Carson V. Heady's Blog, page 79
June 28, 2014
Are these 3 Things Preventing Your Growth and Success?
We typically have the best of intentions. So how and why do things go awry?
Whether it’s re-dedicating ourselves to health and fitness on January 1 or re-focusing in our career, many of us wind up off track relatively quickly. We start making excuses, we tell ourselves it isn’t that big of a deal and we remain mired in mediocrity.
But it can be prevented.
Lack of clear focus and priorities – No journey can begin without a destination, lest we wind up wandering around aimlessly. Integral to the mission is formulation of a specific, targeted goal for which you can map a plot and consistently charge toward the desired result.
Your goal should revolve around needs and wants, be it in career path, health and wellness or personal relationships. It should lie heavily rooted in something you strongly desire, because that desire must keep burning no matter what comes along to fan its flames. No matter how strong your desire or resolve, it will be challenged many times by unforeseen forces and you must want this badly enough to fend them all off and endure.
Over-thinking and second-guessing – Doubt and self consciousness and worry and wondering if we can accomplish our goals and are doing the right things will plague us along the way. It’s normal, but little can really prepare you for these brick walls you will encounter along the way. Typically, after setting a goal, your sheer will propels you through those first days and potentially weeks unfettered. Nevertheless, after that initial burst, you will start to encounter roadblocks of various natures, and you have to plow through them one by one; your passion, your strength of commitment, your character and your discipline are the only things that can ensure you do.
Thinking too much or wondering if your goals are realistic have no place here; you already set the goal for a reason, right? Did you really want or need it, or not? Once you have committed to a viable, vital goal, you must revisit your commitment in times of doubt and re-commit yourself; sometimes many times over.
Negative outside forces – Your lack of focus can also be attributed to people who do not understand your drive and determination, who are jealous of it, who do not want to see you successful, who want to keep you on their level of mediocrity or misery. Don’t let them! Those who really care for you and your journey will emerge just as those who have no place in your life will set themselves apart. When you recognize negativity in thoughts and other people, dismiss and expunge it from your consciousness and life as rapidly as possible. There is no place for this in your life and these forces and people will only keep you down.
Setting attainable goals, accomplishing benchmarks along the way and committing to excellence all while enduring the setbacks along the way is the only way to achieve happiness and success. Whatever your brand of those results, you will reach them once you can effectively control these three greatest hindrances.
Success and happiness are there – you just have to go after them and keep going after them until they are yours.
*****************************************************************************************
Carson V. Heady has written a sales/leadership book within a gripping business conspiracy novel entitled “Birth of a Salesman” with a unique spin that shows you proven sales principles designed to birth in you the top producer you were born to be.
If you would like to strengthen your sales, leadership and career skills, go to http://www.amazon.com/dp/B00ICRVMI2/ref=cm_sw_r_tw_dp_yGXKtb0G28TWF
June 7, 2014
Originally posted on 
May 30, 2014
I’m not in the saving business. I don’t wear a uniform or...
I’m not in the saving business. I don’t wear a uniform or a cape.
So why do they expect me to be their escape?
All the glory-seeking, ego and showboating, I’m past.
So why can’t I find a peace that will last?
Pain is nearly constant; the damage has been great.
All the sacrifices, the heartache and drama… is this my fate?
Resist as I might, life is swallowing me whole.
My willpower gone, energy shot and I’m circling the bowl.
Its constant barrage of punches knocked me down to the mat.
Yet for some reason, I’m too stupid to stay where I’m at.
So persevere and endure and pray for strength I must.
I won’t need, can’t think, don’t trust.
Faith in all but God is at zero.
Who saves the reluctant hero?
March 27, 2014
For a limited time, BIRTH OF A SALESMAN is 99 CENTS!
For a limited time only, the original BIRTH OF A SALESMAN is just 99 CENTS on Kindle!
February 27, 2014
Want to Grow Your Business?
What if I told you could take your business to the next level of success this year? That you can achieve the big results you want for yourself and your company.
No more struggle, or frustration or defeat…rather, measured growth, focused results and more money in your bank account.
I know, you’ve heard these promise before from people who haven’t always lived up to your expectations. But this is different. Very different. In fact, it’s extraordinary.
Because I’ve got just the ticket for you to truly catapult your ability to be a “Business Growth Rock Star” in 2014.
Really?
So…what’s the catch?
Well it’s simple. To be even more successful, you simply MUST know a handful of game-changing strategies that can be implemented immediately with an eye toward greater profitability.
That’s why I’m thrilled to tell you that I, along with 21 other highly-sought after guest experts are revealing ALL of the business growth secrets that are working in 2014 in a 100% FREE VIRTUAL TELE-SUMMIT.
Grab your FREE Ticket right here: http://bit.ly/1jPPk2Q
Join me and renowned experts Patty Farmer, Kevin Eikenberry, Libby Gill, Richard Krawczyk, Steve Sipress, Arvee Robinson, David Hancock, Sheri Kay Hoff, Jim Elgin, Daniel Brusilovksy and many more for:
************
THE ULTIMATE BUSINESS GROWTH SUMMIT – THE ART AND SCIENCE OF EXTRAORDINARY BUSINESS GROWTH
March 4 – March 19, 2014
Hosted by my friend and colleague, Jean Oursler
Grab your FREE PASS here: http://bit.ly/1jPPk2Q
**********
Here’s just a sneak peek at what we’re going to be covering:
• The 3 keys to attracting a non-stop flood of ideal clients
• What are the most valuable activities to growing your business
• Decoding Online Marketing to increase sales
• What 3 speeches every Business Owner and Entrepreneur need to have to attract more business
• What are the vital steps to make sure our sales are heading in the right direction.
• How to harness the power of belief, behavior and accountability to double income
• What is the blueprint to successful marketing your business
• How to align the energy of your business to maximize impact and profits
This teleconference is equivalent to a $100,000 mentor mastermind, and it’s yours for free. We’re putting our money where our month is and giving our time and expert advice.
And not only do you get free access to all of the trainings, each speaker has a FREE RESOURCE/GIFT for you too — filled with real actionable information and insights to produce results FAST.
Register here: http://bit.ly/1jPPk2Q
I urge you to join the thousands around the world for this one-of-a kind virtual telesummit. You won’t be disappointed!
Carson
P.S. If you know me at all, you know that I only participate in the highest caliber events and trainings.
You owe it to yourself to just take a look at the incredible line-up of speakers and the never-before secrets and strategies they’ll be revealing about dynamic business growth for you and your company.
December 13, 2013
Sales: The Real Oldest Profession (Introductory Chapter to “The Salesman Against the World”)
In the annals of history, one common philosophy, one common thread and one common attribute binds together multiple facets of all professions, walks of life and means of communication. That commonality, pulsating through every vein of humankind is the psychology of sales.
While the pushy and the unethical in the trade give the love a bad name, “sales” itself is a necessary trait in communication – business and personal – and its characteristics are woven deeply into the very fabric of our existences.
Sales is the oldest profession in the world because it is in who we are, what we do, how we act and how we go about our daily lives.
Basic communication in business and personal relationships boils down to listening, asking specific questions, and learning how we can cure what ails those who come into our lives. Whether we are teaching or being taught, providing a customer service or receiving one, or we are enjoying some of the finest things in life, sales is involved – be it out in the open or behind the scenes.
To teach others, in whatever setting, the audience must be considered – what do they need? How can I meet those needs? From there, follow-up is required – is the curriculum taking care of the clientele in the best means possible?
To provide a service – hotel, restaurant, automobile – the potential customer is the central figure of the universe. What are they looking for in accommodations, amenities or appetizers?
Then, the “selling body” – be it a university, a hotel chain, restaurant chain, major corporation or a Mom and Pop store – must show that potential customer that they are the winning choice. They have to prove themselves to be the best fit for that need.
Supply and demand has been around since the dawn of time. The gathering and hunting, bartering and trading, negotiations amongst peoples – these are common themes in all eras of mankind. Sales tactics and techniques, listening, communicating and putting the “customer” at ease that we have their best interests at heart, understand their situation and are the answer when it comes to satisfaction of said needs go hand in hand.
Whatever profession you are in, whatever relationships you are a part of and whatever your daily routine, these same principles will be utilized regularly. You may think you want to distance yourself from the sales game, but that is where you are wrong; the day will never arrive where we are no longer called upon to sell something to someone. It could be selling your significant other on the restaurant for the evening, your child on using the potty as opposed to his/her diaper to do their business, or dazzling a potential employer to hire you – face it: that is sales.
The best at it can create a lot of opportunities in his/her life, so, no matter what your calling, station in life or aspirations, you should never stop striving to learn and conquer the selling game.
At its core, like the world we live in, sales is an honorable domain – a psychology and human understanding so intertwined with our daily lives that its essence is evident in many of the things we do and say.
While the world is full of evil elements and decay, you can put the windows down and drive south on the interstate with the sunlight beating down and the wind in your hair and all of those things go away – if even for a moment. There is enough beauty in the world to keep ourselves waking up every day. There is enough beauty in sales to keep us waking up to it every day as well; sometimes we just have to look a little harder to find it in the people we work with, the lessons we’ve learned and successes we’ve achieved.
Capitalism in its purest, utopian form makes our world function monetarily; supply and demand, meeting customer needs and servicing the customer effectively and with care keep the machine finely tuned. However, just like the world, when the seven deadly sins – namely greed – enter the picture, anything can take a turn for the worst.
It is our duty, as noble knights of the selling profession, to keep honor in the game. True salespeople are not cheaters, not liars, and not human manipulators; they are listeners, they are givers and they are more concerned with putting the needs of the many in front of their own. Unfortunately, there are a lot of unscrupulous salespeople, managers and above in the selling game. Our prime directive, however, is to maintain discipline and integrity and ethics in what is a sometimes dirty game.
Just as the world is not inherently bad or evil, neither is sales. A few bad apples give the orchard a lousy name. Always remember: we have a holy trinity of sales to satisfy on every transaction – be it a solitary call or visit, a negotiation or a long-lasting relationship. The customer, the company and the salesperson must be satisfied on every deal; short-change any of those three and the result is an unhealthy sales balance. Someone unnecessarily suffers.
Many companies talk out of both sides of their mouths; they dismiss shady selling out of one side, but on the other they promote it by doing nothing about it or commending great performances that were brought about unethically. Stay strong. Find ways to creatively weave everything into your arsenal without crossing the line. Once you cross, there is no going back. And superior, ethical sales can be accomplished.
Remember: we are compensated to make money for our company. This does involve knowing all of the nooks and crannies and idiosyncrasies of the playing field. It can involve manipulation of the playing field – but never manipulation of the customer or company.
Much of sales can be the words we choose to use, handling sales objections, overcoming fear and usage of statistics to further our cause of satisfying that holy trinity. However, when you start skipping steps, when you bend the rules, fudge the numbers, tell half-truths and slick your way to the sale, no one wins.
Think about it: sure, you may get to mark that stick tally on the board today and ring the bell. You may get that pat on the back from your boss. But when the product or service fails to deliver for the customer, who wins? When you or your company or your goods get a bad name because of that failure, who wins? What will be the potential fallout in the black eye of a faulty reputation?
The best salespeople see the big picture of all of their words, actions and strategies. And, in the end, no one wins (least of all the honor of the selling game) if you or anyone else gives sales a bad name.
Treat the selling game well and it will reciprocate.
December 9, 2013
TRAINING – The Biggest Miss in the Selling Game
We can be great at sales, strong at leadership and have the best of intentions. Yet if we fail to properly train and – more importantly – follow up to ensure the material sinks in and is consistently executed upon into the future, we fail as individuals, as teams and businesses.
We have seen it dozens of times: a new initiative is unleashed, we undertake continuation training on a component of our business or we embark on initial training in an organization… and the ball is dropped. This can take multiple forms: unorganized curriculum, hapless material, lack of engagement from trainer or the presentation and failure to track successes, follow up and ensure longterm success.
Let’s begin with initial training, as it is typically chronologically first in the cycle.
Always remember that training – at any stage in the game – is an investment in your people. It is necessary we take the needed time, invest the proper resources and ensure success for it – every step of the way.
When you train your workforce for the first time, they are in many ways a blank canvas. You can never assume your team knows anything about the business you want them to master, the customer base they will be satisfying and the tools needed with which to accomplish that goal. Training needs to be comprehensive and informative, but it must also be engaging, enlightening and hopefully entertaining.
There are stark contrasts in the spectrum; some training classes are arduous and strictly academic, with reading through text and mechanically going through the motions of the material. Other training sessions include games, skits and humor. Neither are completely right or wrong; finding a mix of the two is ideal to grab the attention of your audience, keep it and fill their minds with knowledge that you want them to retain.
There are also multiple schools of thought on the duration of training; do not skimp this initial investment into your team. Research and workforce surveys reveal that lack of training is often one of the largest complaints across occupations. We are certainly in a rush to get our teams out into battle, but failing to arm them with the arsenal necessary to join the front lines will not bode well.
What are the most important ingredients to your future team’s success? What must they know? Like raising children, we can never give them everything they will encounter; their best learning comes in the field. Nevertheless, it is our duty to prepare them for the experiences they will face.
Make the itinerary first. Map out your syllabus with an approach conducive to adding pieces to the arsenal in an order that makes sense and increases the likelihood of retention. Like anything, build a strong foundation.
Your team needs to know about the company they have enlisted in. They need to understand the innovation of the products and services, the target audience and why people need what you provide. They need to know the benefits of the products and services. They need to know what they will face – scenarios, examples of types of situations they will encounter, and mixing in field work with a partner already in the field can greatly enhance their learning.
We often see training curriculums that are either too long or too short; avoid those pitfalls by mapping out a learning plan which sticks to exactly what is needed. Arm your team with the essentials of knowledge about the business, the products and services, the customer base and their responsibilities. Make it fun. Give some down time to digest the information; provide breaks in the action so they can take a step away and not be overwhelmed.
Selecting the trainer is another core ingredient in this mix; finding someone conducive to deliver this message who has credibility in the field is vital to the success – especially in initial training. Companies will often bring in someone they deem to be an effective trainer because they have trained in other environments, however this can have poor results if they themselves are not properly adapted and assimilated into the new material. Training the trainer is just as important if not moreso than training the team; this is the face and general who will be prepping new recruits for battle in the weeks, months and years to come. Make that choice wisely and prepare them fully for that responsibility.
No matter what business you are in, continuation training will prove to be necessary at many times along the path. We are constantly evolving, new products are introduced to the marketplace and our consumers’ needs change. Our people are also often on different places in the learning curve and we need them adept at fielding queries and proactively promoting everything in our product line. Continuation training enhances existing knowledge with your workforce, is an investment into future results with that knowledge and also helps build longterm growth and success.
Continuation training can take many forms. It can be a one-day crash course pulse check seeing where your team’s knowledge is and apprising them of what’s new in the hot topic. It can be a week-long event that drastically shapes their knowledge on your hot topic. Or it can be a daily or weekly meeting or conference call, regular correspondence and communication with your workforce and following up to make sure you are getting the desired results.
I am a firm believer in over-communication; it goes hand-in-hand with the fact you never take for granted what your team knows, remembers or how they would approach a new situation. It is the job of a leader or trainer to prepare the team, anticipate obstacles and bestow the knowledge necessary to barrel through or jump over those hurdles. When we painstakingly communicate these things regularly, find new ways of talking about the same vital things and we inspect the results to ensure it is working, we manage to plug gaps in the knowledge and savvy of our teams.
Ladies and gentlemen: the biggest miss in effective training is tracking the results and following up to ensure the process is consistent and the knowledge is retained.
To what level are we holding our trainings and trainers accountable? On the flip side, are we putting too much on their shoulders and putting them to task for things way outside their jurisdiction?
No matter how well we prepare our teams or cover the material, things will change. Important nuggets of information will get lost in the shuffle of the daily minutiae. More new things will come to the table to further compound our mission.
Also, the needs of our workers will change; perhaps we tweak our training to make sure it is up-to-date in its quest to adequately satisfy the people it serves. Perhaps we examine the employee retention of a training class to make sure we have prepared people appropriately. We survey our trainees and teams to utilize their first-hand knowledge and experience as we reform our training curriculum. We use exit interviews to get further feedback on where training and continuation training can fit more and more into the job.
In short, we examine the needs of our people and audience and equip them with everything they need to follow the process; when it changes, we once again bring them back to the table, re-equip and regroup.
What results are our people having after leaving these training courses? How are we tracking this? Look at the results of the performers for the first quarter after leaving training. Look at the sample group’s results in the weeks following a training day or week and examine those results versus those in preceding days in the same metrics. The digital age has made it all the easier to keep account of every possible result and component of the job and our employees’ performances. Use this information to hold yourself accountable to provide the best training – and follow-up – possible.
Evaluation and holding trainers and yourself accountable to deliver the best possible training will up the accountability and results. Actually planning the curriculum, and doing so around the pressing needs of your organization and teams will keep the material relevant to the task at hand. Making sure the course is illuminating and entertaining at the same time will keep the atmosphere light yet focused on absorption. Re-convening with the team regularly to revisit the topics and study realtime results will make sure the effects of training last for a long, long time.
December 5, 2013
Health and Fitness Made Easier, for the Casual Busybody and Workaholic Alike
It is important to note: I’m no expert on the topic of health and fitness, but I have kept and can keep it simple for the casual busybody and workaholic alike to be able to make both priorities in their busy daily lives.
Fair or not, we live in a superficial world, and our ability to play that game factors into our survival and success. One can never have too many things going in their favor, and having a handle on your health and fitness helps for a multitude of reasons. A handle on these facets of life is one of many factors that can play into how you are perceived but also how capable you are of carrying out your daily mission of being the best version of you.
At some time or another, it is fair to say we have all likely struggled with our personal image. Considering how much emphasis is put on looks in our society, considering how we all pass through awkward stages in our growth and development and we reach points when our body reacts differently to changes in activity, stress and diet, the health game has importance across many components of life.
There are a variety of conditions and occurrences we have no control over, such as genetics or forced inactivity due to injury, yet an approach to controlling what we can control from a health perspective is beneficial on numerous levels. Like anything else, consistency, tweaks when necessary and tracking aid greatly in this essential part of living.
We’ve all come up with excuses or reasons why we disregard various parts of our health: we don’t work out because we don’t have time. We don’t eat right because we’re always on the run. Sure – coming up with a system that works for you, for your body and your life will be challenging. But like my dear mother always told me, we make time for what matters.
The gains in energy alone are enough of a reason to sell yourself on becoming more active in a way that benefits your body and lifestyle. The energy we can get from natural foods like fruits and berries and from activities like running or walking or weights are healthier and more impactful than your cup (or carafe) of coffee. (Though, believe me, I haven’t stopped buying my Folgers.)
For, that is what is comes down to, right? Selling yourself on the change?
Many of us are able to buy a gym membership, eat well for a few days, go for a couple of jogs…but then we run into a night out with friends, a holiday with family or just a TV marathon on the couch and the whole thing goes to pot. But I have news for you: it’s easier than you are making it, you’re not a bad person for taking a day or two off here or there and doing the same old workout every single day is a bore.
There is a fix.
I was 26 years old, no longer privy to playing sports regularly, not working out, married to my career and the nightlife and coming home to raid the fridge. I had not worked out in years and I peaked at 213 pounds on my 6’1” frame (and I’m aware it could have been worse). I looked at pictures of myself and said, “That can’t possibly be what I look like. Must have been a bad angle.” It wasn’t until Christmas with my extended family where an uncle pointed out my weight gain that rather than continue to just let it slide, I decided to take action.
You do not need some special diet you pay money for. You do not need some gruesome workout routine you hate. In fact, unless you want to be a bodybuilder or model you will not be devoting every second and every thought to this endeavor. Like anything, the trick to change is having a gameplan, charting a course and being consistent in the approach.
The advent and prominence of the Internet and Smartphones have made it worlds easier to track your progress in this day and age. I started in 2005 with an Excel spreadsheet and used an online website to look up how many calories were in the foods I was putting in my body.
When you start anything, you have initial momentum and drive. It will wear off; you just have to be prepared for that and tweak your process or revisit your motivation to ensure you stay on track. You will encounter bumps in the road and brick walls in your journey; but remember – it’s not a diet. It’s a regimen. It is a way of life.
The first part is selling yourself: your increased confidence, stamina, energy and perception of yourself will make an enormous difference that those around you will notice. Frankly, the differences it makes within you are the most important ones: you feel better. And what you exude to the world because of that fact will be what makes the biggest difference in your life; people will perceive you as happy with an energy they want to be around.
The diet piece does not have to be as difficult as we make it; many of us have a perception that we will be eating nothing but fruits or vegetables or salads. We think we will always be confined to small portions. We believe we will get bored very quickly with the foods we can choose from. Not so.
Pick a plethora of foods that are good for you that you enjoy eating. Again – the Internet comes in handy because you can research how many calories and how much fat is in the foods you are eating now (and see why they are taking such a toll on you) and you can find foods that you are able to eat (in case you have any allergies) that you enjoy and recipes with these foods so you can change it up and prevent boredom with this regimen.
If you have a Smartphone, download an application that will interact with you on your diet and exercise; there are countless these days that will help you in figuring out those very items. They will also track how many steps you take and allow you to input exercise activities and foods and beverages you intake.
Portion control is not as important as simply not eating to be full. Eat to be satisfied. Your body will soon adjust to this new sensation; it will also feel a lot more comfortable than being so full after meals that you are unable to be your best.
A good analogy I have heard on this topic is like feeding wood to a campfire; you do not throw more logs on the fire at any given time than it can handle or that can be burned or processed. You feed the fire as it needs to be fed; you may very well transition from eating six smaller portions of food per day than having three huge meals. This keeps your body burning food, processing it into your energy and you will lose weight rather than bogging down your body.
There are also so many great gains to be made that we may not give a second thought to. Take the stairs instead of elevators and escalators. Find excuses to walk more and become active. Choose activities that you enjoy doing and make them more of a part of your daily routine. Finding foods and activities that you actually enjoy remove the stigma of “having to” diet and exercise because you will find yourself looking forward to them. And they will pay dividends.
Furthermore, making your new food choices and exercise activities enjoyable and desirable will make it easier to sell yourself on making the time to make this important. There are 24 hours in a day; 168 in a week. Let’s say we work 50 and sleep 56; this still leaves 62 hours for the other items on our agenda. We all have additional people and tasks to attend to, but find me someone who cannot allocate 5 of those 62 hours toward exercise activity.
Face it: we make excuses not to make the time. But if you get a taste of how great it feels after a solid workout – specifically the next day when you have that good pain – or a week of healthy eating and a visit to the scales, you know you want to replicate that feeling. The difficulty comes when you pass the doughnut shop or your cubicle neighbors are ordering pizza for the fiftieth day in a row or everybody wants to do beers and shots after work every night. Here’s the deal: you do not have to jettison everything you enjoy from your life. You just have to be consistent in your new choices.
I still indulge from time to time in things I wouldn’t on a strict diet, but I eat pretty much whatever I want whenever I want. That is where the consistency and the tracking come in; you will have bad days. Many diets brand this your “off day” (though I have seen some take the off day just a little too literally). My proposal: don’t focus on an “off day” per se as much as you focus on some “off meals” with the commitment to consistency. Sure, I’ll have a little bit too much stuffing and potatoes on Thanksgiving, but I’ll run a little bit harder and eat significantly fewer calories the next day to bring balance back to my world.
Like business, like sales – consistency is key. The day after Christmas 2004 I started a regimen that continues today: I have averaged 1,760 calories per day and 3 workouts per week. It has not broken me. My caloric intake has fluctuated from time to time. I’ve had years I was not as diligent working out. But I lost 6 pounds the first week, 18 the first month, dropped to 165 pounds and have added 20 pounds of muscle since to reside at 185 as weights have become a very prominent part of my workout.
Finding your mix of caloric intake and workouts boils down to your height and weight, ideal weight, typical activity levels and calories burned during workouts. My average workout will burn between 500 and 1,000 calories depending on the activity involved and I attempt to net around 1,500 calories on the days I work out (after subtracting calories burned). Research or consultation with a physician is recommended to determine your perfect balance; I derived mine through online research and interaction with my calorie monitoring websites and applications.
My workouts have also had several different incarnations. I’d be remiss not to warn you that you will reach many points – probably beginning at just a week or two or three in – where you have no desire to work out and you just want to eat an entire pizza. Take some time off – that’s perfectly fine. I’ve taken as many as three months completely off from my workout routine. But I always found my body wanting to continue the calorie tracking and exercise longterm, even if not in the immediate short-term.
One of the most important things to realize in this process (outside of the fact that yes – it is a process) is it takes time and it is a longterm decision and regimen. You may not see the immediate changes you want; you may not drop ten pounds right off the bat. Your body will make adjustments to compensate for the changes you are making that can preclude you from seeing the end result right away. Just like we never ask for the sale (the end result) immediately because we nurture the relationship and build toward the close, we make our new eating patterns, our exercise activities and holding ourselves accountable a permanent fixture in our lives.
It does not matter how many reps you do in your workout or how far you run in the early going; what matters is hitting your limits and reaching exhaustion – whatever level that may be. As you continue in your journey, as you temper it with rest, your limits will increase and you will be able to do more and more. Rest is key to your body’s reactions to workouts. Work to exhaustion as often as you can but when you need a day or two off, take them.
Just as you will hit brick walls with your newfound eating habits, you may with workouts as well. Keep things fresh; add new activities to your program, change it up, swap workout notes with friends or research new techniques online. Determination of what you enjoy doing and can perform physically that burns the most calories – running, sit-up’s and crunches, jumping rope – and integrating it into your routine makes the most significant impact against your overall plan.
Finding and changing up food selections in the major food groups like your cereals and grains, utilization of steamed white rice, fruits, vegetables and roughage in the midst of your dietary regimen will provide the body the necessary fuel and energy while keeping it running smoothly.
Once you are able to find a system that works for you on a caloric intake level and exercise activity level, you have ingrained this process and your responses to the roadblocks into your daily life and you have consistently adopted and practiced this process, you are well on your way to mastery of the health and fitness game.
Its benefits will be reflected in every area of your life and career.
November 26, 2013
Mastery of the Job Market Game through Resume Enhancement and LinkedIn Utilization
At some point or another, in all likelihood, you will seek employment. When you do, there are many steps you can take to enhance your chances at success. There are common misconceptions and missteps that prolong this process far more than necessary. It pays considerably to know how to play this game.
There are few greater frustrations on the job hunt than the constant rejection – especially for jobs that you are perfectly qualified for and get your heart set on. How many times have you read a job description and said, “This job would be perfect for me!” only to get the rejection notice in your e-mail just hours or days – or even months – later. While they were impressed by your credentials, they went with someone more closely aligned. “How is that possible?”
I’ve endured several needless months of looking, plunked down considerable funds for a career coach and resume revisions once and applied to thousands of jobs so you don’t have to.
First, there is a reason they say, “it’s not what you know, but who you know,” because the most valuable resource in your career path is not talent, not ability, but network.
This chapter will not only delve into utilization of your own network, but how to branch out and forge new additions – even if you are an introvert.
Construction of a resume is crucial to the process, but realization that you are up against dozens – if not hundreds – of other candidates in your quest is even more so. What sets you apart? This is the most important question to ask yourself as you set sail on a new career path. Those differences are what you must expound upon and advertise as you target the next stop on your career path.
Playing the job market game is like gambling; the odds are against you. They could be 10-to-1 but are likely closer to 100-to-1 or worse for every single job you apply to. With the ease of Internet applications in this day and age, anyone can apply to any job that is showcased for all to see on the web. That is why you must also utilize other methods by which to get yourself in front of decision-making parties. You also must temper your expectations and not get down when you are rejected for one or two jobs; if you decide to just apply to a few jobs or decide to stop looking because of rejection, you will destroy your search before you even get started.
There are many schools of thought on resume construction and applying to jobs; personally, my philosophy in building network and seeking careers is akin to my sales philosophy: do not discriminate against any potential lead sources. You never know which one will yield the golden ticket.
Let me liken your job hunt to putting together a marketing campaign, for this is exactly what you are engaging in. You are marketing yourself. This is why – just as companies do for themselves – you must figure out how to differentiate yourself from the rest and emerge the best. Why would a potential employer select you and your resume over the hundreds of others they received?
Fair or not, not every resume sees human eyes after being dropped into the job application well. In essence, it falls into a system; a system that is designed to eliminate as many resumes as possible. The last one standing is the one who takes the job.
And you may feel very proud of your resume; but the majority of the other 100 people who applied may very well be, too. This is why finding and employing every mechanism possible to market yourself is the best way to increase your chances at landing a job.
It starts with presentation. I’ve actually received resumes scrawled in pencil on a piece of loose leaf paper. I’ve gotten the fancy paper, seen one-sheets and several sheets. Truth is, as a hiring manager, I don’t look at resumes much, but they are important when it comes to getting you through the gates.
Initially, your resume will be run against keywords that the employer may be looking to find or avoid. Companies and employers are looking for different things for different roles, which is why many people will tell you to use a different resume for different types of positions you are applying to; there is merit in that statement. The secret sauce changes all the time, but you should make certain your resume is tailored to the role and type of role you are seeking.
As a general theme, what most resumes are missing is real results. As a candidate attempting to attract a company, your goal is to show them what you’ve done in a way they can visualize you doing it for them.
In other words, it is far too common for a resume to read: “Answered phone calls and sold plans to customers.” What does this even mean? Does this make an employer fall all over themselves trying to sign you? Or does this sound like something anyone can do?
The burden of proof is on you to show that you are uniquely qualified for the position; that you will bring something to it no one else can. Rather than stating a simple fact of what your job function entails, post, “Exceeded 125% to sales goal all 15 months in inbound call center position. Averaged 95th percentile in call efficiency. Earned customer service award 6 months for top service surveys. Mentored fellow team members and increased their output 45% within 3 months.”
Your resume is your key to the kingdom. Once you get in, you have to perform for the royalty but before that, you have to gain entrance by showing you bring something of interest. Otherwise, they will not waste anyone’s time – least of all their own.
Should you apply to online openings? Yes. However, you should certainly not make this the chief method of search; in fact, it is not even secondary. But you never know who will see your resume – whether you are networking, reaching out to existing network or dropping your resume off door to door – so you must ensure it is indicative of what you bring to the table.
Each resume should lead off with contact information and roll into a summary, highlighting your claim(s) to fame. “#1 Account Executive.” “Top 5% in Sales Leadership.” “Recognized for training and mentoring peers and construction of process improvement plan that increased office efficiency by 25%.” This is where you trumpet your talents and what you have accomplished for – remember – an employer is asking, “Can they do this for me?”
What areas do you have talents in? “Extensive experience in account management, sales leadership, retail, inbound and outbound call center, customer service, conflict resolution, escalations…” You get the picture. If you have any accolades, significant achievements that you can show through results and unique accomplishments that set you apart from the pack, point them out here.
From here, it is time to summarize your work history. The more distinguished your experience and/or the higher you are attempting to climb the ladder, the more important it becomes to have consistency in your work history. This can be any number of things: first, consistency in dependability for a company and a reason behind any lapses in working. Second, this could consist of an undertaking you have on the side, be it consulting, real estate, writing, or any other entrepreneurial effort. It shows that you have been actively working, have always been trying to work and it lessens questions your potential employer might have about your work history and ethic.
Many of us will have circumstances from our work history that ended a particular job; your explanation as to why it ended should never have anything to do with not liking your boss or employer. Just like in sales, you quickly acknowledge and are prepared for the question, you address it and bring it back to the matter at hand: you see this as the opportunity for you based on your skill set and the job description, and you point out specific items that line up between you and what the employer is looking for.
“Absolutely, I chose to leave that position because it was not in my chief area of interest and I wanted to devote the necessary time to finding my calling. I’m currently only exploring roles in that area, which is what brought me here, and based on the job description and what I have accomplished (such as…), this would be a great fit.”
You might have hated your job and your supervisor, disagreed with their policies and disliked illegal activity they performed, but anything you say disparaging about your previous employer will only make your new prospective one wonder: “Will they talk this way about us?”
You may have been terminated for a job, but you can answer this away by making sure to take the focus off the objection: “Yes, that job ended in termination of employment. My customer service statistics and efficiency were exemplary, however my sales numbers were not. That is why I am seeking a role that will focus on my areas of excellence. Since this role we are discussing does not entail sales, but does involve service and efficiency, it would be right in my wheelhouse.”
Remember: your new prospective employers have seen a lot, talked with countless numbers of candidates previously and they know what they want and do not want. In fact, you may be doing a job that has been done many times before or is being done now and they want to visualize you coming in, doing the job well, performing, and co-existing with their team. Everything you can do in your presentation, your resume and your interview process to convey those attributes and sell that persona will again enhance your likelihood of joining their team.
That said, stay away from generic jargon on your resume like “team player” or “strong work ethic” or “trustworthy” or “excellent customer service skills”; they are not tangible and therefore they do nothing to further your cause. These are attributes you want to illustrate through actual examples of excellence, both in your resume and interviews.
How were you a team player? Did you form any committees to ascertain people’s opinions and foster collaboration? Did you survey your team to determine how you could best serve them?
How do you know you had excellent customer service skills? Did you receive commendations or awards? Did you employ a way to gauge your customers’ satisfaction?
Another valuable item that can set you apart from other candidates vying for the same job is a “brag book”; this is a compilation of your certificates and any other proof of your achievements. It can contain articles you have written, results, letters from supervisors, and anything and everything substantiating your superiority as an employee. When potential employers see this, it serves as evidence of your good standing. It makes the leap of faith any employer makes when they take a new hire at their word easier to make.
For, this is the goal of a job-seeker: take as many steps as possible to eliminate the obstacles in your way and tip the odds more in your favor, cast as wide a net as possible and make yourself stand out above the other candidates you are up against.
Many candidates in this day and age also construct a video resume, whose web address can be attached to your physical resume, sent via e-mail and through social media sites. It does not even have to be professionally compiled or edited; it is you selling a potential viewer on why you are a candidate worth paying attention to. Whereas I do not believe the “objective” segment of a physical resume is vital, here it can be inserted. “I am looking for an innovative corporation who recognizes hard work, wants to grow and will be the company I retire from.”
The trick of job hunting is that there is no silver bullet; you have to reach out to as many places and people as you can with the best presentation possible. Sadly, it’s as if they are looking for a way to eliminate you and – honestly – who can blame them? From their vantage point, they receive 100 or more applicants for one position, all touting the same things – greatness. How do you pick just one person? Even if you’re seeking placement as one of 10 in a new training class, you are still grappling with 10% odds or less in some cases.
This is the very reason why you are rejected for the positions you fall in love with and think you would be perfect for; because 99 other folks are thinking the same thing. We are less-than-thrilled when businesses we work for bring in somebody else’s buddy, right? But if they have someone they know vouching for them, it makes the decision to take the aforementioned leap of faith an easier one. Why take a chance on someone they don’t know when they can hire Jim’s buddy who has done something similar before and who Jim is vouching for? You’re an unknown; a risk and a gamble. Your job search goal is convincing an employer that the risk of hiring you is minimal and the reward will be great.
Of course, these words serve as no consolation when you are suffering through a drought of unemployment – I know this. Nevertheless, it is what we are up against, so to give ourselves a fighting chance, we have to network. We have to become Jim’s buddy. Since not enough people care about what we know, we have to get to know the people who will.
Look at your network. This could be your address list in your phone. It could be your LinkedIn network, or Facebook or e-mail addresses. Your network is people you feel comfortable with reaching out and sticking out job market feelers to.
Let me tell you – there’s no pride when it comes to job searching. You are talking about feeding your family and taking care of your livelihood; people are not going to look down on you because you reach out to them to see if they know of anything that might align with your skills.
In fact, you may also find that you are doing them a favor. Many of your contacts may be compensated for referring high quality people to a position, so this could be mutually beneficial. Furthermore, ask what would you do or have you done when someone has reached out for your help under similar circumstances in the past?
Hard times hit us all. We can prepare against the downside, but it does not mean we will not find ourselves unemployed or even working in a stepping-stone job. The older we get, the more likely this will be the case. Unfortunately, for a variety of reasons, it is not as likely that we will work our entire careers with one company – or even two – as many of our ancestors did. Because of this, it is likely we will be forced to learn the job market game.
Many people reach out to their network and quickly latch on to something – even something that might be less than what they had intended or are qualified to do. This happens, and we do what we have to do. But just like our actions in our jobs qualify as constantly “interviewing” for the next level, our actions networking – even while we are employed – should be constantly planning against that downside.
Networking can be free, easy and very valuable for a variety of reasons personally and professionally. Thanks to the Internet, some of the best networking can be done either online or by acquiring contact information online. Some simple company research on a wide variety of sites can yield names of those you want to network with, their contact information and methods of contact.
Many people are very open to networking with you for this very reason; they know the value of networking and that there is no telling when a relationship will pay mutual dividends. Ask yourself: if you were in the position for someone to reach out to you and ask for some advice, would you give it to them if you could help? That is the same mentality many others have.
What is your preferred method of reaching out to your existing network? It may be the phone for some individuals; e-mail or social media for others. Remember that when you ask someone for assistance in your job search, it is vital not to be pushy, desperate or demanding. This is a passive, relationship-building process and – like any other part of the job market game – there is strength in numbers.
You get more flies with honey – this is key to networking of any kind. Growing your network also assists in you having more numbers of people on which to rely.
Call the people you feel comfortable calling. Contact the others in the way you see fit so they have the ability to absorb the information and see where you may be of use at their company.
Another reason it is important to constantly network and stay in touch with people is someone may feel opposed to helping you if the only time they ever hear from you is when you want help. This is another reason why social media can be so valuable, because it gives you the opportunity to engage them daily whether it is commenting or “liking” a status or post or sending them a quick message.
Your message to any potential networking source should be complimentary and to the point. Also, you should never ask for the desired end result – a job. This is skipping steps and will often result in no response or in the other person shying away from your request with a cordial rejection of sorts. You also have to realize that not everyone you reach out to is going to be in a position to help you – right now. You never know when they might be, so burn no bridges that may later bring value.
“Jane: How have you been? I hope this note finds you and your family well. I’ve recently begun exploring new career opportunities and was looking for your advice on where I might be able to transition my sales and customer service skills into XYZ Marketing. I’d love to chat for 5-to-10 minutes and get your guidance. If there is anyone else you can think of I should also talk to, I’d appreciate you pointing me in their direction, too. Also, if my network or I can ever be of service, please do not hesitate to ask. Thank you! Vincent.”
Here we have expressed our desire for their well-being, which is always a classic. We’ve announced an interest in looking for a new career opportunity without coming across as desperate (I got fired, I got laid off) and even without spelling out circumstances. Remember: everyone on the other end is always on a need-to-know basis, whether you dislike your current job and are passively looking, or you just got canned and you are trying to get back in the game.
Asking for advice is far better than, “Do you guys have any jobs?” or “are you hiring?” because – again – you have to set yourself apart. People ask people all the time if they have jobs where they are – stand apart! Flatter them with a request for their advice; it shows you respect them and will break down any barriers they may have against such requests.
You have also planted the seed that you would love to talk to anyone else they know, which can assist in your exploration and open new doors.
Finally, you have offered your own network to them in a gesture that makes them aware that if they ever need you for anything, they can feel free to contact you.
Like anything else in sales or business, your #1 goal is getting the person on the other side to put down their walls, let you in and build a relationship. That is what improves your probability at achievement; it’s the “presentation” piece of the job market game.
Be patient and be gracious; you need them now and that’s why it is important to do this on their timetable with what they feel comfortable without being pushy.
Our networks start out at varying sizes but – specifically as we advance in our career or wish to branch out to new fields, it is imperative we add to them. Some prefer networking events and like working the room, meeting new faces and trading business cards like baseball cards. Others prefer a more passive approach, which is why they are often found trolling the Internet job boards to no avail. There is a way, however, to have success right there from the comfort of your home – to start. It is also very effective if done properly.
Networking events can be promising, however you are contending with several others – financial advisors, insurance agents and the like – who are working to get leads. The reason I prefer utilization of LinkedIn and online mediums to locate leads is because it is convenient, effective and highly targeted. You cannot control who shows up to a networking event, but you certainly can control how you geographically target individuals from companies or industries you are interested in.
Another thing to remember is you are not necessarily looking to connect with a recruiter or just a random person at a company of interest. Recruiters are already up to their eyeballs in resumes and will typically direct you back into their funnel by telling you to apply on the site. It does not mean to leave them out of your search; your best bet is to reach out to someone in a position above what role you are looking to fill.
The reason I led off with the resume is because you must have one in order to start playing this game. LinkedIn is a phenomenal site that has been very lucrative in many job searches; the LinkedIn journey begins with your profile.
Like with anything else, standing out for positive reasons will help you catch the eye of a potential employer. Your LinkedIn profile should mirror your resume structure and the nice thing about LinkedIn is that it will prompt you to soup it up quite a bit.
Once you have a strong profile, your next move is to join groups. My recommendation is to join the ones that are geographically and topically conducive to your job search. If you are looking for any industry or geography, your target can be a lot broader or you can even join the groups that your target contacts reside in. The reason for this is that you can connect with anyone in the same group as you, utilizing the shared group as the reason for your connection request. It is another aid in increasing the likelihood of their acceptance.
For, from this point, your entire goal is to build a network of people that can conceivably help you – one way or another.
When it comes to groups, there are some that begin with the title LinkedWorking followed by a geographical area or city name; if there is one near you, it would be advisable to join. There will likely be several others that bear the name of nearby cities – join them. The more of these groups you join, the better chance you have of sharing groups with some of the people you will want to meet.
Once you have joined groups (you have a limit of 50, and should leave some room to join groups that desired contacts are in) it is time to start making connections. Pick a company, or several. Pick an industry. It helps to keep a running list of both to help you log where you have looked.
Search for it in the search bar at the top of your screen and throw in a job title that is higher than the one you seek. If you wish to be a sales rep, pick Manager, Area Manager, Director, VP of Sales. If you wish to be a Manager, pick Area Manager, Director, VP of Sales. If you want to work for a small business, connect with the Director or VP or CEO or owner.
Reach out to the person whose decision it may ultimately be to hire you, or to someone above them. If the VP of Sales calls down to their Director and says, “Hey, take a look at this candidate I’m sending you,” it goes a lot longer way than dropping your resume into the black hole of online applications hoping to make its way upward. If you start at the top, you have a better chance of winding up in front of who you want to meet.
After the results of your search are populated, you can narrow them down to your liking; geographically and by current company, to ensure they are still at the company you are looking at. Of course, there is much merit for the other companies you may find high-ranking officials at. There is much merit to the small businesses that are out there, whose CEO’s are much more available to you than the CEO at a Fortune 500 company.
As prominent as LinkedIn is and is becoming, no one is really off limits. Find someone you wish to connect with, select connect, and it is time to fashion another flattering welcome that gets you in the door.
Again, where many make their mistake is they ask for the end result rather than taking the steps to get there. At this point, we should not ask for jobs or even an interview. Initially, we just want to become part of their network, and they a part of ours.
The request is simple enough; select how you “know” them – often through the same group (you can even change search parameters to only show you people in your groups) and move to the field where you can personalize the request.
“Good morning/afternoon, Tony. It is my sincere hope this note finds you well. Our mutual interests and shared group led me to believe you would be a great person to share ideas with and learn from. I would be honored to be a part of your network. Much appreciated – Vincent.”
You have stated your name and case, flattered them and sought only the connection. From your target connection’s viewpoint, the risk is minimized and they really have no reason to reject your request. This first step has a 50/50 chance of working depending on their frequency of checking LinkedIn and interest in broadening their connections. Many of them will view your profile as well (which you can also monitor), making it all the more important that you make the right first impression with a strong, attractive profile.
Timing from this point is also important; rather than come across as an opportunistic weasel by pouncing on them the moment they accept your request, wait a few days. It reminds me of the movie Swingers when the minimum wait time to call a new potential date is 3 days (or, as Vince Vaughn warns, “You might scare off a nice baby who’s ready to party”). Apply the same wait time here and let the dust settle on the acceptance prior to making next contact.
From here, your odds will diminish further, which is the very reason you again cast a wide net, you have your online applications you fill out and you reach out to your existing network, enhance your resume and even film a video resume. Pull out all the stops. It’s your career, after all. The end result will mirror the efforts put into it.
In fact, using this in unison with your online applications can only bolster your attack. Find a job you feel you’re perfect for online, as we discussed earlier? Perfect! Target leaders in that company via this method.
When you have waited a few days, reach back out to the new contact with a quick message. The easiest way to keep up with who you need to touch base with is by saving the e-mails from LinkedIn regarding those who have accepted your request. Keep them marked as unread until you have reached back out to them.
“Good morning/afternoon, Tony – I hope this note finds you well. Thank you for connecting! The intent of my note is to seek your advice as I am exploring transitioning my skills in sales and management into the pharmaceutical industry. It would be an honor if we could sit down and chat for 15-to-20 minutes so I could obtain your guidance on where I may fit in your business. Please let me know what times this week work best for you, and I will happily make myself available. I look forward to meeting you. Much appreciated – Vincent.”
There are a few ways of doing this; sending messages out like this early in the week leave plenty of time for your new contact to put you on their schedule for the week. A mix of connecting with new people and sending out messages like this is what you are ultimately driving toward; managing your schedule between allotting time to seek out new contacts while actually having advice meetings with those who accept is a dream scenario.
This is a continuing process – often even when you are currently working! Never pin all your hopes on one job or job opportunity; what will you do if it does not pan out? Until you have a job offer for your next opportunity, you are in transition. Even if you are employed and content in this day and age, there is no telling when changes will occur that could put your role in peril. Having a network, building a network in your field or others that interest you and keeping in contact with them is always of benefit.
A smaller number than those who accepted your LinkedIn invitation will take you up on the offer for a meeting in their office or over coffee. Nevertheless, this is what you were after to begin with: a chance to showcase your skills to a live person.
Sometimes, they will suggest a phone call; do not be discouraged. Ultimately, you want to talk to this person to gain insight into the business unit you are interested in; they may give you information, call you in for a meeting or point you in the direction of someone you should talk to. There is no bad discussion here.
Chief to the discussion is to prepare yourself similarly to an interview, but know that you will be doing the driving. You requested the meeting – not the other way around – so you need to come prepared to lead the discussion with questions and commentary on what you bring to the table. This can be daunting for some initially, but once you do a few of these they will come more naturally.
Fashion your pitch like a sale or precisely like the communications you have branded up to this point; thank them, state your business and launch into questions designed to elicit the desired responses. Arm yourself with some knowledge of the industry and their company gleaned from their site or articles. Ask questions and be prepared to answer some.
“Hi, Tony, this is Vincent Scott. We met through LinkedIn – how are you today? Great! First off, thank you so much for taking some time out for me today. I’m currently looking at ways to transition my sales and leadership talents into the pharmaceutical industry and took a specific interest in XYZ Pharmaceuticals because of your prominence in Minneapolis and some of the strategic acquisitions you’ve made. What advice or guidance could you give me on potentially making that transition?” “I see that such-and-such has recently been a challenge in the industry; how are you addressing that?”
From here, listen and ask additional probing questions. What they tell you may be that you have to start from scratch in their business, it may be changes going on in alignment and it might be in new divisions that are being built and not even advertised via online listings. It’s like you are getting the inside scoop.
Ask if there is anyone else you should speak to. Be ready to answer questions they may likely have about your background, experience, skills and accomplishments. They have likely checked your profile and know a little of your background – these conversations can turn into interviews if they like you.
If the meeting is in person, it is another good opportunity to bring along your brag book. Remember – do not force your resume on them and do not solicit an interview. Just cast the wide net of asking for advice and see where it goes.
Some of these meetings will seem utterly unsuccessful. However, if they do nothing more than get you in front of someone new who is prominent in the field who knows you going forward wherever they go in their career and it hones your ability to conduct these meetings, it was a worthwhile investment of your time. Investments do not always pay immediate dividends. Contacts you make today may pay off years down the road.
Just like following a job interview, follow this up with a brief, succinct thank you note showing appreciation for their time and guidance. If they have instructed you to do any follow up activities, do them quickly to reinforce your interest and seriousness.
And remember – your goal is planting as many seeds as possible with the best presentation, best approach and best follow-up possible. There are literally no guarantees in the job hunt, but the fewer gaps you leave in your search, the better your approach. If and when you find yourself in need of a new career path, you will already know how to best play the job market game.
