Written by Cindy Nowack
YOU are the Differentiator!
Connie Kadansky works with sales people worldwide in a very specific niche of prospecting, self-promotion, and overcoming internal and external obstacles. She says she has a coffee cup that reads, “Get your ‘ask’ in gear!” That’s appropriate because her presentation was about asking for what you want. She learned at a young age to ask for what she wanted, and years later, when she was interviewing, she asked the manager for the job. She got the job, because he told her later that she was the only one who asked for it.
She started off her presentation by waving a twenty dollar bill in the air and asking, “Who will give me $1 for this $20?” After a few seconds, two gentlemen raced to the front of the room. The first guy didn’t have $1, but the second guy had his dollar ready, gave it to Connie, and she gave him her twenty. It wasn’t a joke. He just made a $19 return for going to the front of the room and asking for her twenty. Connie says that offer was available to everyone in the room, yet only two people tried for it. That’s the secret – you need to ask for what you want. If self-promotion is the missing ingredient in your job search, read more of Connie’s thoughts on how to self-promote and be the differentiator.
We paired up for an exercise, with the first person asking, “There’s a career fair coming up. Will you go with me?” The partner responded with “Yes, but…” and then the roles were reversed and the first person responded instead with “Yes, and…”
Everyone agreed that the “Yes, but” responses zap the energy of the first person. It’s difficult to defend their suggestion when they hear several negative responses starting with the words, “Yes, but…” The “Yes, and…” is not necessarily agreeing to go, but is more receptive and responds positively to the offer.
There is uncertainty when we job search.
The uncertainty fuels anxiety.
Anxiety leads to distress.
Distress stimulates fear.
Fear creates doubt.
Doubt wastes energy.
Sales call reluctance is the emotional hesitation to self-promote. It’s a fear of rejection. Instead, take proactive steps to make phone calls to the people who can influence your ability to earn what you are worth. Connie suggested putting jars in opposite corners of your desk. On Monday morning, one jar is filled with the number of coins, gems, or marbles that equals the number of calls you will make in the week. For every call, move one of the coins to the other jar. If there are still a number of coins in the first jar on Friday morning, you know you need to make more calls before you start your weekend. You need a consistent pipeline of possibilities to get the job you want, so overcome your reluctance, make those calls and ask for what you want.
Curiosity is also helpful in the job search process. While skepticism and curiosity are both questioning mindsets, curiosity turns doubt into fuel for learning and discovery. Be sure to ask curious questions in your interview. Connie even says that you can get away with almost anything when you start by saying, “I’m curious.” Curiosity is the secret ingredient that makes your job search an adventure.
Connie says you need these three traits for self-promotion:
Positioning – Utilize your existing networks and look for ways to develop new ones. Make sure you get noticed. Participate so others notice you.
Style – Possess something distinctive so people will remember you. Do people want to remember you? Is your style serving you?
Consistency – Never leave self-promotion up to chance. Know that self-promotion is important and do it repeatedly. SHOW UP!
Opportunities are out there everywhere. Connect with the right person with the right attitude, and ask for what you want. Confidence is faith and trust in yourself and your process. It transforms fear into focused thinking and action.
We all have our own internal conversations, so discipline and monitor those thoughts to banish the “Yes, but…” response, and use the “Yes, and…” reply instead. Don’t forget that self-promotion is a key ingredient in your job search. Become noticed by the hiring managers, and you will be the differentiator.
Launched in 2002 by Stanford Classmates, Bradford Stroh and Andrew Housser, Freedom Financial provides financial solutions, services, and education, enabling consumers to resolve their debt and achieve financial freedom. They were voted the #1 Best Place to Work in Phoenix two years in a row. Their offices are located near the 202 and the 101, just east of Tempe Marketplace. They have 2,100 employees and growing. Freedom Financial takes their core values seriously, including helping their own employees who may have found themselves in debt through the Freedom Family Fund. Employees pay to wear jeans to work, the CEOs match and double these contributions, and the money is then used to help employees get out of financial trouble.
Freedom Financial is currently hiring for Call Center/Sales/Operations, IT/Engineering, and Analytics, Product/HR roles. A complete list of open positions is on their website. Also, follow Freedom Financial on Facebook, Twitter, LinkedIn and Instagram.
State Farm is located in Marina Heights on Rio Salado, across from the ASU football field. They have 8,000 employees locally and more than 70,000 across the organization. Molly is currently hiring operations positions, including claims and customer service roles. Go to State Farm Careers for the current list of openings. State Farm offers information sessions by invitation- contact her if you’d like an invite!
In the job market today, 58% of all new jobs are in STEM, and computing jobs are the #1 source of new wages in the United States. To help you get the necessary skills to compete in this job market, GCU offers an Immersive Java Bootcamp. In 16 weeks, the bootcamp offers more than 600 hours of project-based collaborative instruction and your accelerated path to employment. The courses completed within the bootcamp are part of GCU’s existing, regionally accredited programs. These courses are transferable to a GCU bachelor’s program, or eligible for transfer at the discretion of other regionally accredited U.S. institutions.
At our next event on Thursday, July 19, Jackie Schierenberg will discuss “Expert Tips on How to Navigate the ATS” at our Scottsdale location.
Check the schedule online for more upcoming topics. A few dates of our summer events have been moved to accommodate summer programs at our host locations, so be sure to confirm the location as well.