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Your #Career : The Long-Term Memory Hack That Can Grow Your Network And Business…That Hiring Manager or Business Partner May Not be Ready to Act, but You’ll want Them to Remember you When they Are.

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 Entrepreneurs and job seekers both live or die by the relationships they build—with new clients, contacts, recruits, investors, and partners. But as any successful relationship builder can tell you, timing isn’t always on your side: Your dream client may not have the budget for your services right now, or maybe a strong candidate for a senior position just had a baby and isn’t ready for a move to a new company yet.
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In other words, not everyone you meet will be ready to act on an opportunity at the same time you are. Your job then becomes positioning yourself at the forefront of their long-term memories, so that when they are ready to act, you’re the first person they call. Here’s how to do that.

SINGING THE “CABBAGE PATCH KIDS” THEME SONG

The psychological process by which short-term memories become long-term memories is called “consolidation.” Simplified a bit, it involves neurons in the brain organizing and reorganizing themselves in response to stimuli so that a pattern emerges, helping long-term memory develop over time. Now, you can’t control time, but with the right approach you do have the power to be in the right place at the right time in the consolidation process.

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When I was 6 years old, my sister taught me the “Cabbage Patch Kids” theme song, and she’d make me sing it any time her friends were around. They found this really entertaining, which mean that at each recital I was prodded into, they were highly engaged. I’m 32 years old, and not only do I still remember every word of this song, but my sister and her friends do, too—in vivid detail. By consistently engaging my audience over time, I earned a place in their long-term memories.

Most of us have a song from our childhoods that we remember—lullabies, sing-alongs, Disney soundtracks, etc. But the same idea applies to business and building relationships. If you can continue to engage that client who can’t afford your services yet, or that investor who’s in the middle of a heated acquisition, you can carve out your place in their memories. And when the time is right, you’ll be on their mind.

LEND A HAND

To do that, you’ve got to get comfortable helping others without the expectation of getting anything in return. Aside from being a generally valuable life practice, this is also good for business and your career. We tend not to trust people who only look out for themselves and scheme to get ahead. But people who are helpful and generous with their time build more solid relationships.

A couple of months ago, a friend of mine asked me to write a testimonial blurb for her book, and I took the time to write something thoughtful, no strings attached. This month, I met with Casey Ebro, a senior editor at McGraw-Hill, about my own book. It just so happened that my friend’s book was being published by McGraw-Hill, and the blurb I’d written for her came up in one of Casey’s interactions with her team.

Within the next week or so, my own project was up for review, so in a somewhat serendipitous way, my name came to mind at the perfect time—right when we were working out the terms of our relationship. Prior to that, I was probably just a flicker in their short-term memories. But afterward, I started to earn a place in their long-term memories, an outcome I couldn’t have anticipated by writing an endorsement for my friend’s book.

That’s exactly why everyone should be interested in the practice of evolving from short-term to long-term memory. When you’re cemented in someone’s mind in a positive way, it increases the likelihood that when an opportunity arises, it will come to you.

INFORM, DON’T SELL

As a leader, you’ve likely spent a lot of time planning how to grow your business. But if you communicate with people in a way that signals sales and growth are all you’re thinking about, your relationships will suffer.

Take a step back and think about your habits when you communicate with others. Whether written or verbal, are you sharing an insight or idea or just focused on the sale? Here’s a simple litmus test: Ask yourself if you’re thinking first about what’s valuable to others and putting your needs second. If you’re not, pump the brakes on the sales pitch, and offer to educate them instead.

By positioning yourself as a trusted resource rather than a pushy salesperson, other people will associate you with what you’ve taught them and how you’ve helped them out—and that’s memorable.

If you can switch your mind-set like this (and do it consistently), you’ll become more likely to transition into the long-term memories of the people who matter most to you and your business. And that means you’ll be more likely to land a great opportunity when the time is right for them, too—not just for you.

John Hall is the cofounder and CEO of Influence & Co., a company that specializes in expertise extraction and knowledge management that is used to fuel marketing efforts. He is the author of the book Top of Mind, forthcoming from McGraw-Hill (April 2017).

 

FastCompany.com | JOHN HALL |  08.25.16 5:44 AM

Your #Career : Networking- This Is What You Do When You Want to Own The Room Within 5 Minutes…When Applying these Steps, it Can be Hard to Know How Well you Did. Don’t Succumb to Doubt. Believe in Yourself & What you Have put Forward

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Owning a room is a quintessential skill when navigating both the professional and social worlds. It’s more than looking someone in the eye, having a firm handshake and bringing enough business cards.

business people shaking hands make deal and sign contract

These are the cornerstones of creating a rapport with others, but there’s so much more to presenting the best version of yourself. When you’re on your game, you’ll project charisma, command attention, and inspire trust with your confidence, openness and versatility. It’s about doing your homework, asserting leadership and connecting in a way that will leave an impression long after you’ve left.

Sound like you? If not, don’t worry. These things can be learned. Follow these nine easy tips, and you’ll be prepared to walk into that room as if it always belonged to you.

1. Be prepared.
You’ve heard it over and over, because it’s true — knowledge is power. Who are you meeting, and what is important to them? What are their interests, and what do you have to offer that might catch their attention? Giving yourself the time to formulate a strategy that’s targeted to your audience can make all the difference. To quote another aphorism, “by failing to prepare, you are preparing to fail.”

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2. Walk in with a firm (yet flexible) goal.

Know why you’re there and what you want. Bruce Lee once said, “a goal is not always meant to be reached; it often serves simply as something to aim at.” Think of your goal as a direction, rather than a destination, and you’ll have a much easier time finding your way. And on the way, to take another suggestion from Lee, learn to be like water. There are no perfect fits, but combining adaptability with a clear sense of your goals will allow you to find common ground. Still, water doesn’t mix with everything. In your search for common ground, know when you’ve hit a dead end. If your goals simply can’t align with who you’re talking to, don’t waste your time — or theirs. Walk with purpose.

3. Dress the part and enter strong.
British author Thomas Fuller said, “good clothes open all doors.” Dress to impress for a good first impression when you stride through that door. If you’re having trouble determining the dress code, go back to step one. Your research should provide you with a sense of what your audience will expect when they first see you. Then make sure that your ensemble is clean and pressed. This is the first impression you’ll be making, and you want to begin the race with a head start. That said, don’t be afraid to let a little personality show. Dressing professionally is all well and good, but think of it as a nice picture frame presenting you.

4. Put the phone down.
According to the Pew Research Center, 67 percent of people check their phone for messages or alerts, even without the prompt of a ring or vibration. Dividing your attention when it should be focused on the people in front of you is a major no-no. Unless you’re using it in your presentation, keep your phone in your pocket. You are there for the people you’re meeting, and if you’re checking your phone, it communicates that you’re not interested in them. Do yourself a favor, and turn the phone off. Your messages can wait. The people in front of you shouldn’t have to.

5. Smile and gesture.
If dressing the part is the cake, a good smile is the icing. Researchers at Harvard University and the University of California concluded that smiling is contagious. Your smile really can light up a room! Be the pleasant, friendly person they want to talk to. Make them want to engage. And gesticulate, using body language to draw others in. This magnifies your presence and joy, making you a bright personality that they won’t want to look away from.

6. Pay attention to what they’re saying, and what they’re not saying.
Like checking your rear view mirror, it’s vital to take stock of what isn’t in front of you in a conversation. What are they avoiding talking about? How are they holding themselves? Are they leaning forward? Are they drawing back or folding their arms and legs? Take these factors into account when you respond. And remember that this advice goes double for you. Like your expression and your gestures, your body language will communicate wordlessly with your audience.

7. Don’t commit until you’re convinced.
Research published by the Journal of Consumer Research found that rejecting projects that conflict with your core wants and beliefs leads to more productivity. Don’t say yes unless you can say it with confidence, because the people you bring into your life, and the projects that occupy your time, should be worthwhile. Networking and working for their own sake won’t make you look impressive. In fact, you might end up looking desperate. Don’t overcommit, and don’t accept just anything. Let them want to impress you.

8. Avoid complaining and criticizing.
“People won’t have time for you if you are always angry or complaining,” says Stephen Hawking. Instead of looking for problems, find out what other people want and try to be their solution. Be that answer everyone has been looking for. Even if you don’t have a complete solution, look for ways to move toward one, as opposed to bashing the opposition. Presenting an understanding, positive viewpoint is better than being antagonistic.

9. Don’t just think it — know it.
I can’t stress it enough — be prepared. It is essential to be able to talk the talk and walk the walk. Come off as an expert, speaking confidently and fluently about what your goals are, what you know about them and why you’re there. And don’t fake it! The point isn’t to pretend you know what you mean, but to effectively translate that you do know your stuff, and you’re not afraid to step up.

When applying these steps, it can be hard to know how well you did. Don’t succumb to doubt. Believe in yourself and what you have put forward. Follow this advice, and you won’t need a receipt to prove you owned the room. The messages waiting when you turn your phone back on will be enough.

 

entrepreneur.com | June 2016 | Jennifer Cohen

 

Your #Career : How to Be a Fearless Networker…You aren’t Just Hunting for Favors & Begging for Advice & Advancement Opportunities. Besides, the People you Meet & Get to Know while Networking are Just That — People. They have Families, Obligations, Fears & Strengths — & they Spill Mustard on their Shirts just Like You.

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You’re standing face-to-face with a professional in your industry who can help you advance your career. This is your chance to wow this person with a strong handshake, bright smile and direct eye contact, followed by a witty comment that initiates a loud fit of laughter.

Elegant business partners holding blank papers on green background

However, you can’t communicate well or make a good first impression when your mouth is dry, your palms are sweaty, your thoughts are scattered and you’re blanking on that pitch you prepared.

Here’s the good news: These nervous feelings and anxious thoughts are completely normal (and, in fact, very common), and there are ways to overcome them. Before you know it, you’ll be shaking hands and expanding your network with ease and confidence.

SEE ALSO: How to write networking emails that won’t wind up in the trash

Here are some networking tips to put to use when you feel intimidated.

1. Forget about the business side

Remember that engaging in a professional relationship is not an immoral practice founded on dishonesty. Job seekers should focus on maintaining a casual mentality and they should approach networking with a genuine curiosity instead of a fear of failure (or the more complicated fear of success).

In order to develop a relaxed mindset, job seekers should remind themselves that they are building a social network that is founded on mutual respect, genuine interest and a clear understanding of reciprocity.

In other words, you aren’t just hunting for favors and begging for advice and advancement opportunities. Besides, the people you meet and get to know while networking are just that — people. They have families, obligations, fears and strengths — and they spill mustard on their shirts just like you.

Once you remind yourself of the dynamics of a professional relationship, you can initiate conversations with confidence. Use a warm smile that says, “I’m approachable, and I’m excited to meet you.”

 

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2. Nail down your pitch

According to a recent survey conducted by the University of Phoenix School of Business, 15% of working adults surveyed say they don’t have enough experience to make networking worthwhile. Don’t fall victim to missing out on a great opportunity just because your resume isn’t robust. This is where preparation comes in.

Preparing a pitch can be tricky because it can sound like a sales tactic.

Preparing a pitch can be tricky because it can sound like a sales tactic. Avoid clichés and slogans so the listener knows that you’re sincerely presenting actionable solutions and not blowing smoke just to get a new job. Ultimately, a pitch should be a clear expression of your purpose and intentions. Here’s how to prep the perfect pitch:

  • Self-reflection: The first step is to really think about your goals. What is your purpose for speaking with this person? While the end goal is to advance your career in some way, your real focus is keeping the listener intrigued. You want him or her to be hooked and listen to your entire story.
  • Tell your story: Write a clear introduction that describes who you are, what you do and how you plan on helping the listener. Identify the problem that he or she has and show how your solution is the best one. This is where storytelling abilities come into play. Introduce a challenge, describe how you solved it and explain what you learned.
  • Integrate a call to action: Finally, leave the listener with something actionable. This is where you schedule a follow up, such as grabbing a cup of coffee or going out to lunch.
  • Practice makes perfect: Once you have this pitch written, read through it and practice several times. This is a great method for learning what you need to cover, but don’t try to memorize and recite it word for word — your delivery shouldn’t feel contrived. You want to hit your strong talking points and deliver your pitch from a place of sincerity and confidence.

 

After the pitch and before the follow-up, send a quick email expressing your appreciation for their time. Finally, connect online through LinkedIn, and maintain an ongoing relationship with this contact and their network: Share information, join industry-related organizations, comment on relevant posts, and even contribute content to message boards.

 

3. Relax and stand tall

All of these networking tips are only effective if you feel relaxed. People project their emotional states more than they realize through nonverbal cues. For example, crossed arms communicate resistance and a sense of defensiveness, whereas open arms make you appear more approachable.

Body language is more than just a representation of our emotional state

Body language is more than just a representation of our emotional state. It can even affect our mentality. A September 2014 study conducted by researchers at the University of Auckland and published in Health Psychology found that standing up straight reduces stress. Upright participants said that they felt less fear, higher self-esteem and an overall better mood. Be mindful of your posture and how your body language is being presented when you’re approaching people to network with. They’re reading you before you have a chance to speak.

There are several other simple techniques that can help reduce stress and put you in a relaxed mindset. Certain stretches can provide stress relief, such as ear-to-shoulder stretches, spine rotations and toe touching. Astudy published by Oxford University Press in June 2014 found that regularly practicing yoga and other physical activity provided evidence of stress relief.

Also, practicing mindfulness through exercises like meditation, yoga and tai chi can increase self-awareness and build skills to manage stress. These exercises can also reduce negative emotions. The Journal of Alternative and Complementary Medicine published a study in May 2014 providing evidence suggesting that consistent meditation practice improves a person’s quality of life and general mental health. While incorporating practices like meditation into your daily routine would be the best practice, you should at least perform them leading up to a networking event or professional interaction.

Positive affirmations are a great way of shifting a negative mentality to a positive one. You can write your own by choosing a negative thought about yourself and writing the positive opposite that counteracts that belief. For example, if you’re thinking, “I don’t deserve this opportunity,” you can write an affirmation like, “I deserve this, and I am excited to succeed.” Affirmations like these are realistic and achievable perspectives that you can develop through repetition.

4. Schedule the follow-up

Now that you’re relaxed and armed with an awesome pitch and confident mindset, you are able to apply these networking tips. You have a great opportunity to seize or squander — don’t do the latter. Make sure that once you shake hands, introduce yourself and nail that pitch, you schedule a follow-up.

It’s important to be clear about your intentions for a coffee or lunch meeting. For example, explain how you hope to discuss how you can be an asset to your contact’s company in a more detailed way. Also, use this first follow-up to further your rapport.

After the pitch and before the follow-up, send a quick email expressing your appreciation for their time. Finally, connect online through LinkedIn, and maintain an ongoing relationship with this contact and their network: Share information, join industry-related organizations, comment on relevant posts, and even contribute content to message boards.

These networking tips and relaxation techniques are realistic and effective methods for success.

This article is part of DBA, a series on Mashable about running a business that features insights from leaders in entrepreneurship, venture capital and management.

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VAL MATTAVal Matta is the vice president of business development at CareerShift, a comprehensive job hunting and career management solution for university career centers that gives students and alumni complete control…more

 

Mashable.com | 

Your #Career : 3 Ways to Deal With Job Search Anxiety…This Anxiety can Spill Over into the Interview Process & Cause you to Come Across as a Nervous Wreck who Doesn’t have the Right Skills for the Job.

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Searching for a new job can be an anxiety-provoking activity. This is especially true if you were suddenly laid off or fired. You likely feel pressure to find a job quickly so you can pay your bills and sustain your current level of living.  However, this anxiety can spill over into the interview process and cause you to come across as a nervous wreck who doesn’t have the right skills for the job.

Free- Business Man in Beach Surf

If you want to make a good first impression, you’ll need to get a handle on your anxiety. Here’s how.

1. Understand what’s happening

Psychologist James Pann says when faced with a stressful situation, our body goes into overdrive. We immediately enter into “panic mode,” and our body prepares to fight or run away from a perceived threat. Consequently, we may start to sweat, get the shakes, and feel our heart pounding before and during a job interview. Pann said:

 When it is comes to networking, interviewing, and other stressful job search events, many of us experience at least some of these signs and symptoms. When faced with significant physical or psychological stress, your body reacts with what is termed the “fight or flight response.” The response prepares your body for physical action through sympathetic nervous system arousal and an increased release of corticoids, which are stress hormones. Virtually all the systems in your body are affected, including the circulatory, pulmonary, immune, and nervous systems. The physical symptoms associated with this state include quickened and shallow breathing, stomach disturbance, muscle tension and increased pulse rate.

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2. Visualize

Instead of worrying about everything that could go wrong during your interview, visualize a positive outcome. Imagine yourself making a great first impression and being offered the job. See yourself in a relaxed, happy state. If you can create a vision of yourself as confident and knowledgeable, you will appear more relaxed during your interview. It may also help to use a career vision board. One of the images could be a picture representing the job you want.

“By visualizing yourself as calm, using creative visualization techniques to relax, you can remove nagging anxiety, lower your blood pressure and overcome fears and phobias … If you’re lacking in self-belief and, for example, feel incapable of passing exams or overcoming obstacles in your life, you can call on creative visualization to strengthen your self-image and your belief in yourself. As you grow, you’ll naturally achieve the things you previously thought were impossible,” said author Robin Nixon.

3. Hire a career coach

A career coach can help you identify the right career track, polish interview skills, and offer resume advice. All you may need is a bit of coaching to push you in the right direction and ease your nerves.

“A coach gives you help tailored to you…and will help you develop new strategies and methods as you go along in the search…your coach is your personal sounding board and part of your unofficial board of directors,” said career development coach Joanne Meehl.

However, if you find that your anxiety is overwhelming and is starting to negatively affect other areas of your life, you may also want to talk to a mental health professional. Your difficulties could partly be due to an underlying anxiety disorder.

 

CheatSheet.com | Januray 26, 2016 | 

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