What is the best way to answer a question?
- Talk too much and you miss opportunities to listen and learn.
- Talk too little and you miss opportunities to tell your story.
Like so many things in life, you must find the right balance.
I have been in many job searches in my career. I have learned that the networking required to find a job is very similar to the networking required to find a new client in my business. When someone asks you a question, if you respond immediately to the question you think you heard, you miss the chance to identify the real issue.
I had a chance to see this in action. It was terrifying.
I needed to send a press release about our new book, The Job Search Marketing Plan. I am an amateur at this so I reached out to an expert. I sent her a note asking about her services with press releases. I attached a draft I prepared. She sent back a quote for $700.
Wow!! $700!! That is a lot of money to issue one press release. At this point, I could have said thanks but no thanks. But I needed the help so I suggested we set up a time to talk about how she can best meet my needs in the most cost effective manner. She seemed relieved. We set up a meeting to talk.
In the past, I took the same approach. I get so excited to see a potential client that I bang out a number hoping to close the deal immediately. What happens? The potential client gets nervous and walks away.
Have you ever done that with a potential job situation? Get so excited to see an opportunity that you rush into it talking a mile a minute about your skills, abilities, and background. What happens? The potential employer runs screaming from the room.
I tried a new approach as an experiment. I stopped banging out prices when approached by a new opportunity. Instead, I schedule a time to talk. I ask questions about the potential candidate’s situation. I am curious what s/he thinks the problem is. I listen. The potential client relaxes and talks.
As I listen, I get ideas about what aspects of my services would be most appropriate for this potential client. I understand the price constraints that influence whether the potential client can pay for my services.
I am more successful when I listen and learn than when I talk without listening.
Take stock of your approach to networking and interviewing. Are you anxious to tell your story? Do you scare away potential employers by your enthusiasm? Are you sure you know what the other person is asking? Or could a few well-placed exploratory questions clarify matters?
Don’t do a data dump. Listen more. Ask pointed questions to gather information. Then, select the bits of your knowledge, skills, and experience that apply to the issues you heard. In this way you can improve the chances your interaction will be successful.