ERI Personal Marketing

Making Sure You Are at Your Very Best in Your Interviews Pt. 3

2011-10-20T15:07:00.000-07:00

4 - Read the interviewer and adjust your behavior

Wouldn’t it be nice to be able to “read” everyone who interviews you... and based on their personality and behavior, know the kind of candidate they prefer?

To influence the person interviewing you, we have found that you will do best if you can match the style of that person. Most people’s personality can be gauged on four levels. Where you and your interviewer fit on personality measurements will affect how well you connect with each other. You want to judge where someone sitting on the other side of the table likely fits.

The “very strong” interviewer. The degree to which a person is a very strong person... reflects their need to be in control... their need to direct and dominate. Someone who is very strong is often demanding, forceful and competitive.

This person may maintain a cool or closed posture. Many top executives are high on the scale of being “very strong.” When they question you, they focus on “what you did”... the actions you took... rather than “why” you took them. They will be looking for someone who is bottom- line in their orientation. They prefer others who are brief, to the point, and decisive like they are. They often make hiring decisions quickly, and prefer those who seem efficient and goal oriented.

The “highly social” interviewer. The degree to which a person is highly social reflects their need to be involved with people and influence them. Someone who is highly social is often persuasive, enthusiastic and friendly. These people are often animated and express their feelings quite readily. They tend to adopt an open posture and are warm by their nature. They will be looking for how you managed people, who you worked with in getting consensus and making your decisions. They will be much less likely to concern themselves with “what” you did, or “why” you did something.

Chances are this person will prefer people like themselves... expressive and sociable. They will focus on how interesting you are, and will enjoy testimonials and war stories. They usually put a priority on people skills and are likely to make hiring decisions based upon emotions or gut feel.

Get more info from ERI Personal Marketing by visiting our official website, watching ERI Personal Marketing's videos on YouTube, follow ERI Personal Marketing on Twitter or checking out ERI Personal Marketing on Facebook.

Making Sure You Are at Your Very Best in Your Interviews Pt. 2

2011-10-14T13:40:00.000-07:00

3 - Surface and deal with any objections that arise

Your next key to interviewing is to be able to overcome objections in a smooth and seamless way. With today’s competition, if you stumble, there are too many others the employer can turn to. So, why play this by ear? Here is a simple method for handling objections, the “ARTS method.” The letters stand for the following:

A = Acknowledge the objection. R = Redirect the person’s concern. T = Test to be sure you’ve removed the concern. S = Use a story to make your point.

Whenever someone raises an objection, the tension level rises. In step A reduce the tension level.

A = Acknowledge the objection

“I can understand your concern, and I would like to address it for you.” Or “You’ve raised an interesting point. It deserves some frank discussion.” The phrases are not so important—it’s the feeling you impart. You have acted in a reassuring way; it’s clear that you feel secure about your abilities.

R = Redirect their concern

Let’s say the interviewer raised the fact that your experience was in a different industry. “What qualities are you looking for in an ideal candidate that prompted this concern?” Now, you can’t change your past, but you can show that you are someone who contributes quickly (e.g., “When you raise that question, I understand that you want to be sure the person you put in this job is someone who will contribute quickly. Isn’t that it?”) The interviewer will reaffirm that you are indeed correct. With just a little thought, it is easy to refocus the conversation toward the positive qualities that are really on the interviewer’s mind.

T = Use a testing question

The idea is to see if you removed their concern. Here is an example of asking a testing question: “If I could show that I could contribute quickly, even when learning new information, would that help?”

After you get a positive response, you can go directly to your answer, or you can introduce one of your key strengths. You might say: “If I could show you that I work well under pressure, might that ease your concern somewhat?”

S = Use a supporting story to confirm

The final thing is to use a supporting story. Remember, what really counts is the fact that you did not get flustered. If you’ve done it right, interviewers won’t be that concerned about your exact answer. They’ll be thinking, “This person handled that situation very well.” Note: An objection is really a sign of interest. If employers were not interested, they would not bother asking you to overcome the objection.

People often decide if they like you in the first 5 minutes. Then, you have to maintain your momentum. A good way to overcome objections is to bring them up and minimize them during your presentation.

Making Sure You Are at Your Very Best in Your Interviews Pt. 1

2011-10-06T15:05:00.000-07:00

One of the most helpful parts of our service is that our staff will be working closely with you throughout all of your interviews. However, aside from those discussions, we have developed a system to follow during interviews that has proven to be unusually effective. It is important that you be thoroughly familiar with the approach as outlined.

1 – Find out what’s most important to the interviewer

Ask questions that will get interviewers to articulate what’s most important. Of course, you’ll need to find out what happened to the last person in the job. Ask about his experiences and those of his superiors. Find out to whom the position reports and how long that person was in the job. Ask... “What would be the biggest challenge I would face?” Find out how the interviewer sees the problem, what the expectations are and what progress has been made. Of course, once you find out what’s most important to the firm... you need to tell them that you have what they want. Too many people let their resume be the basis for the whole discussion.

2 – Tell stories that make people remember you

In these stories indicate positive things you did to help organizations. The idea is to show how you demonstrated a particular skill or a personal quality.

Develop SOAR stories that cover situations where you can demonstrate the value of fresh thinking as a means to improve productivity or solve problems. Employers need to feel that you are the answer to one of their problems. If you can show them how you met or exceeded the needs in other places, they may conclude that you can do the same for them.

The idea is to create stories that demonstrate the benefits you bring. Remember, your “tickets” alone (degrees, titles, etc.) will not necessarily motivate another employer to hire you. You must use action words and phrases that add interest beyond your credentials. In the final analysis, employers hire people for what those phrases imply.

Making Sure You Are at Your Very Best in Negotiations Pt. 5

2011-09-26T08:08:00.001-07:00

6 - Introduce other things on which to base the offer

This can include the importance of the job to the firm, what you would make with a raise where you are, your total package, what you believe the market is for your background, or other offers you are considering. In the example that follows, notice how there are no demands, only questions. By inviting employers to explore the situation, you are giving them the freedom to reach their own conclusions about whether their offer is too low. Using this approach, you come across as enthusiastic, sincere, and slightly vulnerable—never as cold or calculating, or as someone who is putting them in a corner. Your comment might be:

“Charles, let me first say once again how pleased I am over the offer. I feel very positive about the prospect of joining you, and my enthusiasm has continued to increase. This is the job I want. It’s a situation where I could look forward to staying with you for the long term.

“There is one hurdle that I have to overcome. You see, I’ve been under- paid for some time, and it has created a situation where I need to start earning at a rate reflecting my ability to contribute. If I stayed where I am, I’d be due for a raise, which would come close to your offer.

“In looking at salary.com and talking with other firms, I’ve found that some realize this, and they have mentioned ranges that are 25% higher. Now, I don’t want to work for them—I want to work for you. But I do have some pressing needs. Perhaps the firm could approve a higher offer. Can we pursue this together?”

7 - Use your enthusiasm throughout

If you load maximum enthusiasm into your statements, it becomes nearly impossible for the employer to conclude that you should not be with them. Enthusiasm assumes even more importance when you have been underpaid. Ideally, an offer should be based on your value to the company, but in reality, most employers will base their offers on present earnings.

Making Sure You Are at Your Very Best in Negotiations Pt. 4

2011-09-15T09:59:00.000-07:00

5 - Negotiate the job responsibilities

Reshape the job into a larger one, and the range will be higher. Begin with a positive comment about the job and the firm and suggest they might benefit by expanding responsibilities. Then share your thoughts. For example, “Charles, there is no doubt this is a good job. However, based on what you have told me, I could be even more helpful if a few related elements were added. There are three areas where my experience could make a difference. I’d like to discuss them so we can see if they could be included in the job description.”

You could then go on to talk about the areas where the firm might capitalize on your experience, showing with stories how you made contributions before. If the interviewer agrees these are important, have them added to the job description. Believe it or not, reshaping the job can often be just that simple. Can you see how we have applied basic principles here? There was no confrontation.

Making Sure You Are at Your Very Best in Negotiations Pt. 3

2011-09-09T14:19:00.000-07:00

3 - Never commit when you get an offer

When offered a job, praise the firm and say you need some time to consider it. “Charles, I am very pleased you made me an offer. This is an outstanding firm, and the position has great promise. I’m sure you can appreciate that I would like some time to give it further consideration. It would not present any problem, would it, if I get back to you on Monday?”

Our standard recommendation for almost all clients is to get the offer in writing and ask for several days to respond. In some cases we advise people to respond slower or quicker depending on the situation. When you call back, open with some positive statements, then raise the possibility of redefining the job. “Charles, with kids entering college, I had done some planning based on an income that was $10,000 higher. Would it be possible to take another look at the job specs? For my part, if you could make a modest additional investment, my performance will show you a handsome return. I sincerely hope that we can make some adjustment. Can we take a look at it?”

Of course, if you are happy with the job, but would like to raise the salary, use the same technique, but show vulnerability, then suggest that a dollar figure be added to the base.

Normally, if that figure is within 15% of what you have been offered, the employer will not take offense and will grant you part of it. Of course, asking for more money is a negative, and needs to be balanced by positives. Consider the following: “Charles, I cannot tell you how pleased I am. The challenge is there, and I think my experience is perfect. There is one problem, however. You see, one of the main reasons I wanted to make a change was for financial balance. Can you see your way clear to adding $10,000 to the base? It would ease my family situation considerably.”

4 - Learn how to use vulnerability

Expressing a slight amount of vulnerability can be a powerful weapon. Just let the employer know that accepting the job as offered would cause you some personal difficulties. When you use this strategy, it plays to their desire to make you happy. Be flattered by the offer, but say that you may have to disappoint your family in order to afford the job:

“I love the job and really want to join you, but we’d have some difficulty because of the options I will be losing. Is there a chance you could go a little higher?”

Questioning, rather than demanding, is the rule. The best negotiators persuade through questions. This gives them needed information to gain control. It also gives them time to think and not put their cards on the table. Good negotiators will not say, “I do not agree with you because...” Rather, they will say, “Charles, you do make a good point, but I wonder if there is room for another view.” They would never say, “That would not be any good for me.” They might say, “Charles, could you tell me how you think this would work for me?” Then they will follow up with questions, so the employer can discover that their proposal is not quite enough. If your questions lead them to discover they were wrong, they will be disposed to changing the terms.

Making Sure You Are at Your Very Best in Negotiations Pt. 2

2011-09-01T07:51:00.000-07:00

Our 7-step negotiation system

Our staff is involved with negotiations at every level on a daily basis. We work on deals in every part of the world. This system is based on that experience and is a soft sell method that involves negotiating with skill and dignity. The advice has meant tens of thousands of dollars to many people.

1 – Be sincere and reasonable... never cold or calculating

In the job-search situation, you’re setting the tone for a long-term relationship. In fact, most people don’t like negotiation because they associate it with confrontation and role playing, something that does not come naturally. The best negotiators are prepared and never cause irritation. Make sure to be sincere and reasonable, never cold or calculating.

As you approach your negotiations, you must have clear ideas about what you want. Realizing you will not achieve everything, keep your main objectives in mind, and never risk an entire negotiation by coming on too strong about less important points.

Of course, when you are ready to negotiate, the easiest way to “frame and strengthen” your position is to clarify that you have been exploring some other opportunities that also have a certain appeal.

2 – Avoid premature income discussions

You need to avoid the hard lessons we see others experiencing every day. Here’s an example. One client was a general manager with Exxon, earning a sizeable income, but wanting to win a new job at a 20% in- crease. After two meetings, the CEO said, “Bill, we’d like to have you join us, and I’d like to work out something attractive for you. What have you been used to earning at Exxon?”

At that point, having been encouraged, Bill explained his income. To make a long story short, he accepted a position. However, he later found out that the last person had been paid 40% more, and the company fully expected to match it. Now, the moral is that you should never negotiate based on where you’ve been. Negotiation is like poker. You never want to lay your earnings on the table.

Making Sure You Are at Your Very Best in Negotiations Pt. 1

2011-08-26T07:55:00.000-07:00

Our staff will be working closely with you throughout all negotiations. Experience has taught us that there is a great similarity in the situations that our clients encounter. With this in mind, over the years we have refined some principles for negotiation that will be very useful to you.

Since most people seldom face a personal negotiating experience, it should come as no surprise that few of us are real experts at negotiating for ourselves. While they may be excellent company negotiators, we have seen many strong people leave serious money on the table when it came to negotiating their own package.

Now, the first thing you need to decide... is when to start a negotiation process. Some people mistakenly think negotiation is a continuous selling situation that occurs throughout their interviews. However, before you ever attempt to negotiate, you have to make sure that the employer is “sold on you.” Once an offer has been presented, you can’t negotiate unless there is some hope you can get the employer to offer new terms. You need to sense this on an individual basis. That’s where negotiations begin.

What to negotiate

Coming to grips with what should be negotiated is, of course, different for everyone. Not too long ago we handled a marketing executive from Kellogg in Michigan. His primary goal was to have his family move to a new area that met outdoor lifestyle requirements, and he started by suggesting to us that a 20% reduction in income would be acceptable.

However, after a three-month search, he accepted a top position in Boca Raton. When we finished helping with his negotiations, his compensation ended up 15% higher, and he received a signing bonus, as well.

Another executive was with J & J. He wanted out of the major corporate environment. He left his large company career behind when he landed with a venture capital group. His assignment was to oversee ventures that the firm funded by serving as acting CEO. He was to complete the initial setup, find a permanent CEO, and then move on to another assignment, but remain on the board. Based in Castle Pines, Colorado, he will handle two ventures simultaneously for six-month periods—eight over two years. His base of $200,000 was a decrease, but if just one firm goes public, his equity benefit will be in the many millions.

Needless to say, the final staging of his executive level negotiations didn’t just happen. In the discussion that follows, the basics of our system are outlined in the most simple terms. If you don’t have success, shift from the “present” and focus on the future: a review after six months, a better title, an automatic increase after time. These are easier things to get.

Here Are Some Basics In Case You Are Unemployed Pt. 2

2011-08-10T10:00:00.000-07:00

Common pitfalls

Turning down your first offer. Initial offers should be given careful consideration. And, the same goes for temporary consulting.
Unwilling to relocate. Sometimes it is better to go where new firms and industries are springing up. While it is difficult to leave, most people can adjust better than they realize.
Not accepting introductions. We’ve all heard it. “I’m not going to press myself on my friends.” The truth is, most people want to help friends. It makes people feel good to know they’ve done something, however small, to support your efforts.
Feeling sorry for yourself. It is a normal reaction, but, who is being hurt by these emotions? The answer is you.
Seeking unrealistic income. Consider a two-step move.
Letting your health slip. Attitude and physical fitness go hand in hand. It may be time to focus more on fitness.
Reflecting a bad mood. The wrong attitude will alienate those wanting to help.
Financial pressure. This often is the toughest to withstand. Don’t be afraid to borrow, or to take part-time or temporary work.

Be confident. Confidence is all about positive expectations for good things to happen. It affects your willingness to commit your energy, time and resources in pursuit of your search.

Have passion and drive. Passion and drive make a difference. It’s the work ethic you bring to the table.

Be committed. This is influenced by your goals. So select goals that mean a lot and the pursuit will keep you committed.

Invest in yourself. There is no new product... and there is no new business... that can get started without some investment.

Take initiatives. One of the nice things about this system is you can be creative and take more actions than ever before.

Expect to win. In the end... with our system, it will all come back to confidence. Make succeeding a self-fulfilling prophecy.

Here Are Some Basics In Case You Are Unemployed Pt. 1

2011-07-27T14:50:00.000-07:00

As a group, virtually everyone who is unemployed eventually becomes reemployed, but some do it quickly, while others struggle, give up or settle for poor positions. With the right effort many can win new jobs that are more attractive than what they had and in healthy industries.

Experience has shown that as time passes, the less capable you will be (both psychologically and emotionally) to do what must be done to win a new job. So, the key is to have a schedule of full activity: meetings, interviews, letter writing, phone calls, follow-ups and negotiations. For action-oriented people, being unemployed simply means having the time to do a lot of the things that need to be done. On the other hand, if they aren’t active... many quickly get discouraged. Here are some observations.

Get support from your employer. Many employers are concerned about their people and want to provide help. With respect to severance, corporations will sometimes extend financial support or maintain benefits. Some firms will also extend outplacement counseling, if you think it would help.

Make sure there is total agreement on the reason for your separation. Work out an explanation that puts you in the best possible light. Once you have arranged for the best possible support, be prepared to explain why you are unemployed. You may be able to state that the termination was due to factors beyond anyone’s control, such as a cutback, merger or reorganization.

Where it applies, make the point that the final separation was made at your initiative because you are a loyal person who gives 100%, and you did not want to look for a job while drawing a paycheck, or take a lesser position. And, be ready to provide references who will speak enthusiastically. Consider people you worked with, those who worked for you, customers, suppliers, or influential people in any part of the company.

Never imply threats. If you are in a position to harm your employer, they will know about it without your saying so, and they’ll take it into account when they deal with you. It is to your advantage that your relationship remain positive. If you were terminated for performance, remind your employer that judgments about performance can be subjective, and point out that you could be seriously harmed by a negative reference.

Get your resumes created and build your knowledge. Review this book a number of times and really learn the content.

Get yourself a mentor and become “innovative.” It can be anyone you respect. You need to share your progress with that person throughout your campaign. Also set aside one hour each morning to make a list of leads, ideas, and people to contact. Look for breaking news about any industries of interest.

Be active, proactive and maintain a winning attitude. Devote two hours a day to sending out letters or phone calling based on a plan of action, and work to arrange at least one interview or personal meeting. And, allow at least a half-hour each day for exercise. Positive thoughts are easier if you stay physically fit.

For People in Classic Career Situations Pt. 4

2011-07-19T09:06:00.000-07:00

Will this system work for everyone?

No. This system is for the vast majority of individuals anywhere who feel they have a record of achievement at professional, managerial or executive levels. There are few professionals who could not dramatically increase their chances by aggressively using this system. But, some start out with such a high degree of difficulty, that even with the leverage pro- vided, they stand a less than average chance for success. For example:

People seeking relocation, but with no budget to travel to a new location for interviews
People with very narrow geographical requirements in small second-tier markets
People who are not legal to work in the U.S.
Those with extreme specialization
Those with a severe disability that prevents them from interviewing or speaking easily
Those with poor education credentials and limited achievements to compensate
Those with significant age issues and no record of valuable contributions in demand today
People who are simply not motivated, and
Some who face bias due to personality, appearance, language problems, or depression
People in these categories need to consider that while our system will enhance anyone’s chances, their odds for success will still not be favorable.

Your destiny is in your hands.

With this system there might be a temptation to think that little effort is required to win an attractive job. We wish that everyone could experience that. But through our regular staff communications with thousands of job seekers, we have statistics that tell us otherwise.

What we have found is that to make our system work, clients must use this advice aggressively. Of our most successful clients... people who succeeded in a minimum of time... 92% devoted a great many hours to their search. And, when we looked at the campaigns of people whose search took longer than expected, most had not taken aggressive advantage of our system.

The implications are clear. Similar to any other resources you might use to help you achieve a goal, no matter how effective they might have been for thousands of others, they will work for you only if you use them in the manner that was intended.

Attending “the finest golf school” will not lower your score unless you practice regularly. The most effective “weight loss program” works only if you adhere to what it requires. The most rigorous “physical conditioning program” gets you in great shape only if you get to the gym and do the exercises.

So, it’s up to you to make the most of this system. That means searching for your new job on a daily basis, and finding information to make certain interview-producing actions work, and being creative and aggressive in surfacing the right opportunities for you.

For People in Classic Career Situations Pt. 3

2011-07-15T08:16:00.000-07:00

Have you been too long in one firm or industry?

These people do not know what they are worth and may never have looked before. For this reason, the ability to expand their true market- ability is paramount. Unless their lethargy is shaken, they may spend the best years of their lives with indecision. Action for them may come too late to be meaningful.

Most of the time, these people are unaware of what’s really out there for them. Not only are they unaware of what’s out there, but employers will be ignorant of their value, because they have never prepared materials to present their full story. And whenever there’s a problem of ignorance, the solution is communication.

If you are in this category, the weight of your campaign will fall on your ability to build an appropriate bridge, from where you’ve been—to where you want to be... both through your resumes and communication in general. I get concerned that in this category, the longer some wait, the more difficult the search may be.

Are you an entrepreneur entering the market?

These executives recognize that certain employers will be hesitant to hire them. They know there will be concerns about whether they may go back into their own business, and whether they can be a team player in a corporate structure.

Talented as they may be, former entrepreneurs face special challenges. Many are identified with a narrow industry, and they lack credibility outside that niche. Of course, some want, or need by virtue of non-compete agreements, to seek out positions in different industries. However, they are unsure of where they would fit. Some, having achieved success, want to be in a business that has an explicit mission of enriching people’s lives.

If you are in this category, this is a critical move. You have not done this before, and you need to do it right. Chances are you are also a down-to-earth realist. To have credibility, you must have concrete “selling propositions,” as well as “industry hooks” based on facts and the realities of the marketplace, not just vague generalities. Entrepreneurs are seldom short on achievements. However, what you need the most are powerful written presentations that make you credible over a broader spectrum.

For People in Classic Career Situations Pt. 2

2011-07-12T08:33:00.000-07:00

Are you an officer with a limited future?

The corporate officer—$100K to $750K+... age 36 to 62... is often at the peak of his / her marketability. Their job is threatened, the challenge is gone, or they have been terminated.

People in this position are often unsure about their futures. Normally in control, they sense changes ahead. A few may be concerned that they have wasted their best career opportunity. Others may be fed up with politics and want out entirely. Some worry their careers could be lost.

At higher levels, these people are often concerned about campaign- ing with dignity. They also feel that they cannot afford to make another mistake. Their next move often needs to be their last. Time may be their greatest enemy. There is a tendency for these professionals to have an exaggerated view of their marketability— thinking it is easier than it is... or that their network will produce the right opportunity. Instead, they need to plan on getting much wider exposure than they may have realized.

Have you had too many previous jobs?

Often, a person will come to us after several bad moves. Emotion- ally, they may be confused, and despite talent, they are doubting them- selves.

Typically, this is where an executive is concerned and wondering if there is any hope. Is the problem with them, or are they a victim of circumstances? In this situation, if you examine your previous changes, you may see that bad moves in the past were made because you didn’t professionally search. You took situations that just came your way. At this stage, you need to control your career destiny. Mistakes must be avoided and a move made on a more scientific basis.

Historically, many in this situation have overreacted against past problems by taking the first thing that came along. For most people in this position, the key to success will rest in their ability to generate a lot of interviews. Then they can be selective, accept the right situation and stay with it.

For People in Classic Career Situations

2011-06-28T08:28:00.000-07:00

Classical career situations.

While each career is unique, there are certain common situations that exist. If you fall into one of them, the following discussion will give you some guidance.

Are you a young executive moving up?

These executives are typically 28-46 years old, B.A./B.S. or M.B.A., doing well financially, either highly marketable and confident… or concerned because they have been blocked for some time.

Many of these people are at an important crossroads. And many potentially great careers are lost at this critical stage. Some, of course, are highly marketable. It’s important for these executives to explore all their options when making a move… not just one or two. On the other hand, some executives are less confident. Some fail to discover the importance of broadening out before it’s too late. Age can be a factor here. They’re well aware of the bottlenecks that may prevent their growth where they are.

Some are in situations where they have not attracted attention from top management. Other talented people may be just ahead of them— or they may not be aligned well enough politically. Because they value their careers so highly, a bad move at this stage can be tragic. They must make the right move. Here, one of the keys is to uncover and market their full range of assets and transferable skills.

If these people don’t control their career direction, they may lose the advantage of their good beginnings. Others are facing a marketability decline. These people are often wise to consider new environments in smaller and medium-sized firms, and in emerging industries—where they can receive greater responsibility.

Working in an entrepreneurial environment and combining it with large corporate experience can be an excellent platform for future moves. Or, it could be time for some to take a calculated risk to make a dramatic move up financially. They are ready to do their boss’s job…and perhaps much better.

People like this have often made the mistake of just dabbling in the market… answering ads, speaking with a few recruiters. The trouble is, that while they might have surfaced something sooner or later, it would only have been one offer—requiring a one-shot leap of faith.

For these people, having a structured system for developing the right interviews is critical. Good numbers are necessary because executives have to be realistic about rejections. And, the higher you go, the truer this is.

Have a Game Plan

2011-06-22T13:00:00.000-07:00

For a company, a marketing plan outlines the specific actions they intend to take in order to interest their target audience in their product or service and persuade them to buy the product or service they’re offering. Similar to any company who is about to market a new product with a marketing plan, a personal action plan can help you communicate your value to your target audience – employers.

Entering a job search with a good game plan can cut job hunting time in half, save you money, and often can mean the difference between landing your next great job or remaining unemployed. In today’s competitive job market, a personal action plan can be especially beneficial. Most people will never get enough interviews with a hit-or-miss approach because it leaves too much to chance.

A personal action plan is your blueprint for marketing yourself to potential employers. It’s your step-by-step track to follow on your job hunt that should consist of the following steps:

Surface the right information about yourself and set clear goals. Set goals that will increase your chances of landing a job and advancing your career. These goals can be anything from specific job titles to income goals.

Pinpoint what you should be marketing, especially your transferable skills. All of your assets and skills need to be identified. Then, they need to be incorporated into your resume, cover letter and personal marketing website.

Identify industry alternatives to target. Look into what else is out there. The key is to identify industries with characteristics that match those where you have experience or where your degree can translate.

If you have liabilities, you need strategies to neutralize them. If you have liabilities, such as little related work experience, that may restrict your success in the job hunt, as part of your personal marketing plan, arrive at ways for minimizing their impact in all written materials and conversations.

You need a step-by-step game plan to get your story told to all the right people. You want to lay out a step-by-step plan that will guide you in a search. This should be a weekly agenda that includes a plan for how you will search and a plan for interviewing if you are given the opportunity.

Often when it comes to job searching, equally talented people can produce widely varying results – one will struggle while the other moves with speed. The ones that see results rapidly during their job hunt usually have the benefit of a good game plan.

ERI Personal Marketing Explains How to Answer the Difficult Interview Questions

2011-06-13T08:09:00.000-07:00

In a tough economy, interviewers ask tough questions. Preparing yourself for such questions is key to getting a job, according to ERI, a personal marketing firm specializing in helping executives and professionals find work or change careers.

"People decide whether or not they'll hire you the first time you meet," Robert J. Gerberg, chairman of ERI, said. "That's why succeeding in the interview is so important."

Here's a list of the common questions interviewers ask:

What's your biggest weakness?
Don't admit a major weakness if you have one, but be honest, nonetheless. Saying you are impatient about getting things done is an example of something the employer could view favorably.

Why are you leaving your current job?
Here it's best to emphasize that you are looking for new challenges, more responsibility and expanded knowledge in your field. Never talk trash about your old company -- it's just bad form. Say you enjoyed working there.

How long will you stay with us?
Stressing you're looking for a career is the best way to answer this question, but also say you're a realist and if you aren't doing the job they expect of you, then you understand going separate ways.

What are your short-term objectives?
Keep your answers focused on the job for which you're interviewing, catering them around objectives specific to that company.

Why have you been unemployed so long?
Simply pointing to the economy and tough market may not be enough. Instead, say you're selectively looking for the right opportunity and company that fits your skills and haven't found it.

What's your major accomplishment in your last job?
Pick those that seem to line up well with the major elements of the open position. The goal is to always show the interviewer your accomplishments line up with the company's needs.

Why do you want to work for us?
In this instance, point out that from what you've learned from your research of the firm and based on what you've heard you think you could be a valuable addition to the company and a good fit for the position.

With more than 12 years industry experience, ERI is the premiere personal marketing firm for executives and professionals. Visit www.executiveresumes.com for free videos on the job market; how to create a resume that produces real results; where public and private openings can be found; and ways for accessing leads on the Internet.

Get more info from ERI Personal Marketing by visiting our official website, watching ERI Personal Marketing's videos on YouTube, follow ERI Personal Marketing on Twitter or friend ERI Personal Marketing on Facebook.

Personal Marketing Firm ERI Explains 5 Ways Executives Can Create Their Next New Job

2011-06-07T10:44:00.000-07:00

After gaining years of experience in your current field, you are ready for your next challenge. ERI Personal Marketing, a firm specializing in assisting executives and professionals in their career search, knows that if you are like many executives in today’s job market, your next position may very likely be one created specifically for you.

ERI Personal Marketing has developed a list of five ways executives can create job offers, even when no current openings exist, by simply presenting yourself as a solution to a problem.

“The ‘create a job’ approach is for executives who want a job tailored to their best abilities,” Robert J. Gerberg, CEO of ERI, said. “Or who may have difficulty winning offers through other means.”

According to Gerberg in these situations, to win the job you want, you may have to create it by making an employer aware of your ability to contribute.

1. Target the right organizations. Your highest probability targets are likely to be small to medium sized companies. This includes firms that are growing rapidly, bringing out new products, forming new divisions, acquiring other companies or reorganizing.

2. Reach the right decision makers. When selecting the person to contact, aim on the high side. Go directly to people with the authority to create jobs.

3. Prepare a brief description of benefits you can bring. Have a clear proposition that is accurate, concise, and easily understood outlining what you can do. Your message has to hold the promise of tangible value on a scale large enough to warrant and investment in you.

4. Take strong initiatives in your first interview. Address what your ideas are, why you think they will work and what you understand are the company’s current problems and opportunities.

5. Genuinely stir the employer’s imagination. The employer should begin to anticipate specific benefits and be able to relate them directly to your talents. If you build enthusiasm, the employer may conclude the meeting with a statement that he would like to create a job for you.

With more than 12 years industry experience, ERI is the premier personal marketing firm for executives and professionals. Visit www.executiveresumes.com for free videos on the job market; how to create a resume that produces real results; where public and private openings can be found; and ways for accessing leads on the Internet.

ERI Personal Marketing Shows How to Borrow Tips From Marketers in Your Job Search and Sell Your Skills

2011-03-27T14:01:00.000-07:00

Job seekers would do well to use techniques that major advertisers do on TV to sell their products, according to Robert J. Gerberg Jr., CEO of ERI Personal Marketing.

“These things have proven successful over time, which is why they continue to use them,” Robert J. Gerberg added. ERI is a personal marketing firm working with executives, professionals and managers seeking $100,000 or more.

Here are four things Gerberg advises you borrow:

Start with a “communication strategy.” Know ahead of time the overall way you want to present yourself, the key phrases that describe your strengths and themes you will use to emphasize how much you can contribute. Savvy marketers start this way.

Know your “selling proposition.” Whether it’s beer, perfume, soap or soda, all advertisers will have one basic “selling proposition” they know they need to get across, like “tastes great, less filling.” In your case, if you had to state it in a sentence, what is the reason an employer should hire you? What benefits do you bring them? How will you contribute? Once you have a short answer, make sure everything else you say reinforces that basic message.

Prepare a “30-second commercial.” When you’re asked up front in an interview to talk about yourself or explain why you’d be a good addition, don’t go on at length. Have a 30-second statement prepared that emphasizes your best achievements and the skills and strengths you can bring to the table. Then ask for feedback as to whether that comes close to what they are looking for.

Have stories ready. Many commercials on TV use a simple story to make their point, whether it’s a burglar foiled by their alarm system or a woman who falls “out of love” with her old mop after using theirs. People forget lists of strengths, but they remember stories about how you used your strengths. So prepare half a dozen action-oriented stories that tell of the challenges you faced, the actions you took to get past them and the results. They build your credibility, and interviewers will remember them long after the interview ends.

What you can negotiate during a job offer

2011-03-01T13:33:00.000-08:00

Even in today's economy there's still room for negotiation, and there's more to actually negotiate than simply a salary (although that's a really big thing to negotiate). Here's a quick list of things you can put up for discussion to make the job offer a little bit more attractive.

A contract. Here's a blueprint for what's usually included in a typical contract: the length of the agreement, your specific assignment, your title, location, to whom you report, your compensation and what happens if there's a merger or if you are fired. This is also where all your negotiation items should appear. Any agreement you accept should cover all nonlegal situations under which an employer may choose to terminate you.

Base salary. When changing jobs, you're looking for total compensation and benefits that are more than where you're coming from. These include everything from commissions, medical and life insurance to annual bonuses based on performance, profit sharing and pension.

Exit and assistance with outplacement. The usual severance covers six months to a year. But when it comes to outplacement, you want to shoot for a provision for professional assistance for a period of up to six months, while still having the discretion to choose which firm you'd like to go with.

Stock options and grants. If you purchase stock at market price, the company may buy an equal amount under your name up to a percentage of your income. With stock grants, you will most likely be obligated for taxes based on the market value.

ISOs (incentive stock options). This is an option to purchase a certain number of shares at market value on a given day, generally exercisable years away. The primary value of ISOs is that should you eventually buy them, no tax is due on the day of purchase as you pay only on your capital gains when your shares are sold.

Restricted stock units, phantom stock options and stock appreciation rights (SARs). Restricted stock units are pegged in value, e.g., as one share of stock for every five units. The key is when you can convert to cash or shares. Phantom stock options or SARs usually involve the difference in market value between the time granted and value when converted.

Non-qualified stock options. This is an option to purchase stock below market prices. Tax will be due on the difference between the price at which you exercise your right of purchase and the market value of the stock.

Relocation and other bonuses. Relocation can be costly, so this part of the negotiation can include expenses for moving, mortgage rate differential, purchase of a home, closing costs, bridge loan costs, traveling while looking for a new home, hotel, tuition and spouse reemployment services. Other perks that you could try for are auto leasing, luncheons, membership to certain clubs and organizations, child care, disability, legal assistance, tuition, tax help, short-term loans, insurance benefits after termination, outplacement assistance and deferred compensation.

How to succeed in a telephone job interview

2011-02-16T15:47:00.000-08:00

Ah, the phone interview. More and more you're probably getting requests for a preliminary phone interview before you actually meet someone in a face to face interview - which are happening less and less.

While phone interviews can be slightly less nerve-racking than looking a real person in the eye, a lot of tension can still arise as you're sitting and waiting for that phone to ring. All in all, though, they aren't all that different from the usual job interview.

Here's some quick tips to keep in mind for when that calls come through and it's time to answer.

1. Ready, Set, Talk
It's a little obvious, sure, but set some time aside for the interview. Typically, they're about 30 minutes or so. Make sure you're in a quiet, private space, and there aren't going to be any distractions around.

2. It Takes Less Effort to Smile Than It Does To Bomb an Interview
Even though no one is there to see you, make sure you answer the phone with a smile and you keep it on your face as much as you can throughout the call. Smiling with make you seem more pleasant, whether you realize it or not.

3. Do Your Homework
Like any interview, take the time to do some research about the company you're interviewing with before the call. The golden rule is at the least (the very least, mind you) a half an hour of solid research and reading to get an idea of what the company is about for each interview. It'll help you with the inevitable questions that will come at the end.

4. Watch Your Mouth
No, not that rule; that's too obvious. We're talking about smoking, chewing gum, mints, biting nails, eating - all are unacceptable phone interview behaviors. However, it is a good habit to have a glass of water on hand in case your throat gets a little parched.

5. It's Not That Often You Get To Use Crib Notes in an Interview
But in a phone interview, you have that opportunity. After you've done your research, write down some questions and other talking points that you want to bring up. You can even use your computer and have their company website up, along with any marketing materials or social media resources they might have on the Internet. It's not good to rely on resources you have in front of you or read from a script, but it could be helpful to have a couple of things at the ready.

6. Remember How You're Parents Always Told You to Say 'Thank You'...
Yeah, that was good advice. Even though it's a phone interview and you said it at the end of the call, (or at least you should have) after the interview, write a quick e-mail or thank you note to whomever you interviewed with.

Get more info from ERI Personal Marketing by visiting our official website, watching ERI Personal Marketing's videos on YouTube, follow ERI Personal Marketing on Twitter or friend ERI Personal Marketing on Facebook.

Stories are what make your job hunt memorable - Use them

2011-02-11T15:54:00.000-08:00

People don't remember numbers or excessive facts, but they do remember a good story. So it makes sense that if you're telling and using stories in your job search and interviews, people are going to remember you too. Pioneered by Robert J. Gerberg, senior consultant at SET, a personal marketing firm working with executives, professionals and managers seeking $100,000 or more, the technique is something SET teaches clients to use. And according to Gerberg, job seekers who tell good stories get real results.

"The idea is to create stories demonstrating the benefits you bring," Gerberg said. Based on findings from more than 5,000 successful client job searches, Gerberg added simply listing skills and experience isn't enough in today's job market. "You must add interest beyond your credentials," he said.

Why is using action-driven stories so beneficial in job interviews? Here are five crucial reasons SET found:

They are remembered. People forget the skills and strengths you mention just an hour after an interview ends, but days later, they still remember stories about how you used those strengths
They give you a lot of credibility. Anyone can claim they have certain skills and strengths, but when you can back them up with stories of how you used them to contribute, your credibility increases tenfold.
You're not 'overselling.' To prepare hard-hitting stories, people need to be specific about the challenges they faced, the precise actions they took to get things done and the outcome. As a result, you are very accurate – neither overstating nor understating your role.
It creates a mental picture of how you will contribute. Employers get a firm grasp of the way you operate and how your approach would work for them. It's easier for them to envision you addressing their problems and challenges in the same way you solved similar situations for past employers.
You reshape the job to fit you. When you come prepared with seven or eight stories, chances are one or more will be about a strength they haven't specified for the job. You can bring up any of the skills or strengths they haven't asked about, tell your story and persuade them to add it to their criteria. This stacks the odds in your favor because no other candidates will think to do it.

Set Your Resume Up for Success by Leaving These Words Out

2011-02-09T08:39:00.000-08:00

Team player. Exceeds expectations. Goal oriented. Yawn.

We've seen, read and heard about all these terms a thousand times before, and we'll probably hear all of them a thousand times again. And for employers viewing hundreds of resumes day in and day out, it's a sobering thought to think how often they see certain terms over and over again.

The crew over at Lifehacker (a fantastically resourceful site with stuff about technology, everyday fixes to problems and more) recently compiled a list of words to avoid so it doesn't look like everyone else's.

The words listed were:

Results-oriented professional
Cross-functional teams
More than [x] years of progressively responsible experience
Superior (or excellent) communication skills
Strong work ethic
Met or exceeded expectations
Proven track record of success
Works well with all levels of staff
Team player
Bottom-line orientation

Reading the list you might immediately phrases you've heard and probably use. It might be time to give your resume another once over because with more than 30 million resumes in circulation, according to job expert Bob J. Gerberg, you can't afford to be lost in the shuffle.

There's No Payback Like Enjoying What You Do

2011-01-25T14:48:00.001-08:00

here is no substitute for working at a job you enjoy.

You may not love your job or jump out of bed every morning with excitement to go in, but to be completely miserable is not healthy.

Having the right job can affect your feelings, your family, your energy and even your whole outlook on life.

Do people recognize this? Of course they do. But, when it comes to jobs and careers, most people play it safe. They tend to underestimate themselves and therefore remain in jobs that offer little future. Worse yet, many are in positions that are dull, routine and less than challenging.

These people have stopped growing. They are not giving themselves a chance. Why? Well, it’s easier to stay with what is familiar rather than risk the unknown.

It is also hard to overcome inertia and take that ﬁrst step. However, one of the great lessons about jobs and careers is that every person has a reservoir of talents and skills that are untapped.

What’s more, this unused potential has been proven to exist at virtually all ages.

More Job Growth but That Doesn't Mean Growth in Wages

2011-01-14T09:29:00.000-08:00

Nearly all sectors have seen hiring improve, according to the Federal Reserve's Beige Book report on economic conditions released this week.Good news, indeed.

But that's the silver lining to the cloud, as that growth isn't translating into job growth with the report pointing to "virtually no upward pressure on wages."

The trouble with this is that means consumer spending will be limited as a result. People who aren't making a lot (or more) are less likely to be dropping cash on non-necessity items. And as usual, housing is always a concern and probably will be for a good time to come.

The Three Resumes You Need to Have to Get 3x the Results

2010-12-30T14:17:00.000-08:00

Your resume is one of the most important aspects to your job search. From the first impression to the first ideas an employer formulates about you, the resume is your introduction and your first chance at getting a foot in the door.

The truth is, however, resumes are difficult. Formatting, proofreading, designing, there's probably nothing more tedious than spending a weekend coming up with a resume, much less three -- which is what we recommend that you have. But if your resume hasn't been getting you results, maybe it's time for you to revisit your resume because the results will pay off.

First Resume: Introductions, Quick Meetings, Networking
Your first and primary resume is just one page. Say it again: one page. The thing to keep in mind is resumes aren't an obituary detailing every job and aspect of your employment history. Rather, they're an advertisement for what you can do for a company in the future. Don't list everything you've ever accomplished. Instead highlight your best accomplishments, skills and abilities. Show a company how your experience translates into potential success for them. Use this light, one-page resume for any networking opportunities, any time you answer an advertisement by mail or for preemptively reaching out to employers you want to work for.

Second Resume: Interviews, Follow-up Conversations
This is the resume that gives you and your experience the breathing room you probably wanted in your first resume. But still keep in mind that this is again more about promoting what you can do than what you did. However, give extended examples and greater details about how you might have improved a situation, a process or position. Bring this resume with you to interviews or other places where introductions have already been made and you wish to further demonstrate what you can bring to the table.

Third Resume: Internet and Digital Networking
Possibly more important than any other resume, your electronic resume is tailored to answer ads you encounter on the Internet or connections you make online. While this resume should follow the same rules as the first, primary resume mentioned earlier, the important thing to keep in mind is that this resume should be loaded up with keywords, as many employers are using technology that scans resumes for specific words. Even more effective in addition to this is creating a website where your resume is easily downloaded and viewable, and then you can include the URL on emails to employers. It shows that you're embracing technology and capable of using it.

Dead Language: What Words and Terms You Shouldn't Be Using on Your Resume

2010-12-16T12:24:00.001-08:00

Results-oriented professional
Cross-functional teams
More than [x] years of progressively responsible experience
Superior (or excellent) communication skills
Strong work ethic
Met or exceeded expectations
Proven track record of success
Works well with all levels of staff
Team player
Bottom-line orientation

'Tis the Season for Job Hunting

2010-12-08T13:17:00.001-08:00

With the economy both difficult and picking up, a lot of people are looking for some extra work to make it through this holiday season. The Los Angeles Times recently reported that this season employers could pick up extra temporary workers by as much as 30 percent. Good news for those looking.

In keeping with that, why not share some good tips for those looking for work this time of year.

Make an Impression
It doesn't matter if you're day job is chief executive officer; if you're interested in moonlighting for a coffee shop or a cafe, dress for success and make sure you look and act professional.

You Know What They Say About the Early Bird...
It's never too early to start your search, so the sooner the better. If you haven't started already, do it now. Not tomorrow, not next week. Start right now. It only increases your odds of landing a job.

Location, Location, Location
Look around you, and consider whether or not there's any businesses near your current job or house that would be a good fit for you. It'll make working there even more convenient for you, and it enables you to have a little bit more in terms of hours.

Do What You Know
You'll have a much better chance of getting in the door if you find something related to your experience, interests or even hobbies. While it doesn't have to be exactly what you do for the rest of the 40 hours a week or the same industry, it'll help if you can bring some ideas to the table. And if you're interested in the work you're doing, it'll make working there go from unbearable to unbeatable.

Bring a Resume
OK, so you're resume might show that you're maybe a little overqualified. But temp work isn't about that. Bringing a resume and pointing to your experience and abilities only shows that you really do want the job and have credentials and stability to back it up.

In the End, It All Comes Down to Attitude
Never act like you're doing them a favor working for them or that you're looking for holiday work just because you have to. Always be enthusiastic and positive. Smile a lot. They're looking for someone to perk up the holidays, not the Grinch.

Interview List Missing Something

2010-12-01T14:15:00.001-08:00

Fortune magazine released its top 10 myths about interviews today. And, although the list was solid and informing, it seemed to lack one aspect — finding a personal connection.

When interviewing, you want to present the best possible appearance to coincide with your impressive resume. Yet, more than that, you have to be liked by the interviewer. They may like what you have done at other businesses, and respect your references, but do they like you?

How does this happen, you ask? Find that personal connection.

When you walk into the boss's office look around at everything. Does he like art? Have golf clubs? Movie posters? Pictures from exotic vacations?

Look for anything he likes, you like. When asked to tell about what you enjoy hobby wise; this is when you strike — the connection.

Be thought of to a high degree in the interview, but close by being liked. This is an enormously important aspect and the one missing from the Fortune list. But, don't worry, we've got you covered.