The Motivated Job Search - Second Edition E-Book

Brian E. Howard

• Herausgeber: WriteLife Publishing
• Kategorie: Ratgeber
• Sprache: Englisch

Veröffentlichungsjahr: 2018

Beschreibung

Book one in the Motivated Series by Brian E. Howard.

If you're conducting a job search for a professional position or considering such a job search, you should read this book. Brian Howard provides a thorough, approachable guide to each of the components of a job search that will help you be the selected candidate."

The Motivated Job Search - Second Edition is a practical no-nonsense guide to help job seekrs get desired job offers in the shortest time possible. It provides up0to-date information that gives job seekers a distinctive competitive edge by teaching time-tested and proven techniques that will help them stand out in their job search.

This book provides the informational steps to conduct a job search, but more importantly strategic insight from someone who is actively engaged in front line recruiting. These strategic insights include:

• using the "psychology of persuasion;"
• understanding the mind and motivations of an employer;
• maximizing the use of accomplishments
• optimizing your LinkedIn profile;
• and six unique tactics that will create differentiation from other job seekers.

Leseprobe

The Motivated Job Search - A Proven System to Help You Stand Out, Second Edition © 2018 Brian E. Howard. All rights reserved.

No part of this book may be reproduced in any form or by any means, electronic, mechanical, digital, photocopying, or recording, except for the inclusion in a review, without permission in writing from the publisher.

The external links are being provided as a convenience and for informational purposes only; they do not constitute an endorsement or an approval by WriteLife Publishing of any of the products, services or opinions of the corporation or organization or individual. WriteLife Publishing bears no responsibility for the accuracy, legality or content of the external site or for that of subsequent links. Contact the external site for answers to questions regarding its content.

Published in the United States by WriteLife Publishing

(An imprint of Boutique of Quality Books Publishing Company)

www.writelife.com

Printed in the United States of America

978-1-60808-191-2 (p)

978-1-60808-192-9 (e)

Library of Congress Control Number: 2018938200

Book design by Robin Krauss, www.bookformatters.com

Cover design by Ellis Dixon, ellisdixon.com

LinkedIn, the LinkedIn logo, the IN logo and InMail are registered trademarks of LinkedIn Corporation and its affiliates in the United States and / or other countries. Screenshots contained in this book are used for informational and educational purposes.

The Certified Career Management Coach (CCMC) and the Certified Job Search Strategist (CJSS) designations are sanctioned by The Academies, as approved by the International Coach Foundation (ICF).

The Certified Professional Resume Writer (CPRW) designation is sanctioned by the Professional Association of Resume Writers.

Praise for The Motivated Job Search

If you’re conducting a job search for a professional position or considering such a job search, you should read this book. Brian Howard provides a thorough, approachable guide to each of the components of a job search that will help you be the selected candidate.

Vice President Human Resources

From my 30 years in recruiting and helping recruit or hire over 1,000 employees, The Motivated Job Search is comprehensive, inspiring and thorough from beginning to end and guides you through the challenges and complexities facing job seekers today. You will learn new ways to look at old problems such as resumes and cover letters, and gain the upper hand in navigating through the employment process by discovering ways to differentiate yourself from the pack. From professional networking to the power of social media, Brian Howard covers it all!

Corporate Recruiting Manager

I received an advanced copy of The Motivated Job Search. As a seasoned professional with many years of experience I was a bit skeptical of finding something new. I soon discovered however, that The Motivated Job Search offered many new strategies supported by detailed examples to further drive home the points! I especially appreciated the need to establish a brand and seek alternatives to the stale resume format I was using. In addition, the book offered numerous strategies to help differentiate me as a job seeker. This useful resource changed my approach to the job search. I look forward to buying a copy that I can notate, dog-ear, and refer to over and over. Thank you and well done Brian!

Operations professional in the technology and telecommunications industries

As a job seeker, I found The Motivated Job Search extremely helpful! The book is a complete A to Z guide to conducting an effective job search. The topics on creating differentiation, resumes, networking, interviewing, and negotiating job offers were particularly impactful for me. It contained ideas and strategies I did not know about or ever considered. It is the complete job search book!

Sales representative in the wellness and healthcare industry

The book is OUTSTANDING and a must-read/must-have! The Motivated Job Search is a culmination of Brian Howard’s 20+ years as a highly successful executive recruiter, career coach, and advocate. The book provides a step-by-step road map to help you proactively land the right opportunity or career change at the right time, no matter where you are in your life. Brian Howard speaks to the reader from an authentic, sincere, yet practical perspective and provides all of the tools to help you differentiate yourself in a competitive marketplace and get the job you want.

As a sales executive who has read many books, hands down, this is the best and most effective that I have ever read. I will continue to use the tools and information in this book and apply them to my work and life. Thank you Brian Howard for this game-changing job search book.

Sales Executive

Other Books by Brian E. Howard

The Motivated Networker

Over 50 and Motivated!

The Motivated Job Search Workbook

Motivated Resumes & LinkedIn Profiles

Disclaimer: The information and recommendations in this book are presented in good faith and for informational purposes only. Every effort has been made to ensure the materials presented are accurate and current. All information is supplied on the condition that the reader or any other person receiving this information will perform their own due diligence and make their own determination as to its suitability for any purpose prior to the use of this information. The purpose of this material is to educate. The author, Brian E. Howard, and/or any affiliated companies, shall have neither liability nor responsibility to any person or entity with respect to loss or damage caused, or alleged to have been caused, directly or indirectly, by the information contained in this book.

This book is dedicated to my wife Kathy and our three wonderful children

Tucker, Justin, and Taylor.

The Top Ten Things You Can Do to Shorten Your Job Search

1. Get emotionally prepared to start your job search. There will be successes and disappointments during your search. When the disappointments occur, they will not stall your efforts and defeat your positive attitude.

2. Treat your job search as a job.

A. If you are unemployed—it’s a full-time job.

B. If you are employed—it’s a part-time job.

3. Mentally prepare for it to take longer than you think. This book will help shorten the process, but don’t get discouraged when things don’t happen as fast as you’d like. Perseverance is the key!

4. Start organized and stay organized. Keep track of what you are doing. Being organized will streamline your efforts and prevent embarrassing situations with potential employers and networking contacts.

5. Create an impactful resume. Having a well-designed and informative resume is a direct reflection of you as a professional.

6. Create a complete LinkedIn profile. Your LinkedIn profile must be optimized for maximum impact. Your profile is how many HR recruiters and hiring executives will find you.

7. Set up job alerts. Use Indeed.com or Simplyhired.com, LinkedIn, Twitter, and company websites. Get a flow of job openings coming to you.

8. Research. Devote the necessary time and effort to research companies, people, positions, and the industry, among other topics.

9. Network timely and professionally. Most jobs are a result of some form of networking. It’s imperative that you do it right.

10. Proactively market your professional credentials. Marketing your professional credentials directly to employers will get you into the Hidden Job Market.

Message from the Author

For over twenty-five years I have been helping people find new jobs. It is remarkable to me to this day how many don’t know how to do it well. Many think they do, but once quizzed on what they are doing and how they are going about things, they realize their efforts are not as effective as they believe. I’ve heard the ineffective approaches repeated many times over. It would take me two hours, or in some cases two days, to undo the way some people approach a job search.

The process of a job search is reasonably simple. Anyone can understand the overarching concepts. First, you must understand what to do (knowledge). This is understanding what the action steps are that comprise a job search. Then, learn to effectively do it (action). This is executing the steps of a job search. And finally, in the process of execution, you differentiate yourself from other job seekers to get the job you want (uniqueness). This is vitally important because the ultimate decision to hire is the result of a selection process.

The key to be selected and offered a job is having strategic insight regarding the job search process and presenting yourself as unique at every step along the way. This book was written to teach you the steps of a successful job search, but more importantly the strategy and insight that other job seekers simply will not know that will make you stand out from the crowd.

This book is the culmination of a career’s worth of experience. I wrote it to be the most comprehensive and effective job search book possible so your search will be short and successful!

― Brian E. Howard

Table of Contents

Introduction

The Advantages of a Self-Motivated Job Search

The Psychology of Persuasion and Your Job Search

How to Use This Book

Chapter 1: Things to Know about Your Job Search

Your Job Search Arsenal: Considerations, Tools, and Tactics

Getting off to a Successful Start

More about Job Alerts

Resentment and Bitterness

Keeping a Positive Attitude

Your Career . . . Your Responsibility

How Long Will Your Job Search Take?

Answering Questions about Your Unemployment: Your Exit Statement

Searching for a Job While Employed—The Confidential Job Search

Chapter 2: Profiling Your Next Career Opportunity—the Target Opportunity Profile

A Passions Inventory

Creating Your Target Opportunity Profile

Step One—Consider Your Career Wish List

Step Two—Identify and Evaluate the Factors

Step Three—Complete Your Profile

Questions to Ask in Interviews

Chapter 3: Essential Job-Search Topics and Tools

Understanding the Employer’s Mindset

Knowing What an Employer Wants in an Open Position

Matching Experience and “Word Clouds”

Transferable Job Skills and Professional Qualities

The Sum Total

Success Stories

Branding

Elevator Speech

Business Cards

Traditional Business Cards

Networking Business Cards

Resume Business Cards

Infographic Business Cards

Chapter 4: Impactful Resumes

Do Job Seekers Still Need a Resume if They Have a LinkedIn Profile

What a Resume Is Not

So, What Is a Resume?

Time Is of the Essence

Your Resume Is Your Marketing Brochure

Use of Keywords

Resume Formats

Parts of a Resume

Use of Recommendations on a Resume

Information NOT to Be Included on a Resume

Testing the Impact of Your Resume

Attaching Your Resume to Your Online Profile

Dealing with Employment Gaps on a Resume

Creating Your Own Resume

Chapter 5: LinkedIn

Use of Keywords

Your LinkedIn Profile - Sections

Introducing LinkedIn Optimization

How Does It Work . . . How Does a HR Recruiter Use LinkedIn to Find Candidates?

The Goal of Optimization

Keyword Location

Keyword Stuffing

Completeness

Connections

Compelling

Put It to the Test

Strategies for Your LinkedIn Profile When You Are Unemployed

Which Strategy Would Be Best for You?

Job Alerts

The Open Candidates Feature on LinkedIn

Measuring the Effectiveness of Your LinkedIn Profile

What Do You Do with Your LinkedIn Profile after You Get a New Job?

Keep Your Profile Current

Sample of an Optimized LinkedIn Profile

Chapter 6: Cover Letters and Other Written Communications

Types of Cover Letters

The Cover Letter Success Formula

Cover Letters and Career Transition Job Seekers

Cover Letters and Recruiters

Thank-You Letters

Thank-You Letter When You Are Not Selected for the Job

Thank-You Letter When You Withdraw from an Interviewing Process

Email Follow-Up Letters

Something to Think about

Another Idea

Some Final Words about Written Communications

Shifting Gears

Chapter 7: Professional Networking

Hidden Job Market

Networking

Fear of Networking

Why Networking Is So Effective

Types of Networks

Evaluating the Strength and Quality of Your Professional Network

Who to Connect and Network with

Create Your Professional “Cabinet”

Create Your Sales Company

The Peripheral and Pruning

LinkedIn

Spreading the Word—Asking for Help

Networking in a Local Market for a Local Position

Get Busy! (and Keep Momentum in Networking)

Maintaining Your Network

Professional Associations

Association/Industry Conferences

Icebreaker Questions for Conferences and Events

Goals of the Networking Conversation

Face-to-Face Networking as an Introvert

Chapter 8: Social Media: Twitter and Facebook

Twitter

Facebook

A Caution about Online Networking

What Employers Discover and Look for on Social Media

Chapter 9: Working with Search Firms

What Recruiters Can and Cannot Do for You

Retainer and Contingency Search Firms

How to Find Recruiters

Call Hiring Executives

Call Your Colleagues in the Industry

Researching LinkedIn and the Internet

Contacting a Recruiter

Finding a Recruiter That Can Help You

Some Final Advice Regarding Recruiters

Chapter 10: Proactively Marketing Your Professional Credentials

The Work

Get (and Stay) Organized

Determine Your Target Employers

Identify the Hiring Executive

Research the Hiring Executive’s Email Address

Using the Telephone

The Positive Impact of Using the Phone

Excuses for Not Using the Phone in a Job Search

Phone Zone

Phone Phear: The Pre-Game Jitters

The Marketing Call Script

Objections

Ask One Question after the Objections

Rejection

Screening

Voice Mail

Email Marketing Your Professional Credentials

Sending Your Marketing Email

Email Marketing through LinkedIn

Follow-Up Calls

Drip Email Marketing

The Research Interview

Using Videos or YouTube in Your Job Search

When All Else Fails . . .

Where to Spend Your Time and Effort

How to Honestly Measure Your Progress

The Ultimate Truths

Chapter 11: Interviewing

How Much Are Interviews Worth?

How an Employer Views an Interview

Can You Do the Job?

Will You Do the Job?

Will Your Performance Have a Positive Impact on Company Goals?

Do You Fit In?

Are You Affordable?

Strategy for a Successful Interview

Strategy for Opening the Interview

First Impressions

Interview Progression

Interview Preparation

Interview Formats

Practice Interviews

Answering Traditional Interview Questions: The UPAC Method™

Telephone Interview

The Unannounced Telephone Interview

Webcam or Skype Interviews

Screening Interview Conducted by a Human Resources Representative

Meal Interview

Behavioral Interview

Preparing for and Answering Behavioral Interview Questions

Common Competencies Covered by Behavioral Interview Questions

Your Interview Wardrobe

Interviews with Potential Peers or Subordinates

Explaining a Job Termination in an Interview

Explaining Employment Gaps or Long-Term Unemployment

Explaining Job Hops in an Interview

Handling the Money Question

Closing the Interview

General Interviewing Tips

Debrief Yourself

Write a Thank-You Letter

Second and Home-Office Interview Strategies

Common Interviewing Mistakes

Not Getting the Job: Handling the Rejection

Hiring Timeline: a Longer Process

Chapter 12: Unique Tactics That Create Differentiation

Brag Book

When to Present the Brag Book

Career Summary Sheet

Career Summary Sheet - Example

Testimonial Sheet

Action Plan

Advanced Techniques to Create Differentiation

Personal Website

A Blog

Infographic Resume

Chapter 13: References

Choose Your References Wisely

References and a Secret Job Search

Unsolicited Third-Party Affirmation

Chapter 14: Evaluating and Negotiating a Job Offer

Never Play Hardball

Ten Steps for Evaluating and Negotiating an Offer: The WITS Approach™

If Negotiations Fail

Declining an Offer of Employment

Negotiation Mistakes

Final Thoughts on Successful Negotiation

How to Buy Time with a Job Offer

Chapter 15: Resignation and Counter Offers

Resignation

Counteroffers

Financial

Promotional

Emotional

Preemptive

Career Hazards of Accepting a Counteroffer

Detachment: a Technique to Defuse the Emotions of Resignation

Chapter 16: Covenants-Not-To-Compete and Non-Solicitation Agreements

Definitions of a Covenant-Not-To-Compete and a Non-Solicitation Agreement

Where They Appear

Determining Which Kind of Agreement You Have

Enforceability

Reasonable in Scope, Space, and Time

Employer’s Reactions to Breaches of Agreement

Right-to-Work States

Practical Application—Effects of These Agreements on Your Job Search

Chapter 17: How to Relaunch a Stagnant Job Search

Chapter 18: Required Job-Search Skills for Long-Term Career Employment

Chapter 19: A Personal Letter to You about Career Management

Appendix A: Success Story Worksheet and Samples

Appendix B: Sample Resumes

Appendix C: Sample Letters

Bibliography

Introduction

Don’t bunt. Aim out of the ballpark.

Aim for the company of immortals.

— David Ogilvy1

This job search book is written for the career-minded professional or executive who wants quick and direct answers on how to effectively conduct a job search in today’s competitive marketplace.

The approach is simple: each chapter is designed to tell you what you need to know and what you need to do to get a job. The book is written in straightforward language, assuming that the reader already has a basic understanding of hiring practices in the business world.

The Advantages of a Self-Motivated Job Search

There are two ways to conduct a job search: by being self-motivated or passive. Being passive in a job search is similar to using a saw to do a hammer’s work—it’s ineffective, makes the job (your search) longer, and may result in failure. The passive search bases all sense of direction on jobs posted on the Internet. In contrast, the self-motivated method is both effective and efficient, making it the best way to conduct a job search. Why? This method is proactive—the job seeker actively engages the job market to discover opportunities where their skills and competencies bring the greatest value to an employer. There are several distinct advantages of conducting a self-motivated job search that help you get a job more effectively.2

These advantages can also help you get the job offer you want. These advantages include:

Access to the Hidden Job Market

A self-motivated job search will tap the Hidden Job Market, uncovering unadvertised positions. Statistically speaking, 75 to 80 percent of all open jobs are not advertised.3 Instead of passively searching, you’ll engage the job market proactively by networking and contacting target companies to create your own pipeline of opportunities with as many leads as your well-planned efforts can produce.

Being Able to Present Yourself as a Solution/Value Proposition

Your professional value proposition is the totality of your education, experience, and other intangible factors that an employer views as valuable to the company. When you present yourself as a solution to a hiring need, this professional picture of you sparks the employer’s interest and motivates them to evaluate the benefits and costs of making you an employee of the company. You will discover how to transform information about the company, products, services, executives, industry, company news releases, and so on into messages to the hiring executive of how you can prevent, solve, or divert a business problem.

In the end, your value proposition must make or save the company money beyond the costs of hiring you and keeping you as an employee (leading to a positive return on investment, or ROI).

Improved Attitude/Confidence

A self-motivated job search puts you in control. Rather than being at the whim of posted job openings, you make things happen. This will keep your attitude about your job search positive, helping build your confidence and self image. Believe it—maintaining a positive attitude and showing confidence is a big deal and being proactive will keep things moving forward.4 It’s likely you won’t fall victim to the negative emotions a stale job search may bring if you’re feeling good about how your search is progressing.

Direct Contact with Hiring Executives

One of the keys to landing job offers is getting hiring executive(s) inspired about your background and the benefits you can bring to the company. Enlisting a champion for your cause will significantly increase your odds of more interviews and job offers.5

Increased Networking Opportunities

Networking is proactively reaching out to others in your professional and personal database, both online and face-to-face, offering yourself as a resource to help others, and knowing that they will do what they can to help you in return. Networking keeps you engaged with others and with the events, news, and emerging trends in your industry. Networking will include reaching out to your contacts in a variety of settings including LinkedIn, your local Chamber of Commerce, professional associations, and civic and philanthropic organizations, among others. Networking creates relationships. Your next job will likely be as a result of “people, talking to people, about people.” It’s estimated that from 60 to 80 percent of jobs are filled by networking.6

Referrals

As your networking expands and your relationships mature, you will receive a steady flow of referrals and recommendations from colleagues, insider-employees, former bosses, and others. Your reputation and sphere of influence will grow and you will gain the inside track regarding open positions.

Reduced Competition

It’s no secret that in today’s market, open job positions teem with competing job seekers, all with the same goal: to be hired. However, in a self-motivated search, you could become one of just a handful of referred or recommended candidates, or in some cases the only job seeker under consideration, minimizing competition.

Access to Direct Insider Information

When you use a self-motivated job search strategy, you will quickly learn what the hiring executive wants from the person filling a position. This invaluable information allows you to focus your background and achievements to fulfill those needs.

Rapport Building

A self-motivated job search encourages building rapport. If you are introduced to a hiring executive by referral from your network, you may be able to speak with others who know the individual. They can give you valuable insight on personality, hot buttons, and so on. And if the executive is the decision maker for hiring, you avoid Human Resources, sometimes until after you’re hired.

A self-motivated job search is an effective and efficient approach. It gets you moving, thinking, reaching out to others, and working toward your future. It puts you in control and boosts your attitude and job-search confidence. It’s generally accepted that hiring executives view the self-motivated approach favorably because they see you taking action.

The Psychology of Persuasion and Your Job Search

Before we dive into the steps and techniques for conducting a job search, it’s beneficial to talk briefly about the psychology of persuasion and how it will affect your job search.

What follows are some very important concepts woven throughout the rest of this book. Knowing them will help you maximize your job-search success because they combine so effectively with the self-motivated approach.

According to Robert Cialdini, a leader in the field of psychology and persuasion, there are six principles that persuade others to think and act as they do. They are:

• Scarcity

• Authority

• Liking (and Personal Chemistry)

• Social Proof

• Commitment and Consistency

• Reciprocity/Reciprocation7

Scarcity

If a job seeker is viewed to be unique or special, he or she is seen as valuable.8 How do you capitalize upon the persuasion principle of scarcity? Answer: differentiation.

Much of this book is about creating differentiation (separation) between you and other job seekers. During the course of the interviewing process, seemingly small and isolated thoughts of differentiation compound upon themselves in the mind of the hiring executive, such as if he/she dresses well, is knowledgeable on industry trends, has a professional designation, and so on. All of this affects your perceived value and motivates the hiring executive to continue the interviewing process with you, hopefully ending in an employment offer.

The more uniquely you can justifiably portray yourself, the more you are using the persuasion principle of scarcity.

Authority

Most people respond to and respect authority, whether it is a title, position, professional designation, experience, or station in life.9

A good example of creating intangible authority is appropriate interview attire: A starched white shirt or stylish blouse, pressed suit, polished hard-soled shoes, the pen you use, or even the watch you wear can all convey authority that others may react to favorably.

Any job-search technique or information that triggers professional respect (or elevation) with the hiring executive is using the persuasion principle of authority.

Liking (and Personal Chemistry)

Sixty percent of most hires are based on personal chemistry.10 In other words, hiring executives are persuaded to hire job seekers they personally like. Getting others to like you is often based on similarity or common interests. We tend to like other people similar to ourselves.11

There are several ways to lay the foundation for similarity and personal chemistry. Here are a few ideas:

1. Common industry associations or groups

2. Common personal interests or experiences

3. Common former employers

4. A sincere compliment

5. Name dropping (identifying common friends or professional colleagues that the hiring executive feels good about)

6. Being employed (perhaps formerly employed) by an industry-leading or innovative company

Any job-search technique that creates a positive impression on the hiring executive based on association or personal chemistry is using the persuasion principle of liking (and personal chemistry).

Social Proof

What others say about you is more persuasive than what you say about yourself. That’s the power of social proof.

Psychologically, social proof is more influential and persuasive when decisions are shrouded in uncertainty. A hiring executive may be thinking: Which candidate is better qualified? Who would fit in best? What about compensation? (And so on.) This is why recommendations, references, or any form of affirmation from a trusted source can impact the hiring decision.

Any job-search technique that contains a recommendation or positive affirmation of you as a job seeker is using the persuasion principle of social proof.

Consistency and Commitment

People desire a reputation of upholding their own commitment and generally do not like to go back on their word.12 It’s that simple.

An example of this principle in action is when you close an interview by asking if you will be proceeding in the process. If the hiring executive indicates that you will, it will be more difficult to retreat from that answer due to the persuasion principle of consistency and commitment.

Any job-search technique that tends to bind a hiring executive to a self-imposed course of action is using the persuasion principle of consistency and commitment.

Reciprocity/Reciprocation

There is a strong psychological motivation to return favors and not to feel indebted to others. People feel the compulsion to repay another. This can be especially true if the item (of whatever nature) was given for free.13

An example of using this persuasion technique in a job search is providing a free sales lead, nonproprietary industry information, or information to the hiring executive about the whereabouts of a colleague. To be most effective, the gesture should be done with the expectation of receiving nothing in return, but with the awareness that the psychology of reciprocity is present.

Any job-search technique that endears you to a hiring executive by doing something for him or her (especially for free) is using the persuasion principle of reciprocity.

By raising your awareness to these persuasion principles, you will be on the alert for opportunities to capitalize upon them when opportunities present themselves. You can use the psychology to advance your candidacy.

Now that you have a basic understanding of many of the principles of persuasion, you understand the reasons for (and persuasive power of) many of the job-search techniques presented throughout this book—the same techniques used by many others, to their success. As you go along, try to identify the persuasion principle (there could be more than one) that makes a technique useful. Occasional reference is made to these persuasion principles to help your job search be more effective.

How to Use This Book

This book is designed for professionals and executives who desire to take control of their job search and are committed to the work necessary to succeed.

As you read this book, have a highlighter and a pen available. Highlight concepts you want to remember. Write in the margins. Dog-ear pages. Use a notepad to write down thoughts and to-do’s as they occur to you. Then, after your job search is underway, review this book to stay motivated and on track. Be careful! There are several things during a job search that can cross the line from being productive to just doing busywork disguised as being productive. Ask yourself: am I being productive with my time and effort, or am I just doing busywork, thinking that I am being productive? You’ll know the answer.

Pay particular attention to the star ★ throughout the book. These useful, powerful jobsearch concepts or techniques will differentiate you from other job seekers, shorten your job search, and enhance your professional reputation and network.

Remember that a successful job search is about presenting yourself in a professional manner, engaging in conversations with those who can help and hire you, and providing real-life examples of your skills and accomplishments.

___________________

1 “David Ogilvy Quotable Quote,” Goodreads, http://www.goodreads.com/quotes/262108-don-t-bunt-aim-out-of-the-ballpark-aim-for-the (accessed May 28, 2015).

2 Joyce, Susan P. “Job Search Success Strategy: PROactive vs. REactive Job Search,” Job-Hunt.org, http://www.job-hunt.org/article_proactive_job_search.shtml (accessed July 14, 2015).

3 Kaufman, Wendy. “A Successful Job Search: It’s All About Networking,” National Public Radio, February 3, 2011, http://www.npr.org/2011/02/08/133474431/a-successful-job-search-its-all-about-networking (accessed June 2, 2015); “Developing Job Search Strategies,” University of Wisconsin, https://www.uwgb.edu/careers/PDF-Files/Job-Search-Strategies.pdf (accessed June 3, 2015).

4 Kanfer, Ruth, and Charles L. Hulin. “Individual Differences in Job Searches Following Lay-off.” Abstract. Person-nel Psychology 38, no. 4 (December 1985): 835–847, http://www.researchgate.net/publication/227749499_INDIVIDUAL_DIFFERENCES_IN_SUCCESSFUL_JOB_SEARCHES_ FOLLOWING_LAYOFF (accessed July 9, 2015); Moynihan, Lisa M., Mark V. Roehling, Marcie A. LePine, and Wendy R. Boswell “A Longitudinal Study of the Relationships Among Job Search Self-Efficacy, Job Interviews, and Employment Outcomes.” Abstract. Journal of Business and Psychology 18, no. 2 (2003): 201–233, http://link.springer.com/article/10.1023%2FA%3A1027349115277 (accessed July 3, 2015).

5 Kurtzberg, Terri R., and Charles E. Naquin. The Essentials of Job Negotiations: Proven Strategies for Getting What You Want. (Santa Barbara, CA: Praeger, 2011), p. 18.

6 “Using LinkedIn to Find a Job or Internship,” LinkedIn, https://university.linkedin.com/content/dam/university/global/en_US/site/pdf/TipSheet_FindingaJoborInternship.pdf (accessed June 7, 2015); Kimberly Beatty, “The Math Behind the Networking Claim,” Jobfully Blog, July 1, 2010, http://blog.jobfully.com/2010/07/the-math-behind-the-networking-claim/ (accessed June 11, 2015); Steven Rothberg, “80% of Job Openings are Unadvertised,” College Recruiter (blog), March 28, 2013, https://www.collegerecruiter.com/blog/2013/03/28/80-of-job-openings-are-unadvertised/ (accessed June 11, 2015).

7 Cialdini, Robert B. Influence: Science and Practice, 4th ed. (Needham Heights, MA: Allyn & Bacon, 2001), quoted in Kurtzberg and Naquin, Essentials, chapter 5, p. 94–101.

8 Cialdini, Influence, p. 204–205, and chapter 7, “Scarcity: The Rule of the Few,” quoted in Kurtzberg and Naquin, Essentials, p. 94–101.

9 Cialdini, Influence, p. 180–185, and chapter 9, “Authority: Directed Deference,” quoted in Kurtzberg and Naquin, Essentials, p. 94–101.

10 Diane DiResta, interview by Christina Canters, “Episode 29—How to Blitz Your Job Interview—Secrets of Execu-tive Speech Coach Diane Diresta,” DesignDrawSpeak, podcast audio, June 12, 2014.

11 Byrne, Donn Erwin. The Attraction Paradigm. (New York: Academic Press, 1971), quoted in Kurtzberg and Naquin, Essentials, p. 35.

12 Cialdini, Influence, p. 53, and chapter 3, “Commitment and Consistency: Hobgoblins of the Mind,” quoted in Kurtzberg and Naquin, Essentials, p. 94–101.

13 Cialdini, Influence, p. 144, 161, and chapter 5, “Liking: The Friendly Thief,” quoted in Kurtzberg and Naquin, Essentials, p. 94–101.

Chapter 1

Things to Know about Your Job Search

In the end, what we regret most are the chances we never took.

—Frasier Crane14

Your Job-Search Arsenal: Considerations, Tools, and Tactics

The following is a reasonably comprehensive, though not necessarily an exhaustive list of considerations, tools, and tactics for a self-motivated job search. The checklist is designed as a visual reminder of the tools and tactics at your disposal during your job search. Use it as you prepare for your search and to identify action items as you proceed through your search. Read the other chapters in this book for in-depth information.

It’s recommended that you review this list every once in a while as a reminder of what you should be doing or can be doing to advance your job search.

Item

Comments

Check-off

Covenant-not-to-compete Non-solicitation agreement

Adjust your job search if you have either of these

Cleanse all social media sites

All inappropriate pictures and comments must be deleted

Emotions – positive attitude

Stay away from negative thoughts / feelings. Positive attitude. Gratitude list.

Resume

Appealing to the eye. Impactful.

LinkedIn profile

Optimized

Business cards

• Traditional

• Networking

• Resume

• Infographic

Select the one(s) you will use in your search

Exit statement

Explanation of unemployment or why you are looking for a new job. Script for social events and one for interviews

Target opportunity profile

Know what job(s) you’re looking for

Keywords

Know the keywords that apply for you, especially for your LinkedIn profile and resume

Job alerts

Indeed, SimplyHired, LinkedIn, job boards, Twitter, others

Master job description

Doing this helps you think like the hiring executive

Accomplishments

Know what accomplishments differentiate you

Transferrable skills and professional qualities

Those skills and qualities that make you truly unique and are often sought after by employers

Success stories

Pre-write three. Helps in interviews and answering behavior-based questions

Branding

Those words and statements that announce to the market who you are and what you offer

Elevator speech

Who you are, what you do, accomplishments, start a conversation, scripted and practiced.

Cover letter

Write a template then modify. Similar to a marketing email

List target employers

Create a list. Add new employers when they are discovered

Short-list of networking contacts

Your Cabinet (your inner-circle), plus others

Networking

• Local events

• National conferences

• Online

• Research interviews

A high percentage of all jobs are found through some form of networking.

Icebreaker questions

Prepared in advance of networking events. Having them reduces anxiety for networking events

Item

Comments

Check-off

Search firms/recruiters

Identified and contacted

Proactively marketing your professional credentials by phone

• Script marketing call

• Voice mail script

• Responses to objections

• Script for handling the gatekeeper

This approach drives straight into the heart of the hidden job market. It is the most direct method for getting interviews and job leads.

Proactively marketing your professional credentials by email (InMail)

• Write email message

• Script follow-up call

Another effective approach that works to discover jobs in the hidden job market. Always follow up with a phone call.

Drip marketing

Used to stay in touch with a hiring executive with new information

Last ditch effort email

Last email contact to a hiring executive that is not responding

Interviewing

• Scripted answers to common questions

• Scripted answers for anticipated questions

• Research

A lot of information about interviewing. Prepare for common or anticipated questions. Do research before every interview

References

Wisely chosen and listed.

Unsolicited third-party affirmation technique

Brag book

Differentiation tactic

Career summary sheet

Differentiation tactic

Testimonial sheet

Differentiation tactic

Action plan

Differentiation tactic

Personal website

Differentiation tactic

Blog

Differentiation tactic

Infographic resume

Differentiation tactic

Direct US Mail contact to hiring executives

Traditional approach. Can be useful for hard-to-reach hiring executives or as a last ditch effort.

Career fairs

Useful for some levels of positions

Emotion – rejection

Disappointments will happen. Continue to move forward. Don’t get stuck!

Career transition coach

For in-depth job search advice, accountability, insight

Item

Comments

Check-off

Effort

Stay busy! Thirty plus hours/week if unemployed, six to eight hours/week if employed

Avoid busywork

Focus on those tasks that truly advance your search. Your heart will know the difference.

Volunteering, consulting

If unemployed, volunteer or do paid consulting projects. Some employers view volunteering equal to work experience.

Relying on posted job openings

Relying solely on posted job openings will significantly lengthen your job search and tear down your self-confidence

X – No!

★ Getting off to a Successful Start

Beyond “I need to update my resume,” many job seekers don’t know what to do, let alone in what order to do it, especially if they are starting their job search from scratch. It can easily be overwhelming, especially if you didn’t expect to become unemployed, haven’t looked for a job in a long time, or need to find a new job. Relax and take a deep breath. In this topic we will list, then briefly discuss, the A-1 priorities to successfully launch your job search and reduce any feelings of anxiety. They are:

1. Get (and keep) your emotions in check. This is the first order of business. If you need a day or a weekend to work through the emotions of losing your job before starting your job search, that’s fine, but no more than that. You don’t have time for a pity party. Now here comes the big secret: the moment you start taking real steps to begin your job search, the sooner the feelings of anxiety, fear, and even anger will fade. Not dwelling on the past moves you forward to your future and your next job.

2. Identify your keywords. What words apply to you? Start simple. What titles have you held? What industries have you worked in? What knowledge do you have? These concepts and others will form the messaging behind who you are and how you present yourself to the job market. There will be much more on keywords as you progress through the book.

3. Get organized. You will need to make lists—of companies, people, and to-do lists. Think through how you will keep track of everything. Relying on your memory or sticky notes in a shotgun fashion is a recipe for disaster. In the thick of your job search, you won’t be able to keep track of what you’re doing without a system. Excel spreadsheets are highly recommended for creating lists of companies and people. Only create columns for the information you will really need (name of contact, company, company website, email address, phone number, date contacted). Don’t get carried away recording non-useful information. There are commercial services that can help you stay organized in your job search. Check out JibberJobber (www.jibberjobber.com) and CareerShift (www.careershift.com). Microsoft Outlook’s calendar feature can also help. You can record tasks to be done, schedule follow-up calls, and so on.

4. Create a short list of target employers you would be interested in working for. It may be only three, five, or ten companies to start with. Add to the list as you discover new companies. The point here is to start the list that gets you thinking. Now, look up the companies on LinkedIn. Follow them by setting up alerts for news, press releases, and job postings. Google Alerts may also be used. If you have Twitter, follow the companies. This starts the flow of information from these companies (and others you’ll add), including jobs and industry trends, which will benefit your job search. Add this information to your Excel spreadsheets to create a complete picture of each company before moving ahead, to eliminate needless backtracking for additional research.

5. Create a short list of networking contacts. This one is like the list of companies from the last step. Make a list of close professional colleagues you feel comfortable speaking to about your circumstances and job search. As you think of more, add to the list. This list likely will not exceed twenty to twenty-five names to begin with (although it could be more). After you make out the list, do not contact them. You are not ready (even though you may think you are). Regardless of your business or personal relationships, don’t “blow it” by not being properly prepared. Be patient. Read the Professional Networking section in this book, and do things right the first time. Just like with your target companies, be sure to include all relevant information before moving on.

6. Update your resume. Read the Impactful Resumes section, and either prepare one yourself, or seek professional services (which will free your time for other job-search activities). Having your resume professionally prepared could be a good investment.

7. Update your LinkedIn profile and expand your network. Consult the LinkedIn section and optimize your LinkedIn profile. Make sure your resume and LinkedIn profile are in sync with each other (especially the names of former employers and dates of employment). After you look over the Networking chapter, expand your network by adding one hundred new connections (it’s not as hard as you may think). These have to be the right kind of high-value connections (explained later) that will significantly advance your job search.

8. Create job alerts. Use websites like Indeed.com and SimplyHired.com. You can choose to be alerted about titles, locations, specific companies (from your short list), and so on. Set up job alerts on LinkedIn too. Companies (and recruiters) post jobs on LinkedIn and you can receive notifications when they do. Are there any industry-specific or niche job boards you could search? Check out http://airsdirectory.com to research them, as well as recruiters, and then set up alerts. Get a sense of the job market, and start the flow of opportunities you are looking for. If a position pops up, and you’re interested, do not apply for it through the website. Research the likely hiring executive(s) and contact them directly. Much more on this strategy later.

More about Job Alerts

The number of job openings you receive from your job alerts can be an indication of the market demand for someone with your skill set or whether your target market is broad enough. There are a host of factors that can influence the number of jobs that pop up from your job alerts. As you evaluate them, here are some general guidelines:

Eight or fewer job openings per month. If the trend indicates that you are getting eight or fewer job openings per month (two or fewer per week), it could be an indication that the demand for your specific skill set may not be strong enough to drive your job search, or your target market is too limited. Broaden the parameters of your job alerts to capture more openings.

Nine to thirty-six job openings per month. This range is likely healthy—you are being alerted to three to four and upward to nine openings a week. There is demand for your skill set, and your target market is large enough. As you screen the openings, the number you choose to pursue is manageable.

Thirty-seven or more openings per month. In this case, you may want to consider tightening the parameters of your job alerts. You are being notified about eight or more openings a week. Depending upon the quality of the openings, they could become unmanageable to effectively evaluate and pursue.

Resentment and Bitterness

We need to talk about emotions, because having the right frame of mind is crucial to a successful job search. If you happened to lose your job unexpectedly, you know that it means more than just losing your paycheck. There’s the loss of identity, self-esteem, friendships with those at work, possible embarrassment, feelings of no longer being productive, loss of a sense of purpose, loss of a sense of control, and emptiness, not to mention the change in your daily routine. It’s a jolt and there’s a lot to process, especially emotions. It’s okay to cry . . . more than once if you feel the need to do so. Let the emotions out, don’t internalize them and bottle them up.

Harboring negative feelings (including holding grudges) about your employment situation, will negatively impact your job search. A poor attitude or an unintended slip-of-the-tongue in an interview will dissuade any employer from hiring you. Employers will not knowingly hire a person with an attitude problem that can poison company culture. As difficult as it is, you must take steps to “let it go.”

Setting aside clinical psychology, holding a grudge will harm you mentally and physically, and will harm your job search. Here is some layman’s advice to get you thinking and moving in the right direction.

Releasing your feelings of resentment and bitterness is a process, not an event. But, you must begin by intellectually and emotionally moving from the pain that has been inflicted to the future of a fulfilling new career position. The longer you wallow in self-pity, the longer you will obsess and continue to have intense negative feelings. It’s fine to take time to vent; in fact, it’s healthy to do so. But don’t get stuck and dwell on the past. Focus on moving yourself forward.

One helpful technique is to write about your feelings. Don’t hold back. Write what you wish you would have said to your former boss and others. Write about anything that bothers you. Do this repeatedly if you feel the need. That’s okay. Getting it down on paper releases the mental pressure inside you and helps relieve the obsessive thoughts in your head.

You are an adult, and you should know that holding on and obsessing only continues to force out good feelings and the joys of life, and clouds your thinking about your future career fulfillment. When you’re thinking “bad,” you can’t be thinking “good.” Open your mind and your heart to the value of releasing the resentment and bitterness. Ask yourself, “What will I gain by letting go of these bad feelings?” (The answer is “plenty!”) Once you do, you will begin to feel lighter, more optimistic, and energized about the tasks of your job search.

Actively choose a new way of thinking. Choose a new outlook. Choose a new attitude. Do what you can to think differently. Try to fill your mind with thoughts that are positive.

Take active steps in your job search. There are a lot of things you can do to move your job search forward. Start doing them. Getting active with your search will help lessen the feelings of resentment and move you to optimism about your future. “Act yourself to right thinking,” as the saying goes.

Do not view yourself as a victim. That is a defeatist attitude. Instead, see your situation as an opportunity . . . a blessing. You’ve been given the opportunity to write the next chapter in your life. What’s the story going to be? You can control much of what happens but you will diminish your career fulfillment (your story) if you cling to resentment and bitterness.

Besides the mental torture resentment and bitterness can bring, there are very real physical harms that come from harboring resentments. According to Carsten Wrosch, professor of psychology at Concordia University, “studies have shown that bitter, angry people have higher blood pressure and heart rates and are more likely to die of heart disease and other illnesses.”15 Why invite physical ailments into life?

Here’s the best way to put it: “Resentment is like taking poison and waiting for the other person [such as a former employer] to die.”16 As hard as it is, you must move on.

If you believe that you have significant emotional feelings about your situation that are holding you back and a professional therapist would be helpful, by all means seek help. There’s no shame it that. In fact, it’s smart. Getting over these emotional hurdles is important and the sooner you can clear them, the sooner you can meaningfully pursue your job search.

Keeping a Positive Attitude

Always bear in mind that your own resolution to succeed is more important than any other one thing.

―Abraham Lincoln17

Looking for a job is work . . . at times, very hard work, both physically and emotionally.

Despite the best job-search strategies, it’s disheartening not to receive a job offer after making networking contacts, sending resumes, and going on interviews. The process can take a toll on your self-image and self-worth. And, of course, if you are unemployed, the financial hardship of little or no income and bills to pay can be difficult as well.

We’ve talked about how to get bad feelings out of your life so you can move forward with your job search. Now let’s talk inspiration. Stacey A. Thompson is a certified career coach and marketing professional with more than twenty years of experience in marketing communications, public relations, and business writing. She is also the founder of Virtues for Life, a website designed to inspire and coach people in the daily practice of virtues. She has written about insightful virtues to practice during a job search.

The following tips can be found on her website:

1. Faith. Having faith that you will find a job and really believing this in your heart—even when there is no evidence that this is true—is an enlightened way of thinking. Part of such faith is the understanding that whatever happens, there is a good reason for it, even if you don’t know it at the time. As the saying goes, “Everything happens for a reason.” Who would have thought that when you got laid off from your last job it would lead to a more fulfilling and joyful career? It can happen. Or it can catapult you into your own business. That happens more often than you might think. No matter how much you may dislike something that happened to you, having faith in the journey of life and what it may hold will help you to free yourself from worry and fear.

2. Perseverance. As weeks or even months pass, job searching may take a toll on your willpower. You also may feel that you can’t look at one more job posting, make one more phone call, type one more cover letter, or attend one more networking event. But the mindset it takes for a runner to finish a marathon—uphill in the rain—is what it takes to land a job. Keeping your eye on the goal and becoming unstoppable in the quest for professionally satisfying employment can mean the difference between success and failure. No matter how many times you get rejected, how much you are suffering financially, or how fed up you become, persevering will get you a job.

3. Courage. It takes great courage to keep trying and sticking your neck out there to find a job even when the results seem futile. But practicing courage helps you to press on as you market yourself, write cover letters, attend networking functions (where you know no one), and face interview after interview to eventually achieve your career goals.

4. Confidence. While the job search continues and more rejection follows, your confidence can suffer even more. But understanding that rejection is part of the process and is not personal can make you stronger and more resilient. It’s easy to lose sight of your talents, strengths, and experiences when you receive little validation or acknowledgment. Focusing on your abilities and the value you will add to potential employers will boost and maintain your confidence. Posting daily reminders or repeating affirmations to yourself relating to your abilities and your value as a person, or visualizing yourself happy and fulfilled in your next job can help you stay motivated and confident.

5. Gratitude. The practice of gratitude can have a significant impact on a person’s well-being. There is always something to be grateful for in life. It isn’t always easy to see this, especially during hard times, but being thankful for the many blessings and simple pleasures of life will make you happier. Grateful people—according to scientific research—experience higher levels of positive emotions, cope better with stress, recover more quickly from illness, and benefit from greater physical health. Having an attitude of gratitude shifts our mental focus from negative to positive. Positive thinking, as we well know, has transformative powers. Practicing gratitude in life and during the job search is a powerful tool we can use to help prevent negative emotions, focus our thoughts on what is working in life, and make positive change. There may come a time or a day when you feel all is lost in regard to your job search. Before this happens, write a gratitude list of all the things that you have, including all the experiences, all the people, and everything in your life that you are grateful for. Write this list, review it, and continue adding to it. You will be surprised how it will lift your spirits and actually motivate you to persevere. Remember, “This too shall pass.”

6. Hope. Without hope, finding a job would be next to impossible. Hope is the fuel to keep you going in the darkest of times, the feeling that your next job is right around the corner and it’s just a matter of time until you find the right position. Remain hopeful by thinking about what’s possible for you and your career, and not on what’s not happening for you. Every part of the job search has value, even if it doesn’t feel that way. Through the practice of hope, our journey becomes lighter as we shift our focus from hardships to wishes.18

Being mindful of these virtues will help you stay emotionally centered during the ups and downs of your job search. They can inspire and motivate you. However, a job search always requires action. It has been written, “faith without action is dead.”19

Throughout your job search, there are ultimately three things in your control: effort, attitude, and beliefs. This includes how many hours/days per week you devote to your search, how many times you will network per day or week (whether calling or emailing), and more. Be productive with your effort, stay positive, and believe in yourself.

Your Career . . . Your Responsibility

What is a career? Setting aside the dictionary definition, a career is a series of experiences in your professional working life, which could last forty to fifty years. This career longevity is especially true as our population grows older and we choose to work longer.20 It is your responsibility to make your career as fulfilling as possible.

Sadly, too many people set out on a career path just to have the wind blow them in directions they really did not want to go, or perhaps had no choice but to go. They had the best of intentions, only to have circumstances dictate their career direction, leading to a disappointing and unfulfilling career experience.

As you move forward, here are some perspectives to consider adopting that will add clarity, understanding, and perception to your job search. These viewpoints will benefit you now and throughout your entire career by creating a fulfilling experience and reinforcing that your decisions are entirely within your control. These perspectives are:

1. I am solely responsible for my career success. You took the initiative and put in the hard work to get the necessary education and experience that qualifies you for your chosen career. Own that career by guiding and directing your job-search pursuits.21