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????親愛的安妮：雖然我不能接受退休，但是我還是選擇了“內退”，以免被雇主解雇。在過去的幾個月中，我一直在尋找一份項目管理的工作。我有個問題，希望得到您的解答。 ????經常有人告訴我，我應該聯系職業圈里所有的熟人，詢問他們是否知道哪里有職位空缺，因為最好的工作（特別是管理職位）不會發布招聘廣告。我一直在這么做，直到最后，同事不再回復我的電話或Tweets，我覺得我已經讓人厭煩了。您或您的讀者對此有什么好的建議嗎？我現在該怎么辦？—局外人 ????親愛的局外人：毫無疑問，在目前的經濟形勢下，很多人擁有廣博的人脈關系,但他們卻患上了一種所謂的“社交疲勞”癥。 ????喬納森?克林德勒表示：“如果你和你的社交圈內的某個人聯系，而這個人好像不太愿意與你溝通，那么這個人就患上了‘社交疲勞’癥。他或她可能已經接到過太多求職者的電話，而且確切地說，他們都在尋找有關職位的相同信息。” ????FreshTransition是一家提供在線職業生涯管理工具的公司。克林德勒是公司的共同創始人。他主張，要打破這個瓶頸，求職者需要做好充分準備，著眼長遠，為未來可能出現的機遇做好準備。這聽起來可能有些不切實際，但是，克林德勒指出，這是銷售精英在競爭中勝出，贏得新客戶的最佳方式。 ????克林德勒表示：“成功的銷售人員具有發現未來機遇的能力。他們通過逐步建立關系網，占領先機。”這一方法對求職者而言也是有效的，原因如下。 ????首先，克林德勒指出：“公司就像生命有機體，在不斷地發生變化。總有員工退休或離職，或者新項目啟動，因此，總會有新的職位空缺產生。通過采取前瞻性思維，你就能在事前發現機遇。” ????其次，你所遇到的情況近來日益普遍，但是著眼長遠可以幫助避免這一問題，消除過度損耗關系網這一風險。克林德勒表示：“當你詢問職位空缺，而且如果沒有職位空缺時，你們的對話就會終止。不僅如此，通過這次談話，你也表明了自己的意圖。下次當你再聯系同一個人時，他早就知道你的意圖。如果他無法幫助你，你們就無話可說了。” ????反之，如果利用銷售精英使用的方式來培養社交關系，那么繼續維持交往并最終找到工作的機會就大得多。克林德勒在此提供四條建議，以供參考： ????1. 開始交換信息。克林德勒建議：“關鍵是要做到充分了解你的目標行業，這樣，在與業內人士溝通時，你就能參與到討論中，而不是尋求幫助。” ????“提供信息，或者詢問某人對某一行業問題的看法，而不是尋求幫助，這可以產生一種完全不同的動力”——這種動力可能讓人們更愿意接聽你的電話。 ????2. 管理潛在的信息源。克林德勒指出，銷售精英非常細心地記錄與潛在消費者的每次對話，求職者應該以他們為榜樣。 ????克林德勒表示：“求職者需要詳細記錄與之交談過的每個人、交談的時間和主題。當你在專業刊物或行業博客中發現相關的話題時，同時發送給有關人員，這樣，你們就能繼續對話了。” ????3. 少說多聽。傾聽得越認真，就越能發現機遇，“所以，當一種趨勢轉變為職位空缺時，你就會知道如何抓住機遇，”克林德勒表示。 ????4. 樂于做某個特定領域的“熱心腸”。現在，許多領域的銷售精英像顧問一樣，具有解決問題的經驗，而不僅僅是推銷產品或服務。克林德勒建議求職者也應該做到這一點。 ????每周騰出一點兒時間，回答人際關系網（LinkedIN）問答環節中的問題。克林德勒表示：“這是一個絕好的機會，幫助你和那些與你面臨同樣問題的人建立一種聯系。當你回答問題時，附上你的聯系信息，并簡要地‘推銷’自己。”你永遠都想不到究竟誰會看到這些信息，并且決定聘用你。 ????這樣做涉及大量工作，克林德勒是第一個承認這一點的人。“這并不容易，要有耐心，”他表示。但是他同時也補充道：“銷售人員能取得銷售成功，不是因為他們能說會道，而是因為他們在銷售過程中贏得了潛在消費者的信任，累積了信用。為了成功，求職者需要持有同樣的態度。” ????反饋：對求職者來說，社交疲勞確實是個問題，你同意這一點嗎？求職者要如何應對呢？歡迎發表評論。 |
????Dear Annie: I'm hoping you can clear something up for me. I've been looking for a job in project management for the past several months, after taking "early retirement" as an alternative to getting laid off, although I can't afford to retire yet. ????I keep hearing that I should be contacting everyone I've known in my career to ask if they know of any openings, since the best available jobs (especially management positions) aren't advertised anywhere. So I've been doing that, but it's getting to the point where people aren't returning my phone calls or answering my Tweets anymore, and I feel like I'm wearing out my welcome. Do you or your readers have any suggestions on where to go from here? — Outside Looking In ????Dear Outside: No doubt about it, in this economy, plenty of well-connected people have come down with an ailment you might call networking fatigue. ????"If you contact someone in your network and that person seems not to want to talk to you, then it's the wrong person," says Jonathan Kreindler. "He or she is probably hearing from too many job seekers, and they're all after the exact same information about current job openings." ????Kreindler, who is a co-founder of FreshTransition, a company that offers online career-management tools, contends that the way to get past that bottleneck is to start thinking long-term, by positioning yourself to take advantage of opportunities that don't exist yet. This may sound impossible but, Kreindler notes, it's the way top salespeople beat out the competition and win new customers. ????"Successful salespeople have a knack for spotting future opportunities," he says. "They develop leads by building relationships gradually over time." For job hunters, this approach makes sense for a couple of reasons. ????First, "companies are like living organisms. Things change constantly. People retire or quit and new projects get launched, so new opportunities are always on the horizon," says Kreindler. "By putting yourself ahead of the curve, you find out about them in advance rather than after the fact." ????And second, taking a long-term approach helps avoid the situation you describe, an increasingly common one these days, where "you run the risk of wearing out your network," Kreindler says, adding: "Once you've asked about current openings and there aren't any, the conversation is over. Not only that, but you've defined the equation so that, the next time you contact that person, they already know what it's about and, if they can't help you, there's no dialogue." ????By contrast, cultivating your network the way top salespeople do is far more likely to lead to the kind of continuing connections that result in getting hired. Four tips from Kreindler on how to do it: ????1. Start an exchange of information. "The key is to know your target industry so well that, when you communicate with people in it, you're participating in a discussion, not asking for a favor," Kreindler suggests. ????"Offering information, or asking someone's views on an industry issue, rather than requesting help, sets up a completely different dynamic" -- one that may make people more willing to take your phone calls. ????2. Manage your pipeline of prospects. Kreindler notes that top salespeople are meticulous about keeping track of every conversation with a potential customer, and job seekers should follow their lead. ????"Keep detailed records of everyone you've spoken with, when, and what you talked about," he says. "Then, when you see something relevant in the trade press or an industry blog, send it along and continue the conversation." ????3. Listen twice as much as you talk. The more carefully you listen, the better able you'll be to recognize opportunities on the horizon, "so you'll know how to position yourself to take advantage when a trend becomes a job opening," says Kreindler. ????4. Be the "go-to" person on a particular subject. In many industries now, top salespeople act like consultants, bringing problem-solving expertise rather than just pushing a product or service, and Kreindler advises job seekers to do likewise. ????One way is to set aside a bit of time each week to answer questions in the Q & A section of LinkedIn (LNKD), which "offers a tremendous opportunity to connect with people who are struggling with an issue you have worked on in the past," Kreindler says. "When you answer a question, include your contact information and a brief 'elevator pitch' about your background." You never know who might see it and decide they need you. ????Kreindler is the first to admit that this all adds up to a lot of work. "It's not easy, and it takes patience," he says. But, he adds, "Salespeople often get the sale because they are trusted and have built their credibility over time, not because they hit prospects over the head with a sales pitch. To succeed now, job seekers need to adopt the same mindset." ????Talkback: Do you agree that networking fatigue is a problem for job seekers now? What can they do about it? Leave a comment below. |
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