Posts tagged ‘networking’

What Recruiters Say vs. What Job-Seekers Hear

I recently came across an interesting InfoGraphic published by an organization called MedReps — a job site geared towards Medical Sales jobs. While that site focuses on a specific industry niche, the InfoGraphic is quite universal in its message to job-seekers of all types. Basically, it uses a number of well documented statistics (annotated at the bottom) to illustrate the typical gap between what recruiters say to job-seekers, and how those things are often misinterpreted by job-seekers who “hear what they want to hear.” Many of the messages shown in this InfoGraphic are great pieces of solid advice on how to best work with recruiters. [Read “The Real Truth About Working with Recruiters” for more info on this topic.]

Among the many messages contained in this InfoGraphic that I think are especially important for all job-seekers:
► Constantly continue your personal networking activities in addition to working with recruiters.
► Only apply to jobs that you are truly qualified for — don’t try to stretch your qualifications or mislead recruiters with exaggerated information.
► Try to clarify the hiring timetables for any positions you discuss, and the expectations for follow-up communications with recruiters you speak with.
► Keep in touch with any recruiters you are working with, but don’t over do it. Remember: recruiters don’t find Jobs for People … they find People for Jobs — a very different concept!

So here it is. (You can click on the image below to open a full-sized version in a new tab. Then click it again in the new tab that opens to zoom in.)

February 14, 2017 at 11:47 am 2 comments

The Dirty Truth About Misleading Unemployment Statistics

(This article was updated in December 2018)

It seems like everywhere you look these days, there are headlines screaming with unemployment numbers. Statistics purporting to show how many people are working or not working are thought to be an indicator of the general health of our economy. Now we all know that news organizations have a natural tendency to sensationalize things to gain ratings. They tout numbers designed to show us that things are either getting better or getting worse, depending on what flavor of news you choose to follow. Viewers of FOX News will likely get a very different picture of things than viewers of CNBC or CNN. Lately I’ve been seeing headlines with statements like “Unemployment Rates Dropping,” and “Applications for Jobless Benefits Falling” and “Employers Adding New Jobs.” The government loves to brag about their wonderful accomplishments. Presidents love to claim that things are better than they used to be, and take credit for improving our lives during their time in office. But are those statements and statistics meaningful and accurate? Do they tell the whole story?

Statistics are an interesting thing. It’s been said that you can prove or disprove just about anything with statistics depending on what your sample is, how you count things, and how you interpret the results. At the height of the most recent recession — around the end of 2009 — the U.S. Bureau of Labor Statistics reported the national unemployment rate to be around 10%. Today, that number is around 3.7%. That sure sounds like things have gotten better, right? But here’s the dirty truth about those numbers: they are only counting a small percentage of the actual potential workforce population. They are NOT counting people who are “underemployed” — i.e. people who have taken low-paying jobs well below their experience level just to pay their bills. They are NOT counting people who have taken part-time jobs — in some cases just a few hours a week, and usually without any benefits. And most importantly, they are NOT counting people who have been out of work for so long that they’ve become discouraged and have “given up” looking for a job altogether. For anyone in those last categories, these government statistics are a cruel joke, indeed!

Check out this 2-minute video cartoon that explains how the government arrives at their unemployment statistics. It’s both hilarious and depressing at the same time:

So, what is the “truth” about the current unemployment picture? Again, it depends on how you count things … but here’s an interesting tidbit I came across: According to the Gallup organization, 30 million Americans are either out of work or severely underemployed. Gallup defines a “good job” as one that is at least 30 hours or more per week with a company that provides a regular paycheck. Using that definition, they’ve recently determined that in the U.S., only 44% of adults age 18 and over have “good jobs.” They go on to say that in order to restore America’s middle class, the target for this should be at least 50%, with 10 million new good jobs.

Elsewhere, AP reported that U.S. employers added 223,000 jobs, but despite widespread job growth, overall there is a shrinking workforce. As as recruiter, I can certainly attest to the fact that in almost every specialized job category, there are more job openings than there are qualified candidates! I keep hearing the term “Talent War.” Among my peers in the staffing industry, there is a widespread feeling that qualified talent is getting harder and harder to find in almost every category.

One of the most obvious explanations for this growing talent shortage is simple demographics. In 2011, the oldest of the Baby Boomers (people born between 1946 and 1964) started turning 65 — the traditional retirement age. Of course more and more people now expect to keep working past the age of 65 … but sooner or later just about everyone reaches an age where full-time work is no longer a desirable option. We are now seeing the beginning of a mass retirement movement unprecedented in American history – a radical demographic shift in the makeup of our work force. All told, there are about 76 million people in that Boomer generation who will, over the next couple of decades, drop out of the work force. By contrast, there are only about 51 million “Generation X’ers” (people born between 1965 and 1976) who could potentially step into all those higher level jobs that the Boomers are retiring from. That leaves a huge talent deficit: at least 25 million fewer potential experienced workers!!!

OK — so what does this all mean to the average job-seeker? Honestly, not much. It’s really mostly just background noise. For anyone in job-seeking mode, my advice is to take most of what you see and hear in the news with a grain of salt and just concentrate on the basics of job-seeking strategies as expounded in the numerous articles here in Recruiter Musings. Work on your résumé, work on your elevator pitch, work on your interview presentation, and most importantly, concentrate on the activities that will get you in front of actual decision-makers at your target companies: “Networking, Networking, Networking!”

July 23, 2015 at 2:57 pm 4 comments

Job-Seekers’ Top-10 Lists and New Year’s Resolutions

Every year around December, people in the media seem to feel compelled to wrap up each outgoing year with various Top-10 Lists – usually featuring news events, movies, songs, TV shows, books, etc. Each December since I started Recruiter Musings back in 2009 (our visitor count recently surpassed 1 Million hits and we’re still going strong!) I’ve been posting a couple of my own “Top-10 Lists” for Job-Seekers, as well as a list of suggested New Year’s Resolutions for Job-Seekers. In reviewing those prior lists, I found that they are mostly still very relevant and timely! Oh sure, a lot has changed in the world during the last few years. But in terms of my view of the most annoying and the most helpful things for job-seekers … well, my opinions and suggestions have aged well! I’m still very annoyed by people who don’t return phone calls, and I still think Twitter is a huge waste of time! And I’m still a firm believer in the power of Networking as the number one job-seeking methodology with the best chances for success. Likewise, my suggested New Year’s Resolutions from the last few years are still the same ones I’d advise today’s job-seekers to aspire to for the coming year.

Rather than trying to re-invent the wheel, I simply went back and re-edited the past year’s postings to make sure they were still accurate and up-to-date so that I could simply refer back to them. (By referring back to those newly edited original posts instead of re-posting them as new, the readers’ comments at the bottom of each of those articles have also been preserved.) SO … here are the links:


 Top 10 Most Annoying Things for Job-Seekers

 Top 10 Most Helpful Things for Job-Seekers

 New Year’s Resolutions for Job-Seekers


December 1, 2014 at 11:56 am Leave a comment

Let the Jobs Find You: Making Yourself More “Searchable”

If you are an active job-seeking candidate, then I think it’s safe to say that you are in pursuit mode, right? You are probably spending the majority of your time searching for and pursuing target companies, networking contacts and decision-makers within those companies, HR people, recruiters and any job opportunities you hear about that match your background and experience. All in all, these can be very time consuming and often frustrating activities. Wouldn’t it be great if the reverse were true: if jobs would find you, instead of the other way around? Wouldn’t you like to be the one who was being pursued instead of you always trying to chase others down? Wouldn’t it be fantastic if hiring managers from companies, HR people and recruiters would search for and then contact you about jobs they thought you matched???

First of all, we need to start with the assumption that you possess all the necessary skills and experiences that truly match a particular job’s requirements. If that is true (and that’s a huge assumption) then connecting you as a candidate with a specific job opportunity is the name of this game! In my world as a recruiter, there are basically two types of candidates that are considered targets for us to pursue: Passive and Active. The difference between these two types of candidates is fairly easy to describe:

Passive Candidates are people who are currently working and not really looking for a new job at all. However (and this is a key point) they might be open to new opportunities, depending on how they are approached. Companies with jobs to fill rarely solicit passive candidates directly. Instead, they will engage Executive Search Firms and recruiters who specialize in placing people in permanent, full-time positions and who usually target passive candidates on behalf of those client companies. Passive candidates are highly sought after by so-called “Head-Hunters,” whose goal it is to get someone to leave one job and go to another. [Read “The Real Truth About Working with Recruiters” for more on how “Head Hunters” differ from other types of recruiters.] For a variety of reasons (not all of which are logical) candidates who are currently working are perceived in a better light than unemployed job-seekers by most potential new employers. This is especially true if someone is working for a client company’s competitor!

Recruiting passive candidates is not an easy process … but can actually be a lot of fun and quite a challenge for many recruiters. It involves a lot of networking, cold-calling and old fashioned sleuthing. It boils down to pure consultative sales techniques. Once a passive candidate is identified and contacted, the recruiter has to establish trust and rapport with that person, find out what their career goals and desires are, and then convince them to consider interviewing for a job with their client — something they were not looking for, or really even thinking about before that initial call. There needs to be a compelling story to be told by that recruiter which explains why moving from company A to company B would be in that candidate’s best interest. That usually comes down to one of three things: higher compensation, opportunities for career growth/advancement, or a better company culture — or some combination of all three.

Active Candidates on the other hand, are people who are actively looking for jobs. These are candidates who are either “in transition” (i.e. not currently working full-time) or are actually employed somewhere but unhappy and seriously looking to make a change from their current job. Companies with temporary or permanent jobs to fill, as well as staffing firms and recruiters who specialize in contract-consulting jobs tend to target active candidates since they are generally available immediately. Unlike passive candidates, active candidates typically post their résumés on job boards and respond to job postings. For recruiters, active candidates are not as difficult to find as passive candidates — or at least they shouldn’t be! If you are an active job-seeker, it is obviously in your best interest to maximize your online visibility as well as your “searchability” in order to be “found” by recruiters and HR people at companies searching for candidates with specific matching skill sets.

LinkedIn Frustrations
It’s no secret that LinkedIn has now eclipsed all the standard job boards as the number one go-to place for recruiters to find candidates. LinkedIn has radically changed the way potential employers and recruiters find candidates, and companies search for and uncover details about potential employees. Many companies are now actually dropping their Monster and CareerBuilder accounts and relying on LinkedIn as their main source for talent acquisition. Creating an effective online profile on LinkedIn is one of the most important things a job-seeker can do right now. From a recruiter’s point of view, one of the most frustrating aspects of LinkedIn is that it is not always easy to figure out if a person is an active job-seeker or not. Many people portray themselves on LinkedIn as working full-time, when they may actually be active job-seekers who simply don’t want to reveal their true status. They might think (as per the reasoning explained above for passive candidates) that they will appear more desirable if they are not unemployed. The trouble with that reasoning is that if I, as a recruiter, am looking for active candidates — I might not contact someone who appears to be working full-time! Another LinkedIn frustration is that even active job-seekers who say they are looking for new opportunities usually fail to provide any direct way to contact them (i.e. an email address or a phone number.) If you are not a first-degree connection, the limitations of LinkedIn’s messaging system will be a big road-block to anyone trying to contact you with a job opportunity.

Making Yourself More “Searchable”
If you are an Active Job-Seeking Candidate with marketable skills and experiences, there are several things you can do to increase your chances of being seen and pursued by those jobs instead of you being the one doing all the chasing. Following are some tips on how to maximize your chances of being “found” by either a company or a recruiter:

  • Keywords
    Keyword searches are usually the first method used to find résumés and LinkedIn profiles with specific skills that match job descriptions. If the right words or phrases are not present in your résumé or profile, you simply won’t come up in a search done by a recruiter or an HR person. You should make sure that your résumé uses the language and commonly used buzzwords or phrases that appear in the typical job descriptions within your industry niche. Study those job descriptions and copy those buzzwords and phrases into your résumé and profile. Also look up other people who do what you do, and see what keywords appear in their profiles for more ideas. Try using a free keyword search tool like “WordStream”, or any number of other keyword generating tools that you can easily find online. When someone searches for keyword matches on LinkedIn, the results are ordered first by how closely connected you are to them, and then by how often those keywords appear in your profile. Test your own profile’s effectiveness by using LinkedIn’s Advanced Search function: pretend that you are a recruiter and search for people who do what you do in your own geographical area. Try copying and pasting some key phrases from a job description you think fits your background into the keyword search field, or a job title you are seeking into the title search field. Does your profile come up anywhere near the top of the search results? If not, look at who does and try to figure out why: what do their profiles have that yours doesn’t? What keywords do they have that you don’t — and how frequently do those keywords appear? Now add those things to your own profile (if they truly apply to you) and try the search again!
  • Frequently Refresh your Online Résumés
    In addition to LinkedIn, you should also have your keyword-optimized résumé posted on all the major job boards (Monster, CareerBuilder, etc.) Companies, Staffing Firms and recruiters pay lots of money to subscribe to and be able to search in those job-board résumé banks. Did you know that when someone searches the job board’s résumé banks, the results are often displayed in the order of who is the most recently updated? Anyone who has ever done a basic Google search already knows how that process works … you click through the results on the first two or three pages, and most people rarely go any further. Does anyone actually look to see what’s been found on the hundreds of pages that follow those first few? If your résumé doesn’t appear on those first few pages of a keyword search, your chances of being found drop off dramatically. How can you fix that? Easy: edit and then re-post/refresh your résumé posts at least once or twice a week. Change something/anything on your résumé or profile to refresh/re-post it online. It can be something as small as one word! Refreshing/Re-Posting it will bring it back closer to the top of the search results.
  • If You Are an Active Candidate, SAY SO!
    Make sure you clearly declare the fact that you are seeking new opportunities in such a way that it is crystal clear to anyone who views your résumé or LinkedIn profile online. Put it in your headline. Put it in the Summary section. List it in your professional goals. Use phrases like: “Seeking New Opportunities” or “Available for Projects.” (Recruiters actually use the words “Seeking” and “Available” in their keyword searches for active candidates!)
  • Add Contact Information to Your LinkedIn Profile!
    As explained above, failing to include basic contact information (email address or phone number) somewhere in your LinkedIn Profile will make it much more difficult for anyone who finds you to contact you … unless you are already a first degree connection. Relying on LinkedIn’s internal communication tool is much too limiting. Add your contact information in such a way that anyone who views your public profile can see it and email or call you.
  • Include a Photo on Your LinkedIn Profile
    Speaking strictly from personal experience as a recruiter, I am much more inclined to reach out to people on LinkedIn who have photos than those who do not. I always prefer LinkedIn profiles with photos, as long as they look professional and not goofy. I tend to spend more time reviewing the photo profiles … they seem more honest and inviting. Plus, it helps me remember people I’ve met, puts names and faces together, and makes me feel I am more connected to people. Profiles without photos seem more generic, incomplete and anonymous. I always suspect that they are hiding something!

The goal of all of these steps is quite simple: make it easier for recruiters and potential employers to find and then contact you. Instead of you doing all the chasing, you want to make yourself more “Searchable” which will increase the odds that the perfect job will find you!

January 10, 2014 at 11:50 am 2 comments

“Help … I Need a Job!” A 9-Step Guide For Newly Minted Job-Seekers

Several times each month, I receive random calls and emails with unsolicited résumés from job-seekers who say, in effect: “Can you help me find a job?” My response to those people is usually some variation of my often-repeated mantra: “Sorry, but recruiters don’t find jobs for people … they find people for jobs.” I then point them to this blog for further clarification: “The Real Truth About Working with Recruiters.” Still, I feel bad for those seemingly clueless job-seekers who apparently need some basic direction on how to conduct an effective job search campaign. Some are young, inexperienced job-seekers with minimal practical work experience. Others are in their prime working years, but have decided to try switching to a new career in which they have little or no experience. [For more on those types of situations, read “Advice for Recent Grads and Career-Changers.”] Still others are older, more senior level professionals who unexpectedly got caught up in the rampant layoffs during the economic downturn of the last few years and have suddenly found themselves totally unprepared for a job search so late in life. The toughest of those cases are the ones who have been working for one company for most of their lives, and haven’t needed to write a résumé or interview anywhere in decades. Having done their last job search during an era of fax machines, cold calls and door-to-door pavement pounding, those older job-seekers are often lost in the fast-paced modern world of mobile computing and social media.

Much of the information needed by anyone in order to organize and execute an effective modern job search has already been documented here in these Recruiter Musings archives. [For a list of all of those articles organized by topic, check out the Index found on the green navigation bar at the top of this page, and also on the side-bar to the right.] I thought it might be helpful to pull it all together into one big 9-Step Guide. Some of what follows is new information, and a lot of it is a re-hash where I’ll point towards prior blogs that need to be reviewed. If you are a newly minted job-seeker, this article can be a great starting point. For the more seasoned job-seekers, consider this a refresher! And, by all means, please feel free to email, re-post, re-blog or re-tweet this article to anyone you know who needs help getting started with a new job search. SO … here we go:

1) Soul Searching: Exactly What Are You Qualified For?
The job searching process starts with some soul-searching. What are you actually qualified for, based on your past work experiences? Exactly what type of job are you looking for? What is your industry niche? What is your particular area of expertise? What job function makes the most sense as a next step for you? Answering those basic questions is easy for some, and confusing and difficult for others. However, figuring those things out determines everything else that follows. Only you know what you are experienced at, and what you are truly qualified for. If you cannot answer those questions easily, then it may be time for some serious career counseling. Pursuing jobs that you are really not qualified for can be a huge waste of time for many people, including the people you might network with in that pursuit. You should also consider things like how far you’d be willing to commute every day, what size company you’d be comfortable in, etc. The more you can narrow down exactly what type of position you’d be most qualified for, and exactly what type of company you’d like to work at where such a job exists, the more effective your job search is likely to be. The key is to narrow your focus as specifically as possible.

2) Prepare an Effective Résumé.
If you ask 10 professional résumé-writers what a good résumé should look like, you’ll get 10 very different answers. There is no perfect one-size-fits-all formula for this. As a recruiter who reads and reviews résumés all day every day, my own STRONG personal preference is to see chronological résumés rather than so-called “functional” résumés. What I can tell you is that it is of the utmost importance that your résumé be a door-opener for you. An effective résumé should clearly explain who you are, what type of job you are seeking, and most importantly — why someone should hire you over someone else. That means not just simply describing your past responsibilities, but rather trumpeting your successes, quantifiable results and achievements in each of your prior positions. The main purpose for any résumé is to pique the interest of the reader … to have them want to learn more about you … to get you an interview! I highly suggest you read the following blog articles on this topic if you need help in this area:
 The Brutal Truth on How Résumés Get Eliminated
 The Résumé Test & Checklist: Does Yours Pass?
 Explaining Short Job Stints and Employment Gaps
 Beating the Résumé-Elimination Game: Where Do Recruiters’ Eyes Go?

3) Learn the Basics of the “T” Cover Letter.”
Job-seekers often ask whether or not it’s worthwhile including a cover letter with their résumé. It’s a question that many people struggle with. In my opinion there is only one format that is worth considering … it’s called the “T” Cover Letter. The blog article I wrote on that topic receives more hits on this site every week than almost all the other articles combined! It includes templates that you can download and modify to create your own “T” Cover Letters. Here’s the blog article you’ll need to read for help with this topic:
 The “T” Cover Letter – The Only Type Worth Sending

4) Develop a Target List of Companies.
Every job-seeker should have a target list of companies that are specific to their industry niche, and are likely to have jobs that fit their background and experience. Your goal should always be focused on getting in front of the people who are either decision-makers in those companies, or are directly connected to those decision-makers. If you don’t have such a list of target companies, stop everything else and make one!!!! This list is critical, and should be your road-map for moving forward on your job search. This takes some research. My advice is to use a professional business database like Dun & Bradstreet’s Million Dollar Database Premier or ReferenceUSA Business. Anyone with a public library card number can log into those databases from any home computer! (Ask your local librarian for help if you don’t know how to do this.) This gives you access to full information on millions of companies, including every business in the U.S. and the leading businesses in Canada. Use the advanced search mode to generate a list of companies that are the most likely to have jobs like the one you think you fit. To do that, put in search criteria that fit your profile. Company look-ups can contain multiple search criteria, including location by zip or area code, industry, size, products, number of employees, revenue, and specialty fields. Try using keywords specific to your niche. Keep narrowing the search criteria until you get the list to under 100 results. If this is your first search, I’d say to go even further and narrow it closer to 50. (You can always go back later and widen this list to get more targets if you exhaust your first list.) Print out the list and look it over carefully. You can probably eliminate quite a few companies based on things you already know – places that you’ve heard bad things about, places that you know are in financial trouble or any number of other personal red flags. Simply cross those places off the list. What’s left is your first target list!

5) Write and Practice Your “Elevator Pitch.”
Every job-seeker should know what an “Elevator Pitch” is. Put simply, it’s a short introductory speech designed to be given in the time span of an elevator ride – approximately 30 seconds to 2 minutes. It’s a standard tool in the world of sales, where people want to interest someone else in their product quickly, without sounding too pushy or intrusive. The fact is that a job-seeker IS a salesperson … and the product is YOU! [Read “Why Job Hunting is a Consultative Sales Position” for a more detailed explanation of this concept.] The basic idea is that you never know when or where you’ll run into someone who might be a prospect for you – a potential customer, a networking partner, a key contact or decision-maker at one of your target companies, or an actual potential employer. Being able to instantly deliver your Elevator Pitch to anyone, anywhere and at any time is something every job-seeker should be prepared to do. Read the following blog article if you need help creating an effective Elevator Pitch for yourself:
 Is Your Elevator Pitch Taking You UP or DOWN?

6) Become an Effective Networker.
Networking activities are considered by most job-seekers and staffing professionals to be the most likely to produce success in today’s ultra-challenging, highly competitive job market. Done properly, it is a complicated process which must be viewed as a long-term strategy. As such, it can also be very time consuming. Patience and consistency are the keys. While it may not produce quick results, it will position you well for long-term success. Spending time on networking activities means engaging in, and constantly re-visiting all five steps in the networking process: Those are: 1) Building Your Target Company List; 2) Identifying the Key People in Your Target Companies; 3) Reaching Out to Your Targeted People; 4) Talking / Meeting With Your Targets; and 5) Following-Up and Staying in Touch With Your Network. Read the following blog articles for details on how to network your way to a job using these five steps:
 Looking for Networking in All the Wrong Places
 How to Network: A Step-by-Step Guide for Job Searching
 Targeted Networking: How to Effectively Reach Out
 The Art of Giving: the Key to Effective Networking

7) Manage Your Time.
It is often said that looking for a job is itself a full-time job. As it is with any job, your days should be planned out, and your valuable time used efficiently to achieve your professional goals. Many job-seekers struggle with this concept. Exactly how should they spend their time? Which activities should be given priority, and which ones minimized? If you need help with how to organize your time to conduct an effective job-search, read the following blog article:
 Time Management: Recipe for a Well-Balanced Job Search

8) Brush Up On Your Interviewing Skills.
Scoring an actual interview with a company is often looked upon as the Holy Grail for job-seekers — second only to receiving and accepting an actual job offer! Interviews can be on the phone, in-person, on in many cases where the opportunity is in a remote location — on Skype. Being prepared for each of those types of interviews involves critical skills that need to be mastered. Don’t ever assume that you don’t need help in this area. In my many years of experience coaching candidates for interviews of all types, I’ve found that the people who don’t think they need help are the ones who do the poorest! I always get very nervous when I represent someone who says something like: “I’ve interviewed dozens of times — I don’t need coaching — I know how to handle myself!” After someone I represent finishes an interview with a company, and I do a de-brief with that candidate, I’ve noticed a very predictable pattern: When the candidate tells me something like: “That went great! The manager loved me! We really bonded! I expect an offer to be coming soon!” … more often than not, the feedback from the company is not so great, and that person rarely actually gets the job. On the other hand, when I hear things like: “I’m not sure how well I did. I couldn’t read the interviewer. I forgot to bring up a few things that I wanted to say. I don’t know if they liked me.” … those interviews usually went much better than the person thought, and the feedback from the interviewer is generally positive. Is it overconfidence that kills an interview? It’s hard to say. I can only stress that even the most experienced and savvy job-seekers can benefit from help and brushing up on interview skills. Read the following blog articles for help with interviews:
 Phone Interviews: Secrets, Tricks and Tips
 Face-to-Face Interviews: Secrets, Tricks and Tips
 Skype Interview Tips … Welcome to the Future!
 Nuggets: A Secret Interviewing Technique
 Answering the Dreaded Salary Question
 20 Surefire Ways to Blow an Interview
 “So, Do You Have Any Questions?” Nailing the Interview Closer
 Cool InfoGraphic: “What You Wish You’d Known Before Your Job Interview

9) Follow Up and Stay Organized.
Staying in touch with the key people you talk with and/or meet with is a critical component of any job search campaign. As you keep reaching out to and meeting with more and more targets and decision-makers (or people who can refer you to those targets and decision-makers) your network will grow larger and larger. And it will be made up of key people in your industry who all tend to know each other and are “well-connected.” The longer you’re at this and the longer your list of network contacts becomes, the more important it will be to stay organized and avoid getting confused about who you met when, and who you need to follow up with. You should keep careful records on everyone you talk or meet with from your target list, and devise a system you are comfortable with that allows you to remain in touch on a regular basis. You’ll need to set yourself reminders (perhaps on your calendar) to not forget to follow-up regularly with each and every networking contact you connect with on your target list. There’s nothing more disappointing than having a great networking meeting that lacks any follow-up. It’s kind of like having a first date where you think you really clicked with the other person, but then you never hear from them again! The onus is all on you here – don’t drop the ball. If you want your targets to remember and help you, you must make the effort to stay in touch! Read the following blog article for more on why follow-up is so important:
 Following Up: An Essential Key to Success.

Final Thoughts: Attitude is Everything!
I’ve coached thousands of job-seekers during my many years as a recruiter. If there’s one thing I’ve learned about the entire process that holds true for almost every industry and every position, it’s this: the number one most important factor that determines who gets hired and who doesn’t is NOT who is best qualified, who has the most experience or skills, or who has the best résumé. It’s attitude! People hire other people that they like, and want to be around. Real enthusiasm for a position or a company, true passion for your work, a sense of humor, and a genuine projection of positivism and optimism are the qualities that make a person attractive to others. It’s nearly impossible to fake those qualities. There’s no question about it: job-seeking can be a real drag, and certainly has the potential to grind a person down. Don’t give in to negativism. Stay upbeat and positive, and keep the faith. Everything described in this 9-Step Guide actually does work, and good things can happen to people who project positive energy!

July 29, 2012 at 2:23 pm 8 comments

Advice for Recent Grads and Career-Changers

In the world of job-searching and recruiting, when you hear the words “Age Discrimination” or “Ageism,” most people think of the all-too-common practice of discriminating against older people in the job market. However, there’s another side to that practice. “Overqualified” is only one end of the spectrum, while “Underqualified” is at the other end. Recent college graduates are now facing a job market that has radically changed over the last few years of economic downturn. Finding a decent job if you’ve had little or no actual real-world experience – other than academic – is harder now than it ever was before.

Two of my kids (twins, actually) are both seniors in college right now. Both are making plans for continuing post-graduate education. Expensive as that will be, I shudder to think what their chances of finding an actual job would be if they stopped where they are and entered the market in June – one with a degree in Biology, and the other with a degree in English. Both will graduate at the top of their class, have done several practical summer internships specific to their fields, and have glowing letters of recommendation. So what types of jobs would you think they’d be qualified for? (Can you say: “Would you like fries with that?”) How much earning power would you expect those expensive Bachelor’s Degrees to give them? What advice would I give to others who are in a similar position … young people with college degrees, but almost no practical job experience?

It’s a tough question – and one that I’ve been asked many times over my years as a recruiter. It is similar to the situation faced by job-seekers who might actually be older, but for one reason or another have decided to change careers in mid-stream and start down a new path. They might have gone back to school for a new degree, or simply made the decision to begin pursuing a new vocation … one in which they have no prior experience. I see that all the time. People who want to try sales (but have never done it before) … or people who get technical training or certifications in some IT niche that they’ve never had actual job experience with … or people who want to switch industries, thinking that their “transferable skills” will qualify them for jobs they’ve never done before. In all those cases, they face an extreme uphill battle finding a job in today’s employment market. Right now the competition for every job opening is fierce, and the market is overloaded with masses of unemployed or underemployed candidates – many of whom have years of practical and very specific job experience under their belts.

So what’s my advice? It’s not really too different from the advice I’ve given to other job-seekers who already have the experience that those younger or career-changing people do not. Present yourself – in both your résumé and online profiles – in such a way that you feature any and all experiences you have actually had in your target career – even if they are not actual jobs. And if you don’t have any experience to speak of … go get it! The most obvious starting points are Internships & Co-ops, and Volunteer Opportunities. Both can often get your “foot in the door” with a company that might potentially hire you in the future. Showing people what you can do, how well you can do it, and demonstrating your exceptional work ethic – even if it’s not in a paid position – can bring you to the attention of professionals who notice such things, and reward them when opportunities open up.

Internships & Co-ops
Internships & Co-ops in a new field are a great way to gain practical experience in a new career. When describing an internship or co-op on a résumé or online profile, don’t just list the place and your title. Expand on your responsibilities. Feature the relevant industry-specific skills you used. Describe specific projects you worked on. List any and all accomplishments you achieved while there. Use industry buzzwords and keywords in your descriptions so that you’ll be picked up on searches done by recruiters and HR people looking for candidates … and so that you’ll match job descriptions in your target industry.

Volunteer Opportunities
Many job-seekers use volunteer work as a way of gaining experience in a new industry or job path. If you have volunteered somewhere, then list that volunteer position on your résumé. However, do NOT use the term “volunteer!” Simply list the organization and your title or role, describe your function, relevant skills used, and any accomplishments there just as you would with any of your other jobs. Let the fact that you are not being paid wait for an actual interview, where you should then disclose it. And as I said with internships & co-ops, use industry buzzwords and keywords in your descriptions of your volunteer work so that you’ll be picked up on searches done by recruiters and HR people looking for candidates … and so that you’ll match job descriptions in your target industry.

Finally – concentrate on Networking activities as your main method of job-seeking. [Read “How to Network: A Step-by-Step Guide for Job Searching” for details on how to network your way to a job.] Sending out a ton of résumés, answering online job postings or contacting recruiters would mostly be a waste of time for inexperienced job-seekers. The fact is that recruiters and HR people who screen the responses to online job postings will almost never consider an applicant with little or no experience. The only exception to that might be for a true “Entry-Level” job that clearly says “No Experience Necessary.” However, I would question the quality of that type of job situation. Yes, there are opportunities like that out there – but be careful, and do your homework on those companies and positions. As the saying goes … “buyer beware!”

November 3, 2010 at 12:01 am 3 comments

Comic Relief: Job-Seeking Humor – Volume 4

Now that we’re past Labor Day, and summer breaks are mostly behind us, job-seekers are probably hunkering down and trying to get back to their daily grind of hunting for employment. To ease everyone back into the work world, I figure – what better time than now for me to take yet another break from my usual “advice for job-seekers” mission, and offer up this 4th blog of pure humor?! [See “Volume 1”, “Volume 2” and Volume 3” for the last three editions of this popular side-trip!] After all … it’s always good to start off a new work week with a good laugh.

Once again, I’ll point out that I fully realize that being unemployed is generally not a laughing matter. However, much like “gallows humor,” the intention of “job-seeking humor” is quite simple: to lift the spirits of people who are in an otherwise depressing situation. I’m a firm believer that maintaining a sense of humor is a key component to positive mental health. And I’m a still a tough critic when it comes to job-seeking humor. I figure, if it makes me laugh out loud, it’s worth sharing here!


In the category of Videos, the following clip is called “David Pedersen’s Video Resume.” Not long ago, “Video Resumes” were touted as the newest “hot technology” in recruiting – but they never really caught on in the mainstream. This clip appeared on YouTube a couple of years ago, and no one is really sure if David Pedersen is an actual person, or just an actor hired by some devious filmmakers … was this supposed to be an actual video resume by a recent grad, or simply a parody? Without going totally over the line, it’s just ridiculous enough that it inspired debate and controversy about its authenticity. Personally, I think it’s just absolutely hysterical. (My favorite moment in this video is the smarmy look he gives the camera at 0:13!) I just never get tired of watching this clip:


In the category of Cartoons, here are some more miscellaneous funnies that I couldn’t fit into any other blog articles, but I think are hilarious nevertheless … and deserve to be shared here:


Finally, in the category of “Letters I Wish I Could Send,” here’s a little something for any job-seeker who has ever received a standard Rejection Letter or Rejection Email from a company after you’ve applied to and/or interviewed for a job. It is a template for a tongue-in-cheek “Rejection of Your Rejection Letter.” I’m not sure where this letter originated … different variations of it have appeared on numerous websites over the years, and yet it always seems timely. Use this at your own risk:


To Whom It May Concern:

Thank you for your letter of [date of the rejection letter]. After careful consideration, I regret to inform you that I am unable to accept your refusal to offer me employment at this time.

This year I have been particularly fortunate in receiving an unusually large number of rejection letters. With such a varied and promising field of candidates, it is impossible for me to accept all refusals. Despite [Name of the Company]’s outstanding qualifications and previous experience in rejecting applicants, I find that your rejection does not meet with my needs at this time. Therefore, I will initiate employment with your firm immediately.

I look forward to working with you. Best of luck in rejecting future candidates.


September 7, 2010 at 12:01 am 4 comments

The Lost Art of Customer Service: Unreturned Phone Calls & Emails

I hear a lot of complaints from job-seekers. Obviously, when someone is out of work they encounter a lot of frustrating situations. It’s often said that looking for a job is itself a full-time job. The process of searching and interviewing for a job is actually a sales position. You are “selling” an intangible … yourself! You are selling your experience, your skills, your personality, your talent, and your abilities to solve a potential employer’s problems. [Read “Why Job Hunting is a Consultative Sales Position” for more on that topic.]

Being rejected or ignored is a regular part of the job-seeking routine. It’s the nature of the beast. Professional sales people may be used to facing rejection on a daily basis … but most others are not. Emotionally, that can take a huge toll on a person’s attitude, which is a big problem when maintaining a positive attitude is so critical to a job-seeker’s chances of success. [Read “The Power of a Positive Attitude.”] Professional sales people do not fear rejection, nor do they take it personally. They simply plow forward, knowing that the more times they hear “no,” the closer they are to a “yes.” However, I realize that job-seekers are not all professional sales people, and rejection is much harder for some to handle than others. [Read “The Double-Whammy of Rejection and Isolation” for more on this.]

Of all the complaints I hear from job-seekers, by far the most common one is people not returning phone calls. Not too far behind that is a lack of response from emails sent. The sad fact is, most online submissions go totally unanswered. That’s why savvy job searchers do not rely on simply applying to online job postings, but rather spend most of their time networking, finding ways to go around HR, and talking with actual decision-makers at their target companies. [For details on how to network your way to a job, read “How to Network: A Step-by-Step Guide for Job Searching.”] Most résumés and online applications go into the proverbial “Black Hole of HR.” [Read “Avoiding the Black Hole of HR” for some strategies on getting around this fate.]

I understand why most online applications go unanswered. The majority of those applications go directly to an HR Department that is flooded with resumes and candidates. Sadly, many of those applicants are not truly qualified for the positions they are applying for. Most recruiters and HR people are looking for exact matches to their job requirements, and are under a tremendous amount of time pressure to screen an overwhelming flood of applicants. [Read “The Brutal Truth on How Résumés Get Eliminated” for more on how that screening process works.] They simply don’t have enough time to respond to each and every application they receive. I get that.

However, having said that, what I don’t get or accept is the seemingly total lack of a good old fashioned “customer service” attitude at so many places. There are certain companies that are famous for their top-notch, world-class customer service. Neiman Marcus and Disney are two that immediately come to mind. Those companies are known to bend over backwards to treat everyone who comes in contact with them – both their existing customers and their potential customers – like royalty. People flock to do business with them in large part due to that customer-centric attitude and the positive experience it produces. Executives from Fortune 1000 companies in all sorts of diverse industries fly to Disney’s Corporate Headquarters in Orlando every year and pay tens of thousands of dollars to take Customer Service Workshops from them in order to learn how they do what they do, and to emulate their fantastic model.

Now, when someone sends an application or an email with a résumé to a company, and then gets absolutely no response … what kind of message is that company sending? Do they not realize that every negative impression they create by such non-responsiveness trickles down to their consumer base? Do they not understand that all the dollars they spend on their website and media advertising designed to increase their company’s positive image are undone by such non-responsiveness? Don’t they get the simple fact that totally ignoring an applicant is just plain unprofessional and quite frankly, rude?!

One easy solution that any company could institute is SO simple. They could have an automated program that sends an acknowledgment to each applicant explaining that their résumé has been received, and will be reviewed. It could also include a simple disclaimer that only qualified applicants will receive a further response. Personally, I think those automated responses should also include the name and contact information for an actual live person who is overseeing the search for that position – but I also realize the unfortunate truth that most companies are afraid to identify a specific individual and invite direct inquiries to that person. It’s much easier for them to dodge applicants and avoid the responsibility of returning emails or phone calls if they keep the identity of their HR screeners or corporate recruiters a secret!

I’ve instituted an automated response system like the one described above for any applicants contacting my company, Midas Recruiting, so I know that it’s not that difficult to do. Now I realize that when any company sends an automated “canned email” response saying they’ve received a person’s résumé, it generally means nothing … but at least the applicant knows they received it! Unfortunately, most companies don’t even do that simple thing.

Phone calls are another story. I can understand why most companies don’t return most emails … their recruiters and HR screeners are often overwhelmed with hundreds of emails each day, and simply cannot answer every one. But voice-mail messages? I’m sorry, but I have NO patience for people who don’t return calls. As a recruiter, I always made it my rule to return every phone message I got within 24 hours – usually the same day. In my experience, I’d only get one phone message for every 100-200 emails – an unfortunate sign of the times. It’s so easy to hit “send” and so hard to pick up the phone and actually try talking to someone! I feel that anyone who makes the effort to call me deserves a response. To do otherwise is just rude. I expect the same professional courtesy from the people that I call and leave messages for, as well. Maybe I’m just naïve … but to me, that’s just basic customer service!

July 6, 2010 at 12:01 am 26 comments

The Double-Whammy of Rejection and Isolation

A reader of Recruiter Musings recently added the following comment: “Probably the three hardest elements of a job search are organizing your time, battling feelings of isolation and keeping up your enthusiasm as your efforts are constantly rejected or ignored.” I agree wholeheartedly with that sentiment! I’ve already addressed the issue of organizing your time in great detail in a prior blog posting. [Read “Time Management: Recipe for a Well-Balanced Job Search” for more details on that topic.] Battling feelings of isolation and keeping up your enthusiasm in the face of rejection are topics that are very much connected to each other … and I thought they deserved a more thorough treatment here.

Being rejected or ignored is a regular part of the job-seeking routine. It’s the nature of the beast. Sales people may be used to facing rejection on a daily basis … but most others are not. Emotionally, that can take a huge toll on a person’s attitude, which is a big problem when maintaining a positive attitude is so critical to a job-seeker’s chances of success. [Read “The Power of a Positive Attitude.”] Professional sales people do not fear rejection, nor do they take it personally. They simply plow forward, knowing that the more times they hear “no,” the closer they are to a “yes.” However, I realize that job-seekers are not all professional sales people, and rejection is much harder for some to handle than others.

In addition, job-seeking can often be a very lonely experience. It’s often said that looking for a job is itself a full-time job. That job is much like being self-employed and/or working from home, which is a situation that invites feelings of isolation. Job-seekers spend a great deal of time alone – in front of their computers, researching companies, searching for job leads, trying to figure out who to contact for networking, etc. That isolation combined with the repeated pattern of rejection can be a real “Double-Whammy” … and a very tough combination for many job-seekers to overcome.

While there is no magic pill that will turn a negative attitude into a positive one, or permanently cure loneliness … there are many things a person can do to help break out of the isolation and negative patterns of job-seeking routines. Most of these ideas have the same, simple and obvious purpose – they are designed to get you up and out of the house, and interacting with other live people. Putting meaningful, job-search related appointments on your calendar, getting dressed up and out of the house, and meeting with other people does wonders for the psyche!

Following are just a few concrete suggestions. Parts of these were copied from my own prior blog articles here on Recruiter Musings, so regular readers may recognize these ideas. Still, when put into a different context, I feel they are ideas that are worth repeating and expanding upon here:

  • Reach Out to People and Set Up Meetings:
    The internet is a wonderful tool for job-seekers. It can also be a huge distraction and waster of time. Make sure you are not spending your days in front of a screen without having actual meaningful conversations with people that are part of your job-search plan. Answering online job postings is probably the least effective way to find a job. Limit the amount of time you spend doing that to under 10%. Sending emails to targeted people is often a good first step in the right direction … but in the end, direct live communication with actual people is the ONLY way business gets done, decisions get made, and people get hired. Overcome your fear, stop worrying about rejection, step outside of your comfort zone and PICK UP THE PHONE! Then, whenever possible, set up face-to-face meetings with people who are either target contacts, or people who might lead you to those targets. Meet with them informally at first – for coffee, breakfast, lunch, etc. The more meetings you have, the more likely it is that you’ll advance yourself up the networking ladder and uncover new opportunities that you would not have heard about otherwise. [For strategies on how to reach out to potential new contacts and set up meetings with them, read “Targeted Networking: How to Effectively Reach Out.”]
  • Join New Networking Groups
    There are some really great local Networking Groups (sometimes called “Job Clubs”) in almost every community. They’re easy to find with a simple Google search. Many job-seekers attend regular meetings of those groups, and derive a lot of help, guidance, and advice … and also meet many other job-seekers who can often be very helpful and supportive. If you’ve already been doing this for a while, you many find that attending those same meetings month after month can get repetitive – and you keep seeing the same people over and over. If so, try seeking out a new local group or two and drop in on their meetings. You just may find a fresh perspective, hear a new idea, or meet new people that you can add to your network. Break out of your rut! [As a starting point, check out his state-by-state list of job-seeker support groups: “Directory of Networking and Job Search Support Groups by State.”]
  • Take Classes and Acquire New Skills
    Being out of work provides you, for better or worse, with an abundance of extra time on your hands. Consider expanding your knowledge and skills during your time off by taking a class or two. Public libraries and local community centers have many such classes that are often totally free, or very inexpensive. Government subsidies are also available to help pay for many other programs and courses – often of a technical nature – designed to “re-train” people by expanding their skill sets and make them more marketable. Besides acquiring new skills, taking classes gives you a sense of purpose … and also affords you opportunities to meet more new people!
  • Do Volunteer Work
    Many job-seekers turn to volunteer work as a way of staying busy and feeling useful while unemployed. Besides the obvious personal benefits that come from the act of giving of yourself, sharing your time, helping others and upping your “karma” score, volunteering can often get your “foot in the door” with a company that might potentially hire you in the future. Showing people what you can do, how well you can do it, and demonstrating your exceptional work ethic – even if it’s not in a paid position – can bring you to the attention of professionals who notice such things, and reward them when opportunities open up. And again, it surrounds you with new people that you can interact and network with. You simply never know who you’ll meet – and who those people may know – until you put yourself out there!

Hopefully, you’ll see a theme emerging here. It’s all about people contact – both on the phone, and (more importantly) in person. The more people you meet and network with, the less likely it is that you’ll feel isolated and alone, and the more your attitude will improve. I’ve said it before, and I’ll say it again here: Networking is the best way to spend your time as a job-seeker. [Read “How to Network: A Step-by-Step Guide for Job Searching” for more details on the mechanics of networking your way to a job.] The more meetings you set up, and the more live conversations you have, the closer you’ll be to hearing that illusive “yes,” which is your ultimate goal!

May 10, 2010 at 12:01 am 15 comments

Is Your “Elevator Pitch” Taking You UP or DOWN?

Not too long ago, I overheard a job-seeker deliver an “Elevator Pitch” to a prospective hiring manager. After about 3 or 4 minutes, the manager stopped the speaker and said: “Is this your ‘Elevator Pitch’? … because if so we must be on a skyscraper – I think we’ve just reached the 40th floor and we’re still going up!” How embarrassing! Clearly that job-seeker had droned on way too long and was boring the manager. Most listeners would simply shut down at that point and say nothing … but this particular manager (an HR professional who was actually trying to help the job-seeker) decided to offer some blunt but much needed feedback. Needless to say, the lesson was learned! That job-seeker went home, re-worked the Elevator Pitch, and was much more effective the next time!

Every job-seeker should know what an “Elevator Pitch” is. Put simply, it’s a short introductory speech designed to be given in the time span of an elevator ride – approximately 30 seconds to 2 minutes. It’s a standard tool in the world of sales, where people want to interest someone else in their product quickly, without sounding too pushy or intrusive. The fact is that a job-seeker IS a salesperson … and the product is YOU! [Read “Why Job Hunting is a Consultative Sales Position” for a more detailed explanation of this concept.] The basic idea is that you never know when or where you’ll run into someone who might be a prospect for you – a potential customer, a networking partner, a key contact or decision-maker at one of your target companies, or an actual potential employer. Being able to instantly deliver your Elevator Pitch to anyone, anywhere and at any time is something every job-seeker should be prepared to do.

Elevator Pitches can be quite versatile. In interviews, a well-written Elevator Pitch can be the response to the common opener:  “So, tell me about yourself.”  In social situations, a shortened version can be the quick answer to that often-heard question:  “So, what do you do?”  Elevator Pitches can also easily be adapted for use as either an email or a voice-mail message.

So what are the important elements of an effective Elevator Pitch? Here are the key components, broken down from the perspective of a job-seeker:

Keep It Short!
The entire speech should be no longer than 2 minutes – the accepted rule of thumb is between 30 seconds and 2 minutes. Shorter is better, but not so short that you fail to get your main points across. Too long, and you risk overwhelming your listener with too much information and they’ll tune you out. You might even consider having a couple of different versions of the speech – one complete version and another shorter, more abbreviated version for situations where your time is more limited. Either way, what you say in the first 15 seconds is the most important part. Why? Because the sad truth is that most people have incredibly short attention spans. As a result, they need to be “hooked” by what you say right up front. Any listener should know exactly what you do within the first sentence or two. An effective Elevator Pitch should give your audience just enough information so that they will understand who you are, what you do and what you are looking for, and want to know more.

Keep It Simple! Use Language Your Grandmother Would Understand.
Describe what you do, and what your target goals are in simple, everyday language. After saying your name, start with a simple statement of what you’ve done (job title, industry niche, etc.) the fact that you are “in transition,” and what type of position you are now seeking as a next step in your career. Don’t use industry-speak, technical jargon, or cute marketing catch-phrases. Ask yourself this question: would my grandmother, my mother or my kids understand exactly what I do if they heard the first few lines of my speech? I heard one job-seeker start his Elevator Pitch this way: “I’ve done many things over the years, but mostly I’m known as a Problem Solver. I’m looking for an opportunity to use that unique skill to help another company overcome obstacles and grow its bottom line.”  Well guess what, Mr. “Problem Solver” … I have a problem – and that is that I have NO idea what you actually do! What is that person’s job title and function? What industry is he experienced in? Exactly what type of job is he looking for? None of the information he followed that opener with zeroed in on those critical questions. By the time he got around to being more specific, he was way past the point where he lost his audience’s interest! Keep it simple!

Make It Compelling.
Once you’ve established exactly what you do, and what you are looking for, you need to sell yourself. Talk about your successes. Highlight what you’ve done – your concrete accomplishments or skills, rather than intangible concepts. What differentiates you from others who do what you do? What is your specific area of expertise? Put yourself in the listener’s shoes and realize that most decision-makers are thinking of that famous marketing acronym: “WIIFM” (What’s in it for me?) Explain as briefly as possible why you are someone who could help a future employer. How can you identify and then solve their problems? Why should someone hire you? The trick here is to not go overboard or sound self-centered – and you certainly don’t want to seem overly pushy like a used-car salesperson. Your goal is not to “close the deal” … rather, you simply want to “set the hook,” start a conversation, and create just enough interest to pique the listener’s curiosity and make them want to hear more about you.

An Example.
There’s no way to make a generic “template” for an Elevator Pitch, since each one is so unique. Specific job areas, industry types, levels of experience, and target goals require different types of speeches. This isn’t a “one size fits all” situation. However, at the risk of sounding self-serving, following is an example of an Elevator Pitch I’ve used for myself. Compare this speech to the above-mentioned components to see how it was constructed. I’ve timed this out to well under two minutes. Feel free to use this as an starting point, and adjust or re-write it to fit your own situation:
“Hi, my name is Michael Spiro, and I am an experienced Recruiter with 9 years of success in the 3rd-party, agency-based staffing world. I’m in transition right now, and my current focus is to shift away from outside agency work, and move into a “Corporate Recruiter” role inside a company somewhere in Northeast Ohio. I’ve worked for two of the largest search firms in North America – MRI for 6 years and Kforce for 3 years. At those agencies I recruited and placed very hard-to-find candidates in many different industries. Most of those were for jobs in Information Technology, as well as in Sales and Finance. When our client companies had difficult searches where they simply couldn’t find the top talent they were looking for – I’m the guy they’d come to for help … and I won several awards for those recruiting successes. My real expertise is in the use of creative methods to locate candidates, including extensive networking, advanced internet searches, and most importantly – using all the latest online Social Media (like LinkedIn and Facebook) to find passive, non-job-seeking candidates. By moving over to an internal corporate position, I’m hoping to be able to continue recruiting top talent, but to do it from the inside of a company so I can also concentrate on my passion for building and maintaining relationships with internal business partners and decision-makers. Again, my name is Michael Spiro.”
Now here’s a shorter, 30-second version of that same speech for use in situations where time is more limited:
“Hi, my name is Michael Spiro, and I am an experienced Recruiter with 9 years of success in the 3rd-party, agency-based staffing world. I’m in transition right now, and my current focus is to shift away from outside agency work, and move into a “Corporate Recruiter” role inside a company. My expertise is in the use of creative recruiting methods to locate hard-to-find top talent, which I plan to continue to do from the inside of an organization. Again, my name is Michael Spiro.”
By the way … it’s often effective to repeat your name a second time at the end of the speech – especially when speaking in a more formal group situation. The reasoning is that people don’t remember names the first time they hear them … but after the speech is delivered, a second hearing of your name will be more likely to sink in. You can eliminate that second repeating of your name when you meet someone in a more personal, one-on-one setting.

Sound Natural. Practice Your Delivery.
Nothing is worse than sounding like you are reading a script. By all means, write your speech down and memorize it … but then try practicing it out loud. Practice to yourself in a mirror. Practice into a recording device or a video camera and listen back to yourself. Practice on your family and friends. Practice in job-seeker networking groups and ask for feedback. As you hear yourself reciting your speech, ask yourself: does this sound like my natural speaking voice? Are these words I use in everyday conversations? Could someone from outside of my industry who hears this easily figure out what I do and what I’m looking for? If not, change it! Use your own natural language. Use words that sound natural coming from your mouth. Sound conversational and comfortable. And sound enthusiastic and excited! When you deliver your Elevator Pitch, if you sound natural and upbeat, and you truly believe in what you are saying … chances are so will the listener!


May 1, 2010 at 3:02 pm 15 comments

Older Posts

Michael Spiro

About the Author:

Michael Spiro has been a 3rd-Party Recruiter and Account Executive for nearly 20 years. He is currently the Director of Recruiting / NE Ohio Region for Experis Finance, a dedicated business unit of ManpowerGroup. Other recent positions include President of Midas Recruiting, a boutique head-hunting firm, Director of Talent at Patina Solutions, and Executive Recruiting positions with two of the largest search firms in North America. Before his career in the staffing industry, Michael was a manager in a large non-profit social-services organization. And in a former life, Michael was active in the entertainment industry, with extensive road-warrior experience as a touring performer (singer-songwriter / guitarist / comedian) and as a recording artist, producer and booking agent.  [More...]

Index (by Topic):

Résumés & Cover Letters:
 The "T" Cover Letter - The
         Only Type Worth Sending

 The Brutal Truth on How
         Résumés Get Eliminated

 Explaining Short Job Stints
         and Employment Gaps

 The Résumé Test &
         Checklist: Does Yours

 Beating the Résumé-
         Elimination Game: Where
         Do Recruiters' Eyes Go?

 The Truth About Lying on

 "Why Did You Leave Your
         Last Job?"

 How to Network: A
         Step-by-Step Guide for
         Job Searching

 Looking for Networking in
         All the Wrong Places

 Targeted Networking: How
         to Effectively Reach Out

 The Art of Giving: the Key to
         Effective Networking

 Face-to-Face Interviews:
         Secrets, Tricks and Tips

 Phone Interviews: Secrets,
         Tricks and Tips

 Skype Interview Tips ...
         Welcome to the Future!

 Nuggets: A Secret
         Interviewing Technique

 Answering the Dreaded
         Salary Question

 20 Surefire Ways to Blow
         an Interview

 "So, Do You Have Any
         Questions?" Nailing the
         Interview Closer

 Cool InfoGraphic: "What
         You Wish You'd Known
         Before Your Job

Age Discrimination:
 Age Discrimination: Secret
         Conversations Revealed

 Age Discrimination:
         Exposing Inconvenient

 Are You "Overqualified?"
         Handling the Age Issue

 Baby Boomers to the
         Rescue! An Idea Whose
         Time Has Come ...

 Overcoming Job-Search
         Obstacles and
         Redefining Your Career
         After 50

 Advice for Recent Grads
         and Career-Changers

Switching Jobs:
 The Proper Way to
         Quit a Job

 Counteroffers: Just Say No!

General Job-Seeking Info:
 The Real Truth About
         Working with Recruiters

 Contract/Consulting Jobs
         Explained ... Available in
         3 Different Flavors

►  What Recruiters Say
         vs. What Job-Seekers

►  The Dirty Truth About
         Misleading Unemployment

►  Let the Jobs Find You:
         Making Yourself More

 "Help ... I Need a Job!" A
         9-Step Guide for Newly
         Minted Job-Seekers

 Avoiding the "Black Hole
         of HR"

 Is Your Elevator Pitch
         Taking You UP
         or DOWN?

 Time Management: Recipe          for a Well-Balanced Job          Search
 Getting Un-Stuck from your

 The Double-Whammy of
         Rejection and Isolation

 "Unemployed Need Not
         Apply" - Working Around
         This Scary Message

 Using Social Media to
         Enhance Job-Searching

 Warning: That Rant You
         Posted Just Went Viral!

 The Golden Rule for
         Business: Never Burn

 The Power of a Positive

 Why Job Hunting is a
         Consultative Sales

 Top 10 Most Helpful Things
         for Job Seekers

 Top 10 Most Annoying
         Things for Job Seekers

 New Year's Resolutions for
         Unemployed Job-

Job-Seeking Humor:
 Comic Relief: Volume 1
 Comic Relief: Volume 2
 Comic Relief: Volume 3
 Comic Relief: Volume 4
 Comic Relief: Volume 5
 Comic Relief: Volume 6
 "In Transition" and Other
         Awkward Euphemisms

 Candidates Gone Wild:
         Recruiter Horror Stories

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