Don’t Rationalize Rude Behavior – (part 1)

In order to get a job, people will rationalize red flags and  fail to make a connection between an isolated event or two and the much larger picture.    I saw this often as a recruiter when I asked candidates questions about their previous jobs.    I see it now with my clients – or people who send me emails – when they are clearly taking something  just to take something,and I counsel them against moving forward in the process and why that is.

These same red flags show up for me too.  That’s because we’re all marketing ourselves in one way or another.    You – the job seekers -  with your resume and cover letter, and me through various means in order to reach more job seekers. 

Although writing and speaking opportunities find me, I also look for them: ezines, newspapers, authors and journalists that might be interested in quoting me or carrying my articles.

One of the reasons I so actively advocate following up is because having been a straight-commission, top-producing sales person who earned my living building relationships with people, I know how important following up is and why it’s necessary.  And I know the frustrations of it, too.  I also know from experience that the red flag is relative to the person, and have nothing to do with me.

When I make a cold call, first I inquire. Then I follow up.  By then, usually I have a dialogue started because the person to whom I’m inquiring gets back with me.  If not, I follow up a third time, and a fourth.   I repeat the reason for calling.  I refresh their memory as to my earlier communications.  I mention that I’ve left a few messages.  I’m always polite.  By the last time, I specifically say I’ve left several messages and would they please take a few minutes to call me back?  So they have to actively and consciously decide not to do that.  It’s not as if they’ve forgotten who I am.

Truthfully, by the fourth time, I’m more interested in just seeing what happens.  I’m not really expecting anything and not sure that if the opportunity presents itself at that point that I even want to pursue it any longer.  The lack of professionalism some people exhibit is astounding.

You have this happen all the time.  You follow up on a resume.  Nothing.  You speak with a recruiter, and then can never get a hold of them again.  They promised to call you about a great opportunity.  Nothing.  You schedule a meeting.  The person doesn’t show up or was called away.  You follow up on an interview.  No return call.

Rude, rude, and rude.  Them, not you.

I don’t care who they are.  I’ve read about singers, movie stars, and even the President, who make a point of answering every letter they receive, although they’re generally form letters sent by people hired to do that.  I’ve called CEOs of large corporations or hospitals, and although I might not speak with them immediately or ever, the admin assistant  phones back.  

The point is that the contact was acknowledged.  Who has such a big ego, or is so busy that they can’t take a minute to even delegate that task to someone?  It leaves me shaking my head in wonder.

Let’s put this statement “them, not you” into perspective.  When I’m selling various newspapers around the U.S. on carrying my column, I share that I was syndicated for 2 years in over 300 major metropolitan markets until they changed their format.  I mention I’ve been a Sunday columnist for the New Haven (CT) Register for four years, and that I’ve written over 50 articles for a trade magazine with which I used to be associated. 

Generally, I’m received enthusiastically and so newspapers around the US are carrying my columns for free in return for my ability to reach more job seekers.  (With newspapers having trouble, they often assign an editor or a reporter to do their columns, so asking for payment would be pointless). 

Yet, with my local paper, a small weekly one, the editor had to talk to the board, and the board, which convenes once per month, would have to vote on it.  The editor forgot to bring it up and after several conversations, it wasn’t worth it.  They’ve gone through several editors since then.  Gee – what  surprise.

Keep an eye out for - Part 2!! 

Give a Clue (and Get more Results!!!)

You’re selling a product and the product is you, so much of what I teach involves advanced sales techniques as they apply to job hunting.  That’s because job seekers are too “me” focused when the buyer, which is the hiring company, wants to know what’s in it for them. 

When the buyer is about “me” and the job seeker is about “me,” the interview won’t be very successful because both parties are thinking “what’s in it for me?”  They’re neglecting to take into consideration the other side of the equation.  That’s okay for the company to do, but it’s not okay for you. 

Failing to consider the other person’s side extends to following up on resumes.  “Hi my name is Mary Johnson.  I sent you my resume last week, and I was wondering if you received it.”  The response, invariably, is “If you sent it, we have it.”  And Mary hangs up the phone frustrated, no wiser than before she called.

The reason is that she was expecting the person to remember her.  Failing that, she expected the person to invest their time in finding the answer.  The odds are very low on both.  Had she said, “Hi my name is Mary Johnson. I have 10 years experience in marketing, specialize in product rollouts and spent last summer in Italy.  I sent in my resume for the Director of Marketing position and was wondering if you’d received it?”  She’d have had better luck receiving an answer. 

The reason this method is more successful is because first, she clued the person in as to the position to which she was connected.  Secondly assuming product rollout experience was a requirement in the ad, she indicated she had relevant experience.  And third, she’s mentioned something that probably has made her stand out among the others who sent in a resume.  

The memorable fact doesn’t need to be related to the position, but it does need to be something unique so it’s likely to cause a bell to go off.   Odds are very few resumes listed spending any time in Italy.  And lastly, she hasn’t assumed anything.  She’s made helping her convenient for the person with whom she’s speaking by giving that person a clue as to who she is.   

Another common example of failing to give a clue occurs in emails.  People have an annoying habit of hitting reply and typing their message without giving any thought to the subject line.  Consequently, it’s assumed that the sender’s name is sufficient enough to get the email read.  The subject line is there for a reason: to indicate the contents of the email message.  

When the recipient is making decisions as to which emails to read first, the sender’s email may be deleted, designated as not urgent, or mistakenly filed without ever being looked at. If you’re emailing with a hiring authority during the hiring process, this can cost you time, being heard, lack of recognition or worse, a bit of annoyance – connected to you – every time they read your emails.  Additionally, when a thread continues with the same subject but the topic changes, it’s difficult to find the email you’re looking for. 

In the message people commit the same violation they do in the phone example above. They fail to fill in the circumstances or tag themselves to facilitate identification.  They behave as if the person they’re emailing doesn’t email with anyone else or has been sitting at their desk, waiting for this particular email. 

In the Q & A teleseminars I do, I frequently ask people to email me with more information, and what I receive is an email that requires I either send it back and ask the person to refresh my memory as to which question they asked, or go looking for it myself. 

 Pay attention.  Think your communication through from the other person’s viewpoint.  Don’t take it for granted that they know who you are. Wouldn’t you rather your name be connected to appreciation rather than annoyance?