Changing Careers and Advice for New Graduates
“Go to the edge of the cliff and jump off.
Build your wings on the way down.”
—Ray Bradbury
If you’re changing careers, it’s once again critically important to communicate your successes or winning areas on your résumé. Show potential employers that you have already been a success in your current career. If they see this success, they’ll feel more at ease in taking a risk on you, even though you have no experience in their field. The trick is to initially align any existing skills that overlap your new career and highlight them.
You must also spend time finding out who you want to work for in your new industry. Not all organizations or managers are created equal. Do your research to discover which firms or individuals in your target industry are doing great things, then concentrate your efforts on those firms and individuals. Finding an article that a potential employer has written or another sincere way to congratulate them on something they’ve accomplished is a good way to open up a dialogue. You also want to use anyone you might know who could get you in front of them.
Remember too, that busy people’s time is short and therefore valuable. Don’t be resentful if it takes you ten tries to see someone. Never get upset, just work hard and keep making overtures. And think outside the box: don’t be afraid to go to extremes and send something noticeable to get someone’s attention or thank them. Learning Annex founder Bill Zanker talks about how he has often sent flowers to get a business prospect to simply pay attention to his offer or proposal. When interviewing for a corporate job you need to respect professional boundaries, so finding something that conveys thoughtfulness or creativity is often the best way to go. You could call someone like an administrative assistant or receptionist to figure out the interviewer’s favorite food or color—anything that will get you noticed. Sending a nice handwritten note is often a great gesture and can show personal thought and creativity.
It’s also critical to offer your time as a volunteer in your new field, preferably on a regular basis. Volunteering free time, even if it’s just five hours a week, is a great way to get people to know you, see your work ethic, and have a direct experience of what it’s like working with you, which means you won’t be starting out cold. Employers also appreciate the initiative this shows, as it means you’ll work hard once you begin a job with them.
Another tactic is to leave power voicemails or send letters to targeted people outlining your results and desire to move into their field. A power voicemail is one that differentiates you by stating your results, compliments the target about theirs, then asks for a meeting to discuss their accomplishments. This is less intrusive and even allows you to let them know that you want to “interview” them to learn from their great expertise.
A power voicemail to someone within your industry might sound something like, “Fred, this is John Chase. I’ve been the top salesperson at EdjTronix for five years, with 130 percent of quota, winning two number-one ranking awards, and I had the highest customer satisfaction three years in a row. I’d like to explore an opportunity in your organization, as I believe it’s the next step on my career path. Please call me at (phone number).” If you were trying for a position in an industry where you have no current experience, it might sound more like this: “Fred, this is John Chase, I noticed you’re a top engineering leader and I’ve been top 10 percent in the research science industry and did four specializations on chemical plastics research after getting a 3.9 GPA and two awards in college. I’d like to interview for an associate engineer position with your company. I also researched your top two published papers and loved the part about flow control processes. I wonder if I could take you to coffee next week to discuss your work? Please call me at (phone number).”
Insider Secret #12:
You can get people’s attention and create value for them and yourself. But to do so, you must leave your comfort zone and take risks.
You also may want to send a handwritten note that aligns with the facts in your voice message. Even then, you may still have to call two or three times before you get a meeting. Persistence pays off. This is the kind of thing I was referring to when I mentioned going outside the box and leaving your comfort zone. None of it will feel natural at first—that’s okay. The only thing that matters is how it’s received at the other end.
I’ve hired people who had 75 percent of the experience and knowledge I needed over people who had 100 percent. Why? Because I could see that they were hungry, motivated, and they were ready to do whatever it took to succeed.
If you’re a new graduate, you need to capitalize on whatever you’ve achieved so far, whether it was getting a high grade point average or having been a top 5 percent varsity sports player or a leader in student government. Mention any awards you’ve won, even if it was Employee of the Month at Dairy Queen or Staples. Were you promoted to shift supervisor at your summer job? That’s a result you should be highlighting. Show that you excel or make an impact of some sort in every aspect of your life, or that you somehow do some things better, faster, or more reliably than your peers.
Asking for information-only interviews or going to a location where a person you want to work for is giving a speech or workshop is also another way to begin a relationship. It’s also an effective tactic to develop a relationship with that person’s secretary or gatekeeper, as he or she often knows more about the person you want face time with than anyone else. Polite persistence is the key to getting this time.
You can also find out if someone you want to work with has special interests—sports, hobbies, charities, or service clubs—and begin getting involved in some of those. As a last resort, you can send something to get yourself noticed, like flowers, food, wine, beer, a picture, card, or tickets to an event. Keep in mind that there’s a limit on the worth of gifts that can be accepted by some corporate employees and executives which is usually in the neighborhood of one hundred dollars.
While I was recruiting for Oracle, a man three years out of school once sent me a laminated overview of key points about why he would be the best choice for an inside sales job at the company. The envelope had candy in it! That was unexpected, and it got my attention. I told the hiring manager about it but warned him that the man’s résumé wasn’t as strong as some others we had.
The manager responded, “If he did that, I want to see him anyway.” The manager noticed and appreciated the extra effort.
Remember: whether you’re just starting out or trying to make a mid-course correction to your career, never believe that you can’t succeed beyond your wildest dreams. Work hard, have principles, and make sure you live according to your word. In a short time, you can be further than you ever dreamed.
By the way … the guy with the candy? He got the job!
Changing Careers Worksheet