new Guinness Record.

In just one hour you will learn how to job search from the employer’s perspective—a job search which identifies an employer’s needs and how to fill those needs.  You will understand the cycle of a job search and how to Stage a Self-Directed Outcome-Based Job Search.  My message is straight-forth.  A job search is more than a résumé.  If you leave your job search to chance, you will end up with someone else’s dream.

Attendees will discover how to:

  • Identify the best ways to job search
  • Write an attention-getting resume
  • Interview with impact and authority
  • Answers to the most difficult interview questions
  • Design and implement a strategic job search plan.

…and even if you do not have a sweet tooth I hope you find time to join us, if you are in the area.

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A successful networking speech is understanding the difference between marketing and sales

by Larry Goldsmith on February 23, 2010

A successful networking speech is understanding the difference between marketing and sales By Larry Goldsmith, CWDP, P.E.T.

The purpose of networking when seeking a job is to secure an appointment for an interview.  This is literally the same as walking away with a signed contract at a sale.  Most job seekers think they are selling when they are really marketing during the networking experience. Marketing is the period when you promote your product or service. A sale is when you walk away from a meeting with a signed agreement or cash in hand.

Most workforce agencies refer to this process as developing an elevator speech.  The classic explanation of an elevator speech of course is that it takes place in an elevator.  For example you and I are in an elevator in a local multi-story hotel coming down from a job fair.  The elevator stops on the third floor and the door opens.   In walks a local employer.  He recognizes me as the job coach and says, “Hi Larry, How are you? I’m so glad to see you.  It just so happens that we have a great opening for a supervisor.”  He goes on to explain the skills they are seeking.

I am thrilled.  He just described your skills. I point to you and exclaim, “What a coincidence!”  I introduce you and tell the employer that you have these very skills.  Then I ask you to give him a brief introduction.

You have 30 seconds or less to capture his attention and secure an interview.

What do you say?

Are prepared?

This could happen to you at any time, in any place, with anybody.

The 30-second elevator speech is an essential talent that you must carry with you at all times. It is your prepared attention-getting mini-presentation that can be performed in a matter of seconds.  My problem with most elevator speeches is that they have the wrong focus.

Preparing an Effective Speech

So what is a good elevator speech?  What do you say?  How do you prepare an effective presentation that you can recall and present in a matter of seconds?  Most job seekers are taught to tell the potential employer about themselves.

  • Give your name.
  • Tell your industry experience.
  • State a few accomplishments.
  • Point out your strengths.
  • Close with the type of position you seek.

What do you think a professional sales trainer would say about this example of an elevator speech?  They probably would say this is a marketing speech.  Any sales trainer will tell you that you can not sell when you are talking. Networking must be a two way conversation. Creating successful sales is to eliminate the objections or barriers that prevent you from closing the deal.  You cannot eliminate the objections to your sales presentation until you know the problem you are trying to correct.

Every employer has some sort of business pain.  When the pain gets great enough, they advertise a position seeking someone who can ease that pain.  Your task is to prepare your elevator speech in a way to identify this pain and to demonstrate your ability to fix it.   And you have to do it in 30 seconds.

The real value in networking is learning how to engage the potential employer. Most job seekers think networking is about telling employers about themselves.  Keep in mind however, a job search at this stage is not really about you, but rather what you can do for employers by using examples of what you have done for others.  If your elevator speech demonstrates your ability to fix your prospective employers’ problems, your opportunities to be remembered will improve dramatically.  Remember, it’s not about you; it’s about what you can do for them.

Jaazle Technicolor 30 Second (Elevator) Commercial

  1. Introduce yourself with a Technicolor Statement
  2. Identify issues or problems the employer faces in their business
  3. Promote your accomplishments, achievements and benefits on how you can fix these issues
  4. Connect your skills, talents and value
  5. Close by asking for the appointment

Key Points about Your Elevator Speech

  • Never be without one
  • Fit to the position you seek
  • Practice makes perfect

Important Findings on Where to Look for Job

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While many position openings are advertised; many more are not.

November 29, 2009

By Larry Goldsmith, CWDP, P.E.T. Employment Opportunities Do Exist. Keep in mind that Jobs are created by a number of factors.  In one circumstance, a job is created when an employee retires and an opening is created.  Other conditions that can lead to the development of a new job can include: a newly-acquired project maternity [...]

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Why Do I Need More Than One Résumé?

November 20, 2009

By Larry Goldsmith, CWDP, P.E.T. Do I Need More than One Résumé? Because no two jobs are really the same, you need more than one résumé. You may “get by” with one résumé if you are applying for the same occupational title each time. But even in this example, you should tweak your résumé to match [...]

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Is Your DNA Harming Your Job Search?

October 17, 2009

By Larry Goldsmith, CWDP, P.E.T. Those of us that watch Law and Order (or CSI) know that it is the felon’s DNA that quite often leads to their being caught.   It is this DNA that has lead to the downfall of more than one careless felon. Do you know that each of us has a [...]

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Are You a Job Seeker Stuck in Another Ground Hog Day?

October 11, 2009

By Larry Goldsmith, CWDP, P.E.T. Don’t be like Bill Murray in your job search.  Remember that movie Ground Hog Day where Bill Murray woke up each day only to find he was repeating the same experiences over and over again?  Are you finding that your search keeps duplicating the same experience day in and day out? [...]

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Is Your Focus Only on ‘Swinging’ for the Fence?

September 26, 2009

By Larry Goldsmith, CWDP, P.E.T. A client expressed concern that they felt their search had lost its momentum.   They were hesitant where or how to further their job search.  I suggested they forget for a moment about looking forward and go back to their foundation; review some basics. You know it is not always about trying to hit a home [...]

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