ORCMS Career Blog

I posted this article a year or so ago — but a good article deserves a re-posting!  If you are working on how you should introduce yourself, here’s a great formula!

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Fellow Toastmaster Jim Nudelman has a simple 4-step process for writing an Elevator Pitch — a 10-15 second focused introduction of your “value proposition” that can be given in an elevator when someone asks, “tell me about yourself.” Jim (”the Noodle” as he is known to friends and family) is an experienced National Sales Trainer, so he should know something about putting your best foot forward to capitalize on a brief window of opportunity. Here’s his process:

Step 1 — Begin with an ACTION PHRASE that is NOT a noun. (”I am a ______________” — but don’t use a “label” in the blank.  You don’t want people to put you in a box.)

Step 2 — Add a one sentence statement about what you DO. (”I do _________________” — What do you help people or businesses do?)

Step 3 — Give a statement of the SPECIFIC IMPACT. (”People who utilize my process find _________” — list one or two things from the perspective of your potential employer.)

Step 4 — End with a CALL TO ACTION. (”I am looking to be introduced to _______________” — be specific!  If you ask for something non-specific you are likely to get it.  What good it that?)

Here’s Jim’s elevator pitch and contact information:

“My name is Jim Nudelman. I am a master of building relationships. I teach sales professionals how to build and grow their business. Sales professionals who have attended my workshops have increased their business by as much as 50%. Please introduce me to people not companies looking to build and grow their business.”

James Nudelman, National Sales Trainer
503-939-4715
jnudelman1@yahoo.com
http://www.linkedin.com/in/thenoodle

It’s a simple formula that works! Try it and you will notice a dramatic increase in the effectiveness of your self-introduction that we call your “elevator pitch.”

Lately I’ve been listening to a book on my ipod entitled “Mozart’s Brain and the Fighter Pilot” (Richard M. Restak).  I was interested to “read” about the way the brain works to re-connect networks, even after years of dis-use.  Apparently the brain has an amazing amount of plasticity, and the networks that are created never really go away.  Dr. Restak tells us that in order to become proficient at something like playing a particular sport or musical instrument, the brain makes a series of network connections.  If we don’t use those connections for a long time they will atrophy.  The good news is that they never really disappear.  The plasticity of the brain makes it easy for us to re-learn those activities very quickly when we attempt them again, even years later.

This makes me think of my grandmother.  She played the piano and organ when she was a young woman, but as she aged her fingers became grossly disfigured by arthritis.  She stopped playing because her hands hurt so badly.   However, one day I was with her when she spotted a piano in the corner of a friend’s house.  She walked over and began to play as if she had never quit — a bit slower than her old days, perhaps, but she hit every note.  She hadn’t played the piano for years, but the connections in her brain that told her hands what to do never went away.  She was able to call upon them years later.  The human brain is indeed amazing!

What is true for networks in the brain, is also true for the personal networks we make with friends and colleagues.  Even if we haven’t talked to a network contact in years, the contact never goes away.  Now, mind you, you may have to mend a fence or two if you have left that relationship due to some sort of conflict. But most of the connections we make fall into dis-use because of a lack of proximity of time or space.  Our lives move off in different directions and we lose the connection we once had with the other person.

The good news is that those connections are never REALLY lost.  They can be re-engaged a just a few minutes if you want.

So, here’s what I suggest.  Look through your rolodex, facebook friends, or LinkedIn contacts.  Find a person or two that you haven’t had contact with in awhile, and shoot them an email or give them a phone call.  We all have a few connections that we haven’t talked to in a while — maybe even in years! I’m sure that you will find it rather easy to re-connect with those people.  You may even learn something new and exciting as you catch up with each other.

What are you waiting for?  Why not make it a habit of refreshing one network each week?  You will be suprised at how quickly those contacts re-connect, and you will BOTH be glad you did!

A study conducted by the Society for Human Resource Management (SHRM), concludes that “employees are clearly not benefiting from management efforts to support their careers.”  (From 2000 HR Trendbook)  Out of 1000 employees interviewed, nearly half said their employer’s approach to career development failed to meet their needs.

Here are some of the statistics:

• 44% said their career aspirations are supported by a system for career development through their employers.
• Nearly half (38%) felt that their employers are only concerned about the career development of their “high potential” employees.
• 30% feel their employer is not committed to helping them achieve personal career goals.

Why does this matter?

Well, it matters for both employers and employees.  The coming years will see a shortage of talent in the workforce due to retirement of Baby Boomers.  Most companies have not yet developed a succession plan (42%) or only have an informal plan in place (29%) to meet their needs.  If employees are not given assistance to enhance their career within their current companies, they may find it necessary to move to a different company that provides these services.  Failing to provide programs for retaining and developing employees is a clear case of myopia.  Companies who do not step up to this challenge will find it difficult to keep their brightest and best employees.

It matters to employees, because in today’s work environment you can plan on changing careers every three to 5 years.  You are responsible for “You, Inc.”  Nobody else will manage your company (”You, Inc.”) for you, so the smart money is on managing your own career development.

There are several things YOU, as an employee, can do to enhance your own career from both inside and outside the organization.  Here are a few great suggestions:
1 - Consult your HR or Training department to find out what is offered through your current company. SHRM says that “a lot of unhappiness over career development programs is a communication issue.”
2 - Look elsewhere for career development opportunities.  Check out the local chapter of your professional organization to see what certification or continuing education classes are offered.
3 - Get a degree.  Your employer may offer some form of tuition assistance for this.  Check your employee manual or ask your HR department.
4 - Change companies.  Chances are good that your company’s competitors care more about their employees than yours does.  Why not take a look at working for them?

Are you one of the 44% of employees who feel their employers do not support your career development needs?  If so, what will you do to enhance your own career goals?

My mother used to caution me about the people I hung out with.  If their character was “questionable,” she would warn me that I was destined to become like them — because our friends, and those we spend time with make an impression on our own character.  I used to think she was just being a “naggy-old-mom”, but then I realized she was right!  Our friends DO influence who we become!

If that’s true for you, then the question is: “are you spending enough time with the people you want to become?”  If you are an Architect you need to spend time with others who share your passion for drafting and building buildings.  If you are a marketing professional, you should spend time around other marketing professionals.  If you are an engineer you will want to be around people who speak your same language and read the books, articles and blogs you need to read in order to grow in your professionalism.

But what if you are new to the profession and you know only a few people in your field?  Where can you go to find others?  Where do people in your field hang out and how can you meet them?

One of the best ways to meet people in your specific field is through a professional organization.  Most professions have them.  In fact, some require membership in order to maintain a license or  qualify for career advancement.  I recommend you find out which ones are most important to your field by talking to someone who has been in that profession for longer than 10 years.  Another option is to conduct a web search to find out what is available.  Most groups will allow you to sign up through their website and many have student rates if you are still in school or a recent graduate.  A lot of these professional organizations hold monthly events, and some have smaller group sessions for networking and professional development.  You will also find that most of them have a job board of some sort for people in your field who are looking to make a career change.

A great way to make a name for yourself in your profession is to volunteer in your professional organization!  In every organization their is an 80/20 rule at work — 20 percent of the people do 80 percent of the work.  You can take advantage of the 80/20 rule by volunteering.  Being part of the 20 percent will put you front and center of the organization where you will meet important leaders, other professionals, and potential employers.  YOU should be part of the 20!

There are many reasons to join a professional organization:  you will brand yourself as a professional in your field, you will grow in your knowledge and skill-set, and you will meet some people who could influence the direction of your career.

Some may consider it to be “brown-nosing.”  However, when done correctly, taking the boss to coffee can be a form of networking.

The difference is in the way you approach it.  Let your boss know that you would like to spend 15 minutes of quality time with him (or her).  Be upfront.  Tell him that you have an agenda.  Now here’s the rub — tell him that your agenda is to learn more about how you can help HIM do his job better!  Just as with traditional networking, this discussion is ALL about the other person. DO NOT HAVE AN ULTERIOR MOTIVE! This session is NOT about you.

You want to let the boss know that you are “on her side.”  Ask questions that will allow her to let you know what issues and concerns she is having in the department.  Find out what her strengths are, and where she may need some assistance to compensate for her weaknesses. Suggest team members (NOT YOURSELF) who have the knowledge, skills and abilities assist her.

If (or shall we say “when”) your boss says, “o.k.  Now tell me what you REALLY want?”  You should respond by assuring him of the agenda you agreed to.  Remember,  this time is about your boss — NOT YOU.

When you make the boss look good, you make the team look good.   Being part of a winning team is good for your career!

In 2006 a poll was conducted by the Society for Human Resources Management (SHRM).  The poll found that nearly 40% of ALL managers found their current position through some form of networking. Networking is simply THE MOST EFFECTIVE means for finding a career. It ranks above every other method, including: Internet job postings, newspaper want ads, utilizing recruiters (or “head hunters”) and even going directly to the company.

However, most of us are not strategic about HOW we network.  We don’t have a plan.  We don’t have any idea who to meet, or where to meet them, or what to say when we DO meet them.  Here is my “quick and easy” method for turning your networking from a hit and miss technique to strategic dynamite! Use these tips and you WILL improve your ability to network effectively.

1. Make a “hit list” — WHO do you need to meet?  (Could be specific names, positions, companies, etc)
2. WHERE do they hang out?  (What networking events to these people attend?)
3. Where do people who KNOW THEM hang out? (If you want to eat fish for dinner but can’t get to the fishing hole, you should make friends with a fishmonger!)
4. WHAT will you say when you meet them? (You will only have about 30 seconds to make a contact at a networking event.  Use it wisely!)

When you DO have your networking meeting (not the meeting at the networking group, but the meeting following it), here are three questions you want to make sure you ask:

• What can I do for you?
• Who else do you know that I should talk to?
• How shall I keep you informed of my progress?

Keep networking!  It will enhance your career.

My good friend Clara Flory (85 years old at the time) used to say to me, “God gave us TWO ears and ONE mouth.  That’s why we should listen TWICE as much as we talk!” I was a young man at the time and listened politely to what she had to say, but I didn’t fully understand the importance of her comments until later.  Much later.  I wanted to impress people with my vast knowledge.  I wanted them to think I was “smart” and “eloquent”.  When I was unsure if my constant jabbering achieved that goal, I would talk more or louder and listen less.  Now I look back with slight embarrassment.  I jumped to conclusions.  I made assumptions that led me to be unproductive.  I thought I was “solving” problems.  Now I see that I may have created more problems than I ever solved. If I had only listened to Clara.  If I had only LISTENED!

I’m sure this has never happened to you.

Growing up my grandmother had a sign on her kitchen wall that read, “I would rather remain silent and be thought a fool than to speak up and remove all doubt.”  (Abaraham Lincoln)  I have a feeling that “Honest Abe” had a Clara Flory in his past as well.  I wonder how long it took for him to learn this valuable lesson!

David Bennet is a new friend.  We met through a networking group, and over the past 3 months I have come to know and respect him greatly!  When he started, David did not know much (if anything) about networking.  He lived a complete and full life without really building or paying much attention to the need for a professional network.  He didn’t need one.  His job was secure.

All that changed when his company did some re-sturcturing.  So David showed up at a local networking group armed with business cards and a non-specific “elevator pitch.”  After a few weeks of non-specific results David asked for some help and listened to the advice of experts.  Below is his story. A rather compelling story at that!

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“Networking often stretches my comfort zone.  Intellectually, I know my best job search connections would be with VPs and CEOs.  Even with good advice, could I act when the opportunity was presented?  I was, literally, on my way out of the show exhibit floor when I found the booth of a small company that looked interesting.  I introduced myself and had started my elevator pitch when something stopped me. The title on one person’s badge was: “Marketing Assistant.”  The second: “Vice President, Sales.”  The third person was seated and I couldn’t see his badge, so I asked his assignment. His reply was, “Janitor.”  Then he sat back and I saw that his badge clearly read, “CEO.”  My first  face-to-face with a CEO in my networking.  What came next was not natural for me, but seemed automatic. He was ambivalent  about needing my skill set — now or in the future. I asked what skills he currently needed. “Wireless engineers and sales people” was the reply.  I then offered to learn more about his current needs through a 20 minute connection with me in the next two weeks.  I would then use my network connections to help him fill those needs.  This was not just one of many connections, it was the next big step in expanding my networking comfort zone.”

David Bennett
Building professional teams with Productivity, Quality and Morale
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DAVID GETS IT!  Networking is NOT about what you can get from others, its HOW YOU CAN HELP OTHERS. David hit it on the head with his offer to help fill the CEO’s needs through his network.  I don’t know if this particular networking contact produced an interview or job offer, but I DO know that this type of activity will bear fruit in very short order!

Way to go David!  You’re our hero!

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You can reach David at: dbenhome@comcastDOTnet

By now you should know that we recommend blogging for job seekers, because blogs will help you increase your ranking on search engines. 80% of all hiring managers have said that they will do a Google search prior to talking to a candidate. They simply want to know what the Internet says about you BEFORE they invest any more time talking to you. If the Internet presents you as an “expert” in your field it is much more likely they will take the time to talk to you. Blogging can help you be seen as an expert in your field — so long as your blogging enhances you “brand”.

Unfortunately blogging is a real commitment. If you aren’t going to commit to blogging at least once a week, then you really shouldn’t start a blog. It will be a waste of time.

We don’t all have the time or commitment level to keep up a blog, however, there ARE ways that you can use blogs to enhance your Internet presence and increase your search engine rankings without making the commitment to write a blog. Here are 5 things we recommend:

1. Comment on popular blogs related to your area of expertise — be sure to leave your name and email address in the post so others can find you
2. Find a Bulletin Board or list serve relating to your target industry or profession and become an active participant
3. Become an expert on LinkedIn by answering pertinent questions
4. Ask to write a guest post for your favorite blog — this helps you and the blogger!
5. Read lots of blogs and forward appropriate info and links to other networking partners (”I just read this post and was thinking of you” — while it won’t specifically jump your rankings on Google, it WILL help your colleagues know you are serious about helping them.)

Finally, and I’m sure I don’t really have to mention this, be 100% CERTAIN that in every posting you make online extends and enhances your “brand”. Otherwise, your Internet presence may be more confusing that helpful to your potential employer.

Here is a link to a video short done by Sceaming Frog Productions and is showing at a number of film festivals around the country this year. Check it out on YouTube here!

This short video pokes fun at immigration — a real political hot button. However, I think it says a lot about the shifting job market as well. Nobody is entitled to a job — not even CPAs, CFOs and Sr. Marketing Directors. We live in a capitalistic society where one’s “commercial worth” (like it or not) is determined by the value that is brought to the corporation. How will you help your employer make money? How will you help them save money? If you can’t answer these questions with quantifiable numbers, then YOU are on the verge of becoming obsolete. Too many workers (executives included) have forgotten this in our current culture, and, as the video shows, if we don’t do something soon our jobs will become outdated and worthless.

What do YOU do to measure YOUR value in the company you work for? How do you let those to whom you are accountable see the value YOU bring? I’d love to get your response to these questions .  .  .  .  and to the video!