Career Attraction » build the career you deserve

The LinkedIn Job Seeker Connections Dilemma: Quantity or Quality?

Kevin Kermes — Tue, 10 Jan 2012 11:46:29 +0000

In all my speaking, training and coaching, this has to be the most popular question when talking about LinkedIn. To link or not to link…should a job seeker go after a high quantity of connections or focus more on the quality of connections? My answer – in short – is both. I am a strong believer and advocate that out of quantity comes quality.

Guy Kawasaki, of Alltop fame, says it best when talking about Twitter: “Nobodies are the new somebodies.” Albeit a different medium, I think that philosophy applies here. LinkedIn is the premier on-line professional networking site. And, just as you would network at a live event, the goal should be to get to know those you don’t already know. Moreover, following Kawasaki’s logic, don’t try to predetermine who can help you…those second and third degrees of separation with the most random of persons can take you places you never expected to go!

It’s essential to connect with likeminded people. A massive number of connections with non-networking types nets you “garbage in, garbage out.” Personally, I have used OpenNetworker to grow my network from under 2,000 connections to over 15,000 in just over a year. More importantly, 15,000 connections who want to network. This has been instrumental in helping me get the word out on what I do and the pain I address (more on this in a second). I don’t decide who needs to hear my message – I let the audience…my connections…decide what has value. They then make the introductions and connections accordingly.

For the job seeker in particular, you must have your message down. More importantly, your message (or, as I call it, Your Solution) isn’t that you are unemployed or that you are looking for work. It’s all about where you have consistently delivered value to employers in the past - painting the picture of what you can do for a future employer. When working with clients on their Solution, we get crystal clear on the problems (or pains) they solve. Fine tune the Solution, push it out as a clear message, attract those in pain (i.e. those who need what you can deliver) and then explore the fit (interview).

Can you do this with a small, closely knit network? Sure. But, chances are that your immediate network already knows your accomplishments. Your closest network would hire you if they could. But what about those “nobodies” who could just be the “somebody” that lead you to your new job? You owe it to yourself to connect with them sooner rather than later.

As always, I’d love to hear what you think!

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Connecting with the Hiring Manager – No Recruiters, HR or Gate Keepers

Kevin Kermes — Fri, 06 Jan 2012 11:00:53 +0000

LinkedIn is, without a doubt, one of the greatest tools for job seekers in finding potential employers. But, if you view it as your primary way of connecting with potential contacts versus a robust resource for information, you could be making your search more difficult than it needs to be. Let me explain what I mean as I walk you through this “how to” session.

I want you to think of LinkedIn like your personal White Pages. The more first degree connections you have, the larger your phonebook. I’ve written before about my philosophy that out of quantity, quality is born. The tool I highly recommend to all my clients for building a vast 1st level of likeminded networkers is OpenNetworker. After signing up with them, you will see your connections grow exponentially…as well as your ability to find the people with whom you want an audience. In my case, simply by signing up, my connections went from around 1000 about 24 months ago (which took me almost 4 years to build) to 19,869 as of this blog…connecting me to under 22,000,000 LinkedIn users.

What I am going to walk you through today is only one of the techniques I teach in my Job Search 2.0 Bootcamp. Adopting this approach, I want to show you how you can get in front of more hiring managers and take control of what they are hearing and seeing about you:

1. Getting Started – Here are the basics that you need:
• The name of the company,
• The role (you can select more than one, if you are uncertain) to which you would be reporting. You are looking for decision makers here – not HR or recruiters. In the video, I walk through this step-by-step (there is more information on this below).

2. Searching on LinkedIn - Using this criteria, conduct a search on LinkedIn to find the right point of contact – who you would be reporting to in your ideal role. Write down their full name. If you are on the fence about who your ideal contact is, take down all the possible options you can find in LinkedIn.

Tip: I recommend starting your search as broad as possible. Run it by company only, and then start adding in criteria like location, title or keywords. It’s always better to cast a wide net to begin with and then narrow your search.

3. Googling the Email Format – Since you are going to be reaching out to this contact on your own, we are going to move from LinkedIn to Google. If you think you might have a good contact to use instead of making your own introduction, that's fine. But, I recommend using my “Litmus Test” in the tip below before relying on someone else to get you in the door. You need to know exactly how good an advocate they are going to be.

Tip: When trying to decide whether you should use a connection for an introduction or go it alone, use this easy litmus test. Ask your connection if they are willing to make a call to the contact you are trying to reach. If they are reluctant to do so and only offer to email – or worse yet, put your resume in front of someone in HR – politely thank them and go it alone. Someone with a solid relationship that bears weight won’t hesitate to pick up the phone. Anything else is simply an introduction with no teeth and a missed opportunity to make a meaningful first impression.

Using Google, add the “@” sign in front of the URL of the company in the search box. In the video, I use the example of Applied Robotics. You can see below what that search looks like.

You may need to dig through a page or two of search results to find the format. I also share some secrets on uncovering hard-to-find email format in the video walking you through this technique. If you enter your name and email below, I will send you a link to the short video that includes more tips and walks you through this process step-by-step.

Once you have found the format, use the contact name you found through LinkedIn and apply the format to it. You can then reach out directly to this potential hiring manager without being concerned about HR, recruiters or any other gate keepers.

As always, share your comments below. I always want to hear that you think!

5 Reasons Why Social Media MUST Be Part of Your Job Search

Kevin Kermes — Fri, 09 Dec 2011 10:41:12 +0000

There's a lot of static out there about Social Media and its place in the job search process. Many think it is a big time drain with little return on investment. And, like anything else, without a “plan” it can be just that. But, properly implemented, it can be a more powerful catalyst to getting your job search engine off and running than just about any other single tool out there. This is largely because it embodies a collection of qualities that, combined, can streamline your search efforts while putting the maximum amount of pressure on a pinpoint area – your target position:

Visibility – These mediums allow you access to an unlimited amount of professionals within your targeted audience. What’s more, Social Media sites by definition allow for and promote the organization of niche “groups” which make finding your audience that much easier. LinkedIn is a prime example of this, but Facebook and YouTube as well.

Transparency – This is a bit of a mantra to your success in Social Media environments. I like to equate it to going to a party. Would you set up a table and starting pitching your product (i.e. “Here I am, looking for a job”) or begin by connecting on common ground? This is particularly true on Twitter – one of the more transparent tools out there. It is the first step in the process of “Know, Like, Trust,” which we all go through in determining what we are going to buy. Or, in this case, who they are going to hire.

“Pay it Forward” – Coupled with transparency, it is the second key to success in Social Media. Help others to not only get them to help you but, of equal importance, discover who will help you. And, by way of this assistance, you get a third party endorsement or recommendation. You can start doing it by simply asking others, “How can I help you?”

Nobodies are the New Somebodies – Borrowed from Guy Kawasaki, in the simplest of terms you don’t know who can help you nor do you know who knows who. Connecting with the big wigs in your industry through Twitter, Facebook or LinkedIn can be fun, but it’s that avid networker who you have never met or heard of who is your better bet.

The Quality is in the Quantity - This is how you get to the “Nobody Somebodies.” By using tools like Opennetworker, you can build a network of likeminded, “give to get” individuals rapidly on a number of platforms (LinkedIn, Facebook, Twitter, etc.). By having a large number of connections, you have more choices from which to drill down and develop deeper, more meaningful connections. Think of it like filling your own networking event: pack the hall with as many folks as possible and then work the room to see who can help you (and, of course, who you can help).

It’s clear that Social Media isn’t the fad some first claimed it to be. It is almost equally as pervasive off-line as it is on-line. By incorporating it on the front end of your job search efforts to “fill the funnel,” you will not only more effectively tie in with the opportunities you seek but also uncover that elusive “hidden job market.”

And, as always, let me know what you think by sharing your thoughts below!

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5 Reasons to Kick Your Search into High Gear in December

Kevin Kermes — Mon, 28 Nov 2011 11:29:48 +0000

Every year I hear countless job seekers say the same thing, “I am going to put my job search on hold until after the Holidays.” Unfortunately, this is yet another example of conventional wisdom misfiring. Here are some of the reasons that “suspending” your search in December will do more damage than good:

- I have never seen a December in the search business that wasn’t extremely busy – good economy or bad. Many companies are trying to get positions filled before year’s end because of budgets or potentially losing the headcount. The latter is of particular concern right now, given the state of the economy and new job creation.

- During December, there are multiple opportunities to network through holiday parties. The amount of people you can reach out and touch is two to three times that of any other time of the year. Why wouldn’t you take advantage of it?

- Think of your job search as a sales and marketing campaign. You should be creating “buzz” about your product – you! You have worked hard building up this “buzz” – so why stop now? Again, think about all the people gathering and networking (social or otherwise) this month. Don’t you want to remain top of mind?

- People are conditioned to connecting and re-connecting over the holidays. Combine this with a more charitable sprit and your networking efforts are made much easier. As many push their workloads off until the New Year, making introductions, renewing connections and touching base is much easier. Why wait until after January 1, when everyone is battling a pile of December’s procrastination on their desk?

- For those companies who aren’t going to hire until January 2012, staying top of mind right now is even more important. Simply put, who has a better chance of landing the job – the person who has been in touch, networking and establishing rapport over December –or- the person who makes their first contact via email on January 2?

ExecuNet cited that executive level searches are taking upwards of 10 months in this market and the average job search is 2.5 – 3 weeks per 10K in annualized salary. Networking and relationship building are crucial to shaving months off this average for yourself. So, this is no time to rest! Keep building on that momentum you have worked to build in 2011 for your job search. If one of your resolutions for 2012 is to make a career move, there is no better time to get a leg up on the competition.

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Is Your Job Search Networking Missing Something?

Kevin Kermes — Wed, 23 Nov 2011 08:27:30 +0000

Let’s face it, if you have been networking you have probably asked for a lot. Leads on new opportunities, connecting with decision makers and the list goes on. And, I’m not here to tell you that you shouldn’t be networking and asking for these things – you absolutely should. But, there is balance…and the balance to receiving is giving. So, I’m going to share what I recently told clients of mine about how and why you should be doing this (beyond the obvious reason that it’s simply the right thing to do. That should be enough, right?):

Your List – Start here. Take everyone you have spoken to or interacted with during your job search. From that trusted advisor and mentor who you touch base with weekly down to the recruiter who rubbed you the wrong way and you barely spoke to once. By the way, if you don’t have a list of everyone you have connected with this is a prime time to create one. This is your network. Some pieces may be stronger than others, but every interaction is an opportunity to strengthen that relationship and build new ones.

Pick up the Phone – This is about being interactive and dynamic. Email is static. Grab the phone and call the people on your list. You can make 1000 excuses why not to do it (my industry likes email, I don’t know some of these people that well, I don’t have their number, etc..). In order – if everyone is emailing, it’s easier to stand out via phone. If you don’t know the person well, what better way to get to know them better? Don’t have the number – Google the company and call the main switchboard.

Bottom line, you will get infinitely more out of a conversation and you can steer it more than a one dimensional email. Plus, you are going to be offering to help them – why wouldn’t they want to hear from you? If you get voicemail, you can send a short email following up…but make sure you lead with a call – it will make all the difference.

The Call - I’m not a fan of scripts, but here is the gist of what you should say in your call. Adjust the verbiage to fit your audience:

"Hi _________, it’s _________. You have been great about helping me in my job search and I simply wanted to return the favor. I’m wondering how I might be able to help you? What’s on your plate right now that you could use some help with resource-wise?"

Short and sweet.

Calling a peer or potential hiring contact? Maybe they are working on a project and need help locating some resources? This gives you a reason to call other people inside, or outside, your network…growing your network, demonstrating you are “plugged in” and calling for a reason other than looking to get something for yourself.

Calling a recruiter or someone in HR? Offer to help them with candidates for searches they are conducting. While I’ve never been in HR, I can tell you from my years as a headhunter that I knew the people who would always help me network and they were my first call. So, if you aren’t getting a call back from the search firms or internal recruiters as you would like – this is the easiest way to fix that. Create a reason for why they will always want to call you first.

Ask for Nothing – this is key to your success here. It’s not about immediate reciprocity. The benefits you will receive will become apparent in short order, like I shared in both examples…and more.

If they ask about your search, certainly tell them. If they ask if they can help, I’d simply ask who they know in (your field, industry, area of focus) that they hold in high regard with whom you can network. Reassure them that you are just looking to broaden your network and you aren’t going to hit them up for a job (listen to my interview with Michael Kerman – he does this beautifully). And, again, push to meet in person if physically possible. It’s all about getting face-to-face time with people. The phone is closer to that than email (which is why I am a big fan of it), but getting in front of someone is much more effective in working towards “know, like and trust.”

Going Viral and "Paying it Forward" - Finally, I’d like to leave you with this thought. Between my newsletter (41K readers), this blog (2K+ visitors daily) and the social networks I post on (2.7M+ potential readers), this could have an incredible, collective effect if every job seeker reading it took action. Imagine your reaching out jogging the memory of someone in your network to call an unemployed friend. Maybe it makes them think of you for a certain position. Maybe you are that friend for someone else’s call. Who knows? What I do know is that this “pay it forward” effect will only be more exponential in its impact if everyone takes this step together.

So, make your list, pick up the phone and start asking what you can do for your network. Then come back here and share your comments and results below – I’d love to hear from you (and so would everyone else!).

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INTERVIEW: Networking from Scratch for a Job

Kevin Kermes — Sun, 06 Nov 2011 10:11:10 +0000

I've been sharing this interview a lot lately with my coaching clients. It's a conversation I had with Michael who found himself in a new city, with no network and unemployed. He had to build a trusted network from scratch - and quickly. In this interview, Michael explains exactly how he developed a strong network in short order that landed him an outstanding job...all without ever asking for a job! His advice - priceless.

Read the comments below from other job seekers who have benefited from the advice Michael had to share. Then, enter your information below and I'll email you the interview - it's yours to keep!

After you hit "submit," check your email for the link to the interview. I'll also take you to another page where you you will learn about 3 great, free webinars that can help with your job search - today!

The Job Search is a Marathon, not a Sprint – Treat it as Such

Kevin Kermes — Tue, 23 Aug 2011 12:00:26 +0000

The average job search is taking upwards of 8-10 months for those seeking salaries of 100K+. These numbers are anywhere from 2 – 3 times longer than just a few years ago. All too often, a day feels like a week and a week can feel like a month – particularly for those who haven’t had to really look for a job in years. Approaching your job search differently these days not only includes how you find jobs, but how you manage what can be a long search. Here are some tips to help you pace yourself and get better results in the process:

Work in Blocks: There are a lot of moving parts to the job search: developing leads, contacting prospective employers, following up, networking…and, of course, interviewing! They all require a different focus and mindset. Instead of constantly reacting to events, plan to work your day in blocks. Create a short list of critical events that are cause for interruption (call from a potential employer, networking call, etc.). Otherwise, focus on the tasks at hand. Lump responding to emails into a block too…this is the biggest culprit of distractions out there!
Change of Scenery: No need to be chained to your desk for all these activities. Can you do your research in a coffee shop? Do you find you are more creative in writing cover letters sitting outside (enjoy this summer weather while you can)? A change of scenery can be great for your outlook and will help keep you out of a rut in your job search! Give it a try.

Take Time to Recharge: As you shift between your blocks of work, use a physical event to do so. A short walk around the block, the act of changing locations (like we just talked about), or even something as simple as getting a glass of water. This event (small or large) signals your brain to shift activities and focus. Something that seems insignificant and takes only a few minutes can end up saving you time and making you more productive.

It’s common to be feeling guilt during your job search – did I do enough today? Should I spend a few more hours digging deeper? But, just like training for a marathon (or any athletic event for that matter), you can over-train. This leaves you tired, unprepared and ineffective for your race: the interview. By using these tips and figuring out what works best for you individually, you can be better prepared to shine and excel when you get the call for your big event!

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Tips to Make Sure Your References Close the Deal for You

Kevin Kermes — Thu, 20 May 2010 20:35:25 +0000

Two years ago, if a client told me that the company they were interviewing with was getting ready to check references, I would have thought, “Great! It sounds like an offer is not far behind.” But now, with unemployment at almost 10%, the job search landscape is far different and more competitive than ever. As a result, many companies are checking the references of multiple candidates in order to help make their final decision. So, getting it right with your references is extremely important. Here are a few tips:

Be Proactive: Don’t assume the reference and reference checker will connect. Find out who will be calling your reference and let your reference know. I would suggest taking the steps to help schedule it. Not only will this help make certain it happens, but your reference will be in a better state of mind and more prepared for the call. You want them focused on selling you, not multitasking by driving, checking emails, etc..
Prepare Your Reference: Schedule a call with your reference to review your background and the position you are interviewing for. Send them a copy of your resume. You want them understanding why this is a great job for you. They need to both think and speak in terms of why your past accomplishments are an indicator of what you are going to do for your future employer. It is all about being specific, quantifying and qualifying why you are the best hire – period.
You are Only Good at What You Check: Follow up with your reference afterwards to find to how the call went. Were there any stumbling points? Any red flags they think you might need to address or be aware of? This way you know if there are any points you need to go back and re-address or affirm with your future employer.

There reference check is so much more than verifying employment. By taking these steps, you will not only properly prepare your reference, but you might discover you need to replace one of the people on your list. Remember, knowing they are checking references doesn’t mean you have the job, but it does mean you are a finalist. This is the last leg of your journey, so it’s time to pull out all the stops. Make sure your references tip the scales in your favor!

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Turn on, Tune in and Drop out…with Me

Kevin Kermes — Mon, 17 May 2010 18:22:36 +0000

No…I’m not channeling Timothy Leary. But, it’s the most fitting quote to capture the change that we are about to embark upon today.

For the past two years, I’ve been training on a new, more effective way to tackle the job search. You know how I feel about the status quo: job boards, recruiters, applying on-line and even what’s becoming the traditional take on using social media. It’s broken. For those who have been Bootcamp or Mastermind clients, you know exactly what I am talking about and have experienced how we have re-defined the job search.

Now it’s time to take it a step further…an evolution of sorts. One that encompasses career management over all - whether you are in the midst of the hunt for a new position, trying to map out a new career path or simply want more stability in your current track.

So, what is Career Attraction?

It’s a complete approach (philosophy, mindset and system) of positioning yourself in an authentic way to simply and naturally attract the opportunities that are the right fit for you. The traditional job search – even career management – schools of thought are largely “push” marketing. This is much more along the lines of “pull” marketing, where your audience self-selects and comes to you.

It’s not about what to write on your resume, redesigning cover letters, what to say to recruiters, how to navigate job boards or even the "hidden" job market...and it's definitely not about standing out in a crowd.

It’s about getting out of the crowd, becoming a hub for information, being a beacon in your area of expertise (a concept we will redefine) and creating a new level of career security – all while being the most authentic version of you (and smoothing what can be the confusing line between your professional and personal persona).

Over the next few weeks, we are going to dive into some of these concepts head first through interviews, articles and some free training – into the breach style. If you’ve been a reader for some time, you are going to love where we are going…and feel free to bring along a friend or two by forwarding this post along. I appreciate you paying-it-forward!

If it’s your first time here, welcome! Your timing couldn’t be better. And, so you don’t miss a step on the journey, sign up below to get all the freebies I will be sharing moving forward.

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I’m really looking forward to sharing all of this with you. As always, I’d love to hear your thoughts below!

Questions about My Recent Announcement…

Kevin Kermes — Thu, 29 Apr 2010 19:37:34 +0000

On Tuesday, I announced that I would be closing the doors on my Job Search 2.0 Bootcamp System forever next week. I received a number of questions with similar themes. I hope you don't mind, but instead of putting together individual responses I decided to make a short recording tackling the questions that came in. This way, everyone can benefit.

Click here to listen to my answers to your questions.

If you have a question about the program that wasn't answered in the recording, feel free to leave a comment below and I will make sure to respond ASAP!

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