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| Find a job without selling yourself |
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By Alan Kearns How often in your career do you look for a new job? Where did you learn to do an effective job search campaign? Cathy Keates, M.A., is the author of Not For Sale - Why We Need a New Job Search Mindset. Cathy has been a career counselor for more than 10 years, and currently works at Queen's University in career services guiding young professionals as they launch their career. One common thing she has observed in her work is, "job search is not an activity we are born knowing about - it is something that we have to learn about." If I was coming in this morning to do your job, do you think I could do it as well as you can? I am darn sure the answer would be “no!” Most likely it would take more than a few years of training to get up to speed and deliver the kind of results you can. The same holds true for the task of job hunting. Don’t be too hard on yourself regarding this undertaking. This week’s column is here to help you “learn” some of the job search core skills. Cathy felt strongly that there needed to be a new way to think about looking for a job. So many of her clients were resisting the traditional “you are a product, sell yourself” mindset. In fact, in many ways this mindset was creating more stress and produced a framework that made it more difficult for most people to go about a job search campaign. Now, obviously, the fundamentals of looking for a job remain constant. You do need certain tools such as a well-written resume, a strong network and the ability to interview well. However, like Cathy, I have found that most of the challenges related to finding a job are as a result of the mindset of selling ourselves. In fact, I heard a recent expert speaking about retail marketing. “Most people hate being sold, but they love to buy,” she shared. You and I are resistant to the selling mindset because it is against our very nature. Cathy’s book is actually about how to get employers to “buy” you. Cathy identified 5 common problematic “Sales Mindsets”: Sales Mindset #1 – Sell Yourself - Cathy shares, “In general, we have an uneasy relationship with sales. Employers can pick this up and sense you may be telling them what they want to hear.” Solution: Be authentic. Employers are smart. When you are true to yourself, you will end up in a situation that is a much better fit for you and the employer. Frankly, you are going to be more persuasive in the interview, making it an easier decision for the hiring manager to choose you. Sales Mindset #2 – Candidates should package themselves as products. Cathy shares, “truly no one wants to be just a commodity, a product to be bought and sold. We are much more than that.” Solution: Be clear: It is best to be accurate in your strengths and weaknesses, while understanding what you have to offer and what you want. Recognize that you are not a commodity that is to be bought and sold. Hiring managers are much more confident when you are clear, and you will select the right opportunity. Sales Mindset #3 – The employer decides who to buy (hire). It is your job to convince them to buy (hire) you. “The challenge with this is that the employer is the decision maker. There are actually 2 parties involved in the decision - you and the employer. If you leave all of the power in the hands of the employer it leaves you out of the loop and at a disadvantage,” says Cathy. Solution: Be Balanced: You and the employer both have valid needs and expectations. When you find a fair trade relationship everyone wins, both short-term and long-term. I will share the final two points from her book, in the next column. I think that Cathy's advice has never been truer. I have noticed that some people feel guilty for reaching out to receive professional support and advice in their career. Remember, like your own profession there are new tools and competitors entering into the market on a continual basis. If you don't keep up, you and/or your company will fall behind. Job search is constantly evolving; consider the role of twitter and sites such as LinkedIn. My role is to share best practices and to advise you on how to take advantage of these changes. You will then make better career decisions. I am pleased to announce that CareerJoy has been chosen as the exclusive provider of career services to Queens Alumni. We are offering a 15% discount to all Queens Alumni for our services. Watch an interview with Paul Smith, Director of Career Services, and myself as we share thoughts about the job market, and how our partnership with Queen's can help you. Visit the CareerJoy YouTube channel for other job search tips. Click here to book an initial “guaranteed great advice consultation” or, join our weekly FREE TeleWORKshop. What are you going to do about the job search process this week in order to move ahead in your career? Teaching, along the road with you! Alan Alan Kearns, Canada's Career Coach, is the founder of CareerJoy: The Career Coaching Company. He is one of Canada's foremost experts on all things relating to careers. Alan has more than 17 years of experience coaching professionals with successful career decisions. Alan was voted one of the Top 40 entrepreneurs under the age of 40 and is the author of Get the Right Job Tag it:           |
