I love to go fishing; mostly streams and rivers, but I’ve been seen throwing my line in lakes and oceans from time to time as well. If the truth be known, (bathtubs aside) I look at most water and think of fishing.
As with selling, there’s an art and science to fishing. The parallels are fascinating. The science of selling (to be brief), says that if you ask enough people if they want to buy something, eventually some will say yes. If you throw your line into enough rivers and streams, eventually you WILL catch something.
Now the art of selling says (again, to be brief) the better you master the selling method (discovery of need, features, advantages and benefits, objections and the close) your rate of close and quality of sale will increase. In other words, the better you master the art, the more you will get from the science.
And yes, with fishing; the better you learn what equipment to use (or not use), what bait and when, and most importantly WHERE to fish, the more successful you will be at fishing (more and bigger fish).
(Now I must digress for a moment. As a professional with over 35 years selling experience and a fisherman with about the same experience, I can unequivocally tell you that it is more enjoyable fishing and not catching a thing, then selling and not selling anything. And so the parallel ends).
So what does this have to do with your job search? Well as you may know, looking for a job is more about selling (yourself) than anything else. First you work on the product (self), learn your features (skills) and benefits (expertise) develop marketing materials (resume/vitae/social media profiles) and then develop a sales/marketing plan.
Now hold that thought.
Twenty years ago you would pull out the Sunday newspaper and pour through the help wanted ads. (Could I have show of hands of those who got a ‘professional level’ job through newspaper ads, please?) Not many (I actually got one excellent position through the newspaper 16 years ago). Or maybe you called some of your friends and colleagues in the same industry to have them keep an eye out for something for you. (The influential sales approach).
Now ten years ago. Some of you may still be pulling out that Sunday newspaper, but most of you are signing up for the internet job boards. You’d go through the searches and might even go so far as creating a search agent and even posting your resume on the site. Or maybe you’d call (or email) some of your friends and colleagues in the same or similar industry to have them keep an eye out for something for you. (The influential sales approach).
Ok, get that previously held thought back. (The one about fishing and selling and job search prep).
Today. Some of you may still be pulling out that Sunday newspaper, but I sure hope not (at least be checking the online version). Most of you are signing up for the internet job boards, creating search agents and posting your resume online. You’ve received, by now, at least 500 offers to create THE resume that will get the job of your dreams. You may even be utilizing a professional resume service. You may have had a profile on LinkedIn, which you never really used; and you have a Facebook profile you use to communicate with your friends. Someone told you to try Twitter. Or maybe you’d email some of your friends and colleagues in the same or similar industry (or connect via LinkedIn, or become friends on Facebook or follow on Twitter) to let them know you’re in the job market and to keep an eye out for something for you. (The influential sales approach).
See a trend here? (Hold that thought).
When I go fishing I always notice those people who are fishing somewhere I know for a fact (through experience) that there isn’t even one fish. Or sales people who are constantly selling their products to the wrong markets and prospects. Or job seekers who are busily tweeting, emailing, and connecting with people who are not hiring or never will be hiring anyone with their expertise and experience.
Get a great resume together. As an HR professional who has recruited and hired all levels of work, from CFO’s to production workers, that resume is important. Many times I would spend no more than 20 seconds reviewing a resume (online or hard copy) to determine the first cut of candidates.
Next, treat social media as a giant electronic, lighted billboard on which you are writing a (very) short version of that resume. Anyone can see it. Let me say that again. Anyone can see it. Your goal is to make anyone who sees that billboard want to see your full resume.
Ok, now get that thought back about seeing a trend.
Most jobs are obtained through the influential sales approach. Contacting, connecting, linking, emailing, calling (yes, with a phone), tweeting and getting out and meeting with friends, colleagues in the same and similar industry, and with people who are hiring! Social media is a fantastic communication tool. Use it. But use it to communicate with the right people, the people who are buying. You need to fish in the right pond.
A final note: There are some fantastic job search experts out there on LinkedIn and Twitter. Way too many to name here. But you are welcome to look at who I follow on Twitter and who I am connected with on LinkedIn. Many of their names are there. Invite me to connect on LinkedIn at http://www.linkedin.com/in/joelawhite or follow me on Twitter @jawconsulting.
Enjoy Your Day!
Copyright 2009 Joel A. White
Posts
0 comments:
Post a Comment