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Keppie Careers

Social media speaker, social media consultant, job search coach

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How to Win A Pitch

June 9, 2009 By Miriam Salpeter

howtopitch1“How can we distinguish ourselves from the competition when what we are offering is so similar?” That is the first line of the book, How to Win A Pitch, by Joey Asher, an Atlanta-based sales presentation coach and President of the nationally-recognized consulting firm Speechworks. (Joey is also someone I know personally, so I am happy to share the great information he offers in his book.)

While his book targets professionals who are pitching to win business or a project for themselves or their organizations, his advice is absolutely essential for job seekers to learn and understand.

Joey offers readers all of the fundamentals to consider when trying to communicate their value to another person or group. Sound familiar? That’s exactly what you’re doing in a job hunt – trying to make a strong connection to someone to convince them to hire you. Here is a run-down of the fundamentals and their job search applications:

Fundamental #1. Present a solution and nothing else.  All too often, people start presentations by talking about themselves. “Before we start, let me tell you about how our company began . . .” Who cares? Your prospect only cares about is how you can save them money, grow their revenues, or reduce their risk. Detail your plan to help your prospect and tell stories about how the plan has worked for others.

Job search application: Hiring managers care about what they want to know and how you solve their problems. You need to learn how to identify and hone in on the most important information to them in order to win the job.

Fundamental #2. Keep it simple. Resist the urge to cover too much ground in the presentation. Pound away at three messages. “We’ll build your project on time. We’ll meet your budget. We’ll deliver quality work.” Simplicity always separates you from the competition.

Job search application – Sending a 3-page resume detailing every thing you have done in the last 25 years and/or going on and on ad naseum in an interview is NOT going to win you the job. Focus on the basics – how you have what they want. Demonstrate why and how.

Fundamental #3. Speak with Passion. If you’re one of three firms competing, you know that your competition can do a great job.  But as one CEO explained, “When it’s close, many of the decisions just come down to who connects with us best.”.  Passion in the voice helps you connect.

Job search application – You need to realize that you are probably not the only one who could do this job. You might not even be the best qualified. But if you can connect with the hiring managers and communicate better than the competition, you will earn the job.

Fundamental #4. Leave half of your time for questions. Questions address what your prospect wants to hear. Your answers almost always separate you. Your competition often makes Q&A an afterthought. Consequently, you can gain an advantage by considering the questions on the front-end.

Job search application – Questions are key. Typically, you’re the one answering the questions (in an interview), so answers are important, but it is also important to ASK good questions. Sometimes, a few well-placed questions can really set the job seeker ahead of the crowd.

Fundamental #5. Rehearse. One CEO who has had hundreds of sales presentations stated, “I can always tell who has rehearsed.” Most people don’t rehearse much. Practicing sets you apart.

Job-search application – I always advise my clients to practice answers to potential interview questions out loud – not inside of their heads! Hearing how you sound and even watching how you look in a mirror can really make a difference in the outcome. I sometimes suggest talking to a pet, or even a stuffed animal!

Joey’s book can be a great help for job seekers who could use some help presenting a solution that works, focusing on a simple message so the target can connect, demonstrating passion and managing anxiety. As an added bonus, it is a perfect resource for anyone who needs to “win” presentations once landing in their targeted jobs!

You can buy the book here. I also highly recommend Joey’s Talking Points blog for a lot of great tips about how to communicate and present to win!

Need some help getting your targeted message together? I can help! Follow THIS LINK to learn more about me and how I can help you shorten your search and land the job you want!

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Filed Under: Career Books, Job Hunting Tools, Uncategorized Tagged With: Atlanta, communicate to win the job, How to Win A Pitch, Job hunting, job search, Joey Asher, keppie careers, Miriam Salpeter, review, Speechworks

Are you a career coward? Your guide to changing careers!

June 8, 2009 By Miriam Salpeter

careercowardj3904If you are afraid to make a change in your career and/or hesitant to begin to take the wheel to drive your own career bus, you are not alone! Many people facing a change stop in their tracks because they can’t figure out what to do next and don’t want to make the “wrong” move.

Enter Katy Piotrowski’s book, The Career Coward’s Guide to Changing Careers.

Katy guides her readers through a series of stages to help them decide on their plans and overcome roadblocks caused by fear and hesitation. She offers exercises and support from the “discover your natural talents and best skills” stage through to the point of being ready to learn “how to succeed and progress in your new career.”

With confidence checklists and profiles throughout that demonstrate success stories and cases in point, Katy brings her (potentially reluctant) readers along and offers courage to overcome “panic points” to succeed.

My favorite chapter? Chapter 8 – Execute a Successful Informational Interview. Katy offers sample scripts to secure the meeting and step-by-step instructions to help readers know “What to Wear, Where to Meet and How to Act.” Key advice? “Take notes and leave your resume at home.” Successful networkers conduct as many informational meetings as possible. (CLICK HERE for my thoughts on info interviews.)

I highly recommend The Career Coward’s Guide for anyone who is experiencing a fearful transition – and who isn’t?

If you’d like to win a FREE copy, comment on this blog post to enter a random drawing! Feel free to comment on all of my blogs for a better chance to win:

  • Examiner.com
  • GreatPlaceJobs
  • Secrets of the Job Hunt

If you need some coaching to figure out what you should do next, contact my business partner, Hallie Crawford. Once you know what you want to do, if you need some help to get your job search in gear – Learn more about me and my services.- I will help!

Filed Under: Career Advice, Career Books, Drive Your Career Bus, Job Hunting Tools Tagged With: Atlanta, book review, job search, Katy Piotrowski, keppie careers, Miriam Salpeter, The Career Coward's Guide to Changing Careers

More free career advice – March Career Madness!

March 11, 2009 By Miriam Salpeter

2323161584_d68e951385_mAh…March Madness. I remember a time (not SO long ago) that this was an exciting, edge-of-your-seat period that really interested me. Those were the days when my alma mater, the University of Michigan, actually WON the tournament (or, at the very least, was competitive). The year I started Michigan, they/we actually won BOTH the Rose Bowl AND the NCAA, but I digress…

In any case, my friend and colleague, Chandlee Bryan came up with a great idea to turn this month into a fun one for career advisors (and an informational one for job seekers) on Twitter! I’m delighted to be participating in “March Career Madness.”

This is how Chandlee introduces the event on her blog:

This event, which will run throughout the month of March, is a joint effort of a team of career experts who have committed to sharing their wit and wisdom with us in “tweets” of 140 characters or less on Twitter. Posts will be written on a singular theme–innovative strategies for your career.

All posts will include the following code: #mcm (referred to in the Twitterverse as a hashtag)

You can follow March Career Madness through Twitter Search (search #mcm) or by following the tweets of individual contributors (name and user “handles” listed at the bottom of this post). Share posts with others by “Retweeting.”

New to Twitter?

You haven’t gotten on Twitter yet? What are you waiting for? I am a big fan of Twitter for the job search. (I think it is right up there with LinkedIn as a way to make connections that will be useful for your search.)

I’ve written all about using Twitter for your job search. Here are some links for you:

Why use Twitter?

How to use Twitter for your job search.

People to follow on Twitter for advice about job hunting.

Can you find a job on Twitter? Yes you can!

Using Twitter to hire: the employer’s perspective

JobAngels is an amazing viral phenomenon, started on Twitter, to help connect job seekers with those who can offer resources and support. 

Participating Career Experts (& their Twitter “handle”)

Barbara Safani (barbarasafani)
Brian Kurth (briankurth)
Chandlee Bryan (Chandlee)
Dawn Bugni (dawnbugni)
Deb Dib (CEOCoach)
Kevin Donlin (kevindonlin)
Katherine Hansen (kathansen)
Kimberly Togman (ktogman)
Laura Allen (la15secondpitch)
Megan Fitzgerald (expatcoach)
Miriam Salpeter (Keppie_Careers)
Pam Slim (pamslim)
Paul Copcutt (Paulcopcutt)
Phyllis Shabad (Phyllisshabad)
Sital Ruparelia (SitalRuparelia)

You’re not sure how to use Twitter to your best advantage? I can help! Contact me to learn how you may benefit from coaching.

photo by jmacphoto

Filed Under: Career Advice, Job Hunting Tools, Networking, Social Networking, Uncategorized Tagged With: Career Advice, career coach, Chandlee Bryan, free, job search, keppie careers, March Career Madness, Miriam Salpeter, Twitter

JobAngels: A Twitter phenomenon helps job seekers

February 16, 2009 By Miriam Salpeter

jobangels_winglogo_stacked“It is the one certainty in today’s environment – change is inevitable. Dynamic market conditions necessitate the timely and continuous deployment of thoughtful strategies and approaches.”

It doesn’t surprise me that these sentiments lead Mark Stelzner’s business site.
If you haven’t heard of Mark, you’ll be interested to know that he is a human resources consultant who, while pondering the excessive number of layoffs and out-of-work people who could benefit from resources and support, sent out a tweet that started a fast-growing, timely and thoughtful movement to help job seekers!

The tweet:

marks-tweet

Apparently, his followers, including many recruiters, were game! The resulting business, JobAngels, has become a viral Twitter phenomenon, growing to over 1,700 followers in just a few short weeks and nearing 3,000 across Twitter, Facebook and LinkedIn since Mark’s initial message on January 29th. JobAngels now boasts a website (in development) that Mark refers to as the theoretical prodigy of Match.com and LinkedIn. More specifically, he said “If Match.com and LinkedIn had a child, this is what it would look like.”

I recently had a chance to speak to Charee Klimek, Chief Marketing Officer, COO and Guardian Angel. She originally became acquainted with Mark via Twitter, as did the rest of the core organizing team: Deirdre Honner, Chief Connection Officer and Guardian Angel and Chris Bailey, Chief Technical Officer and Community Manager. Charee marveled at how individuals in the community embraced the movement aimed at bringing like-minded people together for the common goal of helping just one person find a job.

Charee explained that JobAngels is working on becoming registered as a non-profit organization whose mission, vision and values will align with the generous outpouring of support this movement has engendered. JobAngels plans to maintain the “high-touch, high-tech” presence they have fostered and maintained since Mark’s original tweet. The organizing “Angels” (all volunteering their time) hope that their efforts to grow and strengthen this movement will serve as “sandbags” helping to stave off the flood of unemployment, one person at a time.

What do you need to know to get involved? If you are interested in helping to network or able to hire someone, simply follow @jobangels on Twitter or join their LinkedIn or Facebook communities and alert them that you are willing to be an ‘Angel.’ If you are looking for a job, feel free to DM @JobAngels with your location and the type of position you seek; they will broadcast your request for an Angel using #jobangels. You’ll also want to follow the hashtag: #jobangels to keep up with the stream of information on Twitter.

I have already experienced the amazing reach of this network myself! I tweeted a request for a client, a photographer in Georgia, and almost immediately heard back from a contact in Chicago who offered to try to help! Amazing!

Charee noted that the Guardian Angels believe that “every bit of help from an Angel, no matter how small, sets the foundation for a successful career search.” JobAngels seeks success stories as a result of this nascent movement. If you have a story to share, they ask that you send it to [email protected].

As hundreds of people roll up their sleeves to help – and job seekers recognize the value of “loose” networking connections – it’s only a matter of time before the stories start coming in!

Need help with your search? Assistance using Twitter and other social networking platforms to fuel your search? Contact me – I can help!

 


Filed Under: Career Advice, Job Hunting Tools, social media, Social Networking Tagged With: Charee Klimek, FaceBook, Human resources, JobAngels, linkedin, Mark Stelzner, Social network, Twitter

Get help for your job search before desperation sets in

February 11, 2009 By Miriam Salpeter

phone

Looking for a job can be a lonely process, even when it is clear that no unemployed job seeker is alone. All you need to do is read or listen to the news to know that you are in good company if you’ve been laid off of your job. However, knowing that you’re not alone isn’t usually enough to help keep job hunters motivated and on track. In anything, the negative news may just send more people to bury their heads under their pillows to escape the incessent bad news

My colleague Alexandra Levit recently wrote about how job seekers are turning to “accountability groups,” teams of job seekers whose goal is to help each other stay motivated and on track.

She shared information from a New York Times article that reported on one such group in suburban Chicago. The article notes what we all recognize: being out of work and job hunting can be difficult and demoralizing. It may be a very lonely process, especially for those unaccustomed to job hunting and for job seekers who don’t know how to conduct a successful search.

The benefit of an accountability group is that job seekers encourage and support each other, network and keep each other motivated and on task in what might otherwise become a very unstructured time.

Alexandra notes,

According to the Times, membership in various networking organizations across the country for unemployed executives and other professionals has ballooned in recent months as the recession has continued its march, sparing not even the highly educated and skilled. Providing a spur as well as solace, the groups offer transition assistance for people who previously led comfortable lives in the middle and upper-middle class.

One thing that struck me about the group described in the New York Times article was that it was organized and run by the job seekers themselves. “Seven of nine members have been out of steady work for six months or longer; the other two are approaching the six-month mark.” The organizer of the group lost his job 16 months ago, struggled to get interviews and wondered if he was “spending too much time applying for jobs online.” The article quotes him as saying, “I’m not doing something right yet.”

Honestly, reading about this group breaks my heart! Clearly, these job seekers could benefit from some professional job hunting advice. What if they knew how much time to spend sending out online applications and had expert feedback about their resumes and other job search correspondence? I am sure they could benefit from up-to-date information about using online tools and social networks. I wonder how different their stories might be if they had engaged the services of a coach before things began to look so glum?

I am happy to announce that I will be facilitating “virtual” accountability groups to help job seekers succeed in this difficult and competitive market. Help is just a phone call away! Participants will benefit from targeted professional coaching, an understanding team of other job seekers for networking and support and a structured program to help keep their job hunt on track.

Please CONTACT ME if you are interested in learning more about these groups.

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Filed Under: Career Advice, Drive Your Career Bus, Job Hunting Tools Tagged With: accountability groups, Alexanda Levit, Business, Employment, Job hunting, job search, Miriam Salpeter, recession

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