Networking Followup

You've networked with so many people, some of whom said they'd keep you in mind and you think they really could be helpful. You want to get back in touch with them because you still are looking for work. How can you do it without sounding desperate for a job?

There are simple ways to use language and structure to continue building the relationship with your contact. Relationships will be rewarding no matter what happens, and ultimately they will yield meaningful work. Historically 65-70% of all jobs are gotten through personal connections.

Based on my knowledge of direct mail and direct response, I dissect and improve a networking followup letter from one of the people I help. She did a great job, and I give the reasons for that. You'll see her text, my additions in bold, and comments in italics.


Dear Glenn,

[Give a reason for the communication. It certainly makes it more comfortable for you to pave the way for the rest of the note, and the person then has some context instead of getting something out of the blue. Whatever your purpose in sending the note, it is more sophisticated and sensitive to open with a pleasantry instead of jumping right into your purpose. The recipient gets a little space to remember you and mentally prepare themselves to hear what you have to say.]

As we move into summer, I thought I would update you on Company's outsourcing plans and my job search status.

[Now you can move into your update and request. This author relates a little about her state of mind, which revelation contributes to developing the relationship. She is upbeat and looking forward. And then she reminds the reader of how they originally met and makes her request.]

Here’s what I know: [Add this to tell reader that you are beginning to talk about one topic. This phrasing also reminds the person that YOU are the person who is giving the reader the inside information. A casual tone helps continue the development of your relationship with this person.] XYZ Company continues to move forward with their outsourcing reorganization, although the project has been delayed several times. They have not replaced Sanjiv Soandso and it is still unclear what they plan to do with the strategic planning function. A peer of Sarah Doe's has been appointed to set up a "clearing house" for head count/space requests, and she has been working with the Company Consulting group to set up the function. Where and how long term strategy is developed has not been announced. I will let you know when I hear more. [This last sentence tells the reader that the writer will continue to look out for him/her, will seek ways to do them a favor, and will be in touch again in the future.]

About my job search: [This additional phrase announces that you are starting a new topic. It's a friendly way to direct the reader and allow them to decide which paragraph to read first.] As we moved into Q2, I was encouraged to see the job market open up slightly. I have recently had several job interviews and continue to work on some possibilities. I am still very interested in a position at Company2 and hope you will keep me in mind if one comes up. [This reiterates that you want their help, in a low key yet pretty direct way.]

I hope that you are well and are enjoying the beautiful weather we are having. [Closing on a personal note reinforces the relationship between you and the person with whom you network. You are interested in them as a person, not simply for what they can do for you. Most people tire of being asked for something without developing a more personal connection with the asker.]

Best regards

Jane Doe


In addition to the specific messages here, two more takeaways from this exercise are:

1) any time you network with someone, make an effort to learn about the other person and see if there is anything you can do for them. Being able to do something for the other person - even if it's very small (the name of a website on a topic you discussed, an article or book related to their work) - creates a sense of mutuality. You are not just "getting," you are also "giving."

2) guide people through a communication, giving them direction that makes it easier for them to navigate your letter. It unconsciously helps them see you as a clear, effective communicator.

Having a hard time in job search? Vent!

I am a big proponent of venting during your job search process. Venting is when you talk with someone trusted about all the obstacles, problems, fears, anxieties, anger, and frustration you feel and encounter every day and week. Venting is vital when you are under pressure - and a job search is definitely pressure-filled. Pressures are varied:

* Maybe you are worried about being able to pay your bills, keep your home, care for your children, replace worn shoes.

* Or maybe you're tired of the cycle of networking - seeing so many people yet no one has a job for you.

* And maybe you simply are out of hope for the moment.

I believe venting is very different than complaining. To me, complaining is blaming someone or something else for my situation. Venting is simply acknowledging that a job search is difficult work, stuff happens, I don't always like it, and I need to get it out of my head and body in order to move on.

Think about a pressure cooker: when a pressure cooker vents, it doesn't explode. Similarly, people in stressful situations need to vent in order to stay healthy.

There are many ways to vent the unpleasantness: talking, crying, whacking your pillows with a plastic bat, or writing. Seek out and use whatever mechanism is most jelpful and least harmful to you.

I observe that it is most helpful to people to vent to a sympathetic person who listens and doesn't try to fix it. When I listen, I do a lot of validation: "that does sound awful!" and "I am so sorry you are going through this." My approach stems from having gone through many down and depressed times in job searches; it never helped to have someone try to "fix me." What helped most was someone being kind when I was crying from frustration or hurt. Recent studies actually do show that crying with a sympathetic person is the most healing of all tears.

Usually the person talks him or herself out of the down state of mind; I rarely need to encourage them to focus on the positive. I can always tell that someone has vented sufficiently when they start looking at the bright side of things and begin to notice positive things.

@valueintowords, a job search coach on Twitter put it this way: "'venting' helps you to emerge from a cloud of negativity and regain optimism; this is important for job-search success."

She's right, as potential employers expect applicants and interviewees to be positive, forward-thinking, enthusiastic, and energetic. I've always thought it the supreme irony that we are expected to present our best self when we feel worst about our abilities. I think: "I'm unhappy where I work or I got fired or laid off - and you expect me to be up, up, up?" Well, yes, yes they do.

Venting is the best way I know to move through and past fear and depression into hopefulness and excitement about the future. So find someone who can listen to you sympathetically and objectively.

CAVEAT: Significant others rarely can play this role simply because they are so worried about you and have a vested interest in you being fully functional. Instead of putting further pressure on your SO, find a job or career coach who has worked with lots of people. S/he often is the best person to understand and help you process your venting.

Difficult Interview Questions

Everyone has a "difficult interview question" they need to answer. One of my Twitter pals (my "tweep" Cynthia Y.) suggested this:

I always say - don't be afraid to breathe in an interview. Take a moment to reflect difficult questions before you interview!

I love that and call it the "pause that refreshes," to swipe an old ad tagline.

Here's how I answered this question from someone today:

"I've sent some resumes out and it just occurred to me... what do I tell an interviewer when they ask me why I left my last job? I don't want to trash the org, but not sure if telling them I was fired is good either."

My Response

I also was fired and for a while found it difficult to talk about why. So I really have gone through this and come to a great place of peace with what to say. Here's what I say about why I left my longest job:

I was there a long time and accomplished so much. The time had come for me to go. The organization decided that it wanted to go in a different direction, as well, so it worked out for all of us.

You also can say "there was a change in leadership, a new COO came in, and I felt it was a good time to leave."

We want to state things as neutrally as possible. No potential employer wants to hear you say bad things about a past one, and you don't really want to get into what happened.

Another option for you: say you were hoping to set up in your own business, realized you don't really enjoy working on your own, like to work on a team, that's why you're applying for this job. This seems like the kind of place you could make a real contribution.

That way, you are refocusing the conversation on the job at hand, leading them away from the difficult question.

Also, remember the (fake) 12 step program "Extra Sentences Anonymous" for people who say too much. You may feel uncomfortable about what you intend to say to the employer, so just practice, practice, practice keeping it short and sweet without an edge or nerves or a sense that there might be more to say. Find someone you can rehearse with, so the answer just flows from you during any interview. The more comfortable you are with what you say, the more comfortable they will be with the answer and the less likely they are to suspect that there's more to it.

So tell the truth, in a way that you feel confident and good, that puts everyone in a good light, and that is complete yet short enough to make them feel you've disclosed and come to terms with what happened - and then move back to the job in question.

25 Things a Professional Woman Should Never Wear

In the article reached by clicking on this post's title, WomenCo lists clothing and accessories that do not belong in the office or at the workplace.

Certain exceptions are listed - all of which make the point that most people need to treat the workplace with respect. Kim Kardashian can get away with wearing tons of jewelry because she is an out-there public figure who craves attention, and gets it via her wardrobe, figure, and social activities. Most of us regular gals don't necessarily want to get the kind of attention she gets - well, at least not at work. That kind of attention can be termed "sexual harassment."

What goes for the workplace in general goes double for job interviews. It's best to aim for a stylish, comfortable and professional look when going on an interview. For women: real shoes, a skirt or pants suit, low-key colors, a couple of pieces of jewelry, some makeup, well-groomed hair. For men: a suit and tie, real shoes, well-groomed hair.

Our appearance is the first thing people judge us by. It also is completely under our control. Sure, I didn't order my face or body type or shoe size. However, I can work with what I have to look my best.

Perhaps you don't think it's fair that you have to dress up so much for a job interview. Maybe you believe the employer should just accept you as you are, and show that they really value diversity. The reality is that we ARE judged by our appearance. Rather than denying and fighting that fact, work with it.

A job training program called STRIVE addresses the appearance issue head-on. Founded in Harlem in the 1980's, STRIVE provides real-world preparation for people who are unemployed or unsuccessful job seekers. Its brand of tough love says "you may not like how it is, but you need to accept how it is."

I witnessed a young woman being confronted about her dreadlocks. She was angry that employers seemed to dismiss her as a candidate after seeing her in person, and she blamed them for not liking her dreadlocks. The STRIVE counselor said "then cut them off, if you want a job." Of course, the woman hated that advice. Eventually, though, she and the rest of the class heard the point the counselor was making: if you identify a potential obstacle to your getting a job, remove the obstacle.

Understand the consequences of your decisions. It's as simple as that. We're not saying you shouldn't have the hair you want. We're just saying that if you have the hair you want, you may not get the job you want. And we're not saying you can't wear short-shorts or sequins or velour track suits on your days off. They're just not appropriate for the workplace. Now since that time, there is more acceptance of some unconventional hairstyles. Yet if someone has dreadlocks or multi-colored hair, there are some jobs that just may not be open to them.

By dressing appropriately for a job interview, you maintain a level playing field with other applicants. Dressing inappropriately may cause you to be dismissed from contention immediately, or at best disadvantage you vis a vis the other candidates.

Once you get the job, you can see how people dress and adapt to the culture in the workplace. Just do all you can to make sure you get the job. Or understand and accept responsibility for your choices - choices that may cause an employer to take a pass on you.

Must Have List

This is a list of 5-6 aspects of a job or work that you MUST have. This is not “want to have.” This list is of the things that you must have in order for you to be satisfied and content in your work, the things that will make it possible for you to be excited to start the day when you wake up every morning.

You’ll want to have a “must have” in most or all of these categories:

1) Work you will do
2) Role you will play
3) Impact of your efforts
4) Physical environment
5) Colleagues, culture, emotional environment
6) Compensation


1) Work you will do

What do you like doing? What gives you great satisfaction? What industry or subject area do you love, care about? In what field does your expertise and talent lie? What do you want to occupy yourself doing for work? What are your skills, talents, preferences, likes and dislikes? What brings you joy? What can you lose yourself in so time flies? What are your hobbies?

2) Role you will play

What position will you have in the organization or company? Will you work for someone? For yourself? With others? Be a leader or a follower? Do you like working alone or in a team? Being visible or behind the scenes? Playing the same kind of role consistently, or do you like to move around? Do you prefer to have a single focus or are you happier with a variety of tasks? Do you want to be someone others depend on or free of responsibility for others?

3) Impact of your efforts

Does your work need to matter to anyone other than yourself? Do you want to make a difference? If so, what difference do you want to make? Does it matter what kind of company or organization you work for? If so, what kind of company? And what impact will it have? Is there anything that will make it worth doing drudge work?

4) Physical environment

What do you need to be at your best and do your best work? Do you need privacy, light, quiet, noise, open floor plan, a desk and comfortable chair, no desk and always being outside? There are many variations – only you can decide what kind of physical environment you thrive in. Also can be about location, commuting, hours.

5) Culture and colleagues

What kind of emotional environment do you want? What kind of people? Do your values need to mesh with the values of your workplace and colleagues? What kind of atmosphere helps you do your best? Fast-paced or laid-back? Lots of deadlines or little pressure? Competitive or supportive, or a little of both? Structured or flexible? Formal or casual? 9-5 or varied? Task or mission focused? Start-up or established organization/company? Close supervision or self-direction? How much time do you want to spend working?

6) Compensation

What’s the bottom line dollar pay or salary that you can live with? A figure that covers your basic needs and then some? You can have a figure you request that’s higher than your “I can live with it” figure. Are there other ways you can be compensated, such as time off, benefits, recognition, or travel? How much compensation do you need to reflect your value to your employer, or to quit a temporary or maintenance job to work full-time for yourself?


After answering these questions, try to boil down your responses to short phrases of one to five words. You know the intention behind each phrase, and can explain them to people when you tell them what you want.

As you go forward in looking at potential jobs, it is probable that one or two of these items will rise to the top of your list as the most important variables for you to have your best work experience. That will help you decide whether to accept a job or not – if it doesn’t meet those top “must haves,” it’s likely that you won’t last there very long.

Whose Advice Should You Take on Job Search?

I always tell people that it's important to listen to folks who are very involved in the employment arena and use their suggestions - and you have to be comfortable with what eventually is seen by the outside world.

No one person has all the answers. However, it's worth listening to someone who has a track record helping people get interviews that lead to jobs. And if you get the same suggestions from several people, it's a good idea to follow that advice.

I find that there is an ongoing process of developing your job search marketing materials - for that's what the resume, cover letter and digital tools really are. Just as in any marketing effort, you'll get real-world feedback that may cause you to reevaluate your marketing materials.

Again, I caution you to look for trends and the same feedback from a few different sources. If you are comfortable with what you have put together, stick with it. If someone has an idea or suggestion that makes a lot of sense to you, go for it.

Give more weight to advice and suggestions from people in the business of helping people find work. Friends and colleagues - and even HR people - don't necessarily know what they're talking about. And often friends and family are reacting to their own fear that you won't succeed. Your goal must be to make only thoughtful revisions based on careful consideration.

Bottom line: if you're getting interviews for the kind of jobs you want, it ain't broke so you don't have to fix it! If you're not getting interviews for jobs that meet your "must have list" - well, it's time for an overhaul.

Know Thyself and Find Work You Love

It IS possible to have both paycheck and satisfying work. In fact, it's optimal. Experts agree: You deliver the most value to an organization when you do what you love.

Doesn't it make sense for you to do work that is suited to your personality, values, preferences, and skills? That's what I call your “right fit work.”

The ideal goal of a job search is to find work where you are at least 60% satisfied and hopefully, 75-80%. While there probably always will be some portion you don’t love, it's possible to be mostly satisfied. Most people seem to want that. I know I do!

I had work that was immensely satisfying for more than a decade, where I liked getting up in the morning and was excited to go to work. My attitude was "oh, goody! I get to go to work!" And many of my staff felt the same way - they told me and their colleagues. They also told me when they weren't happy...and I worked with them to improve their satisfaction. Perhaps the best indicator that I and my team were doing a good job came from people who left and then regretted it. They thought they could find a better workplace, but they could not. I think they wanted to be 100% happy, not realizing that 80% job satisfaction is pretty darn great. I believe a little dissatisfaction is good for the soul, as it keeps us striving to improve our situation, our attitudes, our skills, our performance, our relationships.

How did I find such a job, where I was free to shape a culture, to create a place where I wanted to go to work, to do work that had a huge social impact, and that paid pretty well?

I focused. I developed my own "must have list" and then I looked for work that met my criteria. I got specific. I was honest with myself about what I wanted, and didn't talk myself into jobs that weren't a "right fit" for me.

From my experience and that of many others, I've learned that when you focus specifically on the work you want to do, that’s what you’ll get. Conversely, if you don’t focus, you can’t get what you want. It's like Yogi Berra says:

"You got to be careful if you don't know where you're going, because you might not get there."

If you are applying for jobs, targeted search is best way to find right job for you. With a goal and a focus, it’s possible to create a plan to get you from where you are now and where you want to go.

Some people wonder if they can afford to narrow their job search focus to what they really want. I think they can't afford NOT to focus their attention on the right job fit.

Think of building a house, or taking a trip. You need a picture of the house you want, and a destination in mind. Then you can put together the blueprint to construct that desired house or directions to reach your intended goal. Without the original intention, it's impossible to figure out how to get there from here. Otherwise, you are simply starting to build with no idea of what the end product should look like. And perhaps you'll end up with something structurally unsound or ugly. Or you start driving and hope you'll end up somewhere cool, and instead end up in the industrial part of town where there are no restaurants and it feels a little creepy when it starts to get dark.

It's the same thing with a job search. By envisioning exactly what you want to do, you establish a goal and an intention toward which you can work. With a destination, you can map out a plan for getting from where you are to where you want to be.

Finding your "right fit work" involves getting to know yourself better. When you know what you like to do, it's easier to find jobs that allow you to do what you like to do. Similarly, you can find a job in which you'll be happy once you're aware of the situations, culture, type of organizations, and roles toward which you naturally and repeatedly gravitate. We all have patterns in our lives; the key is asking yourself the right questions in order to identify those patterns. Once we know our patterns, we can stop fighting them and instead work with them.

We all have unique talents and abilities with which we were born, and skills we have developed throughout our lives - at home, in school, in the workplace. At base, it is our talents that determine whether we will be happy at work. If we're using our talents, we will be much happier. If we're not using our talents, it's a bit like swimming against the current and hoping to reach our destination - frustrating and likely to keep us stuck in the same place.

You’ll find that every skill you've learned will come in handy in your new work - everything you've done so far is the foundation for this next step in your life. Many skills are transferable to another field and will get you started. Keep an open mind about possibilities.

Such a job search can take more time than you have at the moment, because you may realize you need to get additional training or education, or that you need to make a higher salary for some period of time to save enough to be able to afford a career switch.

That doesn't mean you have to abandon pursuing your dreams. You simply operate on a "dual track" where you look for a job that meets a major percentage of your "must have list" for a satisfying job, and you begin activities that will eventually result in your doing your dream work.

Get familiar with who you REALLY are, instead of trying to impress an interviewer or outwit an assessment given by an employer. Be who you are from the start and you will land the right job. Pretend to be someone else and you'll be miserable in your new job - or you'll be found out and fired.

When you know what you want to do, it's easier to identify potential job opportunities. Most of the time, opportunities appear on-line and through networking meetings. Use your "Must Have List" to identify your top priorities and to form your “intention” about your desired work.

Then begin networking. It's not complicated when you know what you want to do, and have a short description of your ideal work and the talents and abilities you want to use at work. Networking is the chief mechanism people use to get their dream jobs. Use your “Must Have List” to evaluate opportunities and see if it's worth applying for the job.

When you know yourself and the conditions under which you do your best work, it's easier to be confident in an interview. Your "Must Have List" also provides you with the basis for some questions to the employer during an interview. You're interviewing the employer, to see if the job and company do in fact meet your criteria for "right fit work."

Knowing your bottom lines makes it possible to accept jobs that don't meet all your criteria, without resentment. And if you have to take a job that is less than 50% satisfying, you know why you're doing so (to pay the bills!), that it's a temporary measure, that somehow it fits into your long-term plan and goal, and that you can continue searching for your "right fit work."

Interview Outfits

With second interviews coming up, two people have asked me what they should wear. I respond by asking what they wore the first time, and if they were comfortable in it. Then I say "wear the same thing."

Yes, wear the exact same outfit to your second interview that you wore to your first.

Two main reasons to do so:

1) You don't have to worry about whether the outfit is OK. Clearly it was, or you wouldn't be called back for the second interview. Really, inappropriately dressed interviewees don't get asked back, especially not in this employer's market for hiring. Wearing a comfortable and acceptable outfit relieves you of additional stress during an interview that could result in a job offer.

2) You will be familiar to those interviewing you. If they liked you in the first outfit, do a repeat performance. Once you get the job, there will be plenty of time to see what the "dress code" is at the office, and to wear different outfits. During an interview, it's wise to give them what they like. No one will notice that you're wearing the same thing, honest. You just are not that important to them - yet.

Keep it simple, sweetheart.

A note on interview outfits: it is always best to wear a suit. Dress up to indicate your respect for the employer, the occasion of an interview, the position and the opportunity. Look as good as you can! This applies to ALL interviews. Employers like to know that you take the interview seriously and that you respect them. It's always better to dress up than dress down. Dress down AFTER you get the job, and are sure that dressing casually is appropriate.

Powerful Resume Words

In a crowded marketplace, you can stand out with an powerfully-worded resume. Use distinctive words to describe your accomplishments. Such words will tell a great story about your communication skills and writing ability, at the same time as they answer the question "what has this person actually achieved in his/her career?"

The article from Pongo Blog (click on post title to get there) highlights five great words for resumes that are no yet overused. They are:

Spearheaded (instead of led or played a key role)
Created (instead of helped make or facilitated)
Initiated (instead of began or started)
Accelerated (instead of sped up)
Consolidated (instead of brought together, merged, combined, or united)

I love these words. Other non-run-of-the-mill words I like to use instead of managed, oversaw, led, developed, supervised, coordinated, assisted, conducted, and facilitated include:

Enhanced
Analyzed
Extended
Exceeded
Generated
Conceived
Won
Strengthened
Secured
Restructured
Transformed
Streamlined
Delivered
Achieved
Leveraged
Empowered
Championed

Acceptable but not ideal words include:

Produced
Designed
Crafted
Organized

Use these when you have so many accomplishments that you don't want to repeat a word.

Directional words are always useful when accompanied by numbers modified by $ or %:

Increased
Improved
Grew
Added
Expanded
Doubled
Tripled
Reduced

I tend to like positive directional words instead of downward trending words - subliminally it conveys that you are a positive person, an addition to the team.

I even like adjectives and adverbs, such as "dramatically increased" and "substantially improved." Again, back this up with numbers, so they are not simply taking your word for it - because they WON'T! Resume reviewers have antennae for identifying a line of garbage, and most will toss resumes that contain generalizations without any backup figures or verifiable results.

Remember, the thesaurus function on Word is your friend, as is thesaurus.com. Instead of using an ordinary word, look for an extraordinary one that conveys your talent as vibrantly as you would in person.

Job Hunting on Twitter

Click the title for a link to the post on 30 Must Follow Twitter Profiles and Sites for Job Hunters.

Other interesting sites re job hunting via social media sites:

Careerealism's Twitter Advice Project

I found my job on Twitter

Search Engine Marketing in Job Search

Use Twitter to Job Hunt

Use Your Blog in Job Search

Making Social Networking Work for You in Job Search

Tweetmyjobs.com

Social Networking and Fit as in "job fit"

RiseSmart's Career 100 Blog Directory and a link to the actual list

Twitter Should Hire Me Saga

Online Job Search Guide

Using Twitter for Job Search

Ten Ning Networks for Job Search

Companies Recruiting on Twitter

50 Tweeters Job Seekers Should Follow and Companies on Twitter, Part 2

Social Media Sites for Resume Building

Ending "Procrastination"

So often, I’ve identified a goal I want to reach or a project I want to do, yet somehow I never get around to doing it. By examining the reasons for this so-called “procrastination,” I realized that often I was afraid I’d miss some critical step and fail. Other times, I didn’t have the faintest idea of how to begin.

I began to think my way backwards through a project until the point at which my fear disappeared and/or I understood and was capable of performing the required task. Through experience, I learned to focus first on the smallest possible outcome and action on my journey to a desired outcome, rather than on the final outcome itself. Before I know it, I’ve reached my goal by tackling it one step at a time.

It turns out to be pretty easy to achieve any particular goal when you use this “reverse” planning – identifying the steps you’ll need to take to reach your desired goal and get the results you want. Essentially, you will break down each project into a series of actions and intermediate outcomes.

It’s like building a house: first you dream about what you want and an architect translates it into a drawing. Then the architect creates a blueprint that clarifies the specific dimensions and characteristics of the house. Once that’s done, the architect creates specifications: the exact materials and products to be used, weight loads, wiring and lighting required, plumbing needs, etc. – what the contractor needs to actually build the house. The contractor then has a whole series of activities to plan, from laying the foundation to erecting the shell to installing all the building systems to putting in all the finishes inside and out, and finally landscaping.

The key to all this is that they all work backwards from the ultimate goal – a fabulous new move-in ready house – to develop the plan of action for achieving that goal. Each step depends on a preceding one, until ultimately we arrive at the beginning action.

Practically any goal you have can be achieved simply by identifying the small steps that go into reaching that goal. In this way, you can break down something daunting into manageable, doable actions. So instead of being afraid you'll never achieve something, you can remove the fear factor and empower yourself to do just about anything you want to do.

Smart Networking Question

If you want to go into a new field, a great question to ask is:

"What opportunities might there be in this field for someone with my background and qualifications?"

Ask experts in the field you target. Find them through networking - through people you know who know them, through LinkedIn, and through requests to them directly.

You can just make a "cold" approach to someone to find out whether you can get an informational interview - flatter, say you've heard great things about him or her, how incredible s/he is, and you'd appreciate getting 20 minutes of her/his time to:

* learn how s/he got into the field and
* get some guidance about how you might go about getting into the field, given your background.

1000 recruiters on Twitter!

Click on title for list of 1000 people (tweeps) who have "recruiter" in their profile on Twitter. You also can follow them all as a group. No information about what industries they recruit for, but those recruiters I've seen are focused on PR, HR, tech, and food service so there's probably a WIDE range.

Your Cover Letter Markets You

Cover Letters Matter

A cover letter is your chance to present yourself as a terrific match with the employer's needs as laid out in the job posting and description of responsibilities and qualifications. You need to convince them that you have the goods to be able to do this job superlatively. The cover letter makes the case for why you are the right person for the job – or at least gives the reader compelling reasons to interview you and learn more.

• It is your opportunity to anticipate any objections and respond to them.
• It is your chance to demonstrate your writing and communication skills, as well as any persuasive and strategic positioning abilities you have gained through the years.

As with every piece of good writing, it will require several drafts and revisions for you to come up with a cover letter that captures your essence, marries your abilities to the needs of the job, and yet does not go on and on. A page or at most a page and a half are sufficient to make your case. We want the employer to be interested enough to read your resume and call you for an interview.

There are some key factors to make the cover letter compelling to the employer and increase your chances of getting an interview.

Your resume is focused on your past while the job posting is focused on the future.
Prospective employers are focused on their own needs, and how you are able to meet those needs - they don't need or want to know a whole lot about where you are now. The job of the cover letter is demonstrating that you understand and can meet the employer's needs.

I recommend using past experience and accomplishments to illustrate how you have and therefore can do the job THEY have.

• Why do you want to do this job or work?
• How does it flow out of your past experiences?
• How does what you have done in the past prepare you to meet their needs?

Infuse into your letter your enthusiasm for this position as a logical next step in your career, as well as the perfect fusion of their needs and your abilities.

63-70% of jobs are filled by networking and referrals of business colleagues.
Most jobs go to people who are somehow familiar to the person doing the hiring. A personal referral makes the employer more comfortable meeting someone; it's less of a risk when you get a referral from someone you trust. Even with an introduction, it behooves you to stand out as someone relatively familiar with and to the person doing the hiring. Become a familiar face!

Go through the employer's website and become more familiar with what they do. Pick out a couple of their services and see if you want to target them in your cover letter, using key phrases or words. Here's one example from a consulting firm that specializes in real estate-related services.

They say in Facilities Management: "how to operate facilities with maximum efficiency, safety and employee comfort—and dramatically reduce costs in the process." Use phrases like "maximum efficiency" and "employee comfort" as well as "dramatically reduce costs" somewhere in your cover letter - perhaps referring to your previous accomplishments or responsibilities.

In Project and Development Services, they say: "Their collaborative approach is managed by a dedicated project manager who serves as your single point of contact and accountability. Of course, being the best means more than driving projects to on-time, on-budget completion. Our real estate project managers can quickly scale up or down to address your company’s changing needs and the asset types in your portfolio. Whatever the scope, we’ll work with you to set measurable goals and then achieve them—together." Lift some language from this, such as "collaborative approach" and "driving projects" or "on-time, on-budget completion."

Using language directly from the employer's website subliminally conveys that you already understand the place and will fit in. You literally "speak their language."

Employers want to be wanted, very wanted
Employers today can afford to be picky and the more I read, the more I see postings imply or say directly that they want "true believers" in their business goals and mission. They will be looking for evidence of this, and many people will state their belief explicitly. To not address probably will put you out of the running. Even if you are not completely passionate about the mission, act as if you are. We are never 100% anything, so unless you have a visceral disgust for the business purpose or mission, you are allowed to apply if you generally support the cause.

If you have the background to demonstrate your synchronicity with their work, do so. Make an effort to point out your thematic resonance with their mission, pointing out how everything you've done in the past has led you to this position. That is compelling reasoning, shows you put real some thought into the cover letter, demonstrates that you want the job enough to work for it, and may in fact have the passion they want.

More Job Search Sites

Twitter-related Job Search

Tweetmyjobs.com is a new service that brings recruiters, hiring managers and job seekers together on Twitter. There are Twitter Channels for major cities and job types, and it's really easy to subscribe to those channels. They send job notices as text messages to your cell phone, and you can follow them on Twitter. They also send e-mail notices. They say they will "showcase US Stimulus Jobs."

Green Jobs

From our friends at Mother Earth News comes greatgreencareers.com to help you find meaningful work in the new green economy. Per their site:

All job seeker services are absolutely free. And remember, if you post your resume in the next 30 days, we’ll send you a complimentary copy of Finding a Green Collar Job, our new e-book!

Sustainlane.com/green-jobs is the job search function on Sustain Lane, the "People-Powered Sustainability Guide." You can search hundreds of listings on their "green-collar jobs board."

Job-hunt.org has a great list of green industry job search resources - job boards and "green color" employers. Job boards include EcoEmploy, Green Career Central, Greenjobs, GreenDreamJobs, PowerPlantPro, Renewable Energy World, Environmental Career Opportunities and Solar Jobs. "See Job-Hunt's state jobs pages for links to many more employers in each state, including those specializing in the green industry."

Hospitality Jobs

Hcareers.com has a great line-up of jobs throughout the hospitality industry, including hotels, restaurants, catering, tourism, and more.

Hospitalityonline.com is another site with hospitality jobs nationally.

Make your resume (and cover letter) a PDF

PDF Resumes

Increasingly, employers ask you to apply on-line, through their own or another portal. Some of these portals don't easily accept your resume as you've formatted it. That's one reason I'm an advocate of very simple formatting, and now of converting your resume into a PDF.

With a PDF, your resume looks exactly as you want it to look.

The easiest and lowest-cost (free) method I've found to create a PDF from a Word (or other printable) document is CutePDF Writer - what they call Freeware. [The site says its software is "FREE for personal, commercial, gov or edu use! No watermarks! No popup Web ads!"]

Simply go to cutepdf.com to download the software and create your first PDF. The site guides you through the process. You will create a PDF literally in minutes.

PDF Cover Letters

For those sites that allow you to send a PDF and seem not to allow a cover letter, you can create a single PDF document with your cover letter and resume. Create a Word document with your cover letter first and then your resume on separate pages. Then create a PDF of that entire file. Label it "[myfullname].covlet.resume" so it can always be found by your name.

Sending your cover letter and resume as one document does two things: it allows you to make the case for how and why you meet the job's requirements in a cover letter, and it will be noticed because it's still a fairly unusual method. It may even demonstrate ingenuity and "where there's a will, there's a way" mindset - qualities that often are prized by employers.

Other Scenarios

There are some sites that allow you to apply ONLY through their on-line form. In these cases, you just have to follow instructions. Remember the advice I got when applying for government grants: answer everything they ask. It doesn't matter whether the questions seem repetitive. Just follow instructions.

Then look on the company website and see if you can find a name of someone with whom you can network and send an e-mail indicating that you've applied. The best method is to get a name and then search for them on LinkedIn or Plaxo to see if you know anyone in common who would be willing to introduce you to the person you identified.

Taking Your Time

You'll do yourself a big favor by taking your time when you are applying for jobs.

In the past month, two people I know were in a big hurry to submit their applications for jobs. And both made errors in their submissions. They decided to listen to their sense that time was flying by and just get something in. Then when they realized they'd made mistakes, they beat themselves up.

My question to each was "why the hurry?" Were they really going to miss the opportunity if they submitted a day or two later? Or were they letting fear govern their actions, stop them from thinking?

FEAR as an acronym stands for False Evidence Appearing Real. In these situations, both women believed false evidence - evidence they really manufactured themselves. No one told them that they HAD to submit by the date they did submit. They just made that up because of their anxiety about possibly missing the opportunity, as well as their strong desire to know NOW or at least soon that they would have a new job. Their belief was false because it was not based in any fact, but solely on their feelings.

In fact, it's far more likely that they would miss the opportunity because of their mistakes. I know many hiring agents who discard cover letters and resume with any typos, irregular formatting (as one woman had), and errors like referring to another employer in the cover letter (as the other woman did).

A corollary issue was that both women believed that they couldn't afford to wait for anyone else to review the materials for errors or to help them with formatting issues. This certainly stemmed from their fear and anxiety. It also stemmed from their discomfort in asking for help, as they admitted to me.

It can be humbling to ask for input from someone else, when you are used to being competent and capable in your field. Job search is difficult, isolating, and demanding of a different set of skills than one's professional skills. You need and deserve help.

It pays off to take your time and make sure you are submitting the most accurate, legible, and proofread application materials. You remove the inconsequential reasons for a hiring agent to disqualify you from consideration and give yourself a better chance to make it to the "yes" pile for an interview.

In a time when there average 4 or 5 job seekers for every open position - and hundreds of applicants for many positions - employers look for any way to narrow the field. Don't give them a reason to exclude you. Give yourself every advantage!

* Ask someone to review your cover letter for accuracy before you send it.

* Make sure your resume is error-free, and that its format will translate into any computer system.

* Better yet, convert your resume into a PDF so it appears exactly as you want it to look. Download Cutepdf.com, a free program that will allow you to create PDF documents in less than 5 minutes. It's very easy!

In fact, one woman I know is now putting her cover letter and resume in the same PDF document and attaching it to the e-mail through which she submits her application. In so doing, she ensures that the cover letter is thoroughly bound to the resume and thus more likely to be read.

It takes a certain level of confidence to ask for and then take assistance in putting your best foot forward during a job search. And it takes a load of faith to believe that putting your best foot forward will result in securing your "right fit work." In my experience and those of the people I help, that faith pays off. Give it a try, by not giving into your fears and taking your time.

Finding Your "Right Fit Work"

Some people wonder if they can afford to narrow their job search focus to what they really want. I think they can't afford NOT to focus their attention on the right job fit.

Think of building a house, or taking a trip. You need a picture of the house you want, and a destination in mind. Then you can put together the blueprint to construct that desired house or directions to reach your intended goal. Without the original intention, it's impossible to figure out how to get there from here. Otherwise, you are simply starting to build with no idea of what the end product should look like. And perhaps you'll end up with something structurally unsound or ugly. Or you start driving and hope you'll end up somewhere cool, and instead end up in the industrial part of town where there are no restaurants and it feels a little creepy when it starts to get dark.

It's the same thing with a job search. By envisioning exactly what you want to do, you establish a goal and an intention toward which you can work. With a destination, you can map out a plan for getting from where you are to where you want to be.

Let's think about it: you currently are either unemployed or in a job you don't really like. Neither state is desirable. So don't you want to avoid getting into the same kind of situation? While being unemployed isn't within your conscious control, the fact that you lost your job means something wasn't working for you there. I know, that's kind of "woo-woo" thinking. I'm not meaning to blame you. I'm just saying maybe there's a message there. Maybe this is your chance to find something more suited to your talents, abilities, personality, and preferences.

I lost two jobs in a year - and believe me, I wasn't happy about it. Angry and bitter are two words that come to mind. And if you told me I was to blame for it, I'd bite your head off. Yet, there was something true in the concept that "God did for me what I could not do for myself." It was time for me to leave the first job after 11 years. And the second job? I knew I was in the wrong job the minute I stepped into the office on my first day. That I lasted 8 months was a miracle.

Then I sought the same kind of work, and kept getting close to being hired but didn't end up with the job. So I thought "hmm...what message is the universe trying to send here?" "Try another line of work" was the answer, loud and clear. And I did. I realized that I love coaching people. And when I began to help people informally with their job searches, I realized I had a gift for this line of work. It worked for me to do it on-line, because of some other personal considerations. I'm really happy and feel I've found my "right fit work." Work in this context means being of use, even if I'm not paid.

I don't have to denigrate or deny the value of my past experiences - I use them all the time to help people with their work dilemmas. It simply was time to move on to another phase in life. That's how I view the fact of getting fired or laid off - as an opportunity to follow my heart, passion, dreams - whatever it is.

All of us have talents and abilities that are natural to us, and this blog is devoted to ways you can discover yours - or rather, uncover them, because they are there whether you recognize them or not. Once you have, I provide many tools to help you identify the kind of work situation that would allow you to happily and productively use those abilities and talents. Finally, I give you examples of how to market yourself to secure that "right fit work" - a job or career or business that is the "right fit" for YOU.

If you have any questions about how to establish your job destination, ask them in "comments" and I'll answer them to the best of my ability.

At the Interview

You must ask questions at the interview. The article reached by clicking on this post's title takes you to a great article about what questions to ask. It gives you some ideas, such as:

1. Who was formerly in this position, and why did he or she leave?
The answer - or non-answer - to this question will tell you a lot about the culture, promotion possibilities, and expectations for the next person in the job. Just as a job description emphasizes vital things the previous incumbent did not do, so too will the answer to this question tell you what you'd be walking into.

2. What brought you to [insert organization], and what keeps you here?
You can tell a lot about a potential boss by how s/he answers this question. What are his/her values? What kind of culture does the organization have? Is it focused more on position, pay, people, or purpose?

A question the article doesn't list that you can ask directly: What is the culture here? If they have an answer, they've thought about it and that's a good thing. If they can't answer, and culture's important to you, that's a major red flag.

One thing to remember is that your questions can be based on what's most important to YOU. Use your Must Have List to identify your top priorities, and shape questions around them. Of course, don't ask about compensation at all on the first or second interview. Let them ask, and then you get to respond and negotiate (if possible in this climate!).

Have a list of questions in front of you during the interview - even on an index card. Take some notes during the interview. Hopefully most of yours will be answered during the interview. Make sure to say "most of my questions were answered; I just have this one for you" and then I'd make sure to ask the one about why s/he joined the organization - that is one that probably won't be answered. And then you can say "This has been so informative and I have so much to take in. May I contact you if I have additional questions?"

Good luck!

This cover letter got the writer an IMMEDIATE phone call to set up an interview

Here's a cover letter that really worked - within a couple of hours of sending it today via e-mail, she got a call to arrange an interview on Thursday.

The writer felt the letter flowed very easily and that it was good match. She networked her way into learning about the job in the first place. She told friends her intention and one person knew of this position.

What was her intention? She focused on where would she want to go next, what kind of organization she wants to work at, and the impact she wants to make in her next position. So she stepped outside her previous focus of working in the arts and considered jobs that can use her skills related to partnerships, collaborations and community-building.

She artfully blends her experience with her knowledge of and enthusiasm for the organization's mission. This combination of knowing herself and knowing the organization is the essence of a successful marketing cover letter.

May 5, 2009

[name]
Executive Director
[organization]
[address 1]
[address 2]


Dear Ms. [name]:

I am delighted to learn of the Affiliate Development Manager opening
at [organization] through my friend [name]. My resume is attached. I
have long admired the mission and vision of [organization], both as a
volunteer and as a program director who has worked in the non-profit
sector for 8 years.

As you will see from my resume, this position would fully utilize my
background in forming strategic partnerships and community development,
and would allow me to act upon a long-standing desire to serve and
prosper the marginalized of our city.

As [current title] at [current organization], I have specialized in
identifying and building new strategic partnerships and creating
innovative programs to foster community. By cultivating relationships
with cross-sector organizations, overseeing a faculty of 40+ artists,
and working closely with students, families and colleagues of very
different backgrounds, I have learned to be a leader and manager who
implements new initiatives and knows how to prioritize and reprioritize
as projects grow and expand. In a fast-paced and diverse city such as
NYC, I have learned to quickly identify key problems, adapt to change,
communicate with clarity and honesty, and be a willing listener.

Throughout my career, I have cherished the opportunities to create
programs that benefit all participants involved, provide access to the
underserved, and meaningfully connect disparate groups of people. My
desire is to be part of a partnering organization that makes a lasting
and transformational impact in our city on a larger scale. While this
type of work takes time, patience and humility, I feel I am well-suited
for this challenge.

I am excited to consider the possibility of being part of the team at
[organization]. I look forward to hearing from you.

Thank you for your consideration.

Sincerely,

[name]

Get to know yourself

The process I use to help folks find their "right fit work" involves them getting to know themselves better. When you know what you like to do, it's easier to find jobs that allow you to do what you like to do. Similarly, you can find a job in which you'll be happy once you're aware of the situations, culture, type of organizations, and roles toward which you naturally and repeatedly gravitate. We all have patterns in our lives; the key is asking yourself the right questions in order to identify those patterns. Once we know our patterns, we can stop fighting them and instead work with them.

Knowing your natural inclinations doesn't mean being trapped by them. What it means is that you know what you are dealing with when you enter a situation that's outside your comfort zone. Instead of saying "oh, what's wrong with me that I can't succeed in my job/career?", you can say "oh, now I see how challenging this job/career is for me, because I have had to force myself to fit into it; it's not a natural fit."

It's kind of like buying clothes that don't fit - they can make you uncomfortable and definitely are not flattering. Clothing should accent our positives and minimize our shortfalls. Even worse is buying shoes that don't fit - they are uncomfortable and can be literally crippling.

I remember as a teenager being very attached to wearing a size 7 shoe. I'm not sure why I associated that size shoe with being the right size for me, the size that meant I was graceful, attractive and "right-sized" for a girl. But I did, and that meant I insisted on buying size 7 shoes. For a while, I was a size 7 so all was OK. However, my feet continued to grow, and I still insisted on buying a size 7 when my foot needed a 7 1/2. I would talk with my friends about "breaking in my feet" instead of "breaking in the shoe." All of them shared my kind of delusion so we all had painful blisters and bloody heels. this was my "normal."

Finally, when I had grown to be a size 8, I learned that I could avoid the pain simply by getting a shoe that fit my foot. I did not have to fit myself into the shoe. Actually, I could not fit myself into the shoe. It was not the right size, much less the "right fit."

So two things happened to get me to seek the "right fit" of shoe:

1) I got new information and used it: it was not normal for one's feet to hurt in a shoe. A right-fitting shoe was almost immediately comfortable and did not produce blisters or blood.

2) I was forced into it psychologically when my foot grew. I had to make the leap from the lady-like size 7 to the galumphing size 8, so I might as well buy a shoe that fit. If I was no longer a candidate for "elegant lady," why not be comfortable?

I tell this story to illustrate how an idea can take hold and control our actions. I see it happen with many people regarding work. They get attached to working at a big name company or in a specific profession, because of the prestige or the family heritage or the money. And then when they are unhappy, they blame themselves. Much as I could not shave pieces off my foot to fit myself into a size 7 shoe, neither can we shave pieces of ourselves off to fit ourselves into the job or career we've decided is the right one for us.

Once you come into and own your own abilities, you can see opportunities all around you beginning to open up.

Steps in Successful Job Search

All my posts on job search are based on this set of steps that will result in you getting the right job for you - your "right fit work" - specifically work that you enjoy and that gives you satisfaction.

Identify what you want to do

Many people are unhappy with their jobs and careers. Perhaps you are fulfilling other people’s expectations instead of following your own preferences. Perhaps you've reached a point where you want to do something new.

You CAN work at a job you like. My rule of thumb is that you should be 70-80% satisfied with your work. In a down economy like this one, perhaps 60% is more realistic. If you are waking up every day dreading going to work, you definitely are not in the right line of work or the right workplace - for YOU. It may be fine for others, just not for you.

We all have unique talents and abilities with which we were born, and skills we have developed throughout our lives - at home, in school, in the workplace. At base, it is our talents that determine whether we will be happy at work. If we're using our talents, we will be much happier. If we're not using our talents, it's a bit like swimming against the current and hoping to reach our destination - frustrating and likely to keep us stuck in the same place.

It can be difficult to let go of our wish to please others, especially our parents, and to follow our own hearts. And sometimes it may feel as though you can't abandon your hard-earned skills - or that they are now worthless if you want to pursue another field. Those are totally normal feelings. What's important is to allow yourself to have the feelings and yet not allow them to derail you from reaching your goal: work that you look forward to doing every day. When you are doing that work, those who love you will be happy for you and will get over their disappointment (if there is any.) And you'll find that every skill you've learned will come in handy in your new work - everything you've done so far is the foundation for this next step in your life. Many skills are transferable to another field and will get you started. Keep an open mind about possibilities.

Such a job search can take more time than you have at the moment, because you may realize you need to get additional training or education, or that you need to make a higher salary for some period of time to save enough to be able to afford a career switch. That doesn't mean you have to abandon pursuing your dreams. You simply operate on a "dual track" where you look for a job that meets a major percentage of your "must have list" for a satisfying job, and you begin activities that will eventually result in your doing your dream work.

Prepare a resume that effectively markets you

When you know what you want to do, you can then identify your “core value proposition” to a potential employer. The point of the resume is to provide evidence that you are fully capable of delivering great value to the employer with your ideal job. The heart of any successful resume is a set of accomplishments that support your core value proposition and lead an employer to see you as potentially right for a specific job. I suggest only including tasks and accomplishments that you would be happy to repeat. If you put it in a resume, employers will assume you are willing to do it again. In every job, we have to do things we don't necessarily like (that's the dissatisfying 20-40%), so why ask for it?

Networking: your first new job

Networking is the chief mechanism people use to get their dream jobs. It's not complicated when you know what you want to do, and have a short description of your ideal work and the talents and abilities you want to use at work. At heart, networking is just talking to people and telling them what you want to do, then asking for their ideas and help to take the next step closer toward getting that job. Most people won't have a job for you but they usually have someone else to whom you can talk. You don't know who knows who, so talk to everyone and keep following the trail of the next person to whom you are referred.

Identify job opportunities

When you know what you want to do, it's easy to identify potential job opportunities. Most of the time, opportunities appear on-line and through networking meetings. Use your “Must Have List” to evaluate opportunities and see if it's worth applying for the job. If you find a job on-line, work to find someone at that company who might put in a good word for you and help ensure that your resume is at least seen by a decision-maker.

Write cover letters that win interviews

Your cover letter is where you will make the case that your core value proposition is exactly what the job description calls for. The letter needs to position you as knowledgeable about and responsive to an employer's needs. That means you can talk about your specific abilities and accomplishments in relation to the employer's needs. I always say "employers only care about your past as it relates to them achieving their desired future." So mention the employer's name, talk about their business or mission, use the position title, and tell them why you'd be privileged to be part of their team. In a competitive market, that is even more important as employers can be and are pickier than ever. Most will seriously consider only those applicants who demonstrate knowledge of and even passion for the company's purpose.

Prepare to succeed in your interviews

Most people blow interviews because they are not prepared to answer some of the questions that are asked. When you've been fired or laid off, or if you quit, it can be extremely uncomfortable to answer the question "what happened?" And it also can be hard to describe your desire for a new career. Rehearsing your answers is the solution. Rehearse, rehearse, rehearse until you are comfortable giving an answer that is honest and free of any negative tone or attitude - what is called "charge-neutral." It's also good to remember that you get to pause before answering, and use other techniques to buy some time to think through your answer. It's even OK to say "I don't know" if you then follow by saying "and I'm looking forward to learning that here, working with all of you." That's probably the most important guidance: wind up your answers to difficult questions by refocusing on the job at hand.

Other factors in successful interviewing are knowing a reasonable amount about the company to which you're applying, the job in question, and if possible, the people interviewing you. This allows you to give intelligent, informed responses to questions such as "how would you handle this situation here?" or "what would be the first things you would do if you got this job?" Finally, have your own list of questions to interview them as to whether it’s the right fit for you. And pay attention to your own response to the interviewer and the information you are gathering about the company.

Follow up to enhance chances for success

In a competitive job market, follow-up is more important than ever. I've heard stories where companies don't interview people who don't call or e-mail to see if their materials were received. It's about good manners and developing good relationships. So thank people with whom you've networked and interviewed. It can't hurt and it often does help.

Negotiate job offers that meet your "must have list".

If you get a job offer, FIRST say thank you and that you are excited, and only then ask for some time to discuss it with your spouse/partner/parent/sibling/best friend/coach. You do not have to give an immediate answer unless all the terms are acceptable to you.

Usually in the job search process, one or two items rise to the top of your priority list. Often it is organizational culture and compensation. Or it may be compensation and your role or scope of responsibility in an organization. Whatever those one or two things are, focus on getting those. If you can get those and some of the other items on your "must have list," don't be greedy.

Have some faith.

You will get the right work for you. It is going to happen. The search rarely goes as quickly or easily as we would like. Yet that's no reason to give up. When you have identified your core talents and preferences, the work that energizes you and brings you joy - it is impossible for you NOT to do it. It will happen if you work for it. So have some faith in yourself and the universe - and keep your eyes open for unexpected opportunities that will start to appear all around you as you get clearer and clearer.

Appearance, or: One Thing You Can Control

In a world in which we can control so little, there is plenty of reason to spend time on the one thing we do have control over: our personal appearance. The article you can reach by clicking on this post's title details "10 Things Recruiters Won't Tell You" by JT O'Donnell -- and most of them have to do with appearance. To wit, here are the first two on her list:

1. Your interview attire is outdated/messy/too tight/too revealing/too flashy.
2. Your physical appearance is disheveled/outdated/sloppy/smelly/overpowering (e.g. too much perfume).

The third is: Your eye contact is weak/shifty/intense.

I'm going out on a limb here to guess that weak eye contact stems in part from a lack of confidence. One can become more confident when one feels well dressed and groomed. So in that sense, the third item is related to appearance.

A number of questions usually come up related to any post about appearance. These are the ones I normally hear:

* Why should I have to conform to what the employer/society dictates?
* Why can't I just be myself?
* What if I look too dressed up?
* What constitutes a good appearance?

JT's article confirms what I've read and learned over the years: that first impressions are lasting impressions. At a recent seminar with Eve Michaels , I learned that an impression is formed of someone within 30 seconds. To change that impression would take 45 minutes of conversation.

If the initial impression is negative, how likely is it that you'll get 45 minutes to change the initial impression? Not very.

Now, people may say "but look at Susan Boyle - she didn't have to look great to wow people on Britain's Got Talent!" She's the exception that proves the rule, in my opinion. Susan Boyle had the advantage of a fantastic voice that was apparent within five seconds of her opening her mouth. It took her getting through the entire song flawlessly for the audience and judges to be won over. To me, the really interesting thing is that Susan Boyle now has gotten her hair cut and colored, and is wearing immensely more flattering clothing. Like many women, she was dying for a makeover and took full advantage of the opportunity presented by her amazing talent.

Few of us have such talent and even fewer of us will be selected to appear on American Idol or America's Got Talent or a similar venue where we can show we are the swan in ugly duckling attire. We depend on making a great initial impression so that people will want to continue talking with us.

Our image is part of our communication tool box. You can have a professional image that still is "you" when you

* pay attention to the colors and styles that look best on you
* become familiar with what is acceptable dress for the industry in which you work
* add your personality through accessories, like a great necklace or a scarf

How can you figure out what looks best on you?

Magazines are a great source of information and inspiration - as long as you avoid adopting fads that don't suit you. Friends may tell you what looks best on you. You probably have an innate sense of what works on you. I know I have my mom's voice in my head and she's right. I really want to look good in a full-skirted dress, but my figure just won't support it. I am best in sheath dresses.

As far as colors go, I like to go to Old Navy and stand by the mirror with a stack of the T-shirts that come in every imaginable color. Holding each one up to my chin, I assess whether my skin looks bright and glowing next to the color - or if I look washed out and dull. I like to look at certain colors but they just don't work for me as far as clothing. Rather than fight that reality, I surrender to it and wear colors that I know look good on me.

Regarding makeup, I advise at least mascara and a lip color or gloss. Obviously, there are women who don't wear any makeup. That's OK, even if you want a job where you represent the company publicly - as long as you know you will need to impress the interviewer with your confidence and presentation skills. Without makeup, you're at a certain disadvantage because the presumption is that women need to wear makeup to be public representatives. It's just the way it is.

The real message here is that - like it or not - appearance matters in this world of speedy transactions and exchanges of information. Pay as much attention to your appearance at an interview as you do to preparing your resume and cover letter. You can control these things, so why wouldn't you?

Interview Questions

The most difficult interview questions are the ones you aren't prepared to answer. Often, these questions fall into two categories.

1) there are questions you wish won't be asked because you haven't come to terms with or become comfortable with the answers. These include "why did you leave your last job?" when you were laid off or fired, "why are you interested in this field?" when you really want to change fields because you hated your last one, "what did you like least about your old job?" when you hated your old boss and are tempted to bash him or her. If you don't exactly match the job description requirements, it can be tricky to explain why you are still the best candidate.

The best preparation for handling these questions is rehearsing the answers with someone else, until you are comfortable - honest and not defensive or attacking. An interview is not the place to criticize a former employer, ever. Figure out how to phrase things in a positive way, as in "this situation was challenging and I realized that I would be able to contribute much more in a role similar to this one."

If you can, return the focus to the job for which you're interviewing. I was fired and had to develop an answer that indicated that I was not to blame, that it was run-of-the-mill organizational politics, and besides, I'd accomplished all I intended there, so it was actually a good time to leave and find something that offered me new challenges, such as this job.

Salary questions also can be difficult. My clients now say "I'm hoping to make between x and y, and of course am flexible because I really would like to work at this organization."

"What's your biggest weakness?" is always tricky to answer, as is "what's the most difficult work challenge you've faced and overcome?" It's best to thread in a little self-deprecating humor there - if you say you have no weaknesses, the interview will think you're arrogant or blind to yourself. I like to say "weaknesses depend on the job, of course - I'd like to think I have none but of course I have some! I find myself apt to give people more time to prove themselves on the job when it might be better to let them go." To me, that is a real weakness cloaked in kindness. Then I add "so I've learned to establish very clear monthly benchmarks at the beginning of their employment. That way, I can tell very quickly if someone is or is not going to work out." That's the trick - to follow up any discussion of a weakness with a description of how you have learned to compensate for it.

"Tell me three words that describe you" is another fun one to prepare for, as is "what would one of your employees tell me about your management style?" That last one was one of my favorites, because it asked people to step outside of their own perspective and look a bit more objectively at themselves.

2) other difficult questions are those clearly related to the specific employer. Perhaps they ask you to respond to an imaginary scenario and tell them what you would do in that situation. The response clearly should involve some knowledge of the company, but you might not have gone through the website in enough depth.

The best preparation for an interview is reading through the website and taking notes on things you might be curious about, re-reading the job description to make sure you have a good grasp on the most important items (usually top 4 to 5 duties and requirements) and how you match them, and putting together a list of your own questions.

In the right setting, I suggest bringing a pad of paper on which you list your questions, and putting on the table in front of you. The best interview is one that evolves into a conversation, so hopefully your questions will be answered during the interview. Usually, the interviewer will give you a chance to ask questions near the end of the interview. You can go through the list, saying "you've answered most of them already, I just have this one (or two)." If you haven't gotten most of your questions answered during the interview, ask just the one or two MOST important ones, and leave the rest for a second interview. You might also wonder if you want to work at a place that remains so opaque after an interview...

Confidential Job Search using Social Networks

Using social networks for a job search is smart. What if you want to keep your search confidential? Can you use LinkedIn, Facebook and Twitter then?

The good news is that all these networks have the option of private communication between contacts, so use them.

LinkedIn is especially great for confidential searches because, apart from the Q&A boards where people ask for help with jobs, there's no public place to "announce" your intentions. Certainly, don't ask for help finding a job anywhere public. LinkedIn is more for professional contacts and industry connections, not for daily updates, so that's helpful. Use the messages method for asking people for meetings or introductions. Find jobs on LinkedIn or other job boards, and use your network to find 1st, 2nd or 3rd degree connections to the specific employer. No one needs to know who you are contacting; there's not really a way for that information to be public anyway.

One client was leery of even signing up for LinkedIn. However, she realized that it is a network created for all kinds of professional networking, and was prepared with an answer for her boss if ever asked about why she was on LinkedIn. She joined some of the groups focused on her industry, and that served two purposes: getting her into a larger network, and giving her access to information and trends in her industry. She was able to use some of that information to benefit her current work. By the way, other people from her work are on LinkedIn and no one has yet to ask her why she's on it. The real question these days is: why aren't you on LinkedIn? or Plaxo, or some other social networking app.

Facebook can be a little more challenging with its more public updates and wall postings. However, you can use the message option to ask people to respect your confidentiality. You also can set greater privacy settings on your Facebook account so your info is only visible to your friends. If your boss is a friend, then Facebook may not be the best option for you. Invite your Facebook connections to become LinkedIn contacts, instead.

Twitter has the DM option for private communications. Also, you can protect your updates so they can be viewed only by people you approve as followers. That would allow you to tweet about your job search. I'd have to check but I think even with protected updates, people can see who you follow. If you follow a lot of job sites/coaches, it might raise some eyebrows. One option is to create a second Twitter account specifically for the purpose of following job search sites, using a different name and avatar.

Pay Cut?

Furloughs and pay cuts are a fact of life today. So how does one deal with reduced income and increased workload?

First, accept reality. This is happening everywhere. Bosses are doing what they think is right for the greatest number, and getting kudos for doing so. Personally, I think it's great that leaders are doing this - for most people, it's better to have a job than not have one as unemployment benefits are minimal and certainly won't cover all one's living expenses. Also, this will not be the situation forever, despite what you fear. That's the other reality you need to accept.

Second, don't complain at work. It will simply annoy the bosses who made the decision to save as many jobs as possible by spreading the pain. You don't want to stand out as the person who thinks only of him/herself. When you complain, you may mark yourself as the person who will next be laid off. Maybe that's what you want, in which case go for it. Be aware of the potential consequences, however.

I once had a senior staff person who objected to across-the-board pay cuts because she needed every penny to cover her lifestyle expenses. It soured my opinion of her when I thought that she'd rather sacrifice a couple of people's jobs so she could continue to maintain her lifestyle. People would perhaps not be able to afford rent, but her concern was overtly for herself. Our relationship deteriorated from there, and I ended up terminating her employment as she no longer represented values I sought in my senior leadership team. Had she kept her concern to herself, she might have kept her job a little longer and had the chance to look for something else. From her perspective, my stance on across-the-board pay cuts may have indicated that our values were already very different, and it wasn't a place at which she wanted to work any longer.

Third, find a safe place to complain. There is the reality that losing income means a certain amount of hardship. And you are certainly allowed to be upset - in appropriate places and at appropriate times. When you need to complain, find a well-paid friend from outside your workplace who hasn't been furloughed or taken a pay cut - because many other folks won't be very sympathetic.

Fourth, seize the opportunity to build a more sustainable lifestyle. Budgeting and cutting back on your spending is a great way to cope with the immediate implications of a pay cut or furlough. This is the time to bring your lunch, walk instead of ride/drive, watch movies on TV instead of using Netflix or going out, make coffee/tea at home and bring it to work in your insulated cup, learn how to cook, and take a walk instead of going to the gym. It won't be forever that you'll be in this situation, and you will probably learn some great new habits that will help you get more secure financially.

Fifth, plan for your future. This is a great time to think about whether you'd rather lose your job or take a pay cut. If you'd rather lose your job, I'm sure that can be arranged. Remember you won't get unemployment if you resign, however. Sometimes companies are willing to lay someone off who no longer wants to be there...think carefully before you ask, though.

If you're like me, you'd rather take a pay cut and consider your options. Here are a few ways to start.

Gather more information about the industry in which you work.

Is it a growth industry or one that is dying? If it's dying, the pay cut or furlough is probably the first of many. If it were me, I'd start pulling together my resume and investigating other fields/industries into which I could transfer.

If I'm in a growth field already, then why is my particular company having to cut pay? If it's an industry-wide impact, then I might bide my time and wait for the upturn. If it's poor management or prospects at my company, then again I'd dust off the old resume and get cracking on finding a new position.

In today's job market, I'd expect to take minimum 3 months to get a lower-level job, 6 for a mid-level job, and 9-12 months for a high-level job. I wouldn't count on getting much, if any, pay increase at a new job. However, coming in at your present pay level can lay a good groundwork for pay increases in the future.

Begin your job search by networking.

By all means avoid complaining about your pay cut to people whose help you want. Most people like to refer colleagues and friends who are positive and will reflect well on them. It's smarter to talk about seeking new challenges, etc.

If you want to change fields/industries/occupations, do enough research on-line to know what you want to explore. Once you've targeted some areas, you can begin informational interviews with people in your natural and extended networks. In that case, I do think it's OK to tell people that you've done your homework and realize that there is a limited future for your industry or field, and you're taking the time to investigate other options so you'll be prepared when the market improves.

Overqualified?

The link reached by clicking this post's title gives great strategies for overcoming the perception that you are "overqualified" for a lower-level or similar-level job within your current industry.

Some of these tips are also useful if you want to transition to the non-profit field from the for-profit field, or switch industries. In these instances, it is easier to make the case for you starting at a lower level regardless of your past experience and skills.

In my experience as a CEO and manager, attitude is the biggest red flag when an employer is considering a highly experienced candidate. Will that person be happy in a job reporting to someone less experienced? Will that person stay in the job for more than six months? Or are we simply a stepping stone for their next job? You'll stand a better chance of being considered and hired if you can honestly commit to staying one to two years, and convince the hiring person/people of your humility and sincerity.

Be honest with yourself FIRST, though. Don't tell people what they want to hear and then renege on your promise. That's out of integrity, and poison if you are trying to enter a new field or industry. Word can spread that you are unreliable, and instead of being a stepping stone, this first position could be your last. Only commit to what you know you'll deliver.

Volunteering for Non-profits as a Career Strategy

Volunteering is a great way to start in the non-profit field. Here are some tips to make it easier for you to succeed.

Find one to three with missions in which you really believe . You can find groups in your area on CharityNavigator.com or any volunteer matching group in your community. Research the groups on the internet and become familiar with their work before you contact even one group. I recommend this because you may find that you want to volunteer for all or only one of them. You need to find the "right fit" for your personality, skills and career goal. If you volunteer at more than one, you'll get more experience in the field and more opportunities to accomplish things. And by identifying more than one in the first place, you'll have options if your top pick turns out to be a horrible place to work, or they have no volunteer opportunities.

You need to really believe in the mission because you won't be paid. Instead, you'll need to be "rewarded" with your satisfaction in contributing to something really important. Most often, you will pay your own way; non-profits typically do not cover any expenses for a volunteer except those directly involved in the project you are working on (e.g. paint for a painting project, stationery/telephone/copying for any office-based project). You'll cover your own travel, lunch, etc. expenses.

Make sure the organization has a volunteer coordinator. Without a dedicated staff person to handle volunteer assignments, it's often hard for the organization to manage volunteers. It also makes it challenging for you to know who can help you if you have an issue with your assignment or supervisor. When you talk to the volunteer coordinator, you can "interview" them just as s/he will interview you. You need to find a place in which you are comfortable working - think of it as an unpaid internship or temporary job. If you don't like the volunteer coordinator, move on to another organization; that person will be your main link to the organization, so you want to be able to work with him/her.

When I was the Executive Director of City Harvest, we always had at least a part-time volunteer manager. At very least, we needed someone who could handle the inquiries from potential volunteers. Otherwise, it was very frustrating for potential volunteers who needed some kind of response. Over time, we expanded the volunteer manager to full-time because we realized the managers needed help figuring out appropriate volunteer projects.

Give yourself a competitive advantage through flexibility. Nowadays, being a volunteer is not as easy as it once was given the number of people seeking those opportunities. To give yourself an advantage, it's best to be willing to do anything they need done and to have a flexible schedule. Even if you have other responsibilities - a child, an ill parent, school - stretch your availability as much as possible.

Get better assignments by meeting the organization's need for reliability and consistency. Non-profits really need people they can count on week after week for an extended period of time. If you are willing to show up one, two or three days a week for at least 3 months and do work in the office, you may very well get a substantial assignment. That assignment will give you a great feel for what it's like to work for a non-profit, and probably will expose you to many aspects of non-profit work - enough for you to decide the area in which you want to focus your job search.

The more substantial the assignment, the more likely you are to complete something. This will constitute an accomplishment which you can list on your resume. One woman I know secured donations of flowers from a well-known food market for a non-profit for which she volunteered. She's parlayed that into interviews for fundraising jobs.

Network, network, network! Remember this is part of your job search and career development strategy. When you volunteer, you'll make contacts and friends who will be willing to help you with your job search. It's been known to happen that long-term volunteers get hired by the non-profit - you're a known quantity in terms of the quality of your work and your "fit" with the culture of the organization. Even if you don't get a job where you volunteer, your volunteer experience is valuable "work experience" that you add to your resume.