Are You Talking to the Right People? - Informational Interviewing

Informational interviewing is a wonderful way to learn more about this pathway opening up in front of you. I ask people, “Now would you buy a thousand dollar business suite without trying it on first, to see if you like it, if it’s the right color or if it even fits?” I would guess probably not unless you have so much money that it doesn’t matter to you if you waist it. But if you are like most of us before you hand over that kind of money you want to make sure it’s going to be something you are going to be happy with. Well why wouldn’t you want to do the same thing with how you are going to make a living. Don’t you want to know, without question, that you’re going to enjoy this thing at which you’re going to be spending over 50% of your waking day… maybe more? Here’s my point. If you spend hours, maybe days in finding the outfit that makes you feel like a million bucks. Don’t you owe it to yourself to take the time to really get a feel for what this new career is all about? How does this career look on you? Does this profession make you feel like a million bucks?

You want to talk with people who are doing the kind of work you are interested in doing.

This is how you would go about the information interview process.

First, create a list of people who would actually do the kind of work you are interested in. Ask your friends or relatives if they know anyone who is in this field or does something similar. You stand a much better chance meeting and talking with them if you use their name as a referral. Such as,

“Hi my name is Kathy Smith and Carol Jones suggested I give you a call. She told me you’re in (the field you are interested in). I am very interested in learning more about this field. I’m not sure if it would be a good fit for me, that’s why (Carol) suggested that I contact you. She thought you would be a good source of information and you could give me a better understanding about the opportunities in this area. I was hoping that I might make an appointment with you and spend twenty minutes to find out more about what you do?”

If you are a job seeker and you specifically know what kind of career field you are looking for and just want to meet people who might be able to assist you in connecting with decision makers consider this approach. One thing I would like to caution you about. The person you want to conduct an informational interview may say something like, “Sorry, we are not hiring right now” and dismiss the meeting. So you want to be careful to share with them you are exploring option within the career field and you would value their opinion. This phone or email introduction might look like this:

“Hi my name is Kathy Smith and Carol Jones suggested I give you a call. She told me you’re in (the field you are interested in). I am very interested in learning more about options in this field, that’s why (Carol) suggested that I contact you. She thought you would be a good source of information and you could give me a better understanding about the opportunities in this area. I’m not asking if you’re hiring. Rather, I would enjoy the opportunity to meet you and I would truly value your opinion. I was hoping that I might make an appointment with you and spend twenty minutes to find out more about what you do and get your insight on the industry?”

If you are sheepish about calling up strangers and asking for a help, I suggest you take one of the above paragraphs and use it as your script - type it out on a piece of paper in large bold font so that its easy to read. Of course exchange you name and the name of your friend. Then practice it over and over out load… it makes a huge difference from just saying in your mind. If I were to pick a number I would say thirty times, because when giving a speech to an audience, professional speakers are coached to practice their new bit thirty times before they present it when it really matters.

If you don’t get names from friends or family, don’t… I repeat … don’t skip the informational interview process. Find someone to talk with. You can look in the Yellow pages or here’s something I always recommend you try. When you don’t know anybody who knows somebody you want to talk to I suggest you call a local Chamber of Commerce (three or four in your area for that matter) and let them know you want to do some networking. You can tell them you want to interview someone in your field of interest. Sometimes, they might invite you to attend a networking meeting, which is great. If they extend this invitation, I would strongly suggest you try to attend. But due to the nature of Chambers being attended by business owners, they may not invite you to the meeting. Don’t be offended; simply ask if they might recommend anyone who is a member that you might be able to connect with. More times than not they will help you and give you a name of a member and contact information. If you are lucky and get invited to a meeting, don’t hesitate to call this person in advance and tell they were recommended by the Chamber and would you be willing to meet them at the next Chamber meeting? I would not suggest you attempt to interview this person at the meeting, its best to just build a foundation in your new relationship then ask for a second meeting.

Once you have scheduled an appointment you want to prepare questions that you will want to cover. Because you want to be able to hit your pressing concerns you will want to write your questions down in a notebook so you don’t forget any of them. I have prepared a list of questions you might want to consider using. However, this is only a guideline – if you are meeting for only 20 minutes you may realistically have time for only four or five questions. So think this through carefully.

1. Tell me about your role with this organization.
2. Can you share with me some of the kind of projects / responsibilities you have?
3. Tell me about how you decided to get into XYZ field.
4. What do you feel were some key choices along your career path that has brought you to this point in your career field?
5. What are some of the most surprising things you find in this line of work?
6. What are some insights you have for the future of this field?

This is where you might give the person a 30-second overview of your background then ask something like …

7. For someone with my history, what might be some opportunities that you might see as a good fit?
8. What would be important for me to consider as I explore this field?
9. What are things you think I should invest my time and / money in developing myself a career in this field.
10. What are things I should not waist my time or money on?

Although all these questions are good ones for you to fold into your own collection, the one you do not want to leave the interview without is the following. This is the most important question to ask.

11. Do you know anyone else with whom I should talk that does this kind or work or something similar?

This is the most important question to ask because you want to talk to a number of people, the more the better.

Here’s a hint on establishing and building good report with the person you are interviewing. I know this interview is ultimately to help you get a better understanding of the career field. But when you are doing the interview, make the interview all about them. I now refer to this as “Brown noise 101”. It sounds stuffy, but it’s really very effective. Your conversation doesn’t want to come off like it’s all about you, at all; you don’t want to appear selfish, “I want to do xyz, what can you do to help me?” and here’s why. Most people are simply put off by people who seem to be me, me, me. Rather, people love to talk about themselves, it makes them feel important, they like to talk about their achievements; sharing their vision just makes them feel good. So, I highly recommend you let them feel good. If you can approach this dialog from the point of view, “Wow, I really think what you are doing is great. I want to be more like you”. You give them a bit of a taste of celebrity. And the more you put them in the spotlight, the more they will tell you about who they are, what they do and how they did it. Plus, they will become more of a champion for you. They are more willing to help you in other ways. When you ask for a referral, they are feeling so good about you because you make them feel so good about themselves they will be happy to give the names of other people you should talk to. Why, they might even pick up the phone and call them and tell that person, they want them to meet you. It happens all the time. The miracles begin to fall into your lap.

How Do You Find the Masses Who Can Help You?

Last week I ran into someone who has been in the job market for quite a while. It was great seeing him, but I was sad to see he had not landed anything yet. He is a human resources professional and has an impressive background. I’m fully aware that as a result of all the massive layoffs that have occurred over the last two and half years, HR is one of the areas that took the hardest blows. If you have fewer people – you don’t need as many people in the HR department.

I asked if he was attending any HR association meetings like SHRM (Society of Human Resources Management). He told me, ”No, the fee was kind of high. He was, however, meeting with another group that was primarily a version of SHRM but they are more like a support – networking group for HR professionals who are in transition.”

I told him, “I’m glad to see you are getting out and networking, but I don’t want to mince words here. You need to be meeting with as many people in your profession that are currently employed.”

The best place I know to find this is to go where the masses are, your professional associations. They are fertile ground to plant seeds. This is so critical that if there is a fee to attend that covers the cost of a meal – be willing to make the investment. It can shave weeks, months if not years off this discovery process for you. But here’s the great thing about membership fees, you don’t have to belong to the association or networking group to attend the meetings at first. Most associations are always looking to grow in their membership. So the majority of them are happy to have you join them as a guest to find out more about their organization. You can call them or contact them and let them know you would like to attend as a guest. Further, if you choose to join, most associations have special reduced memberships for those who are in transition. So I would encourage you to do some research and find - then attend as many associations, or networking groups you can find that are relevant to your field of interest.

Here’s Tip #1.

Make sure you have a professional business card that reflects your desired profession – include your specialty if you have one. You want to offer your card to everyone how’s hand you shake. Now the critical step, you want to make sure you ask for their business card too. This is essential! As you close your conversation, you might want to say something like, “I would really enjoy talking further. May I contact you in the future – maybe I can buy you a coffee?”

Later that day or the next, you can reach out to the people you met and send them an invitation to be LinkedIn. When you send your invitation, rather than defaulting to the pre-stocked message, personalize your message to the conversation you had at the meeting. Something such as, “It was a pleasure meeting you at the SHRM meeting I would enjoy the opportunity to get to know you and your organization better. May I invite you to join my Linkedin?” Once a day or so has gone by, I would encourage you to contact the people you met and ask if they might be interested in meeting for coffee or a drink after work. I always suggest saying something like, “I really enjoyed meeting you at the SHRM meeting, I’m interested in opportunities in the XYZ field. May I buy you a cup of coffee, I would truly value your opinion.”

Let’s revisit the general rule of telling anyone and everyone what kind of opportunity you are looking for. The mistake most folks make is they are simply asking, "I do XYZ, do you know anyone who is hiring for XYZ jobs?" Here is what I want you to take to heart. In reality, very few people know what actual positions are available in a given company unless they, themselves, are the hiring manager or they happen - just happen to see a posting within the company they work for. Maybe, just by pure circumstance, they may have been told by a friend or colleague they are looking for a XYZ person to hire.

Here is Common Mistake #1.

If you simply ask people if they know anyone who is hiring for what you are searching for, you will most likely get a, "Hum, let me think about that ... Gee, no I don't know anyone who is hiring, sorry." Well as much as I believe that person would truly like to help you, the conversation pretty much ends right there.

I don't like those odds. And I would guess to most who go about the job search, this conversation sounds pretty familiar.

I would much rather you have people champion your cause. People who would say, "I don't know if anyone is hiring for XYZ position, but I do know a couple of people I think you might be interested in talking with who do XYZ for ABC industry. They may not be hiring, but they might know a few other people with whom you should talk." Now, you can get some traction.

Solution to Common Mistake #1:

Ask to be introduced to anyone who is in your industry or specialty. You have a perfect opportunity to do a well thought out - well-executed informational interview. This approach has a great deal more impact with new acquaintances. There is no pressure to "interview for a job" you are simply "talking shop". You are learning more about them and their organization, how they are fairing in these tough economic times. Your passions ignite, their passions ignite and all of a sudden you are truly enjoying the conversation. You’re building a relationship. It’s good practice to ask them, “How can I help you? What kind of referral can I send your way that might support your efforts?” More importantly, you have found an ally. One who will be able to help you with the most important question of all … "Do you know anyone else with whom I should talk?" Then you can repeat the entire process. And as opportunities arise you will be on their minds.

30, 60, 90 Day Vision and Strategy

Negotiating successful outcomes in the workplace can and will increase your value to an organization, but a lot of people are uncomfortable with the process and don’t try it. As a result they remain silent and continue to blend into the background. I run into people all the time that see an area in their business that could reach higher levels of performance, if only their company would embrace a new vision ... a new way of implementing promising – unexploited opportunities. But time and time again, most individuals don’t propose a plan of executing their idea because they don’t feel it’s their place to initiate these kinds of management driven strategies.

Here’s an example of what I’m talking about. The other day I was talking with an Attorney who works for a midsized law firm. She told me, “I would really like to see our firm use a marketing research company to help us with our marketing direction. I think we would get farther with our marketing budget and get better results.” She went on to tell me, “When I worked with a previous firm, I saw how effective it can be.”

I asked her, why she doesn’t propose the idea. She simply replied by saying, “I’m not in the marketing department. I don’t feel it’s appropriate for me to bring this up.”

I shared with her that many people who have experienced first-hand, the positive results of a practice or process are hesitant to offer a solution-oriented idea, because it’s simply not their turf. But most savvy managers and leaders know great growth of an organization comes from listening to people who see challenges and obstacles, and have a track record in understanding what can be done now to face and overcome those barriers.

I asked her if she had ever proposed a 30, 60 – 90 day plan before. She looked a bit baffled, but very interested in learning more.

This is what I shared with her and now with you.

What if you were to outline three things?

1. A few questions that framed the vision and strategy such as:

· What is the growth vision of our firm?

· What strategies are we using to reach that vision?

· If I were to share with you some results I’ve been exposed to that had dramatic positive result, would that interest you?

2. Then craft a three part, solution-oriented description of what you want to propose:

a. Set the stage; explain and establish the exact history of the situation. What were the challenges that were faced?

b. What were the specific actions that were taken

c. What were the results that were achieved by implementing this strategy, quantify them if possible

3. Then offer to work out solution-oriented action steps. Schedule to meet in 30 days to discuss your ideas.

Start by asking something like, “What if we were to explore this more? Would you like me to put some ideas together and we can meet in 30 days to go over them?”

Asking for 30 days is key, you don’t want to necessarily invest your time putting together a solution action plan if your leader(s) is not sold on the idea to move forward to explore. But exploring is exactly what will allow you to share your resources (i.e., the marketing research firm you have used in the past) and get buy-in from your leader. It shows you are ready to “put some skin in the game” and invest in the success of your organization.

It’s also very important to have no more than three steps. It becomes too complex of a project, very hard to roll out and manage. It may also become a bit threatening if there are too many items on your agenda. Plus, if you spoil them with a high number of ideas, they may expect it all the time. You want to learn to manage expectations.

Once you have your solution action ideas together you want to be prepared to work through the list with a willingness to adapt. The last thing you want to do is present your ideas as “It’s my way or no way at all.” You should have target items and resources that you want to try for the next 30 days. Schedule an appointment right then and there to meet 30 days out (60 days from original conversation) with the intent to review, what has worked and what has not. You want to come to this discussion with the knowing you will want to modify our ideas and action plan to make it stronger. You may need to involve other individuals and resources? Then it becomes a bit like the directions on the back of a shampoo bottle “rinse and repeat”. Once you have met to assess the value of the plan and what elements need to be changed. Schedule to meet again in 30 days to repeat the process (90 days total).

Here’s why this works, you have a track record of success, and you’ve been a part of process that has made a positive impact. You don’t have to be the expert; there are people, companies or organizations that specialized in this kind of thing. Simply put, you are making a recommendation of what you know has worked before.

Workplace negotiating starts with wanting to make a positive contribution. And the more your employment contributions are consistent with your employer’s objectives and function, the more you’ll have, as Alan Sklover puts it, “’the power of purpose in your pocket.’ And one thing’s for sure: it’s hard to keep down a man or woman who is purpose-driven.”

A Sobering Statistic: We are Losing too Many returning Vets to Suicide

Normally when I blog it’s on strategies about career planning or the job search. But I’m compelled to share with you some insight about those who have made a sacrifice and have gone to serve you, me and this country. Veteran Affairs reported a staggering statistic, an average of 18 vets commit suicide each and every day. The University of Georgia conducted a detailed analysis from state authorities for 2004 and 2005. It found that veterans were more than twice as likely to commit suicide in 2005 than non-vets. PTSD (Post-traumatic Stress Disorder) is often cited as the primary cause.

One age group stood out. Veterans aged 20 through 24, those who have served during the wars in Iraq and Afghanistan. They had the highest suicide rate among all veterans, estimated between two and four times higher than civilians the same age. (The suicide rate for non-veterans is 8.3 per 100,000, while the rate for veterans was found to be between 22.9 and 31.9 per 100,000.)

I have joined alliances with an organization called DryHootch http://dryhootch.org . Dryhootch is a 501c3 nonprofit formed by combat veterans to "help veterans & their families who survived the war, survive the peace.” It’s a warm and inviting coffee house & resource center, a place where veterans can go to reconnect. DryHootch is a safe place where the troubles, fears, and worries of service and sacrifice can be addressed. It helps veterans learn skills on how to cope and how to deal with the memories that won't go away. Vet led, peer to peer counseling groups are held for addictions, PTSD, and family issues, all helping promote healing and reflection.

In March of 2010, the jobless rate for veterans of Iraq and Afghanistan reached 14.7 percent, nearly 50 percent higher than the official nationwide unemployment rate in the US. This only fuels the frustration and feeling of being out of control. Although I’m not qualified to address the psychological challenges these individuals face, I felt a need to lend a hand. My focus is to help them on their journey to find meaningful employment.

DryHootch opened their doors in August of 2010. They are faced with large tasks and at times overwhelming responsibilities. Unfortunately funds are very tight … but these are tough folks - doing tough work, putting heads down and doing what we can.

You are Head of Your Marketing Department

In sales and marketing, everything starts with knowing how to differentiate their product or service from all the other products or services with whom they are competing. You are no different in selling yourself.

Allow me to challenge you to begin by clearly defining, “How do I make a difference?” Keep in mind, this starts by inventory your successes. It’s a goal to have at least three, very concise and plainly stated phases that declares your unique track record of success or contribution? How have you specifically made a positive impact on the organization (s) you have worked for? You will use these statements in your marketing material (aka, follow up marketing letters). It’s ideal to have ten or more of these kinds of statements inventoried in a “go to” word document. You can use these powerful tools to address the “hot buttons” you uncovered from the questions you asked in the interview. You might recall we discussed what you say and do after the interview might be more important in helping you get to the next level in landing an opportunity.

Remember, this is your product – the service you are selling. Good sales people will tell you, you have to know your product / service inside out – upside down – backwards and forwards for you to effectively close the sale. Same with you, this is a marketing campaign and you are the head of the marketing department.

Good luck and … “Keep it Passionate”

Susie Mathews

Join me for a complementary Wine Tasting, while receiving Career Transition Advise

Hey Hi Everyone,

Come and join me for a complementary Wine Tasting and receive career transition advise and of course, there will be networking. This event will be sponsored by my friend, Hale Besaw, from Robert W. Baird & Co. It should be fun. She has told me if you want to extend this invitation to anyone who might find it valuable please feel free to do so. Please RSVP to Hale, or you can let me know and I'll forward it on to Hale. The details are below.

I hope you can join us.

Haly Besaw invites you…

Financial Consideration of a
Changing Career
Networking and Wine Tasting
Speakers:

Melissa Perrigoue, Proprietor
Vino 100
"Wine Tasting"

Justin Garrett, Regional Director
IVY Funds
"Beyond Boundaries?"

Susie Mathews, Motivational Speaker
President of Winning Directions
Author of "Ca$h is on the Passion"
and "Miracles Do Happen!"

Haly Besaw, Financial Advisor
Robert W. Baird & Co., Waukesha
"Financial Consideration During Career Transition"

Tuesday, November 3, 2009
Networking: 4:30 - 5:00 p.m.
Wine Tasting & Presentations: 5:00 - 6:00 p.m.
Vino 100
219 E. Erie Street (corner of Erie Street and Water Street)
Milwaukee, WI 53202
R.S.V.P.
Seating is limited. Please reply to Haly by Sunday, November, 1st at 262-523-5647 or hbesaw@rwbaird.com.

Take Care and ...
"Keep it Passionate"


Susie Mathews
www.Cashinonthepassion.com
Susie@winning-directions.com
WWW.winning-directions.com
262-391-3828

Can You Keep Positive Energy in an Interview?

When I sit down for the first time with a client, I’m often struck with how someone might view his or her work history. It’s not uncommon for folks to focus on the pain or frustration of their previous situation. For me, paying attention to turning these kinds of thoughts around is probably one of the most rewarding things about working with a job seeker. Negativity can be pervasive, and although we want to acknowledge the tough road they have just traveled, it’s critical that we get them smiling genuinely, from the heart, about who they are and what they have to offer a potential client as soon as possible. I can assure you there is very little that will disqualify someone in an interview quicker than what is perceived as a negative tone. No one wants to hire someone who might be a drag on the energy of the company.

Here’s a tip I share, when asked to talk about your past work history I encourage people to talk about what I call their “Love Tos” and start the statement with something like, I just love ...

Here’s an example of what I mean.

“I just love to see my team hitting their mark. I feel like a proud parent, everyone understanding their roles and reaching the objectives of the company. I really enjoy being able to lead a department where everyone believes in what we are doing.” This is a dynamic way to say, “I have good management skills.” When you start a statement with, “I just love …” your genuine passions are engaged, your energy is egnited.

I’m so glad we are able to "rethink" the past. There is always some great stuff in our history. We just need to dust it off sometimes and look at with fresh eyes.

Take Care and …
"Keep it Passionate"


Susie Mathews
www.Cashinonthepassion.com
Susie@winning-directions.com
WWW.winning-directions.com
262-391-3828