Do you know how to sell yourself?
Some are born with special talents, while others have to work hard to achieve competence. But all of us should try to fine-tune our professional pitch. Everyone relies on it to land jobs, close big deals, and forge career pathways. For those new to the workforce, "selling yourself" and using persuasive communication skills comes with practice. Is your sales pitch up to snuff? Take a few minutes to consider these inevitable real-world encounters.
Responding to Classified Ads
Most companies still use classifieds to recruit qualified talent. To guarantee that your resume finds its way to the hiring manager's desk, you should know who you're talking to. If responding to a company executive, your cover letter and resume should be informative, charismatic, and specifically tailored to the target position. If responding to a personnel office, ease up on the personality. Focus on why your qualifications make you an ideal match. Don't send out a blind mass mailing of ad responses. It's better to carefully script 15 targeted letters than knock off 50 generic ones. You'll just waste your stamps. And try not to be lured in by deceptively glamorous ads. Some employment agencies exaggerate wildly, and the job rarely matches their description.
Building On Temp-to-Perm
Enthusiasm can be a determining factor when you're up against candidates with similar professional backgrounds.
Temping is an alternative, flexible, and practical work choice. For college graduates with liberal arts degrees, it's a great way to test out certain career fields before diving in head first. Work with reputable agencies and get rates and client lists from many sources. Provide your contact with accurate feedback. If the jobs you've been recommended for are great, then say so. If not, the agency needs to know. Although it's temporary work, don't just show up and stumble through the day. If you really want a full-time position, do your job at 150 percent, act like you're part of the team, and regularly check for new job openings. Be bold: If this is the firm for you, schedule a meeting with the boss. Pitch your new work skills, be enthusiastic, and let him or her know you'd like to stay permanently.
The Job Interview
The job interview is often undermined by a lack of preparation, according to David Andrusia, author of The Perfect Pitch: How to Sell Yourself for Today's Job Market (Warner Books, 1997). "The best anecdote is to practice your pitch," he says. "Repeat it out loud to yourself if you must. It will help calm your nerves." Always do your homework: Dig up annual reports; become familiar with company products, services, and competitors; use business and trade magazines for research.
One thing you shouldn't do in an interview is interrupt. "You'll seem like an over-anxious chatterbox," says Andrusia, "if you prevent your interviewer from getting a word in. Two minutes is a good response time to most questions." Don't be afraid to show a little spunk--you're not chained to the chair and your inquirer is not a warden. Enthusiasm can be a determining factor when you're up against candidates with similar professional backgrounds, so feel free to pose questions of your own. If you're serious about joining this team, ask about strategic plans and the corporate culture. Is the company a breeding ground for new talent? Is there a salary cap? What about health benefits, retirement plans, or tuition assistance programs?
The Power of Body Language
Our bodies subconsciously express many different emotions. Body language has a direct influence on the responses you elicit from those around you. Do you laugh nervously? Do you face co-workers eye to eye with a warm smile? Do you often squint and clench your fists? Gestures can spell out frustration, defensiveness, or openness, according to Harry Mills, author of Artful Persuasion: How to Command Attention, Change Minds, and Influence People (Amacom Books, 2000). "To project confidence and authority," Mills writes, "control your tone of voice, speed of delivery, and volume." Powerful persuaders are usually powerful talkers, he says. "They are highly articulate, skilled wordsmiths who use affirmative, assertive language. When they want something, they communicate precisely what they expect to happen and use win-win phrasing."
Negotiating the Deal
Some are born with it--others learn it only after being burned. Either way, successful negotiating is a skill worth having throughout the course of your professional life. When hammering out a prospective employment offer, or settling a termination package from your present employer, practice makes perfect when working your way in and out of a job. On a job interview, you have real power: You can always walk away. Whenever a hiring manager does not grant your requests, there are other jobs available. And, again, preparation is your best weapon. A well-rehearsed position guards against being fidgety and sweaty on an interview, signs which indicate weakness. Too many people are unprepared to counter with a "fall-back" position once they've taken their first shot in a negotiation.
So what rights and perks are fair game at the bargaining table? Surprisingly, a lot more than you may think. For starters, learn your "street value" and try to justify your salary requirements. Don't forget to factor in your cost of living and any travel expenses. Discuss your opportunities for job advancement and, if applicable, a fair commission rate. Additional negotiating points include vacation, overtime, telecommuting, and tuition assistance. "Non-negotiables" are those things offered to every employee, regardless of position: pension and profit sharing compensation, health insurance, and disability plans. Those things are typically carved in stone and shouldn't be subject to change.
Leaving Your Job
In today's corporate climate, workers can expect to face a layoff at least once in their career due to downsizing, mergers, and acquisitions. A young person today may hold eight to ten jobs in the course of a lifetime. However, the end of one employment situation is just the beginning of another. After hearing the bad news, your emotions may range from shock to denial. If you are pressured to sign a severance package then and there, simply refuse--you cannot possibly be objective at that moment. Losing your temper or acting hostile will only work against you if you plan to obtain references and maintain a good reputation in the industry. You should ask for more severance pay and other post-termination benefits.
Severance pay is usually based on tenure. Depending on your status, achievements, and industry, you may request anywhere from one week to one month of compensation for each year of employment. Year-end bonuses are often discretionary and based on performance, but if you were due to receive one, argue that your firing deprived you of this perk. If this argument fails, try to settle for half the amount. With health benefits, try to extend the grace period of coverage for a few extra months, especially if your plan covers your family. Employers often grant this request to make you feel as if you were treated respectfully. If securing an immediate income is crucial, offer to remain onboard as a consultant while making your transition to a new job. It sounds self-serving, but many employers have warmed to the idea.
Erika Welz Prafder is the president of Real World Careers (www.realworldcareers.com), assisting college students and graduates in their hunt for quality employment. She also writes a weekly career column for The New York Post.
