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Archive for the 'Job Search' Category

Why do coaches need a coach? The secret to success….

Thursday, February 28th, 2019

“I have deep relationships. AND I have a coach. That may sound odd because I AM a coach, but I believe those of us who are most successful, have gotten where we’re at with help in identifying blocks, challenges, and opportunities. That is what a coach does!”

~ Sheree Clarke

Sheree Clark followed her enthusiasm—her passion for helping others and sharing what she had learned through her own life challenges led her to start her coaching business.

The seeds of change were also cultivated during a stressful time in her life and her former job. She shares her journey of mid-life career reinvention below:

“My current business is Fork in the Road. I am a healthy living (life) coach. I chose the name initially because I was focused on food and healthful eating, and since “fork” conjures up the idea of eating, it seemed to fit. I also believe that at any given point we are all at a proverbial fork in the road.

That fork can be a major one—such as a career choice or the decision to enter or leave a marriage—or a small one, like whether to say yes to dessert or being on another committee. So, when the focus of my business shifted to life coaching for women over 40, the name was still (and perhaps even more) fitting for my practice.

Fork in the Road is truly a crescendo of all of my life experience. I work with my clients to transform their health, reclaim vitality and mental focus, and help ensure they gain clarity on their vision and purpose. These are all things I have done for myself over the course of the last 6+ decades of life.

 

Deciding what to do

My first business was a marketing communications (advertising) agency that I was “talked into” co-founding in 1985 by a (then) new boyfriend. The truth is, I had grown bored at my job at a local university and had even announced my resignation, effective the following academic year (long notices are an accepted practice at US academic institutions). In the meantime, I had met—and fallen in love with—my later-to-be business partner, and the rest fell into place.

He convinced me that my skill set as a teacher, advisor, and mentor would transfer easily to the business development aspect of running an advertising agency. We stayed business partners for 25 years (although the romantic aspect tanked after the initial 14 years).

My current business began after I decided to leave the agency world and (my now-ex) behind.

During my time owning the agency, I had taken a variety of classes simply out of an interest in personal development. Many of the courses had to do with health, nutrition, and emotional maturity.

Eventually, as I became less interested in the marketing work and more involved in the business of human potential, it became harder to rally enthusiasm for owning an agency.

Finally, just as we were preparing to commemorate 25 years in business together, I told my partner I wanted to exit our partnership to begin something new.

At that point, I still wasn’t certain what my new work would look like, but I knew it wasn’t fair to anyone (most especially me!) to stay where I knew I was no longer fully engaged.

So, in essence, I quit—and then I figured it out.

 

Finding an idea that would be successful—ask your way to success

I found the right product for the right market by trial and error! Next, to creating a vision board, the informational interview is my favorite tool for helping me get back on track when I’m feeling lost.

When I was feeling unfulfilled in my business I scheduled a series of interviews with fellow entrepreneurs. I picked women who owned businesses. The only thing they had in common was that I really respected them, even though some I had never met in person.

One of my interviews was with the publisher of a local business newspaper: a fabulous lady who is probably 20 years my senior. We had our meeting over lunch and I told her, candidly, about my inner feelings. I told her I was hoping she might shed some light.

I asked her what she thought my skill sets and offerings were and where I might be able to plug the gaps. Her feedback? She said she had always thought of me as a teacher and a coach. She said she saw me as articulate, smart and capable, (which in itself is nice to hear, especially coming from someone you admire).

And then she offered up a casual suggestion. She said, “You’ve always had a way with words. Why don’t you write a column for a publication in your industry or some area of your life that brings you joy.” Well, that was an idea that resonated, and if nothing else was worth seeing if I could make happen.

 

The payoff

I went back to my office and sent a query letter to the editor of a graphic design magazine I had written for once or twice before, and asked if they were looking for writers.

Within an hour my phone rang. It was the editor himself. His words nearly knocked me off my chair. He said, “Wow, what timing! We are starting a business advice column in the next quarter, wanna write it?”

I ended up writing that column for five years. Not only did it help scratch an itch I was feeling, but I also made some extra money in the process. Now, I am not saying you’ll have such epic results. But I do know that I have never had an informational interview without a payoff, even if it was just that I got to know somebody a little better.

 

Working your offerings into your own area of genius

It’s not just about finding the right products and services, it’s also about working your offerings into your own area of genius.

At this point in my life, while I enjoy making a good income, it’s not only about maximizing revenue. I want to do work that brings me joy. I want to work with clients who are a fit for me so that when I look at my calendar/schedule, I feel excitement, rather than dread.

In my instance, I am what we call a “Baby Boomer” (defined in the USA as being those born between 1946 and 1965). My generation and those slightly after, are all experiencing some major life challenges right now. Our jobs are changing or we’ve been laid off or deemed “redundant.”

Our marriages and family structures are shifting or crumbling: we may suddenly become caretakers or divorcees or widows. Hell, our own bodies are changing and often it feels as though they are betraying us. And for many women over 40, after putting the needs of others first for much of our lives, we can finally say, “it’s MY turn now.”

What I just described is my area of genius. It’s the arena I do best in and it’s where I feel most at home. Having for the most part successfully navigated the challenges of being a 40, 50, 60-year old, I get to share my secrets and techniques with other women.

 

Starting fresh—financing a new career

In both cases when I started my companies I left what I had been doing to embark on the new thing. In the first instance (co-founding the agency) I felt safe doing so because I had a partner and so my risk/exposure was shared.

In the second instance (becoming a coach), I had the luxury of having built savings from the first endeavor, so I could plunge into the second. I recognize that not everyone will have such good fortune.

In both cases, I didn’t need any start-up capital.

If I were to give advice, I’d say that while of course you have to consider your own financial situation, also take stock of your risk tolerance.

Entrepreneurship is not certain. There are all sorts of risks and no guarantees. If a lack of financial uncertainty makes you nervous, it’s certainly safer to ease into being a business owner, but it can also be more challenging. There are only so many hours in a day!

 

Finding the confidence to leave the security of a regular salary

It wasn’t confidence that propelled me into my second business. It was the pain of not living authentically.

It would be an understatement to say that to close the ad agency I had co-founded was not a decision my former partner and I made easily or lightly. For almost half our lives we had been partners and close friends. But the time had come and we each wanted to do other things with our lives.

I had found a passion in the health and nutrition arena after receiving my certifications as a raw vegan chef and nutrition counselor.

My business partner discovered a love of fine art, and a desire to work more independently. Quite frankly, we both had become rather miserable in our roles as principals and we each needed new challenges.

Despite my excitement for my new future I struggled to dismantle what we had so carefully created. At the time, we decided to close the agency, it was still healthy but my partner’s and my passions were on life support.

There were many signs that it was time for a change. I started to dread the out of town travel for clients that I had once so loved. He began to come into the office later and leave earlier.

We both had less patience for employee mistakes and client indecision. For me the defining moment came on a Sunday at church when I actually cried not because the sermon was so moving, but because I knew that in less than 24 hours I had to “go back to work.”

It was clearly time to do something.

There are those who have applauded both of us for having the courage to do something so drastic, and others who deem us insane when we could be ‘so close to retirement.’ All I know is that, as scary as it was, it has rekindled the adrenalin rushes I have not felt in a very, very long time. It was absolutely the right thing to do.

 

Finding customers

My clients typically follow me online for a period of time before contracting with me for services. Often they run across me because I am a guest speaker at live events, or a subject matter expert on television, or a guest on an online interview series or summit. Others may have been referred to me by a friend or a colleague.

The marketing activities which have been most important and successful for me are speaking and interviews. I also write guest blogs and articles.

 

Maintaining balance

Running a business should not be a 24/7 thing! Although there are absolutely “push” times, especially in the beginning, I think downtime and rest are essential to business success

Downtime, time to refuel, is made possible by setting priorities, delegation and hiring (or subcontracting) efficiently. I personally find balance by planning my days the night before.

Each night before I go to bed, I establish what the most important project or priority is for the next day, and that project is the first thing I address after I do my exercise and meditation.

I also find that sometimes I have to actually schedule in my fun times. With my current work schedule, I coach clients in the first three weeks of the month.

The last week of every month I take off from individual coaching, and that is when I attend to personal matters such as doing errands, scheduling salon services and meeting friends for social engagements.

I still do work during that fourth week, but because I don’t typically schedule client appointments, I have time for other things.

 

Keeping energy levels high

It’s not hard to have high energy when you have high enthusiasm. I love what I do and it keeps me young, vital, engaged and energized. That said, taking care of yourself mentally emotionally and spiritually is also critical. I get adequate sleep, exercise, and nutrition. I spend time in nature and in contemplation or prayer.

I have deep relationships. AND I have a coach. That may sound odd because I AM a coach, but I believe those of us who are most successful, have gotten where we’re at with help in identifying blocks, challenges, and opportunities. That is what a coach does!

 

The secret to success, managing cash flow, and generating regular income

For me personally, I have always benefitted from finding and utilizing a good business coach and what is often called a ‘mastermind community.’ A mastermind is a group of like-minded people who meet regularly to share strategies and tackle challenges and problems together. They lean on each other, give advice, share connections and do business with each other when appropriate.

It’s very much peer-to-peer mentoring, and it works! In terms of managing cash flow: one piece of advice is to not take your foot off the ‘new business development’ gas pedal when you get busy with other things. What you do today will determine your level of success tomorrow.

 

The learning curve

The biggest learning curve I had was going from owning a company that sold its services in a business to business arena (the communications agency) to one that provided services via a business to consumer model (my coaching practice).

These two ways of conducting business are drastically different. Again, by seeking guidance from peers and by hiring a coach I was able to manage the amount of growing pain.

The best times in my business have usually been the “firsts.” The first client, the first employee, the first million-dollar year. The worst have usually been the result of going against my own intuition. Hiring someone I had a gut feeling about because they looked good on paper. Taking a poorly calculated risk because I was listening to my ego instead of looking at the facts or my intuition.

One of the best business books I have read is, Turning Pro by Steven Pressfield. It applies to everyone, but entrepreneurs especially.

 

What advice would you give to someone who has never started a business or been self-employed?

Start by taking the time to meet with other entrepreneurs and ask them a few questions about things that may have you concerned or sparked your curiosity.

Cassandra’s book, Mid-Life Career Rescue: Employ Yourself, is a great start because it gives you a general ‘peek under the tent’ at being a business owner, but I would also speak to others in real time.

I often urge my clients to schedule what I refer to as an ‘informational interview’ when they are considering going down new paths or are feeling stuck in some area of their lives.

 

What are the steps to self-employment? Is there a “right” order?

I have taken the leap to self-employment twice, and each time was different from the other. I think there are too many factors to make a generalized bit of advice valuable here. One caveat I would say to the analytical readers is “don’t overthink it.”

With my current business, I began by sending a letter to everyone I knew from my former business, telling them what I was transitioning to, and straight-out asking them if they might be interested in my services, or if they would be willing to make a referral. I had enough takers to be encouraged to keep going!

 

Making the leap sooner

I would have left my first company to start my second company sooner. I was afraid of letting people down: my former partner, my employees, my clients. By the time I left, my passion was on life support.

If I could offer one piece of advice related to starting your own business and employing yourself it would be to know that being an entrepreneur can be lonely sometimes. Your friends, the ones who are employed by others, will think you have it made now.

They will believe that you have all the time in the world to do what you want and that you’re rolling in the money. They’ll think you can go on lavish vacations and that you don’t have to answer to anyone. Take heart: The other business owners you meet will know the real story.

 

The secret to self-employed success

Passion. Without it you may be mildly successful, but you’ll never be wildly successful!”

Find out more about Sheree’s passion-driven business here—www.fork-road.com. Listen to our interviews here http://www.cassandragaisford.com/media and http://www.cassandragaisford.com/podcast/

 

 

I loved, loved, loved what Sheree shared and devoured every word—best of all there were no calories…so that was marvelous. What resonated with you?

Identify and record any lessons can you learn from Sheree’s experience of discovering her calling and setting up her business which you could apply to starting your own business. Summarize some possible action steps.

This is an edited extract from Midlife Career Rescue: (Employ Yourself): How to confidently leave a job you hate, and start living a life you love, before it’s too late” by Cassandra Gaisford. To purchase your copy and learn how to follow your passion to prosperity, click here to go to your online bookshop—getBook.at/EmployYourself2018

 

 

Did you enjoy this post?

 

You might like:

 Mid-Life Career Rescue: Job Search Strategies That Work

Why Pursuing Your Passion Not Your Pension is The Ultimate Mid-Life Career Change Strategy

 My story: how my dark nights of the soul awakened my passion and purpose

How You Can Think Like Leonardo da Vinci and Unlock Your Creative Potential

How to Develop More Grit and Perseverance – Consult the Oracle

The Fastest Way to Go From Stress to Joy Without Being Overwhelmed

 

Here are three more things you might like:


Interesting interviews: Listen to my best interviews on topics like overcoming obstacles, finding joy in adversity, following your passion to prosperity.


Online Course: Find Your Passion and Purpose with my best-selling self-paced course made for busy people.


Keynote speaking: Hire me to speak to your organization or team about Resilience, wellbeing, innovation, and motivation.


You can get more of my thoughts on Facebook, Twitter, and Instagram.


For personalized help schedule a session with Cassandra here >>

 

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I had come across Worklife Solutions (Cassandra) as a training provider back in 2014 but just wasn’t sure at that time.  Decided on another education provider which has provided me with a foundation in coaching but last year realised that I wanted more discussions regarding putting sessions together, evaluating and discussing this with a mentor and someone whom had been walking the talk for a long time.   This was not provided by the previous education provider. The above factors influenced me to contact Cassandra again.  I was looking for a different type of training, wanting someone who has such a solid background in coaching and whom could offer more input regarding sessions planning and feedback, starting a business etc. I’ve now realised my dream!”

Mid-Life Career Rescue: Job Search Strategies That Work

Tuesday, June 12th, 2018

 

Prompted by many of my clients who struggle with ageism and also mindset issues re their employability and who are struggling to find a job, I’ve written a new book in my best-selling  Mid-Life Career Rescue series: “Mid-Life Career Rescue: Job Search Strategies That Work”

In fact, just today I was coaching a client who confided, “I’ve been frightened and keep telling myself not to bother looking because employers want someone younger.”

True-Not-True! Yes, ageism exists, but enlightened employers know the value a mature worker brings to the job. Do you? Do you know how to find the jobs that are never advertised? Do you know how to help hiring managers say “yes! You’re hired!”

Successfully finding a job takes skill and confidence, but once you know the rules, you’ll feel more confident, more successful and a whole lot happier.

To increase your chances of getting the job you really want, this book will help you:

•Beat “age bias”

•Increase your awareness of the importance of self-marketing

•Highlight the appropriate attitudes, styles, and behaviors that you need to market your skills successfully

•Prepare you to use a variety of job search strategies, including Using recruitment agencies effectively; Responding to direct advertising, including newspaper and Internet mediums; Outline the steps to successful networking; Provide strategies that will help maintain a positive outlook

•Accelerate your job hunting success

Some people find job hunting very challenging. Perhaps years of conditioning that you should be seen and not heard, acute shyness or lack of practice and experience in the art of self-promotion may be affecting you.

 

In Mid-Life Career Rescue Job Search Strategies That Work you will also discover how to:

•Harness the law of attraction by focusing on areas of passion and purpose

•Tap into the hidden job market

•Let people know what you have to offer confidently

•Overcome stress and doubt

•Boost confidence, courage, and self-esteem

•Help you find and get the job or career you want

Whether you love the idea of the 4-hour workweek, want to find a job that reflects who you are and what’s important to you, or thinking about starting a business, career change after 50 and finding a new job can be yours.

As Richard N Bolles, author of ‘What Colour Is Your Parachute‘, once said to me, “sometimes all it takes is one book, one sentence to transform your life.”

Quit feeling trapped. Reclaim your power! Find a job you love and finally live the life you want. Scroll up and click “Buy Now” before it’s too late.

Available for immediate download for less than the price of a cup of coffee here>>getbook.at/JobSearchStrategies

 

I’m thrilled with this early review from an industry expert

Mid-Life Career Rescue: Job Search Strategies that Work

I was curious about the content of this book, Mid-Life Career Rescue: Job Search Strategies that Work, as I have worked as a careers professional for almost 20 years and with a few variations on job search strategies over the years, my practice and coaching in this area of career coaching has remained largely the same. I wondered if the ideas, the suggestions, exercises and the theories that support these that I learned all those years ago still held true. Did my ideas that I encourage my clients to undertake, still work, were they still in vogue even? Did my ideas need a complete overhaul? I looked to this book in the hope that it would help me face today’s practises and update my own knowledge. So, with my curiosity in full openness, I began to read.

First I was struck by the relevance of my knowledge to what Cassandra was suggesting in 2018. What I have been coaching my clients to do while exploring their own job search journey were still very useful.Second I was encouraged and even felt embraced by the strategies suggested in Cassandra’s book for my own professional re-development process that I am undertaking. Everything I am quietly doing to re-define my working and private life is here in black and white and gloriously celebrated as the way forward.

Never before have I felt so on-track with a major life change as I do right now. I tick off my own strategies as they appear on the pages of Mid-Life Career Rescue: Job Search Strategies that Work. From Dream and Explore to Developing visual plans in a Passion Journal to the exercises relating to Generating Idea’s – I am totally on track.

However, there is room for more ideas and Cloning was one I hadn’t thought off.I hadn’t ever offered that idea to my clients. So over the past few days with a careers client booked in, I decided to test this out. My client’s response, to begin with, was very hesitant, but with gentle encouragement to tap into her more creative and playful self, we had a great time coming up with, at first outrageous, clones for her. Then as the energy settled, she developed ideas for her 5 clones which gave her major leads on strands she could develop and even whole new ways of working. My client now has very solid career options to explore in future career coaching sessions because of this Cloning exercise.

As for me, I am balancing my excessive excited energy in re-creating my work-life balance by regular daily meditation, sitting in stillness, and daily yoga. Cassandra has beautiful ideas, encouraging real-life stories, and powerful and yet very accessible exercises to offer anyone who is either embarking on a job search journey or for anyone already on the journey but looking for further strategies to add new energy to their journey. Mid-Life Career Rescue: Job Search Strategies that Work is a book for job seekers and career professionals alike.

~ Catherine Sloan, Counselor

 

EXCERPT

Networking: Discovering the Hidden Job Market

About 80% of all the positions available at any time are NEVER going to be advertised by Recruitment Consultants or directly by companies looking to employ someone.

By far the most successful job search technique is the process of networking—using personal contacts to uncover the “hidden” job market.

Largely this technique is so successful because organizations also use their networks to find employees when vacancies occur. Advertising is often a last resort, partly because of the time taken to screen applicants, but also because of the additional financial costs.

 

What is Networking?

When you need a builder what do you do?  You ask a friend or an acquaintance if they know of anyone who’s good.   That’s networking!  We do it all the time; we just don’t “label” it. Trust or lack of it is a key reason we don’t rely on advertisements or the Yellow Pages.  There are a lot of phoneys and crooks out there.

Networking is the process of accessing personal contacts via word of mouth to achieve a particular purpose. For the job seeker, this purpose is to tap into the hidden job market. For the employer the purpose of networking is to find out if anybody knows of anyone that’s a) good and b) available.

In its simplest form networking is often called “keeping an ear to the ground”. Networking in the real world is nothing more than overcoming the fears of making contact with others.  It’s simply talk.

But it only happens through an orchestrated effort. You have to seek people out, get them to agree to meet with you, discuss your career aspirations and ask for more contacts. This is hard enough for some people to do face to face.

For so many that are new to Internet job seeking, it is nigh on impossible to do online.  Or so it would seem.

But a growing category of connecting tools are emerging online that will make job seeking-through-networking (or, Internetworking) not only easier—but essential in the years ahead.

REMEMBER, WORD OF MOUTH ADVERTISING IS ONE OF THE MOST EFFECTIVE  MARKETING TOOLS!

 

If Networking Is So Effective why Don’t the Majority of Job-Seekers do it?

FEAR!  One of the most common reasons people don’t network is because of fear of rejection or fear that others will think they are begging for a job.  Lack of confidence and assertiveness are often other factors. Laziness can also sneak in– job hunting is hard work!

It is for these and other reasons that most job hunters prefer to use the more passive job search strategies such as:

• Looking in the newspaper, or on the Internet

• Registering their CV’s online

• Approaching recruitment agencies

These strategies are passive because the job seeker is not taking control and out there actively hunting for a job.  Instead, they are passively waiting for a job to come to them.

The Rule of Thumb is: DON’T PUT ALL YOUR EGGS IN ONE BASKET!  Employing a variety of job search strategies is the key to success.  If you rely on only the passive strategies you are missing out on 80% of the roles which either exist or which could be created for you.

 

Networking for Non-Networkers: A Guide to Feeling The Fear and Doing It Anyway!

Completing the following exercises will help equip you with the know-how to network effectively.

Remember this is the “active job-search strategy”—it does take energy and perseverance but the rewards are huge… finding the work you love, loving the work you found!

 

Call to Action! Prepare to Network Effectively

Some people have a negative mindset when it comes to networking. They think if they contact people they know that these people might think they are begging or hassling them.

Use your own words to describe the term “networking.” Think about the benefits to the other person. Things like saving them the hassle of advertising for candidates if you happen to be a good fit for who they are looking for.

List some of the skills and personal attributes that are required to network effectively, eg research, persuasion, optimism, perseverance, confidence.

What skills and attributes do you already possess?

What skills and attributes will you need to develop?

Prioritize in order of importance. List some ways that you can develop and nurture the areas that are more challenging for you, eg  affirmations, mentors, supportive friends, visualization, and self-help books.

 

The Aim of the Networking Meeting

Just like a fishing net, the aim of networking is to “catch” as much as possible. However, rather than fish, what the active job hunter seeks to gather is as many actual, or possible, job leads as possible.

The aim of the networking meeting is also predominantly about exploring information and gathering market research.  This shift in focus from “give me a job” to “I’m interested in finding out about…” should help to minimize the fear of rejection and to take some of the pressure off all parties.

Remember: just as you don’t like to be rejected, employers don’t like rejecting you!  The key things you are interested in “finding out” are:

• Whether your abilities, skills, and background match the employment needs in that business, industry or organization.

• If so, whether any employment opportunities either currently exist, or are likely to in the future

• If not, whether the person you have initially contacted knows of people within their own network that may benefit from your skill-set and experience. Just like the Internet or World Wide Web – the objective of the active job hunter is covering as much distance as possible in the most effective way. Leveraging off the networks of other people is one of the most effective and efficient ways to do this.

You may strike the jackpot and get a job, but if you don’t, remember:

• Timing is everything

• Your aim is to generate at least two additional leads from each visit, email, or phone call you make.

Identifying Your Network

This diagram below can be very useful in identifying the groups of people that you know.  It is by no means exhaustive!

(And you thought you didn’t have anyone to network with!)

 

Call to Action: Getting Ready to Chat!

From the networking diagram, including any other potential contacts you have added, identify and prioritize five people you could approach and arrange an appointment to see:

 

HOT TIP!

You may wish to set networking goals for yourself to help keep you motivated—for example, 10 networking phone calls per week, resulting in 5 networking visits per week. Don’t forget to include a reward for yourself when you successfully reach your goal.

 

Preparing for Success

Before you make your network approach you should:

Research the company and its senior people.  Some of the things you need to be aware of and may need to be able to talk about include:

• Industry issues

• Organization structure

• Company products and services

• Industry and company profitability

• Competitors

Remember:  people like talking about their jobs and if your interest is based on soundly researched information you are providing yourself with an instant hook to gain their interest.

 

Cold Calls Versus Warm Calls

When deciding on your list of contacts to call remember to distinguish between “cold” contacts and those which are “warm” or “hot”.

Cold contacts are those you have never met, nor know of no one who can introduce you. After moving cities recently I approached the local health board to inquire about their services and to see if they may need mine as a holistic psychologist. I didn’t know them and they didn’t know me. Despite my spontaneous meeting and arriving unannounced the timing was perfect. They told me they were very short-staffed and my skills and experience appeared to be just what they needed. It’s the old adage—if you don’t ask, you won’t get.

Warm contacts are those who someone you know personally knows the person you wish to contact. In this case, your friend, for example, may be able to refer you or at least allow you to mention their name. This gets the relationship off to a warmer start than if you tried to establish contact with no prior “history’ or connection

Hot Contacts are those who you know personally. For example, I know the owner of our local bookstore. Recently he advertised for casual staff. Had I been interested in the role (I love books!) I would stand a ‘hotter’ chance of nabbing that job than someone ‘cold’ who walked off the street.

Remember – even the best salespeople hate cold calling, mainly because the likelihood of “rejection” is increased ten-fold.  Where ever possible leverage off existing relationships!

 

Making a Telephone Approach

Prepare! Prepare! Prepare!  Every aspect of the job hunt process is about preparation – from writing your resume or CV, to preparing answers to questions that may be asked in an interview. Networking is no different especially when it comes time to pick up the phone and make that call.

You should have an outline script and responses to the most common objections prepared in advance.  Remember that most people respond to appeals for help, so your call should use the phrase “help me” as often as possible.

You may wish to use the script which follows as a guide.  It includes ways to respond to common objections.

It is important to remember that it is not so much what you say but how you say it that carries the most weight.  Smile as you speak and, if possible, to stand—these both help you to sound more confident.

 

Example Script:

CONTACT: “Mary McCrae speaking”

YOU: “Hello Mary, my name is John Farr.  I believe that you are the best person to help me.  Jake Evans from XYZ suggested that I give you a call.  I am looking at the career prospects in the Communications/PR industry and Jake suggested that you are the best person to help me.”

I wondered if I could talk to you about your industry before I make a move and would appreciate 15 minutes of your time.”

What follows are sample responses to possible objections:

CONTACT: “I’m not sure I’m the right person.”

YOU: “Jake spoke very highly of you and thought you would be the best person for me to talk to.  I’d be really grateful for your advice – if you could spare 15 minutes.”

CONTACT:“We’re not looking for anybody right now.”

YOU: “I understand.  Of course, I would like to get work inside the Industry, but not right now.  At present, I’m looking at opportunities in various areas and I need someone who could help me to find out more about your industry.  Could we get together this week or next week?”

CONTACT: “I’m very busy right now.”

YOU: “I appreciate that you’re busy but I’d be really grateful for 15 minutes of your time. Perhaps I could buy you a coffee as a sign of my appreciation for giving up some of your time to help me.”

CONTACT:“OK, next week then.”

YOU: “Thank you.  I really do appreciate it.  Which day would suit you best and would you prefer morning or afternoon?”

(Always go for non-core hours with late afternoon the best.  Always offer to leave at the end of 15 minutes – most likely your offer will be refused in which case the obligation to close the meeting passes from you to the contact.)

The above example may seem repetitive and it is.  It is important that you are persistent and don’t lose sight of your goal – to meet with the person face-to-face.

You are unlikely to encounter all the objections listed, although you may get others.

 

Call to Action! Overcoming Possible Objections

Either list three of your most “feared” responses or those objections that you think or feel you are most likely to encounter.

The techniques for overcoming objections used in the example above were: Acknowledge the objection

• Restate your objective

• Use the “15 minute of your time” technique

• Offer alternative time/dates and always leave it up to the contact to decide which option suits them best

Refer back to the objections you highlighted and prepare some responses using the technique above.  Record your answers. (If you couldn’t think of any “objections” ask your friends etc for their input).

 

Questions to Ask When Networking and/or Breaking into a New Industry

Listed below are some typical and effective questions people use when networking or “interviewing for information”. You may wish to adapt the ones below or to completely make up your own ones.  It is helpful to practise asking these questions out loud until you feel comfortable asking them.

How did you get into XXX, eg Public Relations/ HR, etc?

(People love to talk about themselves, and it’s flattering to think someone is interested in what we do and how we got to where we are.  This a great way to help build rapport and begin a relationship)

What advice would you give to someone wanting to get into the industry?

What do you see as the top 5 skills necessary to be effective now and in the future?

(This is a good question to check whether the skills you have now are valuable/marketable and to affirm areas you may need to develop in order to be successful)

What makes a successful (Public Relations/ HR, etc.) person?

What skills, attributes etc. do you look for in people you hire?

Why don’t some people make it in this industry?

(This is a good way of finding out potential pitfalls and how you may highlight your strengths in areas where others may be weak)

What are the values of this organization?

What makes this a great place to work? What attracted you here?

What keeps you here?

(All the above questions are designed to find out the pros and cons of working within the specific organization you have targeted.  Answers will confirm  areas of “fit”).

What issues is your organization likely to face over the next couple of years?

(A good question to identify future skills needs and also to convey interest and enthusiasm in the organization’s future.  Helps to convey less of “What can you do for me?” and more of “What can I do for you?”)

 

Closing Questions

Remember, the initial purposes of your meeting were to:

• Find out information

• See if there are any employment opportunities currently or in the near future

• Generate at least two additional leads

If you have established good rapport and built a good relationship with the person you have just been “interviewing” they will be only too happy to refer you to other contacts they may have.  Remember this is how networking works and why it is so effective. You‘d do the same, wouldn’t you?

Most people hesitate when it comes to asking the sorts of questions below.  Fear of “rejection” is a common reason why.  Remember if you don’t ask, you don’t get.  Besides most employers would be surprised, if not astounded, that you didn’t ask—nine times out of 10 they will be expecting it.

If you are still reluctant, you may like to think of a reward that you can give yourself when you “feel the fear” and do it anyway.  Purchasing a new music album or item of clothing is a good reward.  Each time you hear or wear it will remind yourself of the new, “courageous” you.

 

Some Closing Questions

Do you have any openings now? If the answer is NO: Is this likely to change in the future?

Do you know of anyone else in the industry/this organization that it may be useful for me to talk to? OR

Do you know of anyone else in the industry/ organization who may be looking for someone with my experience?

 

Ending on a Positive Note

You‘ve heard that first impressions count—well so do last impressions!  Be sure to leave on a positive, enthusiastic and grateful note.

You may like to conclude by using the example below or adapting your own:

“I really appreciate all the time you have given up to meet with me. I really like what I have heard.  This sounds like a fantastic place to work/ like a fantastic role/career path.  You must feel very lucky.  Thanks again—I’ve gained a lot.”

Key points to remember are:

• Thank the person you have met

Their time is valuable to them and there were probably half a dozen things they should have, or could have, been doing.  People like to be appreciated.

• Convey that you have really benefited from your meeting with them

People like to feel that what they do makes a difference.  Tell them what you have learned or gained as a result of their input. Your feedback to them is invaluable.

• Show your enthusiasm

The worse you can do is to leave the meeting looking unmotivated.  Even if the meeting hasn’t yielded the results you hoped for, remember the person you have just met may be your best advocate – advertising you by word of mouth to his/her own personal networks.

Follow Up

Out of sight does not necessarily have to be out of mind.  Even well-intentioned people forget – your job is to remind people that you exist.

Follow up one week after your initial meeting or phone conversation.  Include a copy of your Resume or CV, if you had not already left this behind, and a thank you note.

The thank you note should include the following details:

• Confirm the date and time of the meeting

• Highlight key knowledge and insights you gained

• Bullet point how your skills and experiences fit the organizations current and future needs

• A “thank you” statement for the initial meeting and your interest in any opportunities that arise

When to Leave Your CV or Resume

Always have your CV with you in case an employer should ask to have a copy.  It is also a useful “talking” document—while you are in your meeting you can point to your skills and experiences and talk about them in more specific detail than you may otherwise be able to.

The benefit of NOT leaving a CV at the first meeting is that you can further tailor it as a result of the new knowledge you gained. It also takes away the pressure you might feel about seeming like you are “begging for a job”.  We know you are not a beggar. You are an enquirer and an investigator—enquiring as to whether there are any employment opportunities and investigating what other opportunities might exist.

 

REMEMBER: 

Everything that occurs in life is always a matter of timing.  Be patient and have faith that when the timing and the situation is right the opportunity will appear.

Perseverance and maintaining a positive expectation is what separates successful people from unsuccessful people.

 

 

 

This is a review and edited extract from Mid-Life Career Rescue: Job Search Strategies that Work: How to Confidently Leave a Job You Hate and Start Living a Life You Love, Before It’s Too Late by Cassandra Gaisford. Available in paperback or for immediate download for less than the price of a cup of coffee here>>getbook.at/JobSearchStrategies

Mid-Life Career Rescue: Job Search Strategies That Work

Saturday, May 5th, 2018

My little secret…

Mollie MathewsWhen you’re a mature worker and you find yourself in a position where you have to look for work, age bias can be a factor, but it doesn’t have to be a barrier. Although some employers might look for young, less mature hires, older workers have lots to offer, as many smart organizations realize. Successfully finding a job takes skill and confidence, but once you know the rules, you’ll feel more confident, more successful and a whole lot happier.

Some people find job hunting very challenging. Perhaps years of conditioning that you should be seen and not heard, acute shyness or lack of practice and experience in the art of self-promotion may be affecting you.

In my new book, Mid-Life Career Rescue: Job Search Strategies That Work—book.at/JobSearchStrategies— I’ll share the secrets that recruitment agencies will never tell you. I should know—I was once a recruitment consultant myself.

You will also discover how to:
•Harness the law of attraction by focusing on areas of passion and purpose
•Tap into the hidden job market
•Let people know what you have to offer confidently
•Overcome stress and doubt
•Boost confidence, courage, and self-esteem
•Help you find and get the job or career you want

Whether you love the idea of the 4-hour workweek, want to find a job that reflects who you are and what’s important to you, or thinking about starting a business, career change after 50 and finding a new job can be yours. 

As Richard N Bolles, author of ‘What Colour Is Your Parachute’, once said to me, “sometimes all it takes is one book, one sentence to transform your life.”

Quit feeling trapped. Reclaim your power! Find a job you love and finally live the life you want.

Preview or purchase Mid-Life Career Rescue Job Search Strategies That Work today. Available for immediate download from Amazon here—getbook.at/JobSearchStrategies

The strategies in this book will also help job-hunters in their 20s, 30s or 40s successfully change careers. The tips I share are the exact ones I used to move from despair to joy.

When I first decided on a career as a recruitment consultant I thought it would be a great opportunity to help people find jobs they enjoyed and to use my coaching skills.

I didn’t realize that the major part of the job was sales and business development. The seeds of dissatisfaction festered as I realized that I was not using the skills that I enjoyed.

In addition, the things that were really important to me, such as the value I placed on helping people, were compromised. It was a sales culture where the commission earned by putting people into jobs or a workplace, that I knew wasn’t a good fit, was more important than helping people find the right job.

For a long time, I tried to ignore my unhappiness. Finding another job seemed like too much work and secretly I couldn’t help but wonder if maybe I expected too much from my job. Shouldn’t I be grateful to have an income? My self-esteem plummeted and I felt too frightened to look for another job—what if nobody else wanted me?

Before long my growing ‘dis-ease’ with my job bubbled out into painful blisters. I was quickly diagnosed with shingles.

Until I’d experienced what it was like not to do what I enjoyed I didn’t realize how important these things were to me. I started to look for ways to do more of what I wanted and less of what I didn’t. When the opportunity came to move into the career management team I leaped at the chance. I enjoyed it but I still didn’t get to do what I really wanted—hands-on coaching.

Several years later, with my eye to the future, I left the company altogether and aligned myself with a role much more in tune with my soul and my longer-term goals. As I share in Mid-Life Career Rescue: Job Search Strategies That Work The way I found that job was by clarifying what really made me happy and what I wanted in a job, and then, armed with this knowledge (but still a lot of fear and low self-belief )by feeing the fear and tapping into the hidden job market anyway!

Then later still I left the security of that salaried job and embraced the freedom of self-employment and owning my own business. I was a single mum—the sole breadwinner—with a mortgage. There was no safety net other than the preparation I’d done and the belief and knowledge that I had salable skills which were in demand. I’ve never looked back.

Saying Hello And Goodbye

Some of the things I said hello to when I made a move were increased freedom, autonomy and earnings.  I said goodbye to being controlled, and having a cap on my salary.

While there were trade-offs, such as no longer having paid annual leave and statutory holidays, the benefits, including the ability to work from home and the flexibility to care for my daughter—especially during her school holidays—more than compensated for any losses.

Action Task! 

Say hello to your preferred future and goodbye to the past by creating your own hello-goodbye list in your passion journal. Remember to include the benefits you’ll gain by releasing what no longer serves you. Add to this list as you gain more insights from the exercises you’ll discover in Mid-Life Career Rescue: Job Search Strategies That Work.

 

“Change is the end result of all true learning. Change involves three things: First, a dissatisfaction with self—a felt void or need; second, a decision to change—to fill the void or need; and third, a conscious dedication to the process of growth and change—the willful act of making the change; Doing Something.” ~ Dr Phil

 

Quit feeling trapped. Reclaim your power! Find a job you love and finally live the life you want.

Preview or purchase Mid-Life Career Rescue Job Search Strategies That Work today. Available for immediate download from Amazon here—getbook.at/JobSearchStrategies

The strategies in this book will also help job-hunters in their 20s, 30s or 40s successfully change careers.

 

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