Job Search Metrics - Know Your Score

How's the job search going? Don't you just hate that question? As long as you are still looking, it's not going well enough, right? Since the goal of a job search is to get a job, it's simple: it's either going or it isn't.

Not very useful, I know.

But how is it really going?

What's your score?

Unless you know how well your actions lead to results, you have no idea where to improve.

Your job search is a sales effort. Sales, or the efficiency of a sales person, is all about the numbers. An effective salesperson knows exactly how many cold calls it takes to get an appointment, how many appointments it takes to get the opportunity to ask for the business and how many closes it takes it takes to get a sale. You should also know these numbers.

Keep a journal or a spreadsheet and track every element of your job search.

Your method of tracking success and stats might look like this:

Your tracking should help you answer these four questions:

1. What is my ratio of resumes (or applications) to interviews?
2. What is my ratio of interviews to offers?
3. Which source yields the best results?
4. What percentage of interviews result in a job offer?

As an example, let's use these data:

• 12 resumes
• 4 first interviews
• 2 second interviews
• 1 job offer

Your ratio of resumes to interviews is 12:4, which means every resume you submit is 1/3 of a interview, and each first interview is 25% of a job.

And here's where the most important number comes in. Not to get too heavy with the math, but using the fictitious data above, every resume is 8.3% of a job. Even the resumes that don't result in an interview are getting you closer to a job.

Track your progress and results with every job opportunity. To help you focus your efforts in the future, track your interview score, using the ratio of resumes to interviews, by source. Spend more time using the websites that result in more interviews. I realize that sounds obvious, but unless you are keeping score, you won't actually know, objectively, how you're doing.

So, what's your score?

Think Twice Before Your Job Search Status Ends Up Online

You may be used to sharing all of your personal and intimate details online. During a job search, this can come back to hurt you. Assume nothing is private. No matter what your privacy settings are, if you put it out there, it is possible that anyone can see it.  Before any interview, I always do an online search of a candidate's name. I also try and find out who we may know in common.

Here are a few tweets I found recently:

hate filling out job apps online sucks. i prefer to fax in a cover letter and resume

I go to bed and wake up wishing that someone would just accept the fact my resume sucks and just hire me already.

Just realized I made a mistake on my resume. F***.

Ugh sending out your resume a million times sucks....

how the f*** do you even make a resume

F*** man... I neeed another job before summer ends ! I pray I get a call back from the places I handed my resume too..

My entire resume consists of three words: Funny, great a**.

All of these tweets from unblocked accounts, some of which are from people who list, what appears to be, their real name. If you are interviewing, recruiters and hiring managers may search for your name online.

While in job search mode, don't put anything online that you wouldn't want to print out and attach to your resume.

Your Resume Needs More Numbers

Every job has numbers. That means your resume should have numbers. And based on nearly every resume I have ever seen, your resume should likely have more numbers.

It doesn't matter if you're a grocery store checker, a lawyer, or a public school teacher, if you trade your efforts for money, there are numbers in your job. Put them in your resume.

Go through your accomplishments on your resume and ask yourself questions such as:

• How much... ?
• How many... ?
• By what percentage... ?

What was the actual size of the project you managed? Was it a $75,000 project or a $10MM project?

Did you "increase market share" or did you "increase market share by 15%"?

Did you "increase productivity" or did you "increase production of widgets by 22%, saving $50,000 annually"?

Having more numbers in your resume (and your cover letter and during your interview) can help the hiring manager understand the work you've done and the successes you've had.

Tattoos & Interviews

I recently came across a Facebook page titled, Tattoo acceptance in the workplace. I even Liked it! I have no issue with tattoos. Or with the people that have them. I even have a few.

But let's face it. Not everyone shares the same opinion. There are hiring managers and recruiters that are more "traditional" when it comes to tattoos. And by more "traditional", I mean they just don't want to see them.

Yes, you have every right to get tattoos, but remember that the employer has the right to not be interested in you as a candidate if you show up to the interview with visible tattoos.

My advice: keep them hidden. Like these professionals do.

How To Ask For A Reference

If you're being asked to provide references, congratulations. Most employers won't go to this stage unless they are getting close to making you an offer. This is not the time to slip up.

There is a right way to ask for a reference. And many people get it wrong.

Before we start, the time to ask for a reference is before you've even applied for the position. But, if you didn't do that, you can get it right from this point.

Identify 3-5 references. It's best to get former managers, peers, and, direct reports (if you were a manager).

Share the details of the job for which you are applying. Give your reference a copy of the job description and any research you have done on the company and position. Be sure to share your resume and cover letter with your reference. It is also appropriate to offer suggestions on what you'd like your reference to focus on when they speak to the prospective employer.

Lastly, be sure to ask your reference what phone number and e-mail address you should provide.

Don't allow your references to be surprised. The last thing you want is your reference to get an unexpected phone call asking about you.

Once your references have been contacted, follow up with them and thank them!

Who You Are Speaks So Loudly...

I love quotes. I have even been called a "quote junky". One of my favorite quotes is from Ralph Waldo Emerson, and works perfectly as job search advice:

Who you are speaks so loudly I can't hear what you're saying

Yes, I realize that the great American essayist probably wasn't talking about resumes, or anything even remotely related to looking for a job. But still, this quote is so approriate.

Whether it's your resume, cover letter, or even responses to interview questions, who you are speaks so loudly I can't hear what your saying.

Having a list of generic qualifications on your resume won't get you noticed. Just because you wrote that you are a "team player" or "results oriented" doesn't make it so. Cite real successes and accomplishments that demonstrate that you are a team player. In an interview, discuss examples of when you were a team player, and how that helped the company.

The key is: show, don't tell. Here are a few resume examples:

Tell	Show
Top performer	Exceeded sales goals by 25%, earning Sales Executive of the Year...
Customer Focused	Achieved 99.4% Customer Quality score...
Experienced in balancing budgets	Increased revenue 9% while reducing operating expenses by 13%...

Look through your cover letter and resume. Do you have generic statements that lack evidence? Answer questions like, "What does that means?", "Why is that important?", "How did I do that?".

Focus your interview preparation on specific accomplishments. Even if you're not specifically asked a situational interview question ("Tell me about a time when..." or "Give me an example when..."), it is best to answer with a specific example.

Why You Should Say No To LinkedIn Recommendations

I am big fan of LinkedIn, just don't call it networking. When looking to fill a position or make a referral to one, I first look to my contacts (those on LinkedIn and those that are not), and then to their contacts. Before talking to a candidate, or a potential vendor, I always do a search on LinkedIn.

Even though I like LinkedIn, as a general rule, I am not a fan of LinkedIn recommendations. Here are two reasons why.

First, most LinkedIn recommendations are too general. Just as your resume needs to be custom, an effective recommendation is tailored to the specific job for which you are applying.

My biggest criticism, however, is that they are, nearly by design, reciprocal. The "I'll scratch your back, you scratch mine" diminishes their value even further. I come across reciprocal recommendations all the time. A quick search on LinkedIn today found this real pair of recommendations. I changed the names and specifics slightly to keep their identities confidential.

Suzanne Queue was well respected in the company for her dedication. She is a strong believer in no excuses and results... Suzanne is an asset to any company. - William Roberts, February 3

I've had the pleasure of working with William Roberts for many years at Acme Company. William is always professional and has a strong work ethic... William is an asset to any company. - Suzanne Queue, February 5

When I am hiring someone, I want the person to be an asset to my company, specifically for the position I am filling. I don't care that a former co-worker thinks someone would be an asset to any company. What if Suzie is an accountant, and I'm looking for a school bus driver?

There are exceptions.

LinkedIn recommendations do work well for independent service providers. The more narrow the work, the more valuable the recommendation can be. If you want to write a recommendation for the web-designer that built your website, feel free to do so. But be very specific and include actual results.

What should you do if someone writes an unsolicited recommendation?

Do not approve the recommendation. Send a gracious e-mail, thanking them for the recommendation. Ask if you can count on them being a phone reference in the future.

What should you do if a recruiter says you need more LinkedIn recommendations?

Kindly tell your recruiter that you would love to provide a list of references and letters of recommendation.

What should you do if someone asks you to recommend them on LinkedIn?

If it is someone you would be willing to recommend, offer to write a job-specific letter of recommendation,  or provide a good old-fashioned reference over the phone. Explain that it is likely better if you know more about the job for which they are applying and can answer specific questions.

The High Unemployment Job Search Myth

San Joaquin County's unemployment rate is higher than that of California, which is higher than that of the nation. That shouldn't surprise anyone that has lived and worked here for any length of time.

There is a belief that periods of high unemployment are a great time for companies to be hiring. Logic would dictate that, since there are many more people in the job market, it must be easier to find that perfect candidate.

As a hiring manager, I can tell you that is a myth.

When the job market is tight, there are even more job seekers for every available job. This means that the typical hiring manager or recruiter has to wade through a lot more resumes, some of which may not even meet the prerequisite experience. Some will likely have even more experience than is required. Job seekers, especially those who have been unemployed (or under-employed) for some time, tend to move the focus of their job search efforts from quality to quantity. This change in focus can result in the job seeker missing an opportunity that is perfectly suited for him.

So, what does this mean for the job seeker?

Well, of course you know that you have to compete with other job seekers. But now you have to stand out even more - simply because of the increased numbers of applicants.

Follow up, but don't be a nag. Follow up by e-mail or a voice mail after hours when you're sure the phone number is a work number (and not a cell phone). From my perspective, the more candidates there are in the market, the less they follow up - again, to my point that many lose focus.

Most importantly, don't lose that focus on the quality of the opportunity. If you are an unemployed restaurant manager, and it is your desire to stay in that field, tighten up your focus to restaurants and hospitality rather than shooting out hundreds of resumes for every job lead with "manager" in the title.

In this job market, it is much more difficult to "promote out" - moving out and up from one company to another. It happens, but it less likely than during periods of high employment. Be willing to move laterally or "demote out" - moving out and down one level. Demoting out is not ideal for everyone. If you are a front-line supervisor leading a team of individual contributors it may be more difficult to do this than if you are a mid-level manager leading other managers.

While there is an increase in the number of candidates for every open position, this is not necessarily a "buyer's market". Since the quality of the job candidates (the sellers) tends to go down during periods of high unemployment, employers (the buyers) can spend more time looking for the right person.

Finally, just an interesting point about the graph above comparing San Joaquin County's and California's unemployment rates. Notice that the shape of data are the same. San Joaquin County's moves are more pronounced, which may have just as much to do with the population size (and the law of large numbers) as it does with the fact that we are a subset of the state. All that means is that you can dispel any crazy thought that our problems in Stockton and the county are not playing out elsewhere in the state.

Unemployment numbers can be depressing. Don't let them get to you... they're just data. Stay informed, but don't obsess. And, as we've already discussed... there are jobs out there!

sources for data: bls.gov, edd.ca.gov

Your Resume Has One Job (You Can't Eat Your Car Keys)

Your resume has one job: to get you an interview. This is why you don't need an objective on your resume. Your objective is to get an interview.

You are not going to get a job because of your resume. An effective resume can help you get an interview. From there, you'll need to demonstrate that you have the skills for the job and that you are a cultural fit in their organization. After that, you might get a second interview, or you might even get a job offer. But that rests more on how you perform in the interview.

To take a step back, the goal of your cover letter is to get your resume read; the goal of your resume is to get you an interview; the goal of the interview is to get you a job offer; the goal of the job offer is to get you the job you want!

Expecting your resume to get you a job is like eating your car keys when you're hungry. Your keys are just a tool that can help you get to the next step. Your car keys can help you drive to Dante's Pizza but that's as far as your keys can help.

If you're not getting many interviews based on how many resumes you're sending out, you likely need to work on your cover letter and resume. If you're satisfied with the number of interviews you're getting but not getting any offers, you need to work on your interview.

The Receptionist

When I was young, my father always told me to treat everyone with respect. The example he always gave was going in for an interview and holding the door open for the janitor... because you never know who that janitor actually is. Well, if you come to my building for an interview in my organization, I will check with our building's receptionist to see how you walked in, how you checked in and how you interacted with others while you waited for me. Were you gracious? Did you say "please" and "thank you"? Did you hold the door open for others? Did you say smile and say hello to people? Our receptionist is an excellent judge or character and can quickly determine if someone won't be a good fit in the company.

Some time ago, I was walking into my building and ran into an obvious interview candidate in the parking lot. As we walked across the parking lot, I asked her if she had any problem finding a parking lot (I like to give people a reason to complain to see if they will). She said she did not and enjoyed the walk since it was such a nice morning. When we went separate ways she said, "Have a great day." and I wished her good luck on her interview. Of course, 10 minutes later, I came back downstairs and introduced myself and walked her up to my office. She did just as well in the interview as she did in the pre-interview.

My advice: be courteous and gracious to everyone, everyday, for no other reason than it makes life easier. As a side effect, it'll prevent you from doing something stupid like giving the middle finger to someone on the freeway only to find yourself sitting in his office in a job interview less than an hour later. True story. Maybe I'll tell it someday.

The Single Biggest Resume Mistake

The single biggest mistake you can make with your resume also happens to be the most common. No, it's not leaving off the months of your employment dates, using poor grammar, or even having misspelled words.

The biggest resume mistake is not customizing it for each position you are interested in. On the bright side, stop making this mistake and you'll have no problem standing out amongst stacks and stacks of other resumes.

The number one rule to remember when it comes to the words you use in your resume is this: it doesn't matter what words you want to use; it's not about you, it's about what the hiring manager wants.

Sound easier said than done? Here are three simple ways to customize your resume.

1. Use their language. Print out the job posting, pages from their website (the "about" page is a great place to start), press releases. Read through what you've printed and highlight keywords. How do they refer to their customers and employees? If they say "clients" and "team members", you should, too, rather than saying "customers" and "co-workers".
2. Use their units of measurement.Using the same print outs from the step above, look for clues that tell you what metrics are important to the company. Does the job posting reflect a focus on ARPU (average revenue per user)? If so, you should re-work your resume to show your improvements in ARPU; even if your current employer doesn't measure it.
3. Highlight your achievements that most closely match the needs of the company to where you are applying. Having many more achievements than you can fit on your resume (because it's only one page) will help you in the area in the future. On a related note, you can use Evernote to track your accomplishments.

Does this mean it will take more time to prepare each resume? Yes, it will take longer than just sending the same exact resume to everyone but you will have much better results.

Five Things You Can Do This Week To Improve Your Job Search

Happy Sunday. I hope you're taking some time off today from your job search (well, except for reading this blog). Sometimes, a job search can feel like a lot of waiting around. Waiting for that perfect job lead to land in your lap. Well, to have a more successful job search, you need to take action. So, here are five things you can do this week to improve your job search.

1. Edit your resume to one page. Some of you can skip this because your resume is already on one page. Many, however, can not. Your resume is a marketing document with only one goal. For 99% of you, that means one-page.
2. Identify five companies in your target geographical area that you have not already contacted. Prepare a cover-letter and resume for each.
3. Have coffee (or lunch) with one person. This does not mean have coffee with someone from whom you can get something. Building your professional network isn't something that happens in one day. Start this week.
4. Schedule coffee or lunch with someone for next week. Get it on the calendar this week. Don't rely on spontaneity. Relationship building is too important to leave to chance.
5. Join one LinkedIn group and join a discussion that interests you. Search for Groups on LinkedIn that are specific to your industry or your location. If you can't find one that matches your interest, join Linking209 (additionally, our monthly get-together is Monday, 8/27 at Pizza Plus in Ripon).

Success in any endeavor takes planning. So, if you do just one thing today, take 10 minutes and schedule time to complete these things this week.

How To Handle A Request For Your Salary Information?

Some of the most frantic questions I receive are related to job postings that ask for "salary history" or "salary requirement".

How much you earn is very personal. I completely understand why people are nervous about sharing their salary information. It should feel very un-natural to say (or write) how much you money you make.

But sharing your salary information is an important part of the recruiting and selection process.

Let's review how to provide your salary information.

The best way is to include it in your cover letter. Your cover letter can be a separate document, an e-mail, or in an online form. Simply add these sentences:

My current salary is $25,000 per year. I am currently interviewing for positions in the same range.

That's it. Of course, you can change that sentence to make it more applicable to your match your compensation. If you work less than full-time you may wish to reference your hourly rate rather than an annual salary. If commissions or incentives make up a significant portion of your pay, you should list your typical annual earnings, and write:

My expected salary and commission earnings this year are $25,000. I am currently interviewing for positions in the same range.

If you are currently not working. You can change "current" to "previous".

Don't get hung up on sending more than that. Hiring managers and recruiters want your salary information for two primary reason:

1. To determine that you are "in the ballpark". If the position pays an annual salary of $25,000 and you have been making $50,000 you are probably not in the ballpark.
2. To compare apple to apples. Job titles can often be so vague that hiring managers have a difficult time determining what your skill level really is. For instance, an Account Manager can mean something completely different from company to company.

Separately, if you advance through the selection process, you will likely have to share your actual salary history. Although this typically happens on an employment application, you may be asked to provide it alongside an application. If so, a simple one-page document (use your resume header) listing your positions, dates of employment, and ending salaries will suffice. But there is no need to provide that level of detail when you're first applying for a position.

You Got Fired, Admit It

So, you got fired and now you're "on the market". You're worried that you won't find a job. Someone probably told you that you will "never work again". That is simply untrue. Being fired isn't the kiss of death. You can work again.

I have hired fired people. My sample size is small, but nearly all of those have turned out to be great hires!

So, how do you pull it off?

First, you need to admit it. The most important thing is to not lie. When I ask you, "Tell me why you are no longer with Acme Company" don't hide the fact you were fired. Be honest. Plus, hiring managers and recruiters can usually tell if you're lying. And starting off an employment relationship with a lie is not very smart. If you were fired because you did not perform well, say so. Perhaps you were in the wrong role and now you're looking for a job more in line with your skills.

Secondly, you need to know how your previous employer will handle a reference check . Call and ask for a reference, or verify prior employment. It's entirely possible that you won't like the answer, but at least you'll know.

Having been fired is a red flag, but not as big of a red flag as letting the interviewer wonder if you're being honest with her.

Don't Use Your Smart Phone To Take Notes

I love new technology. I love mobile. I love apps. I'm sure you do, too. But most job-search activities are not the time to geek out with your smart phone. It's best that you don't use your phone (at all) while in the presence of interviewers or potential employers. There are two important reasons:

• Perception - the person you are talking with will have the same physical and emotional reaction as if you were texting. When people see you take out your smart phone and start typing they think you're texting or playing Temple Run. No one thinks, "Wow, this person is being productive!".
• Distractability - you may, even though your fully-aware mind thinks it's ridculuous, open up Facebook, Twitter, or Angry Birds. Don't tempt yourself.

And you don't want the reputation of being one of "those guys" that always has his face buried in his smart phone.

Carry a note pad and a pen with you. A small pocket notepad will do. If you need to take notes at the end of an interview, or while meeting for coffee with a potential hiring manager, you won't have to pull out your smart phone.

Answering 6 Difficult Interview Questions

The thought of going on an interview is enough to make some job seekers break out in a rash. One reason some get nervous is the fear of being asked something that they have not prepared for. And what about those really difficult questions? Many of us can recite the question we dread the most. Well, here are six questions I have asked and *observed people stressing out.

1. "Why do you want to work here?" - I want to know your interest level in this position, with this company. Is this just one of many places where you've applied? I would rather hire someone with a genuine interest in the company than someone just looking for that next paycheck. The truth might be that you want this job because it pays more or simply because you're unemployed. Although that is completely fine and understandable, that's not a good way to make a good impression.

Research the company and do your homework before your interview, point out positive things about the company and why these items interest you. In the end, employers want to know that you can fulfill a need of theirs, so balance your response with what you can do to address their need.

2. "Why should we hire you over another candidate with comparable experience?" - Here's your chance to sell me on your skills and abilities. Don't make the mistake pointing out why they shouldn't hire someone else. Focus on why they should hire you, on what you can bring to the position. Don't bash the other candidates, even if they are unknown to you.

3. "What is your biggest weakness?" - How do you tell a potential employer about your weaknesses and not damage your chances to be hired. The truth is, we all have weaknesses, even the person interviewing you. Talk about one weakness honestly and briefly. Add ways you are trying to overcome this weakness. Two more important things to keep in mind: you must answer this question, not answering it will hurt your chances considerably; don't give me one of those "my only weakness is I work too hard" or "Is it a weakness to care too much?", that's worse than not answering the question.

4. "Why do you want to leave your current employer?" - There is clearly a reason, don't hide it. Be honest. But, again, don't talk negatively about your currently company or manager.

5. "Tell me a little about yourself" - This very common question is asked in many different ways. Keep your answer brief. Do not just recite your resume. This is your interview "elevator speech", tell me how you got to this point in your career; tell me what I need to know about you.

6. "Tell me about a time when..." - Behavioral interview questions help the interviewer get at how you might respond to specific scenarios. The best way to answer these questions is to tell me about a specific time. Tell a story. Where were you? What was the situation? Don't answer these types of questions with how you feel about it. Tell me specifically what happened.

For instance, you might be asked, "Tell me about a time when you were assigned to work on a team with co-workers from other departments?" An incorrect response might be, "I always work well with teams. I find that I do my best work in teams." A much better response might start something like, "While I was an analyst at ABC Corp. I was asked to join a project team tasked with creating a new customer communication page on our web site. This project gave me the opportunity to work with many people I had not yet even met..."

The key to making these questions less stressful is preparing for them. Write out potential interview questions and some key points you'd like to get across in your responses. Once you've done that, rehearse your responses.

Six Phone Interview Tips

A phone interview is an interview. It is not the time to slack off and stay in your pajamas. Here are a six more phone interview tips.

1. Use a land-line telephone. That's right. An actual land-line. And, for best results, use one that is connected to the wall with a chord. That's right, a land-line. Nowadays, nearly everyone has a mobile phone, but that doesn't improve the audio quality. Don't have a land-line? Ask your friends, family, or neighbors.
2. Be ready 10 minutes early. The person interviewing you may actually call early. Speaking of that, be sure you have a professional sounding greeting on your voice mail. Your greeting should have your name (so I know I've actually called the correct person) and not have any music in the background.
3. Reduce distractions. Make accommodations for children, pets, or house guests. Have your resume and notes in front of you and a pen and paper to take notes. Turn off your cell phone and don't sit at a computer unless your phone interview requires it. If it does, close all applications not being used in the interview. And naturally, stay away from e-mail, Facebook, Twitter, and other sites that might steal your attention. Turn off call waiting (easy to do if you have AT&T).
4. Know when to interject. Speaking with someone over the phone is very different than doing so face-to-face. One of the most important elements is how you may talk-over the other person. When face-to-face the other person can tell you are going to interject. The body language is universal and we all do it subconsciously. Be careful during your phone interview. Allow the interview
5. Stand. This may take some practice if you're not used to it but standing can help you stay focused. If you can't stand, sit in a chair where you can maintain a professional posture - no slouching.
6. Smile and use hand gestures. Interviewers want to see your personality. Gesture and use natural body language as you would in a face-to-face interview. Your interviewer will be able to hear the difference.

Treat your phone interview with the same importance as any interview. If any of these tips are difficult, find a friend to practice with.

Three Biggest Resume Red Flags

To increase the likelihood that your resume will earn you an interview, you may want to spend as much time looking for red flags as you do documenting your achievements.

What is a red flag? A red flag is a warning, they can be seemingly insignificant things, nasty little buggers that pop up in your resume, application, or interview that, if not accounted for and dealt with, can ruin your chances.

Here are the three biggest red flags:

1. Dates of employment without months - makes me think you are hiding something. Without adding the months it is easy to hide how long you've actually worked somewhere.
2. Replacing the company name on your resume with a generic description of the company - again, looks like you're hiding something.
3. No address on your resume - with all of the focus on privacy on the internet, job-seekers are getting more nervous about sharing personal information. Don't list your address on your resume and I will think, you guessed it, you're trying to hide something.

Red flags can be difficult for the subject of the resume to see. Share your resume with a trusted friend and ask the question, "What are things on my resume that might make you flinch?". If you're having a hard time finding any red flags on your resume, e-mail it to me (mb@mattbeckwith.com). I'd be happy to take a look.

Ditch The Accent

A resume by any other name is still a resume. Even if it's the dreaded résumé or, worse, resumé. I'd rather you call it a curriculum vitae, even though 99.99% of curriculum vitaes are really just resumes. So, what's the correct way to spell it?

First, one quick point. The most likely place you will actually type the word "resume" is in your cover letter, as in "my resume is attached for your review" or something similar. If you use it more than that you're likely over-using it.

Ok, now that I've got that out of the way, it is time to ditch the accent. Just use "resume". It's cleaner, and given the context, the reader will never confuse it for the homonym, resume (the one pronounced ree-zoom).