Archive for Professional Development
Hey Artists, Athletes & Entertainers, Don’t Be a B.A.F.
*EDITED TO ADD* I would like anyone who would be offended by this post or being mentioned in this post to please READ IT IN ITS ENTIRETY before rushing to judgement. I do not report on or talk about celebrities, nor do I make it a practice to gossip, degrade or otherwise insult anyone. This blog is about educating people and helping them live their best professional lives. If you are mentioned it’s because of publicly stated/documented information, and not from a place of malicious intent. If after all of that you still take offense then all I can do is wish you well and say a prayer for you. Thank you.
The other night I watched David Ruffin’s story on Unsung (on TVOne). Wow. All I can say is Artists, please stay centered. David Ruffin is what happens when you get so much fame, but you’re not spiritually or emotionally centered or equipped to handle it all so fast and so vast. But that’s not what I want to talk about today.
It’s not lost on me that there are many stories about entertainers and athletes ending up broke after experiencing very lucrative careers. We look at people like LeBron James, Magic Johnson, Jay-Z and believe that once you make it, that’s it, you’re set for life. Once you’re a household name, you stay rich and relevant. You’ll be rolling in the money and the “life”.
But that’s not the case. Look at Latrell Spreewell, Stephon Marbury, Evander Holyfield, and artists like New Edition, Freddie Jackson, and Melba Moore. All had very different situations, but similar in so many ways. So many artists and athletes end up broke after the spotlight because they didn’t properly handle their business or didn’t understand the fine print when they first got signed. No, I’m not saying these people stayed broke. Some of them have shared their stories publicly. Some have bounced back, some haven’t. But the fact remains that something needs to be done to educate up and coming artists, athletes and entertainers so they don’t end up broke.
There is life after being an entertainer, and in order to live it successfully, you must learn to build around your brand and learn about business so you can sustain yourself. Once the fans wane and the spotlight fades, you must be able to live and thrive. I think it’s sad that many are so blinded by the glare of fame, the fans and the glitter that when it fades, they find themselves BAF- Broke As F***. You know what I mean…don’t act shocked! I’m bringing it to you live, raw and real.
If you are in the business to make money, you are well-served to get someone who understands the rules to teach you.I know that passion and artistic (or even athletic) gifts take center stage, and for the truly talented, it shouldn’t be about the money. I’m here to tell you, YES IT SHOULD BE…to a certain extent. I have had many conversations (let’s call them what they are…arguments) about sharing your gifts with the world for fee vs for free. I’ve often had to default to my argument about the legendary, late Michael Jackson. Let’s not focus on the alleged state of his finances at the time of his untimely death. Instead let’s focus on Michael Jackson, the business.
Michael learned the business as he went through it. From what we know (that was publicly shared) his father was instrumental in getting Michael and his family into the business and set the foundation for them to learn. Michael’s love was music but he learned the business. He learned how to maintain ownership of his publishing, how to negotiate in his own best interest and he learned how to extend his brand. Love him or not, you cannot take away from the fact that he was a business…man.
JayZ has been extremely successful in learning the business, taking control of his brand and diversifying. He wasn’t content to just remain in music as an artist. He has a sports team, restaurants, clothing lines and other business deals that have nothing to do with music. But then again, he started out as an entrepreneur so he had to learn the business from the ground up. 50 Cent is another one who has taken his brand and diversified beyond belief. He has even branched out into technology (did you see him at CES?) and has made very sound (and lucrative) outside investments. Magic Johnson and George Foreman have got to be the most successful athletes who have taken their sports brands and parlayed them into thriving multi-faceted business brands. The one thing all of these people have done is extend their brand so that they don’t have to rely on their past lives to keep revenue rolling in and food on the table.
While the NFL and NBA have some sort of programs available for athletes, it’s not mandatory or enforced. Boxing has no such program (per Sugar Ray Leonard- I was fortunate to have had the opportunity to talk to him in a live Google+ Hangout). And record labels are the worst! There are no protections for artists. Sure, there is artist development and an up and coming artist who has done their research and due diligence may be able to find a great manager and agent to help them navigate their newfound wealth. But we’ve seen this story unfold before. Young kid gets a break and gets signed. They make a lot of money. Then the public decides it’s time to move on to the next great thing or an athlete gets injured. Next thing you know, they’re left crying because they don’t know how they ended up broke.
Let me say this. Artists & athletes, please properly prepare yourself for life after the spotlight. Learn the BUSINESS side of your craft.
That spotlight & the fans won’t always be there. You’ll have to supplement your income by generating revenue. You have been fortunate enough to do what you love and use your gift. You have what so many people never get the chance to have. You get to have brand recognition and an audience dedicated to listening to or watching you. Build on that brand and carry the momentum into things that will extend that brand, or diversify (which is best) so that you don’t rely solely on your entertainment/sports brand. It would be great to be able to infuse your brand into new business ventures if you can. Don’t rely on agents or managers. Most are only in it for a paycheck and as soon as your star fizzles, they’ll be on to the next big thing. Surround yourself with smart, honest advisors who don’t mind including you in conversations and will take the time to explain things to you so you can make informed decisions.
Extending your brand. Ownership & royalty rights. Revenue streams & monetization.
In the mean time, look beyond your current celebrity to stay on top of your brand and future earnings derived from that brand. Learn how to smartly manage your money and protect your brand while you’re still popular, but don’t be afraid to start planning ahead for life after. As you’ve seen, Magic Johnson, Jay-Z and others have done it and done it well. Don’t end up broke. Entertainers, learn about things such as publishing rights and ownership. Find ways to license out your brand when and where it makes sense. It doesn’t end with you signing a seven figure contract. That’s only the beginning.
Many artists are so excited they can’t see beyond the stage and spotlight. They put their trust in labels & managers who don’t care. I especially feel bad for these young kids from poor backgrounds who’re drafted so young & aren’t ready to handle the new wealth & fame. Let me be blunt with you, especially you youngins. Ballin’ out in a new shiny Escalade is cute but saving money & letting it grow is real. Wealth beats rich any day. There’s a difference. Learn it or find someone who’ll teach that too you.
Artists and athletes don’t have to retire poor or go broke after. You’re not guaranteed fans will care or remember. Prepare for life after. Remember that music labels and sports teams are out to make money off your talent, but not concerned with your quality of life. You’re only as good as long as they can continue to collect on you. Protect yourself by educating yourself. Sports and entertainment is all about business and that’s fine. But learn how to handle YOUR business so you’re set for life after spotlight. You can still be successful. Just prepare to adjust yourself and transition properly to a new type of success that you can create. Don’t end up broke as f***.
I work with athletes, artists and entertainers to learn business and extend their brands. For more information call (866) 810-2525.
Til next time,
Adrienne Graham
Keeping you from going broke!
Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle! While you’re at it, order your paperback copy of No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle.
Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:
Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.
4 Strategies to Turn the Job Search Odds in Your Favor
As of January, the unemployment rate in the United States was reported as 8.3%. With the economy not really making any progress and the unemployment rate still scary (double digits in some states), it’s time for people to stop waiting on a savior (or the government) to come rescue them. It’s a fact that many of the jobs of the past won’t be returning. That ship has sailed. So it’s time to dig deep and figure out what you need to do to move on with your life and bury the past. No need to stay in mourning over something you can’t bring back. It’s time to jump back into action and take control of your job search.
As I peruse the various news sites and blogs, I see an ongoing sentiment of anger and despair from a whole lot of pissed off people. I admit, people have a right to be angry and I don’t take that away from them. But you can’t wallow in anger indefinitely, blaming Republicans or Democrats. It is so much deeper than that. At some point you have pull yourself together and start seeking other options. In other words, GET OVER IT. Hey I tell it like it is. We are all responsible for our own lives. Your life is what you make it to be and no government or corporation has an obligation to help you figure it out.
Everyone needs to understand that in this age of change and ever evolving technology, you have to gain additional skills. There’s just no way around it. It’s mandatory and nothing new. Look at what happened to the steel industry, auto industry, manufacturing industry, airlines industry, and on and on. Every year or so, another industry takes a big hit. It’s inevitable. Before I understood that, I felt a deep sympathy for people who were ousted from their jobs. I would think, “wow, who’s going to hire all those people and save them?”. But as I got older and more fluent in how things work, I realized that you have to stay versatile. It’s great to have that one special skill set that is bankable. But you always have to be mindful that skills (and people) become outdated or replaceable. We can’t afford to rest on one or two skills. You are responsible for securing your future. So get up, get over it, and get strategic.
Here are four strategies for turning the job search odds to your favor.
Educate yourself continuously. So how do I propose you do this? Well for starters, make sure you educate yourself by any means necessary. Sometimes education doesn’t have to come from a college or university. A whole new industry and set of jobs were created by social media. People didn’t go to school to learn how to maximize social media. They used their current skills and learned social media as they went along. With the onset of new gadgets (iPhones, iPads, Blackberry, Android, etc) a whole segment of jobs opened up in App development. Take an inventory of the different things you like, what you’re good at, and what you would like to do. Then you need to figure out how you can gain the skills that will pave the way for you to do what you love.
There are tons of websites and books out there to help you learn just about anything. But let’s look beyond that. In the early 1900′s there were no gadgets or technology. It was survival of the fittest. If you had an idea, you could start a business or hire yourself out to proprietors. People had survival skills. So today, with all the luxuries of technology, there is no reason why people can’t switch into survival mode like our ancestors and find new things to do. Not everyone is meant to be a business owner, but you can take your skills and market them to companies who are willing to pay top dollar for your knowledge. Look to continuing education and certification programs. If you’re currently employed at a company where they will reimburse for professional training or in a state where the local Department of Labor is able to pay part of all of the expense, take advantage of it. Also look into scholarship or waiver opportunities to help with the expense.
Instead of growing, discriminate with your network. You should be networking with people who are where you want to be. Tap into your human resources to help you gain the knowledge you seek. People are more likely willing to share with you if you show a real interest. Be respectful of their time and don’t push them too much for knowledge. Many people won’t share everything, but will share as much as they can. How you approach them and how you ask will determine how much they will share. Also look for a few mentors. A lot of people will limit themselves to one mentor. But no one person can be all things to you. Diversify a bit. And also ask to shadow for a day or two so you an get the hang of the day to day aspects of their job. You pick up a lot by observing someone in their professional environment. By keeping a smaller circle or network, you can maximize the return by surrounding yourself with people who can help advance your job search and possibly your career. You can’t really do that with a big, unmanaged network. Having a big network is like trying to shoot fish in a barrel. You hope you get a good one but really anything can happen. The smaller, more personalized the network, the better your odds.
Stop looking for a JOB and start working your strategy. Or rather, stop giving off the vibe that you’ll apply for every and anything just to get work. I think many people fall short here because it becomes a matter of survival and hiring managers can sense that. A person in a desperate spot exudes just that. Hiring Managers spook easily and will think “will this person leave my position if something better comes along?”. Nobody wants their company to be a stepping stone. I agree, we are not obligated to one position or career in a lifetime. But in a scary economy, you have to do your best to assure employers that you are legitimately interested, even if it is your intention to seek greener pastures. If you approach your job search as a strategy in advancing your career as opposed to looking for a pay check, you will find yourself in the driver’s seat in interviews. This is your career. You, not your circumstances, should set the tone and the course.
What am I saying? STRATEGIZE! All positions you apply for must fit into your master career plan. Don’t just apply for a job because it’s posted, or you like the company. Make sure you can actually do the job (and have a proven track record of accomplishments) before you apply. As it is, many resumes submitted through company websites and job boards are ignored. So if you don’t have the skills or experience, not only will you be ignored, but you’ll probably be deleted. Take time to read the different job postings and get an understanding of what they are looking for. Then review your resume and cover letter to see if you address those specific needs. Then research the company. We have the power of Google, Linked In and the like to get all the information you need about your potential employer. They research you so why can’t you research them? Plus you’ll get some extra points for knowing about them before you walk in the door. Finally, tap into your network to see who knows who in your target company. Ask for introductions to key people who may have influence over who gets hired. But don’t abuse the opportunity!
Sit down and map out what you want…the go for it. Where do you want to go with your career? How do you plan to get there? Who will you need to connect with to be successful? What tools and resources do you need? What skills do you need and how will you get those skills? And what are you willing to do to create your brand and market yourself to be seen and noticed? The ball is in your court. You get what you put in. Don’t let the unemployment numbers or ratio of applicants to jobs scare you. If you do what needs to be done, you will be a survivor. But sit on your hands waiting to be rescued, and you find yourself up a creek…literally. And don’t just map it out in your head. WRITE IT DOWN. Seeing it on paper can give you clarity and make it easier for you to plan.
When all else fails, hire a career coach or strategist to help whip you into shape. Fortunately for you, I can help you do that. Call me at (866) 810-2525 for a consult. Or, you can buy my book Get Recruited if you’re a do-it-yourself type.
Til Next Time,
Adrienne Graham
Plan your work & work your plan!
Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle! While you’re at it, order your paperback copy of No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle.
Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:
Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.
Tired of not getting interviews? Take matters into your own hands
OK it seems like I’m on a jobs tear this week. Well I am. It seems as though people still don’t get it. Let me say it loud and clear for you- YOU CAN CONROL YOUR OWN CAREER DESTINY. You just have to be willing to step outside your comfort zone to make things happen.
I realize that many people are frustrated and tired. I get it that the market looks bleak. But this is when you dig deep and try things you’ve never tried before. I mean after all, what you have been doing isn’t working, so what do you have to lose by shaking things up a little? And you really don’t have to focus solely on finding a job. There are other alternatives out there.
Entrepreneurship & Independent Contracting
Can’t find a job, let alone get interviews? Well take your skills and strike out as a consultant or start your own business. If you have been successful in your career, why not consider going solo? You don’t have to start a full out business, but start operating as if you are a business. Take those skills and turn them into your leverage. You can take on small projects or do special projects for former employers or companies who aren’t looking to hire someone full time. Get in the habit of marketing yourself because that’s the only way people will get to know who you are. Use social media, networking, volunteering and good old fashioned word of mouth to get the message out about your practice. Whether you choose to service one company or several under your own banner, it all counts as experience.
I wouldn’t try to do something that takes you out of your skill set. Stick to what you know and excel at, especially if it’s only to tide you over until you do find a job. When a recruiter scans your resume or profile and they see you moved out of your skill set, a red flag goes up. You may have had honorable intentions or may be filling the time to bring in a check until that ideal job comes. But remember, you are one of hundreds applying. Your resume has 30 seconds to wow a recruiter. Don’t sabotage your chances by trying to start a business or practice in a field where you have no experience. Now I don’t say this to discourage you. I know in these tough economic times, everyone needs to bring in a paycheck. But be careful about what you choose. You want to stay as organic to your strengths as possible. Now the only exception to this rule is if you plan on changing fields altogether. That’s for another post, though.
Your network determines your net worth
Next, boost your networking. Don’t just be connected to people, communicate with them. Get involved and make yourself known. Make sure you are building a list of ‘must know’ people and not just connecting with anyone for the sake of connecting. Sounds harsh but if you’re hanging out with customer service reps and you should be hanging around finance professionals, it’s time to make a change. While it’s true anyone can be a great networking source, you have to be laser-focused when you’re looking for a job. You have heard me say time and time again to get out and build networks and relationships. You can’t just turn to people when you need work. Cultivate those relationships so that when you are in need, people are more receptive and empathetic towards you.
Get out and get known online and offline. Do something to showcase your expertise (podcasts, blogs, guest articles, etc) so people become familiar with you in advance of meeting you. Recruiters are looking at those things more than you know. Social media is very powerful and it levels the playing field not just for building your brand, but also for connecting you with the right people. Show them what you’ve got and don’t be shy about it. You want recruiters coming to you, not to chase after jobs and recruiters. Getting known and networked can increase your odds of getting in front of recruiters.
Make a way out of no way
Create a job opportunity. Yes, that’s what I said. Research companies you want to work with and identify their sore points where you know you could provide the solution. Speak to the hiring manager, department manager, etc (not HR) and ask to meet with them to network. During the conversation mention their problem and ask for clarification on what ails them. Then offer some (generic) solutions by giving them the what and the why of what they need, but not the how…that’s where you come into play. If they seem interested in hearing more, ask for an interview.
I have a feeling many of you are going to job boards and applying for everything you are interested in. Some (not all, but some) companies have no intention of filling the jobs, only building a database of candidates. It does you no good because the jobs some times don’t really exist. So here’s what you can do to circumvent that. If you choose to apply any way, find out who you need to get in front of that matters and go through them first to let them know you’re interested. Then apply online per protocol. Once you’ve followed procedure, then take matters into your own hands. Make sure you back that application up with some roll up your sleeves, investigative work to connect with the true hiring manager. Express your interest in the position, let them know you’ve applied per protocol and make sure it gets to the right people. You just never know in this day of technology and applicant tracking so it’s up to YOU to do the due diligence if you really want the job. Focus your energy on the departments you have an interest in. Find out where they are deficient and need real help. In other words, use your application for one position as a bridge to finding out about other positions that may or may not yet be available, but you are well qualified for.
Don’t take that to mean if you’re a receptionist you should apply for an engineering position (unless you have those skills). But figure out where you could fit in, then make your case to the hiring manager why they need you. This can include preparing a proposal, pitching ideas (not the full idea, just an outline to wet their whistle), and even writing a letter of intent to let them know you are interested. Don’t ever leave it at just applying for a job.
What are you doing wrong?
If you’re getting interviews but no offers, ask someone to do mock interviews with you so you can identify the problem(s) and correct where necessary. Don’t be afraid to connect with agency recruiters who specialize in your field. I have to also mention if you are applying online the hiring manager will not see that application in most cases. The recruiter will be screening out candidates and most times will not send the cover letter. You still need to include one, but don’t assume they will see it. That’s why I suggested finding out who the hiring manager or department head is and contact them directly.
And what’s coming up when you Google yourself? Make sure you’re building a strong professional brand for yourself. You want to be sure nothing negative is coming up. You don’t want NOTHING coming up about you (zilch, zero), so make sure to document your professional achievements and expertise online. Make it easy for recruiters to find you.
If you want a job you have to go above and beyond the norm. Tactics of yesterday (apply and pray) won’t work today. Make sure you are giving yourself every advantage to land that job you want.
Til next time.
Adrienne Graham
It’s a jungle out there
Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle! While you’re at it, order your paperback copy of No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle.
Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:
Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.
Get Your Butt in Gear- You Have a Career to Plan
Career Management is serious stuff. I would love to live in a world where people plan their careers, work their plans and find fulfillment as opposed to just taking a job to make ends meet. The sad reality is that many people will only allow themselves to take job after job just to pay the bills. And that may be OK for some, but don’t complain if you’re intent on making that your life’s purpose. You’ve chosen your path. But if you want to have a real career, you can’t do this. I understand that times are tough and for some industries, jobs are scarce. But you shouldn’t just resign yourself to a daily grind. I fully believe that everyone should do what they love or at least enjoy to move them along their career path until they reach that ultimate goal. It’s my opinion that you can’t have a real career if you don’t have a career plan, and remain content with just getting a job just to pay the bills. That’s not living, it’s existing. And for many, it’s barely existing.
I have a lot to say about this so if you offend easily or have no inclination to move your mind set from job to career, you might want to leave this blog and never come back. It’s OK, my feelings won’t be hurt at all. There is nothing I can do for you because you have already made up your mind that cashing a paycheck and paying bills is what motivates you.
When I look at the articles and comments on the unemployment rates, lack of jobs and sheer frustration that candidates express, it irritates me. I don’t want to say the comments border on whining and anger, but they do! Big time. Listen, for some sectors the fact is the jobs are not coming back. Period, end of story. Until the administration can reign in companies from outsourcing jobs overseas, there’s nothing bringing those outsourced jobs back either. So that means you the individual have to take responsibility for your survival. That means diversifying your skills, learning new skills and being open to new industries. You cannot sit around waiting and hoping that your job or skill set will come back into fashion. It doesn’t work that way. Ask the people who said computers were just a fad.
Let me ask you this. If you have a car accident, you get a new car (or get the damaged on repaired), correct? If you lose something, you replace it, right? Well why is it that most people choose to lament and cuss and remain perpetually angry about things they cannot change? Losing a job follows the same premise. For the many people who stubbornly hold out waiting on certain jobs to come back is like returning to a burned out house expecting your things to be as they were before the fire. WAKE UP! it’s time to get strategic and make some changes in your life. That is, if you want a true career and not just a job.
This is a fast moving society. Technology has changed…no, disrupted the game dramatically across many industries and sectors. I feel sorry for those who remain comfortable in their skills without contingency planning. You must keep your skills current, learn new skills and embrace new technology in order to remain competitive regardless of your industry. There are no two ways about it. Technology in some cases make certain jobs obsolete and you have to be prepared for that. And another thing, stop blaming the administration, the President, your neighbor, the local bag lady, or whomever for you not having a job. Anger is justified. Nobody wants to lose a job or be replaced. But we are all ultimately responsible for our own selves.
From some of the angry comments and venomous posts I’ve seen, I’d wager a bet that many people are not looking at where the blame belongs. Look in the mirror. Who made you not return to (or in some cases finish) school? Who made you not continue your education or seek certification or training to help advance your skills? Who made you not gather the required experience to be successful or move up within your career? Who made you keep a stand offish attitude and not learn how to communicate and “play nice” so you could gain mentors and advocates that can help with your career? Who made you not connect and network with people who could help with your career? Who made you not make a career strategy? Sorry, the onus is on YOU.
As crass as this may sound, when I read those venomous comments, I want to ask them if venting on an forum (most times anonymously) gets them any closer to finding a job. I understand needing to vent, but some of them spend all day every day making snarky comments. Shoot, if they got paid per comment, some of them would be rich! But last time I checked, there are no jobs that pay you to complain. At some point you step away from the keyboard and start strategizing and making plans. It’s easy to sit there and comment on all the wrongs of everyone else and the economy. But it takes a greater strength to work on self improvement. And if you can’t figure a way to repackage yourself, find a career strategist who can help you. Or perhaps entrepreneurship is a viable option. But more on that in another post.
Some of you might get a little pissed off at me and that’s OK. My blog, my observations. I have to be blunt. The only way to help you is not through feel good, touchy feely articles. It’s by giving you a hard shake and a swift kick in the butt to get you back in gear. So if you are looking to build a career, keep reading my blog. If you’re looking for someone to commiserate with you and chant hateful comments blaming everyone else for your job woes, well, keep it moving. You have to take responsibility and move on. If your skills are outdated, update them or get some new ones. If your industry is in a sharp decline, find a new one where your skills can transfer. But the last thing you want to do is sit and stew about it. You have to get proactive, strategic and in some cases creative. Finding a job can be as hard or easy as you allow it to be. How badly do you want it? Now is the time to man/woman up and take control of your destiny.
Til next time,
Adrienne Graham
I’m only here to help; here’s a mirror, you’ll thank me later!
Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle! While you’re at it, order your paperback copy of No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle.
Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:
Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.
Am I a Person or a Brand?
The basic rules apply across the board whether your a business, a career person or a celebrity. People place a heavy emphasis on your overall brand because that is how they relate to you. And usually, whenever something doesn’t match up, people – the public – get antsy about it. I have always been in favor of having your brand represent you and your business, product or career, but not to the point where you couldn’t still be a person outside of the brand.
For the career person, their brand, which includes their performance on the job, their skills, and expertise, ties heavily into them as a person. There usually isn’t a specific product or service that is separate from them. Maintaining their brand is quite easy provided they maintain a level of respect, caution and common sense in everything they do. People at entry level jobs may not believe they have an actual brand, but they do. How they carry themselves is reflective of their brand. For example, my son is a hard, dedicated worker. Every employer he’s worked for has been quick to notice this and praise him for it. It’s not a bad attribute to have, but unfortunately it can backfire. Whenever there were extra shifts or extra work was available, they’d call him first because they knew he wouldn’t say no. He ended up putting in a whole lot of extra hours and that almost affected his health at one point. He has since learned how to manage his time better and when to say no. His work ethic shaped his brand.
The higher up the corporate ladder you go, the more focused your brand becomes. And at that point, you really do have all eyes on you. So it’s important to understand that if you plan to move up the corporate ladder, you have to carefully cultivate and manage your brand reputation. The greater your role, the more you stand to lose if you make just one mistake. Recovery and forgiveness is harder the more powerful you become.
Celebrities are also heavily tied into their brands. Right now, Lady Gaga is the best example of a growing brand. Known for her music, she was not content to leave it there. She had been working steadily to build a brand that goes far beyond music, and into business. She has recently launched a new web startup and has her hand in various endorsement deals and business ventures. One could say her music opened the door for her to do what she loved, then she used the rewards from that to build her own empire. I’ll admit, when I first learned about the business side of Gaga, I was shocked. I’m not a fan (no disrespect to her) but I was quite impressed that she wasn’t allowing herself to get pigeon-holed by her music, like some artists do. Think of the late Whitney Houston. Her brand was completely opposite of her true identity and she suffered for it because instead of differentiating or even diversifying, she went with it. It’s a smart move to come out the gate letting people know not to confuse your talent with your brand. Artists and athletes especially have to be careful. Otherwise they can find themselves typecast and unable to capitalize on their success into other opportunities.
Entrepreneurs have to be very careful about their brands. I’ll use myself as an example. For years I was known for my recruiting skills. When I decided I had enough and wanted to move on and try other things, I got a lot of push back from people. They thought I was insane for wanting to start a publishing and media company. When I decided to launch my training institute, they thought I once again lost my mind. I worked so hard to get people to see me as something other than a recruiter, that I painted myself into a corner. All of a sudden, I became the advice lady. Never mind that my brand message was to wake people up to understand that they have the power to grow in any economy, under any circumstance. It became more about what advice I’d be giving each day. I had to step back and tinker with my formula over the last few years. The problem I had was instead of getting people to believe in the brand, the company, I worked hard at getting people to believe in me as a person. Some would say that’s where I messed up. While people started trusting in me, they started to want to only work with me. So it became harder to build a team and have them build a rapport with clients.
Call it an execution error on my end, but I had gotten people so used to brand Adrienne, that they didn’t look at brand Empower Me. I had the same problem with my recruiting firm. Because I had done so well with recruiting in the past, people knew my reputation and only wanted to work with me. So as I built my team, I would have to practically beg clients to let my people handle things. You can’t build a company successfully while you’re still doing all the work you did when you started the company. Clients confuse you with the brand and things can get sticky. Be careful how you introduce clients and the public to your business. You are the face of the company, but don’t end up the essence of the company. Otherwise when you step back or out of the picture, clients may choose to go somewhere else. It’s important to get your whole team involved in building the brand. It’s not about just one person, it’s about the experience clients walk away with after working with or buying from your company. That’s what determines how well your brand does.
Whether you’re a corporate climber, entrepreneur or on your way to celebrity status, be mindful of how you build your brand. Train people from the beginning what to expect, and make it a team effort.
Til next time,
Adrienne Graham
I’ve got people for that.
Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle! While you’re at it, order your paperback copy of No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle.
Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:
Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.
Be an Author, Don’t Just Write Books- 6 Ways to Make Money as an Author & Build Credibility
Writing is a great way to release stress, escape into another world, or even to increase your professional brand awareness. People write for many different reasons. But not every writer becomes a successful author. Even if you have a major publishing house behind you, as an author, you must be willing to put in the work to brand yourself and become successful. You’re not just selling books, you’re selling your expertise.
The publishing world is filled with books that never go anywhere. Unless you are lucky enough to land a lucrative publishing deal and your book(s) sell millions, chances are, your book won’t go anywhere either. When I started out self publishing, it was actually to see if I could do it. I had no expectations as I spent months writing my first book Go Ahead, Talk to Strangers- The Modern Girl’s Guide to Fearless Networking (which is also available on Amazon Kindle!). But as I got more comfortable with writing and publishing my own books, I quickly realized that I needed to put the marketing behind the book and the work behind the effort to make it successful. Even though Black Enterprise Magazine had given the book some shine in the magazine (see the October 2009 article here) and it has been talked about on a few radio shows and websites, it still didn’t send me into the leagues of Terry McMillan or Seth Godin. I had to figure out ways to keep interest up in the book, different ways to convey the message of the book, and keep sales going. Even though the book was released in 2009, it is still selling and I’m still building projects off of that book…and I plan to for as long as I’m able to and people still want the knowledge.
Here are six ways for you to make money as an author and build your credibility.
Create a strategy and implementable action plan. Often people will be so happy that they’ve finished the book, that they think it’s time to celebrate. Hold your horses there. Finishing the book is just the beginning! Let’s not even get into the editing, layout and cover design (although you should have those done professionally and have a plan for that before you write your first word). Treat your book like a business. How do you plan to sell the book? (Do you get a visual of hauling several boxes of books around in your trunk selling them on every street corner?) How many ways do you plan to distribute the book? Don’t assume that it only has to be in print or even in just one language. Who’s your target audience for the book? The more specific the better. You can’t just hope that the world will find it and fall in love enough to buy it. What is the message of your book and to whom does it need to reach? Here’s where the planning gets interesting. Because by answering this question, you can decide how many ways you can deliver that message leveraging your book as a tool. How will you promote the book? You can do a book signing, conduct workshops, use social media, get publicity coverage in magazines and on radio and TV, and create word of mouth campaigns. It’s best to have a clear strategy before you go to print so you can hit the ground running once it’s published.
Make your book one of the revenue streams of many, not the only one. Many authors think having the book itself is the key to success. No, it’s not. It’s what you do with the book that counts. Did you know that a book can lead to multiple streams of revenue for you? I bet you didn’t. Authors are starting to realize that there are other products and services that can be spun off from their books. You can teach classes. Contact local community colleges, continuing education programs and associations about teaching a class (or classes) relative to your book’s topic. Create a course proposal and meet with the director in charge of course approval. Get to know them so they’ll keep you in mind to teach future classes. If you can’t teach at a college, teach your own class and charge for it. Skillshare.com is a wonderful social media platform that allows you to put up a course before officially planning it to see how much interest it generates.
You can rent space at hotels, community centers, libraries or other venues, or you can simply teach it online with the use of technology such as Skype, Oovoo, Coursesites.com or LiveMeeting. You can teach a one time webinar or workshop (using any of the aforementioned tools) on a specific topic of the book. Speaking engagements are another way to generate revenue. You can be a keynote or panelist and get paid for it, depending on the event and their budget. Try to shoot for the paid gigs first, but don’t turn down non-paid speaking opportunities. In lieu of payment, you can request back of the room sales of your book. Create an information product or self study course from your book. Sometimes people want to buy your book, but feel like they still don’t “get it”. So create a step by step process that they can learn on their own. That’s what I did with Fearless Networking Without Asking Permission. And finally create a referral program. Offer a commission to people who will promote and sell your book for you. Part of something is better than nothing. There are other ways to create revenue from your book, but these are a great beginning.
Diversify your books and sales will come. Every author likes to hold a physical copy of their book in their hands. In fact, I cried when I got the first proof copy of Go Ahead, Talk to Strangers. Truth be told, I get a little misty when I get that first copy of any of my creations. I had to learn to look past my own ego and create versions of the book that are appealing to my readers. Not everyone wants a paperback book. I have created digital versions of my books because tablets and smartphones have changed the way people read and purchase books. Audio versions of the book need to be available as well (I’m actually working on that for all my books in 2012). Give people options and you open up more avenues for sales. Also consider having your book redone in different languages to open up an international audience, and consider the needs of the impaired. Have a large print version or even a braille version of your book. Don’t leave out any customer base who could benefit from your book. Make sure it’s as accessible as possible.
Align with other people to create opportunities that align with your brand and book. Joint ventures can be a wonderful thing for an author, especially the author of a non-fiction book. If you’re a business owner, you already know the benefits of partnering with companies that have the services and products that compliment your business to bring value to your customers. Well, it’s the same thing in this case. Seek out successful personalities who’s message compliments yours and can benefit your readers. For instance, if you are a financial planner who’s audience are high wealth individuals looking to create businesses, team up with an attorney and a business advisor who have their own books and are looking to reach a wider audience. If you’re an image consultant, seek out beauty experts and wellness practitioners to create a joint event or information session. You’ll gain a new audience from your partners and you’ll further establish yourself as an expert. When choosing to partner, please keep in mind it’s a business venture. Get everything in writing, and make sure you’re enhancing one another, not overshadowing. Come to the initial meeting with a clear expectation of what you want to see happen and a mutually beneficial end goal.
Focus on showcasing your EXPERTISE, not the book. Do you know how many books there are out there that talk about the exact same thing that you talk about in your book? Your book is a tool to showcase your expertise. Anyone (and I mean that literally) can write a book. But you want people to engage with you. You are the brand. Your knowledge is the leverage. Your book is the tool. Focus on making sure people understand what knowledge you’re bringing to the table and the message they should hope to gain. By writing the book, you expect people to walk away with a certain understanding, correct? Well make sure that understanding doesn’t end when they close the book. Make people want to seek out your opinion and advice. Books come and go, but knowledge is ever lasting. Even well written books don’t prompt people to seek out the author. Keep the knowledge coming by branding yourself and continuing to market yourself well after the hoopla of your book subsides. Fortunately, social media has allowed authors to communicate and engage with their readers. Take advantage of that to keep the conversations going. Trust me, once people get to know you and appreciate your expertise, they’ll buy the books. Just don’t give it all away for free!
Ask for and expect help from others. Not everyone needs a publicist or a literary agent to be a successful author. True, it may take you longer to get your book out to the main stream, but when you’re starting out and struggling, that money is better spent perfecting your marketing. Make a list of everyone in your professional network with whom you have an ongoing, active relationship. Don’t be afraid to call in some favors. If you know a publicist and you’ve sent more than a few lucrative leads his way, ask them to help spread the word. Ask friends and family to spread the word about your book and any related events. Ask for introductions to rainmakers. If you’re a genuine person and people want to help you, this shouldn’t be a problem. If you’ve been a good networker, you have every right to call in favors. But let me warn you, not everyone will be willing to help. If you encounter non-helpful types, chalk it up to selfishness and keep it moving. You don’t need every person to help you, just the right people.
Being a successful author is not an overnight thing. It takes a lot of work and planning. You can’t just write the book and hope the orders will flood in. Be willing to do the work to market and keep the book relevant and you’ll experience success. Don’t rely on big publishing houses. The best strategy is to have an action plan to self publish and work twice as hard to promote and diversify it. Publishing houses won’t teach you that or do it for you. You have to learn it by trial and error. Hopefully, this has given you the tools you need to make it happen. Good luck!
Til next time,
Adrienne Graham
I’m a published author..and I did it all on my own!
Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle!
Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:
Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.
Skilled vs Hireability- How Do You Measure Up?
“I have three degrees and over 10 years of experience. So why won’t they hire me?”
As a recruiter, I hear this question quite often, or at least some variation of it. The answer varies, but it always leaves the person doing the asking very frustrated. You see, people don’t want to hear the truth, they want appeasing answers.
Having a degree doesn’t entitle you to the job.
The truth is, in some cases, having a degree, certification, etc. doesn’t automatically mean you are the most qualified. Speaking only for myself, if I had a chance to hire a marketing whiz who has 3 years (hell, even 1 year) of proven success versus someone who studied marketing for 6 years in school (bachelors and masters) who has never once implemented a strategy, idea or campaign, I’m hiring the person without the degrees. In my years of recruiting, I have run into many candidates who come to me degreed up ready to spout how they’re the best for the job because they spent years studying at this name brand school, getting a name brand degree so they could conquer the world. But there was so little substance, and their arrogance prevented them from being teachable. That’s the key.
Be clear on your true skills and focus on finding a job where those skills can shine.
Let’s break this down a little further. You can have ten years of “work experience” but may not have necessarily done the actual duties the hiring manager is looking for. For example, you can be an Accountant and have been doing an excellent job at it for the last several years. But if you are applying for a Tax Manager position, your accounting background will not automatically make you a shoe in for the position. Unless you’ve done some recent work in tax and can show an aptitude for it, you’ll likely be passed over. A lot of times candidates will argue “well I can learn“. NO, it doesn’t work that way. When a company is looking for a seasoned person to hire, they expect that the person will hit the ground running on the basics and learn company process along the way. They’re not investing extra time and money to train someone from the ground up when they have critical work that needs to be done out the gate. So stop with the insanity and stop wasting your and other people’s time.
Your attitude sucks, making you a potential liability.
Another reason you could be getting passed over is your attitude. Remember a few sentences back when I said you have to be teachable? Well when you come in the door with a know-it-all attitude, you turn people off. A politically correct term my career advice counterparts would use is abrasive. I’m going to just come out and say you’re a pain in the ass know it all and nobody will want to work with you. Listen, people don’t want to have a negative vibe in their workspace. And some arrogant blowhard is not going to do anything for morale. Yeah sure, you’re not there to make friends and you just want to do your job. But atmosphere is an important element in building a great company culture. There are so many stories out there about the nasty boss or the overly aggressive team mates who make their peers work lives miserable. Life is too short to be stuck with a jackass on your team. Don’t be that jackass. It’s not a good look. You can have the best credentials in the world, but if your attitude sucks, not many people are going to take a gamble on you.
You’re just not that into interviewing.
The way you interview could also be a culprit in your not getting the job. Many people, on paper, look great. But when you get them in that hot seat, look out. The interview generally goes from bad to worse…quickly.I have had my fair share of interview where they were so painful I had no choice but to show mercy and end it quickly. Some people just don’t know how or don’t do well in interviews. An interview is a chance for you and the interviewer to get to know one another (professionally) and figure out how you fit for one another. I’m going to go against the grain and tell you NOT to practice for interviews. OK, I can hear the *sighs* and *gasps* now. Researching and practicing for an interview are two different things. Everyone should be researching and preparing for interviews. But to rehearse down to the letter and having a prepared answer for every question won’t make you look any better. Be prepared but don’t go in there sounding like a memorex recording. Relax and make it conversational. Be knowledgable and make sure you are asking the right questions. Keep the flow going.
There was someone better than you.
Yup. That’s a bitter pill to swallow. As good as you are, there is always someone better. I know that sound incredibly harsh, but it’s true. That doesn’t mean that you lament in that theory, but you do have to acknowledge it. Instead of being upset by that comment, let it fuel you to excel. Focus on building your skills and being the very best you can. Keep on top of new developments in your industry and get certifications and training that will put you on the radar. Get out and grow your network and connect with the right people who can make beneficial introductions for you. Keep current and previous bosses apprised of new skills you learn. Who knows, maybe they can put you on a new project or at least keep you front of mind.
It’s a tough job market out there and the term survival of the fittest definitely applies these days. Focus on the total package that is you and make sure you are presenting a whole, hireable candidate to recruiters. Getting a job is so much more than where you went to school. Recruiters (well at least I do) look at the entire package. Make sure it’s worth exploring….and hiring.
Til next time,
Adrienne Graham
Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle!
Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:
Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.
4 Ways to Kick Ass on Social Media
Everybody wants to be a social media rock star. Well, everyone can’t be a rock star. In fact, some who are considered rock start are just glorified wanna be rock stars who claim to be gurus. I guess it makes them feel better. But whatever.
I’m shocked that so many people still think quantity (high numbers) beats quality (genuine relationships). Celebrities (real and imagined) can get away with having thousands or millions of “followers” and never communicating with them. Some of the biggest names do just this. Oprah Winfrey (although I love & respect her dearly), Ashton Kutcher (who Fast Company had the NERVE to put on their cover as the top social media savvy person of the year), and select others can get away with a tweet or three and never respond to their legions of followers, and are seen as social media empresarios. While the every day Jeff or Jane will get blasted and labeled a spammer if they tried that. I know, insane, right! Don’t get me wrong, I’m not knocking celebrities. Some actually do get it right. I’m just saying don’t follow their lead.
Social media is not a numbers game, it’s a reach & connect game. Every day people like you or I have to be strategic to make it work for us. Here are four ways I’ve been able to “kick ass” on social media that could work for you too.
Be authentically you. No one can be you better than you can. Sometimes people feel that they have to portray one person online and a different person offline. That’s not true. People will see through the facade and bust you out. You will get called out and possibly embarrassed for being a fraud. I do a good number of speaking panels each year and I often run into people who have followed me online. They often remark how much I’m just like how I am online. It’s surprising to them, but not to me. You have to be real. Whoever you are has to shine through in all you do in social media. You don’t have to share you personal, inner-most thoughts and experiences. Just don’t manufacture the person you want people to think you are. You control what people know about you, so make sure that what you do share falls in line with your core mission, values and message.
Figure out who the thought leaders are and engage them in two-way dialog. For this to work, you must engage them in conversation away from social media also. Let them get to know you and your views. This way the conversation is much more organic in social media. Find out what topics are near and dear to them and offer your comments. It’s OK to disagree, as long as it’s done respectfully and you back up your views with cold hard facts. You don’t want to look like a clown. And you’re not supposed to be trying to change their mind. You’re trying to engage in a stimulating dialog that countless others will no doubt be watching. It’s not a competition, it’s a sharing of opinions. Identify the most sought after experts and start building a relationship with them. Offer them the opportunity to join you (in a podcast, video, interview, guest blog post, etc) for a discussion or Q & A. Their followers could become your new followers. And don’t be afraid to discuss controversial topics, as long as it’s a conversation and not confrontation.
Use the platforms that work best for you and where your “people” hang out. Facebook, Twitter, Linked In, oh my! The biggest complaint I hear from people is that there are too many social media platforms out there and they’re afraid if they neglect one, they’ll miss out on an audience. I can’t tell you which ones will work better for you and which ones to stay away from. The beauty of social media is that is it subjective. Only you can decide what works for your agenda. It all goes back to having a social media strategy in place. The first question to ask yourself is what you hope to gain from it and the second is where are the people you need to get in front of to share your message. After you’ve figured that out, you must decide how people will receive or interact with you and your message. Ask people what they use most often and why. Don’t be afraid of test driving each platform. I’m still a fan of using a mix of written word, audio and video. You’ll reach a maximum amount of people across the different mediums, and you can recreate the way the message is delivered. Be sure to get constant feedback from your followers about how receptive they are on each platform.
Engage your people! I can’t stress this enough. In fact, I opened up with this. Nobody wants to be marketed to of solicited all day long. Do I use my different platforms to spread my message or promote my brand? Absolutely. Is it all I do? Absolutely not. I make it a point to get back to each and every person who reaches out on me. I’m losing interest in Facebook because most people are only interested in reading as opposed to having conversations. Twitter, however, is where I’m hottest. People love the brutal honesty I bring to the conversations. My radio show attracts a lot of people as well. With over 22,000 listeners, I have captured people’s attention. Unfortunately for me, I only have a small amount of time to actually speak to people. I try to live tweet and engage in the chat room. But it’s not enough to me. There are always people who can’t get through. But with Twitter I can keep the conversations going. Pose questions to your followers to get the conversations going. Search for topics or hashtags that interest you and join in on the conversations. Bring up current events as they relate to your area of expertise to get people talking. And don’t be afraid to get a little controversial. The key is to talk WITH people, not AT them. Let them tell you what they like or dislike then adjust accordingly. Focus more on trust and relationships and less on marketing and soliciting. I don’t care what those Internet Marketers tell you about “funnels”. People respond better to genuine engagement.
You have the potential to be a social media rock star. Maybe not in terms of a celebrity, but as someone who gets social media right. Follow these rules and you can grow your brand (personal or professional) the right way.
Til next time,
Adrienne Graham
There’s too many of you but I still try!
Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle!
Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:
Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.
4 Things to Know About Working With Recruiters
Recruiters get a bad reputation, especially these days. I know I do my fair share of recruiter bashing on occasion, but it’s like my Dad used to say. “I’m one of them, so I can talk about them“. I won’t tell you the context in which he meant that comment! But let’s just say I agree. I’m just not like most of them.
While recruiters have their faults, I won’t be so mean to say that every thing wrong with the job search process is their fault exclusively. There’s plenty of finger pointing to go around for everyone. There are good recruiters out there (like ME) who really do get it. But because recruiters drive the process and the economy and job market are so horrible, they are directly in the line of fire on a daily basis. Many deserve to be in that line, but some do not. It’s up to you, the job seeker, to learn how to co-exist with the good ones.
It really doesn’t take a lot of extra effort to build a good relationship with recruiters. But you have to be willing to build the relationships. And believe it or not, there are recruiters out there who would love to have a solid relationship with you. Here are four things you should know about working with recruiters that nobody probably ever told you.
Understand the different types of recruiters and how they work. I mentioned this in a previous post. All recruiters are not created equally. The first thing to understand is there are different types of recruiters. Corporate or in-house recruiters work directly for the company. Their job is to fill the open positions for the company as quickly as possible per the hiring managers’ specifications. They are salaried and not often incentivized to fill positions. The only incentive is fill the jobs or lose theirs. Agency recruiters come in two varieties. Retained Search (Executive Recruiters, Headhunters) are third party recruiters hired for hard to fill and/or high level or executive positions. They are paid regardless because they are hired on retainer to get the job filled. The other agency type is a Contingent Recruiter. These are recruiters who work for firms who are part of a larger pool of firms to fight to fill a position. The winner is the one that fills the position and gets paid. The others, although they may not have filled the position but worked hard (that’s subjective) to find appropriate candidates, don’t get paid). So they’re not as invested in harder to fill positions. They prefer the low hanging, easier to fill positions.
The Corporate Recruiter SHOULD be invested in building relationships with candidates, but most times don’t. Retained Recruiters do have a vested interest in some candidates and often build relationships, but not as many as they should (remember, they’re paid by the company). Contingent Recruiters have no loyalty and a candidate is only as useful as their skills dictate. Keep in mind that you, the candidate, are a commodity. Sometimes you’re valuable, sometimes you’re just taking up database space. If you want to move beyond taking up space, make sure you connect with the right recruiters and build real relationships with the ones who are worth knowing. And the ones worth knowing are the ones who specialize in your industry and area of expertise.
Connect to build a real networking relationship. Many people think the story ends once you’ve submitted an application and maybe had an interview. But that’s not the end. It’s only the beginning. Even if you don’t get the job, there is no law that says you can’t keep in touch with a recruiter. In fact, I recommend you do. Again, if the recruiter is someone worth knowing. Get to know the recruiter and what their hot spots are. If you’re connected on social media, you should be able to get an idea of what their interests are and what they are talking about. You can make it a point to share pertinent articles and posts with them as related to your industry and their specialization.
For instance, if you’re an IT professional and the recruiter specializes in IT, share your thoughts about new technology, interesting stories about tech companies, or technology related events. If you write, host a podcast or produce videos online that showcase your knowledge or talent, share those with them as well. If you know of an important conference coming to their area, or a networking event where a great deal of professionals will be in attendance, send them an invitation or at least the details. Also, don’t be afraid to send them referrals to other talented candidates. Recruiters love referrals. And if you already have a relationship established with them, your referral will most likely get priority treatment.
Make sure they understand your need for confidentiality and respect it. Just because you submit your resume to a recruiter, doesn’t mean they have authority to submit you to every company they come in contact with. A lot of recruiters (third party agency recruiters) will pass along your resume as a means to test the waters to see if the company would be willing to work with them. In the very beginning, you let them know if you give them permission to freely distribute your resume or if you want to have full disclosure to everyone they want to submit it to. If you’re conducting a confidential job search, they should be honoring that and not submitting you all over God’s creation. You have a right to confidentiality, especially if you haven’t alerted your current employer that you’re seeking employment elsewhere. Don’t be afraid to require that respect from a recruiter. Good recruiters will respect that. Make sure you ask them how they will store your resume, how it will be used, and what their submission policy is.
Keep the lines of communication open even when you don’t need a job. I can’t stress networking enough. Many times people, candidates, will ignore the calls of recruiters while they are gainfully employed. This is a big mistake. Sometimes a recruiter will call you about a possible better position. Some times they’re calling to see who you can recommend. But as I mentioned above, you MUST keep the lines of communication open. Checking in on a quarterly basis or even twice a year is more than acceptable. I’m not saying you have to be BFFs or anything like that. But you should keep recruiters close by. The main reason is so that when you are on the market, you’ll be front of mind for them. You want them to know that you’re looking. The other reason is because they have insights even when they don’t have positions themselves to fill. Recruiters network amongst themselves so they are in the know about positions.
Let’s say you’re interested in relocating. That local recruiter you’ve established a good relationship with most likely has friends (other recruiters) that live and work in other areas. And if they don’t they know who does. Your relationship comes in handy because they’d be willing to facilitate an introduction for you. But only if they already know you. See how that works? Build a relationship, receive in kind assistance. One hand washes the other.
Also, good, connected recruiters are usually up to speed on the industry happenings. Because of the different company needs and forward projections, recruiters are privy to staffing plans and projects that companies anticipate. So you might want to be in a position to be a beneficiary of this valuable intel. And you can only benefit if you have a relationship with a good recruiter.
So don’t just turn to them when you’re looking for a job. Recruiters can be your greatest allies in you job hunt. They can also provide you with information that can help determine your path before you set out on a search. Take the time to get to know a few recruiters. Make your relationship a two way street.
Til next time,
Adrienne Graham
One of the last great recruiters!
Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle!
Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:
Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.
6 Mistakes Job Seekers Often Make
Job hunting can be a full time gig. It’s not something you take lightly, nor should it be something that’s done in panic mode. For the average job seeker, the search brings much stress and uncertainty, and even dampens the spirit. When a job seeker is ill prepared to find a job, they find themselves making lots of mistakes that prolongs their job search.
Here are six common mistakes that job seekers make over and over and never seem to learn from.
Applying to every job just to get in front of recruiters or hiring managers. I know unemployment mandates that you apply to a certain amount of jobs per week. But that doesn’t mean you apply to every single job you see. Contrary to popular belief, it doesn’t put you in front of a recruiter or hiring manager faster. It irritates them and shows that you have no idea what you’re looking for nor did you bother to read the job listing to see if you’re qualified. Take the time to read each job listing and match them up to your skills and experience. If they match, apply, if not, keep it moving. What I suggest is submitting a cover letter that clearly outlines your related experience and mentions your interest in other positions that may be suitable. It is perfectly fine to list the additional positions in the cover letter, but make sure you show why you’re a fit. You’ll have a better chance of being considered.
Failing to customize the resume to match the job you want AND for which you are qualified. I see so many candidates make a one size fits all resume and submit it for every job. The problem is that sometimes you might be a fit, but because of the wording of your resume, the recruiter may not see the fit right away. If I don’t see relevant experience, I’m going to pass on you as a candidate, and so do a lot of other recruiters; especially if you don’t have a cover letter attached. Please make sure you highlight the comparable skills and experience for the position so the recruiter doesn’t have to play mind reader. It’s perfectly OK to have different versions of a resume, but make sure you keep track of them and label them by your name (not Resume-Engineering1, or Tom’s Resume Backup). And don’t send multiple versions of a resume to the same recruiter!
Neglecting to network. it pains me when people complain that networking doesn’t work for them, yet all they’ve done is attend the local meet & greet and pass out a few cards. That’s not networking! It is building real relationships and leveraging them for a give and take, mutually beneficial proposition. You have to get to know people (preferably key players in your industry and community) to get places. Focus on the people you know, then expand out and ask for introductions to the people who are successful in your industry. Don’t be afraid to introduce yourself to people or ask for introductions as long as you’re willing to provide value. It has to be a mutual relationship and you can’t just turn to people when you need something. You should be working on these relationships all year long, not just when you are in need. If you help enough people get what they want, you’ll get what you want.
Not taking advantage of social media to market their brand and message. We live in a socially viral world. Almost everyone is online. Social media isn’t just for kids and college students. Recruiters and decision makers use it. And while they may not be actively involved, believe that they are watching. Use the medium to refine and promote your brand. What are you an expert in? Whatever it is, you should be using tools that allow you to share this knowledge. Podcasts, videos, blogs, online magazines, online discussion forums, etc are all great tools to use to get your brand in front of people. If you don’t know what to use or how to use it, get help. And be sure that your audience (influencers, recruiters, decision makers) are using or have access to the medium. Create your strategy then get to work. You’ve got a brand to build and market.
Not learning the proper way to work with recruiters. Not every recruiter is meant to help you, and not every recruiter wants to help you. First you must learn the difference and their functions. In house or corporate recruiters work for the company directly. They are charged with filling positions for their hiring managers with ideal talent. They must get it right and are held to a high standard when finding talent. Retained or Executive Search recruiters are hired or contracted by companies exclusively to work on specific jobs. They are the only recruiters working on these positions and have taken over where in house recruiters couldn’t deliver. They are specialists and usually work with high level and hard to fill positions. And Contingency recruiters (which a majority are) work for recruitment firms who are asked by companies to find talent, but they aren’t exclusive. They are one of many firms and they only get paid if they are the one who delivers a hire. They work more on volume instead of quality. And they are not usually specialists. They happen to cover different industries for their agency. They get paid by the firm so there is no loyalty to candidates. The key to working with a recruiter is understanding what they specialize in and keeping the lines of communication open during the process. A recruiter relationship will only go as far as they will allow it.
Failing to follow up (or following up too frequent). Some people apply for or interview with companies but never follow up to find out the disposition or even to let them know they are still interested. They figure they’ve done their part and either they’ll hire them or not. Wrong attitude. You must keep the lines of communication open as long as that position is not filled. Checking in is not a crime, in fact, it should be a crime to NOT follow up. Candidates who disappear are thought to be uninterested in a position. So make sure you follow up. Alternatively, following up too much can get you labeled a pest. It is not necessary to follow up every week. As a recruiter their preference on following up and then respect that.
If you make a conscious effort to eliminate these six mistakes, you’ll have a better job hunting experience. Good luck!
Til next time,
Adrienne Graham
Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle!
Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:
Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.
