The Wooden Group

By: Randy Wooden

Ever heard these?  “We’re not sure we can afford you… we’re not sure you’d be challenged in this position… I’m concerned you won’t be happy in this position.”

Failure to overcome those objections will doom your candidacy.  And while there is no foolproof way to work through the “you’re overqualified” objection, I have some suggestions which could mitigate the damage and, hopefully, sufficiently overcome the objection in order to land the job.

First, don’t argue with the employer.  Admit it’s a valid concern.  And don’t counteract their objection by telling them they’ll get a lot of bang for the buck.  They’re not arguing that point.  The employer’s telling you they won’t be able to keep you… and consequently it doesn’t behoove them to hire someone they perceive will simply continue their job search until something better turns up.

So begin your answer by acknowledging their concerns. Then, share your take on the realities of the job market and how you recognize that the past position was with a different company at a different time.  Briefly discuss why you’d want this position and why, despite it being a step back in pay and title, it fits with your longer term career objectives.

You might wrap up your answer with the confession that job hunting is right up there with battling an insurance company or a visit from the IRS.  You’d much rather spend your time and energies in a new position.

Conclude by seeking confirmation.  “Does that make sense… or… Can you see why I feel that way?”

If your past work history is one of long term stability, then you could also offer that as evidence.  I’d suggest not leading with that, however, since it can be perceived as condescending toward the employer.

All that said, for many employers there is no getting around the issue.  It’s sad, since statistics demonstrate that people change employers MUCH more frequently than they did a generation ago.  So the 25 year old is as likely to remain with the company as long as the 45 year old. 

As always, I welcome feedback.  Reach me at randy@woodengroup.com. Learn more about us at www.woodengroup.com.

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By: Randy Wooden

As I take on new clients, one of their most common concerns deals with networking.  Sure, there’s the “how to” part of networking most people fail to effectively master, but it’s the “I’ve burned through my network and have no where else to turn” issue I’ll address today.

If you feel you’ve burned through your entire network you have, essentially, three options.  The first is to revert to answering online job postings and forego networking for the most part.  Don’t do that.

The other two options include expanding your network and revisiting those with whom you’ve already made contact. 

Let’s talk about that last option.  First, why are we hesitant to “go to the well” again?  Fear?  Embarrassment?  Uncertainty about what to say?

I suspect it’s all those things, yet I find the hesitation can be largely overcome if we feel confident about our approach.  Fear and embarrassment tend to diminish once we’ve arrived at a realistic process. 

Consider yourself not as a beggar with your hands outstretched, hoping for someone’s kindness.  Rather, look at yourself as a solutions provider… a giver, not a taker.  Seek to help others first.

Next time you want to recontact John Doe to see whether he’s “heard of anything new,” why not instead present John with a link to an article of interest to him?  Or, find his company mentioned in an article and bring it to his attention.  Find something of value or interest to your contact.  I wouldn’t necessarily mention I’m still looking.

In fact, if you avoid mentioning your job search it’s likely your contact will ask you about it.  Then you can feel free to share your status and ask for additional input. 

I find people feel more comfortable and, possibly, compelled to help you when you try to help them first.  Look to be a resource first, a job hunter second.

Learn more about us at www.woodengroup.com.

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By now most people know they’re not supposed to ask questions about age, race, religion and whether a woman is planning to have children.  But beyond the illegal questions I’ve found clients sometimes confronted with the occasional inappropriate question.

These usually occur when the employer is a smaller one or a family-owned business.  In other words, larger, more structured companies typically operate in a more standardized setting.  But less structured interviews, particularly if they involve a lunch or supper meeting, can occasionally stray into question about public issues of the day.  I don’t necessarily think the employer is trying to catch the candidate as much as the inquiry is simply born of ignorance.

Politics and pop culture can be dangerous topics if not handled properly.  Imagine sitting there during the height of the Iraq War and being asked your view on President Bush and our nation’s strategy?  Or President Obama and healthcare?

On the one hand you’re thinking, “What does that have to do with my ability to do my job?”  And you’d be correct.  Yet, how should you handle that inquiry without appearing rattled, confrontational or evasive?  How can you convey that, well, it’s none of that person’s business without somewhat alienating the interviewer?

A simple technique I’ve found effective is to use a verbal cushion to acknowledge the question, but to then turn things around and ask the employer their thoughts on the subject.

For example, “I’m not sure there’s any easy answer on the war.  There are certainly passionate opinions on both sides.  I’m curious, Mr. Employer, what you think about it.”  And if the interviewer doesn’t respond, change the subject.  If they do respond while giving their opinion, at least you know whether what you might have said would have matched your with your potential employer.

If the employer responds, then further asks you your opinion, I think you’re within your rights to respectfully refuse to answer.  Try, “While we both know it’s a hot topic, I hope you’ll appreciate my desire to separate my personal views and interests from my work objectives.”  Be careful not to impugn the employer’s motives for asking or verbally slap their wrist too harshly.

Awkward, inappropriate or even illegal questions can easy rattle many candidates.  How calmly you respond under such circumstances could help separate you from your competition.

Learn more about us at www.woodengroup.com.

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By: Randy Wooden

From time to time I’m asked about how someone should dress for an interview.  In this era of a more casual work environment it has become more difficult for many to determine how “dressy” they should be.

My general rule of thumb is this:  if you err, err on the dressy side.  Or, another way of looking at it… dress as though you are interviewing for a position above the one you’re applying for.

Certainly for most salaried positions I’d recommend professional dress.  For hourly positions in a blue collar environment I’d at least recommend business casual.  In no case would I advocate t-shirts, shorts and flip-flops.

We dress as we want others to perceive us.  By dressing appropriately we convey our professionalism.  Remember, the hiring process is largely a subjective one.  People form opinions about us based on a variety of factors, including our appearance. 

If you have piercings and tattoos, my suggestion would be to remove the piercings and attempt to cover the tattoos until you know the company’s policy regarding them.  Positions dealing with the public often come with restrictions in those areas.  Just as with someone wearing excessive cologne or perfume… or a female with too much skin showing, I think it’s important not to let clothing or appearance present a distraction.  I want to come across as a dependable professional.

As is often said, you don’t get a second chance to make a first impression.

Learn more about us at www.woodengroup.com.

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By: Randy Wooden

I see so many people wearing their name tag over their left side, probably because they’re right handed and simply applying that sticker to a side convenient to them. 

The proper location for your name tag is on your right side. 

Why? …for the other person’s convenience. 

Think about it.  When you look to shake hands with someone, you naturally look for their right hand. 

A name tag on the other person’s right side makes it convenient for you to view their name tag and then have your eyes pick up their right hand.

Learn more about us at www.woodengroup.com. 

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By: Randy Wooden

From time to time I see catchy seminar titles surrounding what employers are really looking for.  And while there’s room for disagreement, for my money an employer focuses on skills and your attitude, and not necessarily in that order.

Attitude, or enthusiasm, is perhaps the single most important personal quality you can possess in terms of getting people to like you.  Think about it.  Among your friends, do you hang out with negative or dull people?  In hiring, like with much of life, our emotions guide us.  Take relatively equal candidates and the one most liked will probably generate the offer.

Enthusiasm means everything from being energetic and smiling to preparing by asking substantive questions to doing your homework on the company to dressing appropriately to arriving in plenty of time to sending a thank you note. 

Skills can mean your job specific experience or exhibiting sufficient transferable skills.  An employer needs to know that you have either previously done the work or have the ability to pick things up quickly.  In future articles I’ll discuss how to talk about your skills in ways meaningful to an employer.

Learn more about us at www.woodengroup.com.

              

By: Randy Wooden

Ever say these words to someone?  “Right, OK, I understand, that makes sense, sounds good, sure.”

Now be honest.  By the time you’d uttered any of those words you’d mentally moved on past what the other person was saying.  And those words were your not-so-subtle hints to the person to stop talking.

As an interviewee we often possess a combination of nerves and a desire to do an information puke all over the employer.  It’s the old adage, “Throw enough against the wall and something will stick.”  We mistakenly think that since we weren’t interrupted (as we would normally be in peer-to-peer conversation) that the employer wants to hear more.  So we drone on and on and on and…   Mistake!

When the employer gives you those “word cues” my best advice is to end in another sentence or so.  Then, ask the employer whether that addressed his question or whether he wanted you to provide more information.  I’ll bet my dollar to your penny his answer will be along the lines of, “No, you’re fine.”

Learn more about us at www.woodengroup.com. You can also connect with Randy on LinkedIn.

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In part one I shared some thoughts on the first part of reading an interviewer relative to whether they’re following you and want you to continue. 

Typically, a simple nod of the head signifies the other person follows your line of thought, but also signifies they are open to hearing more.

In part two, let’s look at a second level of interaction.  When an employer has more fully heard and understood your point, be on the lookout for them to utter some sound.  Not words.  Just sounds, sometimes accompanied by a nod of the head.

When I hear such sounds I know I need to begin to wrap up.  The interviewer is, in effect, telling me they’ve largely understood my point, but perhaps may not be fully ready to interrupt me with their own verbiage.

In the coming days I’ll share stage three in knowing whether you’ve talked too long.  Be aware that you can talk yourself out of a job.  Pick up on both verbal and non-verbal cues to make the most of your interactions.

Learn more about us at www.woodengroup.com. You can also connect with Randy on LinkedIn.

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By: Randy Wooden

Ever have someone keep talking to you long after you’d heard enough?  They keep talking and all you want to do is end the conversation or that particular line of discussion.  Have YOU ever been the one doing all the talking and not realized you were boring the other person to tears?

Here is the first in a series of tips you can use to help determine how a listener is receiving what you’re saying.

First, it’s important to understand how a typical conversation occurs.  Once we feel we understand what someone is saying our mind leaps to what we want to say next.  Sometimes we don’t even listen before our mind leaps to our agenda.  In either event, what occurs is a person jumping in with their own thoughts.  In effect, we cut each other off.  And this goes on without either person taking offense.  It’s simply how we communicate.

During an interview those ground rules are a bit fuzzier.  Instead of the employer cutting off your comment, he is likely to allow you to complete your thought.  And you, perhaps somewhat nervous and eager to impart all you can in order to impress, are too often more than willing to state your point.  And restate it.  And restate it.  And restate it.

I tell my clients to avoid becoming an Edith Bunker.  For children of the 70’s or those who’ve watched All in the Family in syndication, Edith’s character was known for, among other things, her droning on and on about inane topics.

So here’s point number one in this three-part series on gauging whether you might be talking too long. 

Pay attention to the other person’s body language, specifically their head.  Typically, most people will nod their head as you establish eye contact while speaking.  Watch for person to nod their head as you’re speaking.  It conveys the person is not only paying attention, but typically signifies that they understand and agree with what you’re saying.  Nodding one’s head doesn’t mean a person is ready to move on to a different topic.  Take the nodding as a reassuring sign that what you’re saying is being received and processed in an active manner.

Next time I’ll discuss how to read people when they’re telling you to “speed this thing up because I’m about done with it.”

Learn more about us at www.woodengroup.com. You can also connect with Randy on LinkedIn.

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By: Randy Wooden
www.WoodenGroup.com

The Triad’s first quarter, 2010, hiring outlook is not encouraging.  Similar forecasts abound throughout the nation.  What’s a job hunter to do?

First, maintain a positive attitude, particularly when in an interview.  Allowing frustration and desperation to seep through doesn’t help your cause.  And while the media preaches gloom and doom, remember it only takes one qualified yes to end your journey.

Just as salesmen can get deflated by hearing “no,” job hunters can find themselves battling self doubt and perhaps depression as they are turned away.  Bear in mind the rejection isn’t typically directed at you personally.  I realize that’s sometimes of little consolation, but it’s the truth.

Second, stay focused on your “big” goal (a good job) by consistently doing the “little” things well.  This means diligently maintaining and building your personal network, scouring job boards, sending thank you cards or emails, and “getting out of the house” to social or other events.  Treat your job hunt as a full time job.

A past employer and big baseball fan once told me one thing which kept him motivated in his sales role was seeing the singles and doubles he’d hit.  Sure, the occasional home run was satisfying, but his seeing progress… albeit sometimes only incremental progress… kept him mentally in the game.  He stayed focused by continuing to do the little things, knowing those little things would lead to more substantial results.  Good advice.

To learn more, call us at (336) 793-8040 or visit www.WoodenGroup.com!  

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