Secrets Job Seekers Need To Know To Get Hired

Here's my way of doing things. If I find a topic I want to investigate I do a lot of digging around the issue to find the answers I need. 

That works pretty well and when the topic is around looking for jobs and career topics I have a range of resources available to cover a lot of issues relating to finding a job, how to search for a job and that kind of thing. You can check out some of them here on my job/career board.

But there were some questions that I couldn't find answers to, that really left me mystified. It seemed like there was a whole secret system in place that nobody talks about but which works against some job seekers when they are looking to get into the workforce. I wanted to know what those hiring were thinking but never saying out loud! 

So I  thought I'd tap in to a local recruitment consultant who does very good work and I asked him to 'spill the beans' on some questions to see if he could shed light on these areas of arcane lore when it comes to job seeking. 

Here's what David Franze from Vespa Consulting came back with in answer to my questions. 

What is the real criterion for selection when,  say the job is entry level but pays what the applicant is willing to work for AND they can do the job easily. 

This is a common frustration for job seekers who apply for roles that are perhaps perceived to me a level or 2 below their skill set. While there are many valid reasons for people applying for lower level roles, employers still struggle with the thoughts that the same individual will leave for a better (higher paying role role) more suited to their skill set when an opportunity arises. 

The way to give yourself the best chance of succeeding in this type of scenario is to position yourself based on the level of the role. i.e. A common interview question employers will use to address these concerns are "where do you see yourself in 1, 3 and 5 years time?" Your answer needs to be in line with the level of the role, so consider answering with why you are passionate about this type of role, how your skill set will add value to the business and that you are open to what the future holds.

When someone has been self employed and looking to return to a employed position - what is the thinking that is unspoken but can rule someone out from consideration?

This is a really interesting, I for one like seeing ex business owners as job applicants. to me, someone who has owned their own business generally has determination, are innovative, decisive and have business smarts. Employers concerns are generally based around how an ex self employed candidate who is use to just managing their own workload will fit into a team environment.

Again, the best way to answer this type of question is to understand the role, demonstrate how your experience in this type of role has benefited previous clients and how you have had to integrate yourself into clients teams on many occasions and give examples.

Again, these are perceived challenges employers see and you really need to demonstrate your soft skills experience well. Prepare for interviews by having scenarios of previous experience in your head ready to go.

What if the person hiring thinks you are qualified to do the job effectively but we don't think it will be challenging /they might leave when they get a better offer/ they won't be able to be managed/ they might not stick around long term if there is no career fast track? 

This is very similar to Q1. 

What happens to a resume when it is received - what are those looking at it wanting to find and what do they hate seeing?

In the current market, with a lot of candidates and not as many jobs, it's not uncommon to see up to 100 applicants for a role depending on the level of the role. In short, 1 recruiter, with 100 resumes and competing priorities means you need to make an impression on paper.

Tip 1  Keep the resume short, nobody wants to see resumes longer than 6 pages, ideally, 3-4 pages give or take.

Tip 2 Use keywords, much like SEO, your resume needs to have the keywords in it that are in the position description or the job advert. So, tailor your resume to meet the criteria with keywords based on your experience.

Tip 3. Have an "Achievements" section for each role. This is where my eyes go first on a resume, to me, the achievements in the role show what you have done that is over and above what was expected in the role. Use your Achievements section to brag a little about yourself. This might include over achieving on targets, delivery of a big project, implementation of a new system and so on.

And Tip 4 , PLEASE, check for grammatical errors. Yes, we may be pedantic, but you never get a second chance to make a first impression so take the time to go over your resume a few time before submitting it.

What do they expect people to do at interviews to be successful

Be prepared, do your research on the company you are interviewing at, who are their competitors, what are they trying to achieve, their history etc etc. Do some pre-work.

Also, have examples in mind of how you can demonstrate your experience and lastly have some questions prepared. When interviewers ask if you have any questions, they would always like to hear at least 1 or 2. So again, its all in the preparation.

What do they think about follow up thank you letters

I think a follow up email is a nice idea and most recruiters or hiring managers would be pleased to see a thank you email. Good touch.

Why don't they bother responding to applicants when the applicants are expected to go to some trouble with their applications and interviews?

This is my biggest frustration in recruitment, and to be fair, its (hopefully) a minority that ruin it for the rest of us. I have worked with recruiters in the past who didn't respond to applicants and quite frankly, didn't care. There are good and bad in every industry but within my own I hate to see this as a practice. Put simply, it's basic human respect, you get what you give. There are also many employers out there who advertise roles directly as well and what recruiters and employers may not realise is that by not responding to applicants, they are damaging their brand. 

Summing up

So there you have it. The questions that are never asked with the answers nobody ever tells you when you are looking for work. Plan this as you would if you were running your own business. In real terms - your career IS your business.

• Customise each application to the particular position
•  Tailor your resume and cover letter every time
• Demonstrate your achievements
• Research the company 
• Double check for any errors or omissions in your documents 
• Follow up with a thank you
• Rehearse your responses to typical questions you'll be asked 
• Consider the questions you will ask if you are granted an interview

As well, think about how you can activate your networks. Get your profile 'spick and span' on Linkedin and look for companies you can approach directly, not just in response to an advertisement. 

Oh.. and if it needs saying - clean up your Facebook page if it is showing you in party mode, chronically whingeing or engaged in other activities that don't add to your reputation as a potential job candidate.

Consider how you can be more flexible in the kind of job you might take and the locations you might consider for the right job.  

If you are looking for a role that is not so high-powered as one you have held in the past, make that clear that you are looking for steady work but not the stress that comes from more highly charged (and paid) positions. You're prepared to work hard but not chasing promotion any more.

And while you are in job seeking mode, pursue activities that will aid in landing that job when it finally comes around. Learn some new skills and things to do that you can feel good about while you are not yet in that job you want to find. Feeling good about yourself helps others feel good about you too. 

A word to employers...

Another factor in all this seems to be that many companies hiring don't do it very well and I would suggest that an employer looking to add people to the business would do well to be approaching this part of their business with the same degree of professionalism that they give to operational and customer service areas.  Hiring poorly, whether it is directly or through agencies with low standards of service, you can be doing your reputation harm, in addition to costly mistakes. 

Hiring well begins with knowing your business well and having a well articulated vision for the business, clear roles and responsibilities delineated for each position in the business -  not just making up ads for the position by people who don't understand the role and what's important and what is just 'nice to have'. A bad hire can be costly so using a professional to help you get it right can be much more economical and convenient  in the long term, than being 'penny wise, pound foolish'. 


You can find David Franze at
Vespa Consulting  0402 474 555 

Related articles 

Jobs, Hope and Compassion

Working For Nothing But Promises

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"Should I Buy This Business?" - How To Know If You Should And How Much It's Really Worth

"I've seen a business that I can get for a good price and I wanted to know what you think.."

So came the request.

Now the business, as it turned out, was in another state. Nice part of the world. A shop only a few years old and the owner wanting to sell because of health issues in the family.

You've heard of that one, right?

"Do you have the full financials for the period they have been trading?" I asked.

"No, but they sound okay."

So here we have "a good price" and "okay financials" ... but no real data.

What followed was series of more questions with very few answers and none of them backed up with any evidence. But it was a good story and on the face of it you could see how picking up a newly established business with fit-out for less than half the price paid new for the equipment seemed like a deal.

When considering buying a new business there a lot of questions to be considered before embarking on the process of narrowing down the issues that will allow you to make a good decision.

Personal Issues When Buying A Business

Before any merit of a business is considered, we need to be clear on our purpose and intention for making that jump.  If we are to buy a business what business has the capacity to produce a return that we would be happy to achieve?  How much would we need to achieve to make it worth the risk and sweat and hard work that will surely go into it?  Are we skilled in this industry or are we completely green with no knowledge at all?  Is your temperament suited to working with the customers your business serves?

Importantly, can you afford to stop work and getting a paycheck and invest money into this venture for the first year, without taking money out of  business? Realistically, that might be what needs to happen.

Due Diligence - Your Job To Know The Real Position Of The Business You Want To Buy

Beyond your own suitability for owning a business is the question of whether you want to build a business from scratch, or buy one that's a going concern.

Either way you need to be able to know how to research the market where the business will be.  You must understand the competition it faces and the trends that will affect the longer term viability of the business. Anyone  trying to sell a Music CD store or video rental shop might find themselves hard-pressed to get a sale for it now.

What's the long term outlook for this industry?
Who's leading the market for this nationally?
Who owns the top position locally for this?
What can your business offer customers - that they want - that they can't get already?

Many owners of restaurants and retail stores complain about issues that the owners should have taken into account before they opened the door to a new business. The cost of doing business is an element that is crucial to understand.  Employee wages are just one element that is a factor you need to expect as an ongoing cost.  Wages are a cost but being cheap and exploiting people isn't necessarily going to give you value for money.  Those employees you hire can be a real asset to the business and done right can be instrumental to generate income for you too - not just cost money.

Cash-flow - The Ins and Outs

Yet it is money you have to find and is only one part of the costs for you to have calculated when it comes to determining your options regarding the financial stability of the business. Opening hours, pricing, realistic numbers of tables you can fill and meals out the door... all of these have implications.  If you are running an eatery: times of service, levels of return you can make during a sitting, selection of menu items, cost containment and minimal waste. All of these are factors that will have bearing on the ability of the business to perform at a level that is workable. How well your business is located, marketing plans, rent and operating costs - all of these are issues you need to have answers for in order to know if a business is worth buying or opening.

And you need real numbers - not just "sounds right" numbers you made up, or someone told you.

To test your business value now or check the value of a business you might want to buy, check out this great app to calculate the real value of that business.    This will help you find your way through the maze and has been designed by a certified business valuer,  and is easily accessed. (I respect their professional ability but have no vested interest).

 A 'Quick Business Appraisal' APP is currently available for IPads & IPhones.

http://itunes.apple.com/au/app/quick-business-appraisal/id452170755?mt=8&ls=1

An Android version is also available from Google Play:

https://play.google.com/store/apps/details?id=com.quickbuiness.appraisal

As it turned out, the business that was being looked at we began with, was just sending up too many warning signals for it to be a good buy for the person who asked for help in assessing the deal. 

Thankfully, he wasn't made a fool of in that deal, but he'll know a lot more about what to ask for in future as he looks for a business to buy.  The right business, for the right reasons.  

Related business articles:

When it comes to starting a business - passion alone is not enough
How to tweak your business for more sales
How to step-up in you business for better results
Prepare now for that business you want to sell later
Make your five year plan for life goals and for your business vision

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Control Quality In Your Business

In the past 20 years we’ve seen a huge rise in the number of business franchises available worldwide. But what is a franchise really? At its most basic level, it is a method – a system- that can be replicated and each task in the business defined and able to be carried out by anyone, with minimal experience and at the lowest cost. That is to say, that a 16 year old with no experience can come into the business, follow the steps to deliver the same quality product as someone who has been doing it for many years and with great experience. 

Of course you may not want to be employing juniors and you may not want to start a franchise empire but the elements of a franchise – the thing that makes it worth the money they command - is a proven business model that is captured, documented and to which employees adhere. What does that give you? It means that you have a framework for training new employees and a consistency to your service that allows you the business to perform in a reliable and predictable way and an end to having to ‘make it up as you go along’.  Employees know the answers to anything they could need to know, and you are not caught up in spending time telling them over and over the same things. 

For the customer, it means they can rely on getting the same standard of service from your business next time they visit you. This reliability is a comfort and reassuring for customers and it is a money saver for you the owner, as well as being a marker toward your business being optimized and sale-ready all the time. In real terms, that means you own a business which is more desirable to a buyer, a higher sale price you should command when you do want to sell, and a more profitable business every day. 

You don’t want to franchise? You don’t have to go that route to have good systems. Your current business model, with your existing policies and procedures are the starting point to creating your own system to manage and optimize your business. If you have some policies and procedures you can use them as they are, or tweak them as you develop your system. Where there are gaps in the current model, these can be filled and additional components added as required and any procedures or policies modified as better ways of doing a task is developed. This provides you a framework to deliver consistent results but does not hamper you in any way. 

Some business owners think that because they are a one-off and creative kind of business that policies and procedures don’t apply to them. In reality, the most creative businesses also need procedural structure for some elements of the business. These systems let the creativity happen where it is required, and the support mechanisms in the business to free up time, deliver good back up and assist with the delivery of the more creative elements. Very often good systems mean the business is able to scale in a way that was once impossible. 

 
 How are you managing the processes in your business? Could they be improved?

Areas For Procedures And Policy Review To Consider:

• Administration
• Operations
• Internal relationships (employees, HR, recruiting, performance)
• External relationships (suppliers, JV partners)
• Financial
• Marketing
• Web and Social Media 
• Management + CEO responsibilities
• Training

Good systems let you manage more effectively, save time and cut needless duplication as you maintain a consistent and high level of productivity that every successful business needs. 

 For more information download 7 Steps To A Growing Healthy Business Here no strings attached.

Related:
Remember to build your mailing list
What to do next when you feel like giving up
Send cards for marketing and friends automatically using this Cloud app
Step up in your business - Here's how to improve performance

How to get your business found online

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Blogging For Business: What To Write?

Update:  This article was written some time ago now. It still holds true but some things that have changed are the way that Google rewards good relevant topical and location appropriate content, even more than ever before. So blogging is a clean and easy way for businesses to keep their articles relevant and fresh. This is critical. 

The other big change? Mobile. With mobile and tablet searching expected to overtake desktop computers for accessing the web by 2015 it is past due, the time to make sure your website or at the very least your blog (connected to your website), is a readable in mobile format. 

Slowly small business owners are starting to 'get it' that being online is something their business needs to do even if they are not sure how to go about it.

Aside from a brochure-style website that lists all the usual details about the business: what you do: where you are; when you're open and how to contact you, it is important to know that you need fresh content that is updated regularly. The best way to do that - the easiest way to do that - is with a blog.

In fact the old days of the static webpage are pretty much over and many websites now are just an upscale blog with some additional static pages. The beauty of this model is that it is easy for non-technical people to just add their new content and not have to fuss too much with knowing how the 'behind the scenes' parts work.

When we think about content being added it raises all kinds of questions that may have not been considered before and chief among them may be "What will I write about?". Not everyone is accustomed to writing for the public and this can seem like a daunting prospect.

Here are some questions I've been asked about this and hopefully this may shed some light you can use in finding topics for writing content for your business.

Social Media For Business Results

View more presentations from Lindy Asimus Business Coach

Write about what you know.

We can be blinded by the things that we take for granted and assume that everybody knows what we know. That's not true though and what seems simple to you with your experience, can seem like arcane magical voodoo for me who has never had to know about the inner workings of a magneto or the finer points of painting a house.

What you know about your specialty, if I am in the mindset for needing that thing, is madly interesting to me right then. People go searching for very specific information when they have a need for something and if your article is on target for that thing of which they seek, then your article (blog) will come up and be seen. This is where you can stand out from all the other businesses who do what you do. I may have no interest at all in mixer taps - until my kitchen sink is flooded and I need to buy one. Then I want to know what I need to know before I buy.

If you say it - then you own it. Even if everyone else in your industry does the same thing only the one with the information out there for me to find will get the credit.

What does your blog say to us? We know you know your stuff - and that's evidence right there on the webpage that you have some experience, knowledge and enough savvy to put it out there for us to see.


I don't want to tip off my competition.
This is a common fear and the reality is that they already know part of what you know. That doesn't matter. Focus on what customers will find useful not your competitors. Frankly most businesses are doing zilch about marketing effectively and carving out a slice of the market to own. Be there first and seek to own your little corner of the patch.

You don't have to 'give away the farm' but you can provide background information that makes it easy for me to know what I need to know to make a good decision.

Developing a strategy for your online presence and your blogging means that you can work through all the informaton that you want potential customers to know about your expertise and your service offering. Over time this will add real value to your website and attract targeted buyers to your business.

With a strategy, and a schedule to follow you can streamline your writing and ensure regular updates without taking too much time away from your other activities.

So - what's the message you'd like to share about your business?



Related posts:
How to start blogging for business - and what to write about
10 Steps To Local Marketing Online
The Dirty Secrets Business Needs To Know About Social Media
Why You Need To Build Your Mailing List And How To Do It
How To Get Your Local Business Found Online
How-To: Developing A Social Media Strategy For Marketing
Quick & Dirty Business Review
Test Your Website For Roadworthiness
What You Should Know About Social Media For Business

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Nurture Your Customers - Why and How

UPDATE:
I wrote this blog back in 2011. Four years later, everything in it is still valid. Everything in it is still not being done by the majority of small businesses. Meanwhile large corporations have moved into neuromarketing and can predict our buying habits over time, using algorithms and fancy online tracking software, and know what we do as pattern when shopping, more clearly than we ourselves do.

They will be coming after your customers if you don't lift your game. They may be already.

Many businesses seem to have missed the fact that their clients over the past are the key to promoting future growth and so they fail to pay due respect to this vital element of the business.

The importance of capturing good quality information on customers (and people who are not yet customers but have expressed an interest in the business) cannot be stressed too highly. These are people who have had experience with your business and in the case of customers, have already 'voted for you' with their money by spending it with you.

So what DO you do with a client list?

First thing you do is make sure you have a good amount of the right kind of information about them.

Capturing Data

Some (minimum) things you definitely want, if you can get it:

First and last name
Date of Birth or birthday (depending on your industry)
Postal address
Email address
Mobile phone number
Purchase history
What they bought
When they bought it
What they spent
Family status Single Married Children etc

What you do with the information once you have it will depend on the strategy you are going to adopt for your Client Nurturing Program. Yes, you have won these customers to your business and paid a lot of money in marketing and advertising for them to find you in the first place, so now you have them, make the most of it.

Your existing clients will always be a more economical source of new business than anything else you do to gain customers.

Many businesses throw money at new people who have never supported them, in the form of special offers, discounts and the like - and completely ignore their existing customers!

Your customers:

Buy more things in the future
Influence friends' purchases
Talk about the things they buy
Can recommend you
Appreciate being appreciated

What are you doing with your existing customers to nurture them and encourage them to come back and buy from you again? What are you doing to capture good responses from customers who are happy with you in the form of referrals and endorsements? Do you even know where to start to put a Nurturing Program in place?

This should be your priority to get this done.

If you don't know how, ask.
If you don't know who to ask, ask me.
If you think you know how to but you're not sure where to start, get the help you need.

Spending money on marketing without getting this in order is just pouring money down the drain.

How long have you been doing that?

Start using your head.

Your customers need to hear from you.




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Love Your Customers. Engage.

UPDATE: 

Taking a look back at past articles I have posted on this blog has been interesting. While not much has changed from a strategic viewpoint, the environment around us has definitely changed. Who could have predicted that Facebook would be the place whole families connected online - even grandma and pop! 

Engaging with customers who are online and those who are in their social circle and could be your next customer, has never been so easy. Small business has never had the leverage they do now to spread their message - and I don't mean advertisements - and attract people who love what they do. 

Yet many small business still have no real website that has the capacity to work for them in this way. The changes that would make them function are often not big, but they are significant changes in so far as how well they work. The look of the website may not even be changed, though most websites tend to be poorly designed visually and with respect to functional navigation layout. Sadly few have much in the way of quality, relevant writing that is on target for their product and customer demographic. 

In other words - they have nothing that someone looking for that information and to buy - will find from those stores. They have not bothered to make it available - not to Google, and so not to customers. 

Facebook for business pages, Twitter, Linkedin, Pinterest, Instagram, your blog - all of these have the capacity to drive traffic to your website - people who are interested in your product. See my articles on Blogging for business for more information.

Please, let this be the year you get that sorted for the sake and welfare of your business. - Lindy

The social media world is abuzz with messages on how the future is all about caring for customers and your network, showing you care and being authentic in our engagement with people online.

I see this and I know it's true, and I wonder if this should give me hope that business will soon come to understand this too.

Now while I'm prone to be optimistic, I am perhaps not optimistic enough to expect that this will happen for the great majority of businesses. More than that, I predict a great many businesses will continue to not 'get it' at all, and will keep doing what they are doing, without regard for the changing face of business and the new way that people are coming to expect to deal with businesses as they look to buy goods and services.

For the smart business owners, they will realise The Jig Is Up... and if they want to be relevant to customers, if they want to have their loyalty and their ongoing business, then they have to smarten up the way they do business. The smart ones, will do just that. And in doing that, they can own that segment of the local business, if that's what they want and if that's what they incorporate into a strategy to accomplish this as an outcome.

Enter the era of Engagement. Well it isn't such a new era. Years ago my parents opened a corner shop to let them earn money when my eldest brother was hospitalised for quite a long time. The corner store was a great example of local business engaging and relating to local customers and responding to the market. The shopkeeper was a part of the community and 'they knew where you lived', so your reputation was important, as was your ability to provide a service model that accomodated the needs of your customers and made your business an integral component of their day-to-day life.

In 2010 that's still the way it is. I hear business owners say "customers aren't loyal any more". And they are probably right. Customers have no reason to keep coming back to your store if you aren't providing them something different in the experience. If you train your customers to just look for discount prices, then guess what? They will find the stuff cheaper somewhere else. Probably at a big box store that can buy supplies cheaper than you can. So there is no future in that kind of selling model. What the big box stores can't do - and the family business can - is provide expertise, and engagement and responsiveness. The family business can determine to be the best in their particular field, sell stuff that is worth the price to buy and be there when things go wrong, to make them right again. That's what business can do - and that's what business will do... if it wants to stay in business in this new economy.

But that's not all bad. And technology lets us not only provide this expertise and superior service model in our local downtown area, but potentially, across the internet to those people who want what you specialise in. If you set your business up well, you can sell your stuff to people close by - and people not so close by, but who want what only you can do.

So what is the 'takeaway' from this? Simply this.

If you want your business to be vital into the future you need to start approaching it as a business. Understand the way the market works and you make sure you have:

• A clear Vision for what you want to achieve
• Communicate that Vision to your employees, friends, partner, and customers
• a strategy of your own to follow in implementing your vision
• actions and steps in place to deliver what you promise
• methods in place to monitor and track your progress
• a clear understanding of who your competitors are - and
• what strategy they are using.

It's not good enough now to just turn up each day and do what you do. Think. Plan. Take Action. Engage.

That's what will keep your business healthy in the new economy.

Oh and one final thing. If you don't love your customers ... get out of business now.

Related posts

Nurture your customers - how and why
Businesses are hiding online and nobody can find them
Business articles on social media and online marketing 
How this clothing business in an Australian country town started selling to the world

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Business In Hiding Online

Almost every day I am checking out websites for businesses. If I meet someone or an enquiry comes in for coaching or help with a Facebook page, or other social media or marketing issue, I check out their website.

What Does Your Business Present Like Online? 

I check it out first to see if I can find it by their category of what they do.

Then I check it to see how it looks to me as a potential customer. Does it make them look like they know what they are doing and presents them as professional in their manner, or amateur? Are the images real or stock photos? Are they well shot or dark and impossible to see clearly?

Then I look 'in the back' to see what it looks like for Google.

After that, I check to see if basic contact information is easy to find.  Do the links work? Are their social media platforms connected? Are they updated? Do they even have any?

And then I check to see what position it has in Google search for the category of business they are in for their location.

Professional Pride And Your Website 

As you might have guessed, by now, a great many businesses don't rate very highly on the basic performance of their website and online presence.

I don't get it.

Making your business present well online is not about a website. It is a matter of professional pride in your work and your attention to detail within your business. Hell, it is a matter of sales, sales conversions and ultimately about profit and loss.

You'd Never Do This In Business 

Business owners who would never dream of  leaving a pile of junk in the front of the building, with filthy windows, looking messy and discouraging people from using their business, will do just that when it comes to their website.

And they would never dream of not putting a sign out to say they are there, or not show their address on their advertising. Yet they will do exactly that with the biggest environment available for potential customers to find their business. The web.

Can't afford to get help to fix your website and make sure your business looks the best option for customers?

The reality? This is one of the costs of doing business. Like paying the electricity , or keeping you suppliers paid. You can't afford to continue to not fix it.

If you're willing but not sure how, give me a call.


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