Getting an appointment for an interview these days is an accomplishment. It indicates that you have a good resume, and/or that networking has paid off. Bravo. Now for the all-important in-person phase of the process.

There are hundreds of books out there with advice on this topic. I’ve read a lot of them. One I read recently, “201 Questions to Ask on Your Interview” by John Kador, hit a home run with me. More about that in the suggested reading section.

What particularly grabbed me was his discussion of 5 key attributes that need to be in evidence when you interview.

I’m continually telling my clients to ensure that the examples they use to highlight their accomplishments are specific. Explicit numbers, results and outcomes. Generic words are meaningless and have no heft. For example, instead of using the word “significant,” use a number or percentage.

Beyond specific examples of past accomplishments are the behaviors that underlie these results. Now, to these 5 key attributes that should be at the foundation of your presentation.

You need to show the interviewer evidence of being: action-oriented, engaged with the long-term, zestful, curious and committed.

So, how do you do this?

Here are some tips:

Action-oriented.

Not passive. What’s an example from a past job where you drove the meeting, committee or project when it was languishing? Or when a deadline loomed, and you came up with a way to reach the goal? When you saw a way through the impasse or were able to streamline the process to make it happen?

Engaged with the long-term.

When was the last time you were the one to envision the broader consequences of an action? When was the last time your contribution provided a strategic view of a project or action that no one had thought of? For example, by your selecting specific software to use, the company would perhaps save $50,000 within 2 years.

Zestful.

Keen enjoyment or interest. Is there excitement in your voice and body language when you speak about your past work experiences? I’m not talking about nervous energy. I’m talking about the sparkle in your eyes, the animation of your movements and the tone of your voice that genuinely demonstrates your involvement and enthusiasm. This is especially critical for older job seekers. Avoid complacency in your presentation.

Curious.

I love this one. It’s great to be curious about the company you’re interviewing with by asking terrific questions. But first, it’s important to show how curiosity has served you well in a previous job. For example: when was the last time you knew there had to be a better way of performing a task, closing on a particular deal or making a sale to a recalcitrant client? How did your inquiring or questioning of the situation find a better solution that resulted in a success for you and your company? Did you do research? Talk to a colleague who had done this before? Wake up with an epiphany at 3 o’clock in the morning?

Committed.

Dedicated or pledged to a cause. Not self-centered. When was the last time you sacrificed your own comfort, sleep or plans for the sake of a project? Okay, I’m not talking about saying you never had a life. But you need to show what commitment means to you. When was the last time you demonstrated your unswerving devotion to getting the job done?

So that’s it.

The key to demonstrating all of these attributes is speaking in specifics. Use these 5 behaviors as a guide for preparing yourself and your list of accomplishments. You will engage the interviewer and increase your chances of being called back.

If you want help in polishing your presentation skills, whether it’s for an interview or on-the-job, call me for an exploratory conversation at 212/787-6097.

Suggested Reading

“201 Best Questions to Ask on Your Interview”

by John Kador

Kador tackles a subject that many job seekers need help with. His focus is on improving the quality of the questions you bring to your next interview. Here’s a real winner: What’s the most important thing I can do to help within the first 90 days of my employment? Given the increased emphasis companies are placing on the selection process (background checks, testing, etc.), having an arsenal of good questions at the ready is crucial. Kador’s book provides excellent examples of good and bad questions.

Have you gotten tons of career advice, solicited and unsolicited? You nod when you hear it and think, “Yeah, I know this stuff.” So what else is new?

But what have you done with the advice? Fess up. Probably very little.

Do any of these scenarios fit:

You’re in a job you absolutely hate. It’s ruining your health and your life. You stay because of the money, or the fear that there’s nothing better out there.

You’re in a job where your boss ignores you, barks instructions and expects you to be a work alcoholic. But you stay because a new boss might be worse.

You’re lazy. You figure that one of these days you’ll hear about a great job, the economy will improve, or maybe your boss will realize how great you are. Plus you don’t have a resume.

Or, you’re unemployed, and decide not to pursue a job that you heard about, or a field you are interested in, because one person said they were looking for experience you didn’t have. Well, they know best, right?

Hello. I want to grab you by the shoulders, look into your eyes and say “Wake up and smell the coffee!” Santa Claus is not coming down your chimney and Elvis has permanently left the building.

So, why do otherwise savvy adults live with this passive mindset?

F-E-A-R. Fear of failure. Fear of success. Fear of rejection.

You name it, fear has a starring role. With procrastination and laziness as co-stars.

But there’s help at hand!

I read a book 12 years ago, Feel the Fear, and Do It Anyway

by Dr. Susan Jeffers that changed my life. It has been changing my client’s lives ever since. (More about the book in the suggested reading section later).

The crucial thing I learned from this book is that everything depends upon your attitude, your perception of the situation.

Not what happens. Not what people say or do. But how you view it.

So, you’ve heard that before too, right? Has it changed the way you tell yourself how to view what happens, I doubt it.

Here’s the powerful stuff (and stuff I’ve bet you’ve heard before too). Nobody changes his or her attitude without working at it. I’m here to tell you that you need to work that attitude muscle, just like you do your biceps at the gym. Otherwise, forget it.

You don’t wake up one morning, optimistic, ready to take on the world and feeling like Pollyanna. Especially, if you’re out of work, hate your job or are just plain lazy.

So, how do you change your attitude?

Years of therapy. No, just kidding.

Like exercising your biceps, the attitude muscle needs work everyday.

I recommend reading Jeffers book, cover to cover.

In the meantime, here are some tips:

Internal Dialogue exercises (you need to do these more than once a day for starters):

Change the dialogue you have with yourself. Instead of thinking “I’m afraid, or “I don’t want to look stupid.” Think, “I can handle that or “I know I will get a job.”

Instead of thinking “Gee, that’s a problem”, think, “It’s an opportunity.” If someone says “You don’t have the kind of experience for that type of work.” Think, “It’s one person saying it, and let me get more information.”

And forget about words like should or try. Ban them from your vocabulary. They are negative and weak words. Own your power! You either will or won’t.

When I first read Jeffers book, I pasted positive quotes all over the refrigerator and near my desk. I suggest you use quotes that are meaningful to you.

Here’s one I love:

“I’m not a failure if I don’t make it .I’m a success because I tried.” Unknown

Finally, most people think they are the only one experiencing gut wrenching fear. NOT.

You are going to feel the fear whenever you are in new territory (a good thing) but SO IS EVERYONE ELSE. This is one club you’ll want to join. Membership requirements - facing down your fear and bravely moving forward despite it!

Suggested Reading

“Feel The Fear And Do It Anyway”

by Susan Jeffers, Ph.D.

I love this book because it’s straightforward, easy to read, and doesn’t throw jargon at you. It’s a great book for helping you to get unstuck. Jeffers offers practical tips and support in moving you forward. My copy is replete with sections I’ve underlined; sections I continue to refer back to. Here’s an example, “Each path is strewn with opportunities despite the outcome.” Imagine if you could adopt that mindset? I can see doors opening all over the place!

“What To Say When You Talk To Yourself”

by Shad Helmstetter

This book will help you to quiet the negative self-tapes that are a first cousin to fear. Helmstetter tell his story well and presents techniques to help you retool how you think. Read: attitude readjustment. One that puts you in control!

For more career advancement tips, check out my new blog at: Executive Coach In New York

So, what’s an elevator speech, and how do you get one?

What Is It?

An elevator speech is a short (15-30 second, 150 word) sound bite that succinctly and memorably introduces you. It spotlights your uniqueness. It focuses on the benefits you provide. And it is delivered effortlessly.

Elevator speeches are intended to prepare you for very brief, chance encounters in an elevator. But elevator speeches are not just for elevators! You should use it whenever you want to introduce yourself to a new contact. That could be in the supermarket, waiting in line at an ATM or when you get your morning latte.

So, who better than you to describe with passion, precision and persuasiveness what you do? A great elevator speech makes a lasting first impression, showcases your professionalism and allows you to position yourself.

And if you want to network successfully, you need an elevator speech!

How to Prepare an Elevator Speech, or What’s My Line?

Now for a short course in preparing your elevator speech, or unique selling proposition.

First, and most important, think in terms of the benefits your clients or customers derive from your services.

Trust me, no one is going to be riveted if you say:
“Hi, my name is Stanley Manly, and I’m a public relations executive with twenty years of experience.”

Or:
“Hi, I’m Sally Hopeful, and I’m an executive recruiter.
Two big yawns.

What’s In It for Me?

Do you recall that old radio station, WII-FM: What’s In It For Me?!

If you remember that people are always more interested in how you can help them, you’re on the right track. Keep that top of mind when composing your speech.

Here’s how to improve the two examples mentioned above:
“Hi, my name is Stanley Manly, and I help inventors tell the world about their inventions.”
“Hi, I’m Sally Hopeful. I partner with companies that need to find talented people to help their business growth and become more profitable.”

Now, you’ve got my attention!

Let’s use my elevator speech before and after as an example:

Here’s my before version (and I wondered why people looked at me with a frozen smile!):
“Hi, I’m Dale Kurow, and I’m a career and executive coach. I hold a Master’s Degree in Career Counseling and have been trained by a master level coach. (Who cares!) I’ve been an HR director for a multinational cosmetic company, run a PR agency and taught college-level business courses. (So what!) I believe that coaching can be the catalyst to change your life. (Are you asleep yet?)

See how that was all about me, me, me?

Now for the revised version:
“Hi, I’m Dale Kurow, and I help people become more successful at their work. For example, I’ve helped a client change jobs with a 40% salary increase, I’ve helped a client develop the skills to deal with a difficult boss, and I’ve helped a manager devise new ways to keep her staff motivated.”

Here’s a few more examples:

I know an Avon representative who says:
“I help women look beautiful.”

Or a business coach that says:
“I help you get more clients than you know what to do with.”

And here’s my favorite, one that is used by an IRS agent:
“I’m a government fund-raiser.”

Action Steps

So, here’s what you need to do to craft your elevator speech.
First, write down the “deliverables” - the services or features that you provide. Then, think in terms of the benefits that your clients or employer could derive from these services. You could use several successful client outcomes, as I did.

Once you’ve got that written, create an opening sentence that will grab the listener’s attention, as our Avon representative did above. The best openers leave the listener wanting more information. And you do not have to include your title, especially if you think it has a negative connotation (an IRS agent, for example).

Finally, your elevator speech must roll off your tongue with ease. Practice your speech in front of the mirror and with friends. Record it on your answering machine, and listen to it. Do you sound confident? Sincere? Is it engaging? Tweak accordingly. Then, take it on the road!

For more career advancement tips, check out my new blog at: Executive Coach In New York

Suggested Reading

“Make Your Contacts Count”

by Anne Baber and Lynne Waymon

Presents practical and easy-to-incorporate ways of networking with confidence. Features include a networking self-assessment test and the top 20 networking turn-offs and how to avoid them.

“The Fine Art of Small Talk”

by Debra Fine

Even salespeople have recommended this book. The topics are relevant and useful. Here’s a sampling of what Fine covers: conversation icebreaker questions and topics, how to prevent awkward silences and exit lines for retreating gracefully.

The following pair of case studies identifies some of the action steps involved in helping these clients move forward. More subtle, and preceding the action steps, is the establishment of a partnership of trust and support. Establishing such a partnership is the first priority of a coaching relationship. It underlies the entire coaching process and depends upon the emotional and cognitive ‘fit’ between coach and client.

A trusting and firmly established coaching relationship creates a safe and supportive environment in which clients can overcome their fear of change, try new approaches with confidence, and transform their career anxiety into positive action. To paraphrase the words of Shakti Gawain, when you listen to your inner voice and let that drive your actions, good things will happen.

Case Study 1

Liz came to me for help on negotiating with a potential new employer for a Special Events Manager position and more money. She was currently doing the work of a manager, but held the title of associate manager at a much lower salary.

First, we reworked her resume to highlight her considerable managerial skills while de-emphasizing unnecessary details of her past jobs’ administrative minutia. Next, we developed a strong 60-second presentation that Liz rehearsed which outlined her strengths and the contributions she could make with her new employer. Finally, we talked about what salary range she wanted and how to negotiate after the offer was given.

Outcome: Liz got the Special Event Manager job at a 40% salary increase over her prior position. After securing her new job Liz wrote, “I am certain that you gave me the confidence to move forward with my career, and in doing so, significantly increased my salary and self-esteem.”

Case Study 2

Eileen was a senior Human Resources executive who recently had been fired from a job she hated. She was distraught, lacked direction and was pushing herself to go on an interview two days after her termination. After our first meeting, Eileen cancelled her job interview. We talked further about her need to take time to heal and to explore what she wanted.

Within a month, Eileen was considering several options (full-time consulting, permanent full-time HR work, and temporary contracting). She took a 3-day a week contract job which gave her the structure she needed, yet provided her with time to continue to explore her options. We examined her desires, motivations and expectations in detail with a view towards finding the work scenario that would be the best fit. Four months after her termination, armed with a polished resume and a clear direction, she began to interview for full-time HR positions. Within two months she landed a lucrative spot.

Outcome: Today Eileen is a senior HR executive at a Fortune 500 company. When we had dinner recently, Eileen said “I never thought I’d enjoy a position this much! I know that my job satisfaction is a direct result of taking the time I needed to figure out what I truly wanted and your coaching.”

Suggested Reading

“Career Coaching Explained”

Article by Dale Kurow

Provides insight into the way career coaching works. Offers a sampling of the type of job and work issues career coaches can resolve. Suggests questions to ask before hiring a career coach.

“The Portable Coach”

by Thomas J. Leonard

Learn how to coach yourself. Leonard offers “28 surefire strategies” to help you achieve success in your career and life. Even if you only use a few of the strategies, this book is sure to open your eyes to new ways of attracting abundance into your life. Leonard is a guru of coaching and writes in a casual, easy to read style.

Do you have a tendency to think in absolutes? Is everything good or bad, black or white?

This type of thinking can severely limit your options. Or worse, prevent you from getting an accurate picture of what’s possible.

Most people are uncomfortable hanging out in the “I don’t know” space. The anxiety of not knowing triggers a rush to decision making. However, learning how to deal with periods of uncertainty while weighing your options will afford you the time to make a superior choice.

So how do you do this? Try a new approach and get support.

Broaden Your Reach

Suppose you wanted to explore career options. If you usually get advice from one or two people, instead make a list of every possible person who might provide information. If you get a knot in your stomach at the thought of contacting these people, you’re on the right track! You’re out of your comfort zone, and that’s good. To build up your courage before tackling this list, ask a trusted friend for encouragement and moral support.

As a further challenge, attempt to connect with a person who has achieved prominence in their field. While getting an appointment with a successful individual or receiving a return e-mail may take time, the effort could result in valuable insight and net you a future mentor.

Ideally, speak with one person working in each of the ranks (upper, middle and/or lower) of the career area you are exploring. Keep the information flowing by asking your contact for another name.

Besides getting a more detailed picture of what you can expect from this career choice, you’ll begin to get a view of all the permutations that are possible. Each person’s opinion will broaden your view and knowledge.

Explore The Gray Area

It is in this huge “gray area” where a wonderful new career might be waiting for you. You could even discover that you already possess many of the requisite skills, making a career transition easier than you thought.

In the end, the choices you make will improve if you do the research and take the time for reflection. Don’t panic or rush the process. In this case, faster is not better, slower is. And a wonderful by-product of this process is a newfound sense of self-confidence and fresh possibilities!

Suggested Reading

“Unlimit Your Life” by James Fadiman, Ph.D.

A wonderful book that helps you understand and remove the self-created blocks to personal fulfillment. For example, Fadiman teaches how to recognize your real limits and break through your imagined ones. It is easy to read and well organized.

“Managing Transitions” by William Bridges

Bridges provides insight into the human aspects of making changes. For example, transition starts with an ending; leaving the old situation behind. There are feelings of loss. Failure to identify and be ready for these changes hinders your ability to move forward. This is one of the best books I have read on preparing for transitions.