Job Search Secrets: The Rules of the Search Game Have Changed

No one ever bought anything on an elevator.

Seth Godin

Searching for a new job either inside your current company or on the outside can be a daunting undertaking.  You’ve most probably heard the saying that the search for a new job is like having another full-time job.  It takes time, effort, research, handling rejection, patience and money.  A lot of people have been shying away from making a move given the current economic conditions.  They rather accept that their current position might not be as fulfilling as they want, but at least it pays the rent/mortgage.  However, then there are others who are necessitated to participate in the job search arena since they’ve lost their job or their company’s survival is questionable.  The people who are forced to search are oftentimes doing their best to find a new job, but not realizing that the rules have changed since they last looked for a job.

They might realize that social media plays a role and utilize LinkedIn or Facebook to reach out to network.   Yet, they’re using the new vehicle applying the old canned pitch approach.  A case in point:  I recently received an e-mail from someone I’m connected to via LinkedIn.  As most of us, I don’t know the majority of my first connections “very well”.   The e-mail from this person indicated that he was able to obtain my e-mail address from my LinkedIn profile since we’re direct connections.  Then he just went on to say that he was looking for a new position and was asking me to give him some tips, along with a copy of his resume.  I could tell that other than inserting my name into the e-mail, he was using a standard template that I’d seen very popular about 5 years ago in career search articles.  I knew that there had been quite a number of his other LinkedIn connections that most probably had received the same exact e-mail.

What is the advice I have for him?  Apply these 3 networking rules of the search game to help you on your path to finding the job that’s perfect for you:

1. Make it personal.  Let the other person know that you’ve taken the time to research her.  Reference some facts that you’ve gleaned.  Did you look up her LinkedIn profile?  Mention what jumped out from her headline or profile summary.  Indicate why these points are important to you.   Did you hear her at a talk or panel discussion?  Highlight some of the points she made that resonated really well with you.  Just don’t use a typical canned letter and make the person feel like she’s part of your “mail merge” database.  People are willing to help others when they detect sincerity and commitment.
2. Build a rapport.  What do you have in common with the person you’re reaching out to?  Do you know what his interests are or what path he followed for his own career?  Maybe the person commits quite some time toward philanthropic efforts or has a cause that he’s committed to.  Let him know how you might support a similar cause.   This lets him know in what way you two are like-minded.  Rapport is one of the most powerful persuasion tools. It helps you gain credibility and build trust.
3. Demonstrate value.   Or in Marketing 101 terms – address “what’s in it for me.”  Ask yourself:  “What can I do for this person?”  Make it all about the other person or the company you’re targeting.  Show how you understand what the issues are and how you can help with it.  Indicate what type of impact you’ll have and in what ways you’ve been able to help others and your company in achieving success.   Focus on giving instead of receiving.  We’ve all been exposed to way too many dull “sales” pitches that talk about the product’s features instead of focusing on how the product is meaningful to the customer.  Yes, you are the product in this case.  So, show your worth!

It’s very important to keep in mind that if you approach your job search with positivity and looking to build relationships, you’ll easily able to overcome the dread that is normally associated with it.  Have some fun connecting with new people and be open-minded to learn new things.  As a president of a large workforce solutions company recently told me:  “There is always a job for a high performer. “

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