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Stand Out from the Crowd by Demonstration
SEEING IS BELIEVING
What are you more likely to believe, something you see for yourself or something you’re told about? For most of us, seeing is believing. That is why Demonstration is one of the quickest ways to get hired. Employers watch you do the very things they need. When they observe you taking a typing test, they know how fast and accurately you type. When they see samples of your work, or watch you give a presentation, cook a meal, or write computer code, they can see for themselves the quality you offer.
But Demonstration goes beyond these typical displays; it includes everything you say and do. An applicant who charms the receptionist and makes the interviewer comfortable is “good with people,” even if he has never been paid for it. A person is perceived as forward-planning when she comes to the interview having done the needed research and thought through how she can benefit the company. Someone who says she’s reliable, but arrives four minutes late is not reliable. And if you say you’re hardworking, but received mediocre grades in school, were never promoted, or were the first one laid off, the evidence suggests that you actually do only enough to get by. What do your actions and attitudes demonstrate?
Employers believe that what they see you do in front of them is what they are buying. That’s why Demonstration remains the easiest way to prove that you have the image they want, the skills they need, the attitude and motivation they are looking for—all the qualities of their PADMAN. There are a lot of traditional ways to demonstrate value, but there are also lots of creative ways to stand out this way—don’t limit yourself. Tabitha was invited for a second interview as a pastry chef at a new, chic restaurant on the Riverfront. She knew that all of the finalists would be asked to cook from the restaurant’s menu during the interview, but she wanted to stand out. So, to demonstrate her artistry and commitment to doing the extra, she brought samples of two recipes she had created . . . a beautiful white chocolate mousse garnished with edible wild flowers, and the most amazing low-fat apple and walnut breakfast bread. It worked. What hard-to-find quality, attitude, or skill could you demonstrate, so you stand out from the crowd? A waitress could memorize the menu before the interview. She’ll be expected to do it once she’s hired, and it demonstrates her commitment to that restaurant. A salesperson could create a sales pitch, complete with PowerPoint presentation and an investor’s prospectus to show why the employer should “buy” him. An animal trainer could bring a laptop and video of her successfully training animals.
Employers often orchestrate a Demonstration. They may ask you to come prepared with a presentation or they may want you to take a test. They may conduct a group interview to see how social you are, what role you naturally play on a team, if you can group problem-solve, what type of leader you are, and so on. Without warning, they may ask you to sell them an old calculator to see your sales skills and how well you think on your feet. They may playact a fight between staff, or project a negative attitude to see how you respond. They are looking for proof that you can do what you say you can do . . . in every area of PADMAN.
Demonstration is not always intentional. In fact, what you do unintentionally—your helpfulness while waiting for your interview, your unflappable responses to stress questions, and your professional demeanor—is often what employers trust most. And if you demonstrate qualities they don’t want—being late, unprepared, a know-it-all, or rude, acting desperate or having poor hygiene or questionable friends—they will assume this is the real you. Davy wanted to demonstrate his creativity and web-design skills, so he directed employers to several websites he had designed. Among them was a porn site, which caused most employers to question his judgment. What actions or attitudes have you demonstrated in the past that may have gotten you screened out—shyness, arrogance, apathy, disorganization, reluctance to do things their way, anger, or something else? Being aware of these traits is the first step in acting differently. It’s unrealistic to expect a shy person to become outgoing, but she could smile, make eye contact, and say hello. An arrogant person will not become self-deprecating, but he could talk less about himself and show more interest in others. Those who resent authority won’t enjoy being told what to do, but they could equate saying “okay” with getting a paycheck and a promotion. Think about what you must do to project a more positive quality, and demonstrate that instead.
Demonstration is not only what you do in the interview; it’s what you do before and after also. John lost a great job because he rudely stole a parking space from the woman who was about to interview him. Peter’s friendly interaction with the front office staff when he dropped off his résumé made him someone they wanted to work with. When hired, he was told their comments had been what tipped the scales. Employers are always observing and evaluating you. Chantell wanted to demonstrate her professionalism and follow-through, so she emailed or hand-delivered a thank-you note within an hour of each interview. She also emailed information the interviewer had shown an interest in, including details about a software package she had mentioned and samples of forms she had developed. This showed off her skills and willingness to share what she knows to help the business succeed.
TAKINGA PAGE FROM BUSINESS. . .To ignite or heighten prospective customers’ interest, it’s common to give them a small sample of what you have to offer. As a job seeker, what can you give prospective employers that would ignite or heighten their interest? Many technical experts or senior-level job seekers put on a consultant’s hat and offer their time and expertise for free or at a discount if it might land them a permanent job. Both white and blue collar workers can share great ideas, bring in samples of their work, or even volunteer for a day. Don’t give away all your best work. Make them hire you to get the full package.
A FRONT DOOR APPROACH: MORE THAN JUST WORDS
The most common front door Demonstration is taking a temp job, consulting assignment, work trial, apprenticeship, internship, or other on-the-job opportunity to prove you’re the right person for a permanent position. You will be in a great position to discover the employer’s PADMAN and demonstrate daily that you are a perfect match, but you must be deliberate about it. It’s essential that you treat this opportunity as one very long interview. Remember, employers are watching you. Give them reasons to keep you. Prove you match the company’s attitude and image. Discover your manager’s priorities and help achieve them. Be eager to learn, make others look good, and do the extra. And consistently demonstrate the qualities, attitudes, and skills that will make you a unique asset to the company’s team.
Even before you get the temporary assignment, you can begin demonstrating your unique quality, skill, or attitude in order to get noticed by the decision maker. Becky Bean wanted to demonstrate her bold creativity to advertising firms, so she scanned the label from a can of beans into her computer and replaced the information so it became a résumé. It was impressive and memorable enough that she was offered the internship she wanted. Of course, if Becky had wanted to be a paralegal, her “bean can résumé” would not have been impressive, because most legal firms value uniformity and attention to detail, not creativity. Remember, for your Demonstration to be effective, the quality or skill you demonstrate must be something the employer values.
A SIDE DOOR APPROACH: SHOW THEN TELL
Getting an interview is often harder then getting the job. That is why show then tell is one of our favorite side doors. Employers are always on the look out for employees who naturally demonstrate qualities or skills they need. That’s why hiring great staff away from other businesses is so appealing—the employer has already seen the quality of the work. So if you are working and want a change, treat each customer like a prospective employer. Who knows? Your dream job might just find you. If you are not working, how can you show a decision maker the hard-to-find quality, attitude, or skill before letting him know you are interested in working for him? Perhaps you can get some ideas from these examples of how other people got hired.
Richard, who was seeking a position as an advertising manager, created a website highlighting several campaigns he had designed. He contacted twelve decision makers he wanted to work for. Without mentioning that they were his work, he asked them to critique the campaigns, and offered a $150 fee for their expert opinion. He then followed up with those who rated his work highly. Richard said it was the best $1,800 he ever spent. It not only showcased his design skills, it demonstrated his ability to get his ideas in front of the people who matter.
Wendy wanted to work with the elderly, so she volunteered at a local senior center one afternoon a week. She chose a day the director spent among the guests, and always said a casual hello so he became aware of her. Wendy was happy and friendly, and often stayed late listening to the guests’ stories or laughing with them. After three weeks, she approached the director, thanked him for the opportunity to spend time with the seniors, and shared this: “I enjoy this so much that I’d like to make it my career. How would I go about getting a job here?” The director said they weren’t hiring, so Wendy asked about other centers of similar quality that might have openings. He said he would think about it. Over the next few weeks, the director noticed how much the guests liked Wendy and offered her a part-time job with the promise of a full-time position when one came available. Note: Employers won’t assume a volunteer wants a paid position unless the volunteer tells them. Wait to mention it, until you’ve proven your worth, and don’t expect an answer immediately, because employers must decide if what they are getting for free is worth paying for. So, once you’ve asked, continue to do quality work while they’re thinking it over.
Sandra discovered that the senior manager for the company she most wanted to work for had just been elected president of a local industry association. She joined the association, began volunteering in the association’s office two days a week in order to meet the manager, and joined a committee that ensured her unique skills would shine. From the start, she gained a reputation for making the manager/president’s term successful. Her efforts paid off. She was offered a job before the year was out.
There are lots of ways you can show then tell the unique value you offer a company. It can be fun to brainstorm with friends about creative ways you could demonstrate that you have what the employer needs. Also, keep your eyes and ears open for opportunities to get in front of the person you want to work for like Sandra did.
QUICKTIPS FOR DEMONSTRATION• Think of a dozen ways you can demonstrate qualities your new employer needs. Don’t be afraid to be creative.
• Be consistent. Demonstrating the needed qualities, attitudes, and skills is not a one-time affair. Do it whenever you interact with the company.
• Evaluate what your past actions have demonstrated. Determine which you will need to change in order to get hired.
