You’re a good listener. But do you look like a Good Listener?

You nailed the phone interview.  Your dress is contemporary, your personal grooming meticulous.  You’ve rehearsed your accomplishment stories and they’re concise, use simple language and address your target company’s needs.

But have you considered the message you’re sending while you’re not talking, but listening as your interviewer talks?

Check your listening mode expression.

Patsy Cisneros, AICI CIP, Executive Image Consultant at Corporate Icon stresses the importance of checking your facial expression when you’re not talking during an interview…

Do you draw conclusions about what someone thinks of you based on their facial expressions while you’re talking?

Our body language conveys our reactions and creates powerful impressions in the person who’s speaking.

Consider that a sizeable portion of the brain is dedicated to interpreting the significance of facial expressions of those important to us, like Mommy or a future boss.

We all experience a visceral response based on how we believe others are perceiving us.  We  feel good when those we’re talking to seem to like us.  We experience fear or anger when our interpretation of their expressions tells us that they don’t like us, or that they’re not interested in what we’re saying.

Consider Patsy’s advice and take a look at your listening expression in the mirror.  Are you conveying interest?  Are you open and receptive, smiling and affirming?

Experiment – (Definitely try this at home without adult supervision!) –

Stand in front of the mirror and try some different expressions: your interested face, friendly face, bored face, skeptical face, “You’ve got to be kidding!” face.

OK, now you’re warmed up.  Now look away from the mirror and make your “best listener” face.

Got it?  All right then, turn back to the mirror and check how you feel looking at that “best listener” expression.

Did you nail it?  Do you look way too happy?  Do you look overly concerned?

It’s a lot harder to predict what your expression looks like without being able to check yourself in the mirror!

You’ve probably determined there may be a big difference between how your face feels and what emotions it’s actually expressing.

This is why movie directors shoot multiple takes of “reactions shots.”

The trick is to find a “Good Listener” expression that you like.  Memorize what your face feels like in front of the mirror.  Then, make that same face away from the mirror.

Got it?  OK, check yourself in the mirror.  Make adjustments as needed and repeat the process until you feel confident in your ability to convey your desired impression.

Most of us aren’t going to be actors on film or TV, but developing this awareness will help us during an interview to remember what our “Good Listener” expression feels like.

This gives us confidence that our body language is conveying the intended impression to the interviewer.  Now your outsides match your insides and you look like a Good Listener.

Patsy Cisneros, AICI CIP and Corporate Icon executive development specializes in training individuals and business groups to project the quality of their knowledge and skills – and to project the quality of their products and services – through their dress, speech and behavior. © 2006-2010, Corporate Icon® LLC

Transparency – Key to Creating Powerful Job Search Allies

Q: Should you share job leads with colleagues competing for the same positions?

A: Transparency is key to establishing trust and building powerful alliances you’ll need to help you land your next job.

Glenn Grindstaff is a Senior HR Executive who’s led global teams for organizations including Rocketdyne (A Division of Pratt & Whitney) and Spirent Communications.  We met for coffee on his way to a hiking workout in the Santa Monica Mountains above Agoura Hills, CA.  I asked Glenn about competition for job openings in Human Resources.

Glenn: Undoubtedly, there’s a lot of competition for published jobs.  The HR Community is a close knit group and most professionals in Southern California know one another.

Q: Are you concerned that sharing job leads with your colleagues hurts your chances of getting a job offer?

Glenn: Everyone in transition is concerned about getting a job.  But companies are extremely focused on finding applicants that meet 10-out-of-10 requirements on a job specification.  And there’s a lot of great talent out there, so hiring managers are under pressure to find the “ideal candidate.”

Q: So with such a high bar, why would you risk referring a possible better match?

Glenn: Even among outstanding candidates, specific types of expertise and experience vary.  Ultimately, every potential candidate and company culture is unique.  HR professionals are trained to identify the best matches.  I don’t see myself in direct competition with my colleagues.  Helping my network find opportunities and making connections inside companies where they’re being considered is the best way for me to succeed in finding the opportunities and connections I’m looking for.

Q: So what goes around comes around?

Glenn: I think it’s a lot more effective to have my network  out searching for me than me doing it on my own.  Here’s an example.  Not disclosing where you’re interviewing just makes you look foolish when the next person scheduled to interview sees your name (and everyone else’s) when they sign in with reception.  If you’re willing to share information about your interviews, you can improve your search partners’ chances.  Giving and then receiving help is what leads to job offers.

Q: You really find that people  put in the time and energy it takes to help others in their search?

Glenn: I try to stay focused on what I’m doing to make a difference in my life and the people I know.  In HR especially, we’re responsible for building successful organizations.  That requires that we invest in people and that we look for ways to maintain trust and foster open communication.  In-transition or working – transparency is key to success.

Glenn Grindstaff  is well-versed in high-tech, aerospace/defense, and manufacturing environments. He excels in performance and talent management, recruitment and retention, streamlining HR processes to increase efficiency and effectiveness, and innovating organizational development.  Find him on LinkedIn.

Take the Call – Top Phone Interview Skills Will Get You to the Next Round

Julia LaCroix of Power Connections in Irvine, CA is a Career Management Professional who understands as search firms conduct more of their screenings via phone interviews, you’ll need a top score to advance to the next round.  Experienced on both sides of the job equation as a recruiter as well as career coach, Julie spotted this article from the Associated Press to pass along some key points to help push your candidacy to the top of the list.

With so many candidates in the job market, employers are more likely to use telephone interviews to screen those seeking work. “The first five minutes of a telephone interview are the most important, since only about 2 out of 10 people called are still under consideration beyond this time period,” said Annie Stevens, managing partner for ClearRock, an outplacement firm based in Boston. Here’s her advice: Smile while talking. It will convey enthusiasm, interest and likability. Stand up to better project your voice and sound more confident. Don’t use a cell phone or speaker phone; call quality is better on a land line. Have a list of questions prepared in advance to ask, and listen carefully to what the interviewer is saying. Never interrupt the interviewer. If you feel nervous, silently count about two or three seconds after he or she has finished talking before you do. Eliminate one-word answers and negative words.
— The Associated Press

Julie and the Power Connections team deliver outplacement services that are highly individualized and actively help their clients succeed in today’s tough job market. Partners Susan Howington and Bill Ellermeyer are well networked in the Southern California Business Community and have the uncanny ability to connect their clients to the right opportunity at just the right time.

30-Second Commercial v Elevator Speech – What’s the difference? Part II

To make a friendly connection with your Elevator Speech, it’s really more of an Elevator Exchange.  The 30-Second Commercial is designed for structured business networking events.  The Elevator Speech is your improvisational response in a spontaneous social encounter.

You’re at Starbucks in the A.M. latte line, your daughter’s dance recital, or in an elevator on your way to a job interview.  How do you feel about meeting new people in situations like these?

If you’re like me, you’re probably focused on the latte, your daughter’s performance or the interview.  The thought of striking up a new friendship is probably not your natural impulse.

But relationship building has its own “muscle-group.”  Each muscle must be developed: exercised, flexed and stretched.  With practice what was once awkward feels more natural.  True self-esteem is built through overcoming obstacles where we risk embarrassment, even failure.  Progress is won through continued attempts.

Your goal: To make a friendly connection with someone that results in an exchange of contact information.  Once obtained, a follow-up phone call or email will explore broadening the social contact to include business networking.

I breakdown the Elevator Speech/Exchange into 5 Parts:

1. Icebreaker
2. What do you do?
3. I’d like to know more.  Do you have a business card?
4. I haven’t introduced myself.  Here’s my card.
5. I enjoyed meeting you!  I’ll be in touch.

#1  Icebreaker – The context is your connection.  Smile.  Improvise.  Be friendly, enthusiastic and open-minded.  Ask a question related to the context.  Then ask a follow up question!

#2  What do you do? – Direct the conversation through the context to what they do.  Don’t get rattled if they stop your flow and ask about you.  (Workout your response to “What do you do?” beforehand!)  Briefly, tell them about yourself.  Be positive about being in-transition.  (California is at 12%.  You’re in good company.)  Then, ask them another question about what they do.

#3  I’d like to know more.  Do you have a business card? – Yes or no, go to # 4.

#4  I haven’t introduced myself.  Here’s my card. – Introduce yourself.  Time permitting, continue the conversation and explore what you have in common: people, interests.  Be a friend. Be authentic.

#5  I enjoyed meeting you!  I’ll be in touch. – Say their name!  Respect their time and disengage as soon as they’re ready.

Exercising the relationship building muscles means being candid, positive, patient, humble and generous.  Those with these characteristics are likely the type of people you feel comfortable spending time with.  They’re the kind of people who naturally have your best interests at heart and gladly invest their time and energy in your well-being and success.

Employment data shows the current term of senior-level executive jobs is 2 – 3 years.  So, transition is continuous.  Relationship building is networking for the long haul.

A Final Note: The approach presented is intended to give structure to an exchange that in reality seems random and unpredictable.  Break the ice and be interested in them.  Ask for their card and introduce yourself.  See what happens.

Post your comments, questions and experiences and check back soon.  I’ll give examples of scenarios and dialogues to inspire you to try some role-playing and then test it out in the real world.

30-Second Commercial v Elevator Speech – What’s the difference? Part I

I was making a presentation to the McDermott & Bull Small Group Meeting in Pasadena last Wednesday on applying the principles of Neuromarketing to the 30-Second Commercial.  I breakdown the Commercial into five parts:

1. Your Personal Brand statement
2. Positioning statement
3. Big Picture statement
4. What you can do to help me.
5. What I can do to help you.

(I’d prepared sample Commercials for some who’d registered in advance.  To respect their privacy I’m using a generic example below.)

I’m Santa Claus and…

1. I bring the spirit of Christmas to children all over the world.
2. As GM at the North Pole I led design and production teams and reindeer supply-chain specialists that set the standard for global Christmas Eve delivery.
3. With consumer confidence flagging, the toys and goodies on my sleigh bring new hope of worldwide economic recovery.
4. I need your help in connecting to decision-makers in my target countries to open up new markets and I’m taking a serious look at succession planning.
5. My list of contacts has been double checked and I’m happy to connect you to all those who’ve been good for goodness’ sake.

Someone asked if a Positioning statement I used gave too much detail for an Elevator Speech.  I realized that I needed to draw a clear distinction between the two, the Commercial and the Elevator Speech.

The 30-Second Commercial is targeted to a highly specialized audience, business professionals who’ve gathered for a structured networking event.  The stated purpose of networking is to help others and to make it easy for them to help you.   So, differentiate and identify yourself right away.  It’s less about impressing your audience with your accomplishments than helping them to place you.  Be sincere and approachable!  Show your competency and respect by being clear and concise.

(The “Santa” example takes  38 seconds to deliver.  Every second over 40 diminishes your message.)

Craft and rehearse each part of your Commercial to deliver maximum impact.  Your Personal Brand makes you unique and memorable.  Your Positioning statement gives your position, where and at what level you play.  Your Big Picture statement establishes your vision and credibility.  And your What you can do to help me and What I can do to help you statements layout specific, concrete and immediate ways to accomplish everyone’s stated purpose for attending the event.

In contrast the Elevator Speech is your response to a chance encounter, a spontaneous opportunity to establish an immediate friendly connection that results in exchanging business cards and a follow-up phone call or email.  That follow-up would then explore if there’s a basis for exchanging more specific career-related information.

Post your comments, tips and experiences related to your 30-Second Commercial and check back for Part II, where I’ll give you my take on applying Neuromarketing  principles to the Elevator Speech.

Executive Image – Business Casual – Leadership

Patsy Cisneros of Corporate Icon gave a presentation to the McDermott & Bull Executive Network at their Los Angeles Mixer held at the Luxe Hotel on July 30.  Patsy is a gifted presenter and she was able in just a few minutes to clue us in on Business Casual attire for Executives.  She got me thinking about what tremendous social change has unfolded to bring us to “Casual Friday.”

The Civil Rights, Anti-Vietman War and Women’s movements that spawned the popular counter-culture associated with the 1960s brought tremendous upheaval to the fixed roles and hierarchies of 50′s America.  Steve Jobs and Bill Gates were just kids.  Remember the coolest wildly fast 56k modem by Global Village?

Concept has become reality.  Maybe not the ideal but a work in progress, fraught with challenges and unintended consequences.  Globalization and the pace of change, the need to adapt and come to terms with diversity necessitates leadership. The irreverence and self-styled egalitarianism of the 60s seems out-of-date given the need for cool heads to focus bright ideas now.

Images have meaning.  They’re signs, maps, clues we need to find our way.  Patsy stressed that new graduates are uncertain at best about how to behave or present themselves and that they’re looking to executives for cues.

Later that evening Fleming Jones, Senior Principal Consultant, reported that executive searches are picking up.  He’s unequivocal about Five Qualities a successful candidate must have:

1. Integrity – authentic, incorruptible
2. Intelligence – ability to assess, adjust and make sound decisions quickly
3. Emotional Intelligence – self-possessed and in tune with your surroundings
4. Business Acumen – ability to see the big picture while driving tactical solutions
5. Skill – being the best at what you do

Between Patsy and Fleming the message I took away was that image is essential, because it’s how we show ourselves to the world.  And that image and integrity are hand-in-glove,  because our insides better match our outsides.