“Burning Questions” Answered

From “L” this question about online job postings/posting your CV:

How should I use online job advertising sites effectively?

Here’s my answer – not a full answer, the sites have many useful features that can help you – but this is one key principle that is important to remember despite all the bells and whistles offered.

Thanks for your question. Ja, … unfortunately those sites are better in concept than in results. [If one of the site owners would like to show their total "database of applicants" VS "successful applicants" ratio proving me wrong I'd be happy to announce it far and wide - well as far as my subscriber database goes anyway!]

Those who find jobs via them think they’re fantastic. But those who don’t – and that’s most people – get frustrated at the lack of response.

Here’s what I always advise:

• Take the online ad, see who the advertiser is (usually an agency), try to find a person’s name, contact them directly (google search the agency, find the phone number, try to reach the person who placed the ad.) It’s a more labour intensive approach but the thing is … you need a real live person to represent you and serve you (and make a fat commission when they place you).

Job advertising sites are so easy to place ads on, agencies place ads willy nilly whether they have the mandate or not. They also forget to remove them when the vacancy has been filled. And ads are also duplicated by different agencies.

So have your profile up. That’s for sure. But don’t get your hopes up. Be careful of taking too passive an approach to your job hunt. I read once (think it was in What Color is Your Parachute) that you can rate how successful – and fast – your job hunt will be, by counting how many people you’re talking to – the more, the faster. Posting your CV up on a site and waiting for the call is not a great approach. But … it can happen.

Hope this helps.

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“Burning Questions” Answered

From Fiona:

What is a reasonable response to the “salary expectation” question that is frequently posed by recruitment agencies and potential employers. I am never sure how to answer this as I feel that I may end up overselling or underselling myself. Please advise.

It’s always tough to answer this question. You agonize:

“If I give them too high a figure I may lose the opportunity. But if I give too low a figure I’ll be selling myself short. Blast!”

Unwittingly with this little question, at the very start of the hiring process, you’re laying the ground work for your salary negotiation. And frequently you’re shooting yourself in the foot by giving too low a figure.

You don’t want to come across as, you know, “difficult”. But the fact is that often we’re bullied into things by recruiters and employers who realize they have the upper hand. They’ve got what you want. And for most of us this is true. There are exceptions where you have perhaps very rare skills or expertise, and employers are running after you. Nice. But not the case with most of us.

You DO want to have some idea of what the market pays people who do what you do. How to get this information? Sometimes there are salary surveys you can consult. But mostly you should just watch the papers/job adverts online – see what’s being offered for what and you’ll over a few weeks get some idea of what market related salaries look like. You should also have a network of people (ex colleagues, colleagues, people you exchange ideas with in forums online, Facebook, etc) that you can use to gather ‘intelligence’.

Why is this important? You don’t want to enter a negotiation (which is exactly what you’re entering with the salary expectation question) without good information. You’ll be a pushover. When pushing for a higher salary you’ll be made to feel, “Oh please, what do you know? You’re just being greedy, you’re out of touch.” But if you have your research you can make a stronger, more confident case.

Recruiters, HR people ask for your salary level because of 2 things:

1. They want to know that the position they’ve got is at a similar salary level to where you are – they want to be sure you’re not asking for R100 000 more than they’re offering. They’d be wasting their time interviewing you. Makes sense, no?
2. They want to know what to offer you if they decide to hire you. This is where they get ‘slimy’. What you earned previously is actually none of their business and bears no relevance to the job offer they may put on the table. Instead of figuring out what’s fair, in line with the market, and what value you pose to their business, they want to pay you just enough to get you on board. Not a cent more than necessary.

So, here are 2 strategies to work around it and deal with the salary expectation question.

“Salary Expectation” Strategy 1

From your research determine the range of salaries someone like you earns. Say you earn R250 000 pa. your range could be from say, R200 000 up to R360 000. Salaries vary a lot – may be same title but may be more or less responsibility, work, etc. The high figure could include duties that perhaps you’re not quite ready for (like managing a team). Now figure out your high figure for starting out your negotiation (ie what you’d be delighted with) that suits your profile plus a bit extra – let’s say: R320 000 – but you’d be very happy with R300 000.

Just remember you need to justify that figure – so you should have a great command of the reasons why  you’re worth that money. Have your ‘ducks’ in a row. Have ready a few quick, sharp reasons why if they hired you you’d come in and make an immediate impact.

So when you’re asked, “what are your salary expectations?” you answer:

“R320 000 – negotiable depending on the opportunity”

The R320 000 may be off-putting to the employer (he only had R280 000 in mind as his maximum). But he likes your profile for the job and you say you’re ‘negotiable’ so maybe he can get you down a little.

So with these few well chosen words you’ve achieved: not putting the employer off, not compromising your earning potential and you’ve laid the groundwork for a positive negotiation where you’ve got a strong position above your expectations.

Most people give the minimum figure they expect – and that’s what they get, all their lives. Instead – be prepared. Know why you’re valuable. Feel it. Have your reasons ready. Show that you’re valuable. Use examples.

And go in high, but willing to negotiate – but only for the right position (ie a good opportunity for you.)

“Salary Expectation” Strategy 2

Say:

“Salary expectation to be discussed”

Just don’t give a figure. I mean, first you have to find out what the job entails! Doesn’t that make sense? Before putting a price to your services, it makes sense to first find out what you’re getting into!

This approach takes confidence and firmness. And you’ve got to stick to it despite pressure. You want them to make you an offer. Tell them: “Make me an offer”. Or ask: “What is the salary band/range you’re working with for the position?”. Then you can tell them whether you’re in their “ball park” or not. This strategy gives you better negotiating position. But you should still, of course, have your ‘ducks’ in a row as far as how you’ll come in and do a great job for them.

Hope these strategies work for you. Let me know how things go.

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“Burning Questions” Answered

Thandiwe asked:

“Why should I take my CV to a job interview?”

Ok, Thandi – there are a few possible answers:

Firstly, let me say that a CV plays a critical role in the whole interview process. From a rich source of information about you and what you can do to being a crutch for the interviewer – y’know something to refer to, to look at, to provide ‘inspiration’ for questions, to serve as a buffer between him/her and you, as something to hide behind. Lot’s of good and not so good functions the CV possibly fills!

So, it’s important for the interviewer to have it. BUT now to your question, why should you take it along, when you’ve likely already e-mailed/faxed it through in advance?

• Maybe it’s gotten lost? That’s possible. And to save them some embarrassment you take a copy along. It just, in that case saves time and eliminates the chance for a distracting event that could throw the interview a little off course from the start.

Also … and here’s perhaps the key reason you should take it along:

• It’s a chance for you to come across as organised, as someone who is prepared, as someone who foresees possible problems and takes steps to resolve them immediately.
• Added to that it’s a chance for you to take out your immaculate file folder with clean writing pad, smart pen, business cards and crisp newly printed CV – and reinforce the ‘organised, prepared’ impression.

Being prepared like this helps the interviewer see ‘you’ the way any number of words could never convey – in action. It’s a glimpse into the way you operate. You can say you’re organised till you’re blue in the face – but if your file folder is full of scuffed dog-eared papers, if you don’t have clean copy of your CV, if you’re flustered – your “I am an organised person” message just will never penetrate.

Thanks for your question Thandi! Hope my answer helps.

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You Know How You Always Dread Mondays? Maybe It’s Time For Change?

Someone said to me the other day when discussing stress:

The problem with stress isn’t the weight of the load, it’s the length of time you have to carry it.

Makes sense. I know I can do a lot, but can I do that ‘lot’ month after month after month?

In a job or career that we’re not suited to, or are having a tough time in, we’ve got to figure out what the problem is. And especially whether it’s something we can live with or not.

Something of an indicator is Mondays. How do you feel about going to work on a Monday. Or, what about this: how do you feel on a Sunday afternoon and evening? Do you get the creeping feeling of dread as the weekend draws to a close. Do you stay up late on Sundays because if you go to bed, the next thing that happens is that it’s Monday and rise and shine!

It’s a good idea to address that. I’ve actually written a course dealing with it – it’s called “3 Steps to a Great New Job – The simple career improvement success program that will make you unstoppable in your search for a job you really love and can thrive in.” - check it here. (click, ok)

It’s designed to give you some ‘aha’ moments about your job and career options and provide practical, easy steps to help you reach a happier, more exciting, fulfilling job or career.

What Comes First? Work or Life?

I am learning something: family issues and crises can have a very debilitating effect on one’s productivity, focus, stress levels, ability to do more than one thing at a time, etc. Over the last 2 months I’ve had to provide very hand’s on care for an elderly family member – and man, am I thoroughly drained and exhausted -  emotionally and physically. There’s hope though, we’ll be enlisting professional help on a permanent basis.

But what about you? How do you deal with these kind of crises? There are probably many thousands who just have to ‘suck it up’ with no options for help. I hope that’s not you.

One good thing for me though has been this:

a reinforced realisation that work needs to flow around life, not life around work.

Applying that philosophy is tough. But I believe it can be done successfully – y’know, to have work come second to what’s really important in one’s life – family, health, wellness, relationships, spiritual things.

What do you think?

By the way – rain, rain, rain in Cape Town. What’s happening!? Red and Jet (our horses) are trudging around looking in vain for a dry spot. It’s November!