Ask Dr. Dickie

Having worked in a corporate environment for many years and running a department, I know that it is virtually impossible to get anything accomplished without a certain amount of power and influence.  Power and influence feed off each other and in most cases the more power you have grants you greater influence over others and the more influence you have garners you more power. Research has proven that one of the most important determinants of leader effectiveness is success in influencing people (McFarland, Ryan & Kriska, 2002). The same tactics that help leaders become influential helps job candidates.  Firefighter applicants’ that used soft tactics like rational persuasion and ingratiation were correlated with positive interview ratings (McFarland, Ryan, & Kriska, 2002). Employers often consider leadership skills when selecting applicants for managerial and supervisory positions. Therefore, everyone should learn skills that enhance their ability to influence. The question is how do you attempt to influence others to get them to do what you want them to do?  

Social influence involves doing something that affects someone else in one way or another.  In business how do you get others to do what you want?  Everyday, managers confront situations in which they attempt to influence others so that their behavior is consistent with the organization’s goals, objectives and policies.  When I ran a department the techniques I used most often to influence others were inspirational appeals, consultation, rational persuasion and coalition building.  I used rational appeal because it is based in logic.  When I discussed the logic behind expanding my departmental budget, staff and responsibility, I researched the company’s responsibility as it related to federal EEO laws and where we were falling short; in addition to, the changing demographics and ethnicities of our labor and vendor pool and what we needed to do to meet our corporate goals and objectives.  The logic was there in black and white; therefore, I used rational persuasion to make my point.   

When you go on your next job interview or have a business presentation use rational appeal as it is based in logic.  Before you arrive, know where the company is falling short (you must do your homework) and provide them with solutions.  At this point, you’re in big picture mode and don’t have to provide them with explicit details but have some just in case.  If the company asks you to go into more detail, bam, you’ll know you have their interest. That is the perfect opportunity to plant the seeds for your next interview.  Why does this approach work? It is logic that can’t be denied.  Within your logical appeal, insert an inspirational story that meets with your target audience’s values and ideals. When I mixed rational persuasion with my inspirational spin (I can sound like a Southern preacher) it was a powerful mix.  

Keep your focus on what’s best for the company; if you’re excellent at what you do, there will be plenty of opportunities later to express your wants and desires based on the value you’ve brought to the company.  Right now, let’s get you hired. During the interview process, have a laser sharp focus on what’s best for the company.  Package and express your transferable skills in a way that meets with what the company’s needs (greater revenue, sales, clients, customers; improved brand, better PR; you get the point) what their looking for (the job description) and what you bring to the table (quantifiable skills, success).  I kept my focus on my previous employer’s brand, image and EEO laws.  I ensured our reputation remained positive and influential within the communities where we conducted business and that we adhered to federal EEO rules, regulations and guidelines. I sought the support of others and brought high profile people to the organization which caused me to acquire a larger budget which expanded my influence. Two additional influential techniques that can be used during the interview process are ingratiation and coalition- building with a twist. 

Find out as much as you can about the company and the interviewer and ingratiate yourself to the interviewer.  Ingratiation is getting a target person to do what you want by putting him or her in a good mood or by getting him or her to like you.  No matter how smart you think you are, I know we all think we’re geniuses but people still hire who they like and trust and that will never change so be gracious.  Coalition-building during the interview process is letting the interviewer know the type of network or coalition you have in-place and can bring to them.  Everyone is drawn to power, to influence, so if you have a network of great relationships, drop a couple of names within your inspirational story. Be careful not to over do it and sound rude, arrogant or cocky; sound self assured and proud of the professional network you’ve been able to create and maintain. Sound confident in your coalition and team building capabilities.  It’s a delicate but doable dance and one you should learn how to do.  

The power I began to have to influence others came from several sources, my position automatically gave me a certain amount of credibility and influence and following a few of the techniques I’ve described here, rational persuasion, inspirational appeal, ingratiation and coalition-building. Whether job interviewing or delivering a business presentation or seeking a raise, include a few influential techniques in your career toolbox.  

Dickie Sykes, the President of DGS Consulting LLC, is pursuing a Masters in Psychology at Walden University.  She is a featured guest columnist for We Magazine for Women, Kalon Women, The Savvy Gal and Women Online Magazine. Need a career coach? Contact them at sales@dgsconsultingllc.com or 404 567-5790. To read more articles log onto http://askdickie.dgsconsultingllc.com or to order their ‘how-to’ products log onto www.dgsconsultingllc.com.

References:

McFarland, L., Ryan, A., & Kriska, S. (2002). Field Study Investigation of Applicant Use of Influence Tactics in a Selection Interview. Journal of Psychology, 136(4), 383. Retrieved from Business Source Complete database.

All businesses must keep up with technology and know the impact of global competition, fluctuating business cycles, and shifting demographics to make necessary organizational changes. Businesses like people must understand the new language of communication and learn how to translate their value to customers, stakeholders and partners. To not change and acquire new skills is to have their head in the sand and they will surely disappear.  In this new economy, people like businesses, must change, learn new skills, adapt or they will disappear. 

People who are rigid and inflexible and opposed to change, people who believe they can’t or won’t learn anything new are the ones having a more difficult time during this recession, as they are not willing to reinvent, reeducate or relocate. Individuals who understand that change is an evitable part of life and that they must continually reinvent and remarket themselves and remain open and flexible, are the ones who are a lot more successful during economic hardship. They work part-time jobs, volunteer, experiment with new ideas, write articles, and continually market themselves to expand their personal brand and make new connections. 

In this new interviewing paradigm, knowledge is king and knowledge creates transformative power. Possessing the right information and presenting it in the right way, gives interviewees the power to get any job! To go on any job interview without understanding what you should say and how you should look when you say it, is setting yourself up for a disappointing outcome. In business you must match the medium to the message. You must do the same thing when interviewing. There are certain things you must say to enhance your image as a strong, effective candidate and because people communicate as much nonverbally as they do verbally, there are several things you can do nonverbally that will enhance your image. 

To communicate your leadership potential nonverbally: 

Stand and sit using an erect posture. Avoid slouching as it makes you look tired, sloppy and unprofessional. 

When confronted, stand up straight. Do not cower. 

Nod your head to show that you are listening to someone talk. 

Maintain eye contact and smile at those with whom you are talking. 

Use had gestures in a relaxed, non mechanical way.

Do not frown or look confused or angry when listening to someone talk. 

 Always be neat, well groomed and wear appropriately fitting clothes, not too tight or big. 

Don’t wear strong cologne or perfume or too much makeup. 

Judgment is made within the first 30 seconds of the interview; it may not be fair, but that’s how long it takes the interviewer to size you up.  When you walk in the door have a smile on your face, stand tall and look directly in the interviewer’s eyes, hold their gaze and tell them how absolutely enthusiastic you are about the position. Having up-to-date information about the company and interviewer and presenting it with the right technique, gives you the upper hand in the interview process.  Managers size up how a candidate will perform in the new role by evaluating how much effort he or she put into preparing for the interview. If you're in charge, you want someone who has taken the time to think about how to help the business. Women have lots of great ideas and power but lack confidence; men are overly confident and don’t adequately prepare.  Preparation, research and knowing your target, the interviewer, will give you the right mix of confidence and preparation needed to secure the deal.

Sincerely, 

Dickie Sykes  

References:

White, J.  (1999). The wall street journal millennium (A Special Report): Industry & Economics --- The company we'll keep: corporations aren't going to disappear; but they're going to look a lot different. Wall Street Journal  (Eastern Edition),  p. R, 36:1.  Retrieved July 15, 2010, from ABI/INFORM Global. (Document ID: 47568263). 

Her number one goal is to help YOU talk your way to the top.

While traveling the country, Dickie Sykes saw a great need to help college students with job interviewing and public speaking skills. “I just saw too many people who didn’t express themselves well and it had nothing to do with how academically smart they were. Some bombed interviews; others did not advance up the corporate ladder because of poor public speaking skills,” states Sykes. College students and many older people go to interviews or business presentations totally ill-prepared to sell their VP, which stands for value proposition and not for very important people. In today’s economic climate, performing due diligence is crucial. The first task must be research. Job candidates, understandably, have become fearful, frustrated and fretful. They send out tons of resumes chaotically without having a strategic plan-of-action. Steven Greenberg, publisher of Jobs4pinto.com said: “The thing to avoid is thinking by sending out a ton of resumes, you’re looking for a job. You’re not.” Sykes couldn’t agree with Greenberg more.

Dickie Sykes, a former construction executive is the CEO of DGS Consulting LLC. It specializes in job interview, business presentations and public speaking training. Before founding her company, Sykes was Vice President of Diversity and Community Affairs for an international construction management firm in New York City. She participated in numerous business presentations and interviews where billion dollar projects were at stake. Under her leadership, the company awarded over 900 million dollars to small and ethnically-diverse businesses.

As the unemployment numbers kept going up Sykes felt compelled to act. She knew her company could develop a top-notch, how-to job interviewing product to help college students, and those who may be starting over after twenty years. The company launched ‘Yes You Can Still Find a Job: The Gold Standard of Job Interviewing” on audio CD late last year.

Since then the accolades have kept coming in, from political leaders looking for the latest and greatest job interview techniques for their constituency to project executives who haven’t interviewed in years. “Your job interviewing on audio CD covered every topic I can think of and has prepared me for a job interview,” said Frank Daniti, project executive. United States Congressman Gregory Meeks said, “When it comes to the power of words, Dickie Sykes     is superior in her field.”

Dickie has lectured at colleges and bookstores. She has also been interviewed by 11Alive News, Blog Talk Radio and Clayton State University, profiled by Professional Women in Construction and featured in Genesis1 Magazine and appeared in O, The Oprah Magazine.

Nothing gives her more pleasure than hearing people talk about the confidence and motivation they have after listening to, acting upon and practicing the techniques on “Yes You Can.” Individuals who improve their communication skills gain confidence in almost every other area of their lives. “Every person’s life has a unique story,” said Sykes, “and our product helps them understand how they must tell that story to sell their unique skills and talent to a potential employer.”

What can you do to help lower the unemployment rate?  Purchase ‘Yes You Can’ for someone in your community, church or family today. To learn more about the company or to purchase its how-to products call 404 567-5790 or log onto www.dgsconsultinglllc.com. Korean Americans, log onto http://korean.dgsconsultingllc.com. 

Bloggers continue to connect with her at http://askdickie.dgsconsultingllc.com.  Follow her on Facebook and http://twitter.com/DickieSykes.  Dickie will be speaking in May at the ‘Women Who Rule the World” panel discussion at the Hilton in Atlanta, GA.

One dollar from every CD purchase will be donated to the American Red Cross/Haiti until June 12, 2010.

Product Review by We Magazine for Women

The Gold Standard of Job Interviewing Audio Program by DGS Consulting, Inc. 
 

Speaker’s voice is clear and precise and makes it easy to keep listening.

Each category of job searching is broken down to be able to listen to either as a section or in its’ entirety. The CD stresses knowing the basics of job search, your talents and skills, selling yourself and knowing your resume to its’ fullest. The speaker is emphatic in many areas, yet does not come across as overbearing or arrogant, which is extremely important to people searching for jobs

Some of the main things were advising you, as a job seeker, to go outside your particular comfort zone and be willing to answer honestly the facts that could possibly be brought up by the prospective employer: relocation, diversity, definable skills and talents, active listening, and sending thank you notes for the time the interviewer spent with you. The advice of practicing in front of a mirror is invaluable, as many people don’t realize that they look away from the interviewer or fidget, or possibly have little habits that are not pleasing, until they stare you in the face!

Even if you should pick up one or two new things, these could prove invaluable to you on your job search and may be the key to getting the position. Those of us who have been in the “search area” can find it refreshing to hear new things or to have the “old” ideas reiterated once again.

I found it straight forward and to the point. As I listened to it 3 times, I took notes and compiled them into the review. It is something that can be listened to while driving, sitting at the computer, as well as just plain listening to it. 

In conclusion, Yes, You Can Still Find a Job Audio Program can be utilized by anyone searching for a job, or looking to improve their current position. It brings to mind many things that have been set aside by most job seekers and keeps it thorough and precise throughout.

This 60 minute audio CD comes with 42 page PDF text guide and retails for $17.99

READERS CAN PURCHASE  “Yes, You Can Still Find a Job” online at www.dgsconsultingllc.com or www.Amazon.com as well as various retailers in Georgia.

ABOUT THE AUTHOR: Dickie Sykes     is the Founder & CEO of DGS Consulting LLC, a management consulting firm that specializes in job interview, business presentation and public speaker training.  Honored by her alma mater Queens College and named by The Network Journal as one of the 25 Most Influential Women in business, Dickie is known for helping people talk their way to the top of the business world with integrity, passion and authenticity. To learn more about the company visit them at www.dgsconsultingllc.com.  Asian Americans visit http://korean.dgsconsultingllc.com.

Reviewer: Christina Aronoff

 7 steps to re-employment

You must get a handle on your fear and anxiety, as those behaviors will definitely hinder your successful job search and have you spending your limited funds on doctor visits and antidepressant meds. You may be unemployed but you are employable. The key is regardless of how anxious you feel, not to sound wimpy or act afraid; speak with confidence and act like a winner!  Don’t beg; instead sell your value. Selling, promoting and expanding your value are the actions that will lead to re-employment.  

The majority of people entering or leaving the workforce today will not be getting a gold watch for twenty-five years of service.  In fact, The U.S. Department of Labor has stated that the average employment cycle includes workers having six to seven jobs and three to five career changes.  You should be prepared to move on, continue to grow and learn, keep your skills up-to-date and take calculated risks.  Be bold, confident and courageous and start interviewing.

 Interviewing Strategies: 

1.)   Establish and Sell Your Brand:  

What does your personal brand reflect?  What do people think of when they hear your name? What does your personal story say about who you are?  With a well established brand, your reputation starts to precede you and companies come a calling. You’ve developed great contacts, relationships, experience, and a personal brand. Continue to maximize your good name and good work ethnic while seeking employment. Contact everyone within your social network circle and beyond and request an informational interview, investigate pro bono opportunities with ‘targeted companies’ to showcase your talent to a potential employer risk free. There are many free and inexpensive ways to promote and expand your brand. Seek out writing and speaking opportunities with your alma mater, non-profit organizations and newspaper and magazine editors to share your knowledge.  Your brand expands with each speaking engagement and writing assignment. 

2.)   Define Your Experience and Knowledge in Broad Terms: 

Using broad terms will open up doors to many different types of careers and industries.  Whatever your particular sets of skills, maximize and sell them to targeted companies within many different industries. Jenny Sanford went from the world of investment banking to running her husband’s congressional and gubernatorial political campaigns.  He won both. Maybe now she wishes the louse had loss but that’s a story for another article.  I went from construction management to becoming a motivational speaker and career coach. You must define your experience in broad terms because excellent skills are needed in many industries. Skills, talent and experience are transferrable to many industries and careers; never underestimate the power of talent.

Follow the stimulus money to determine where it has gone and where the next influx of cash will go. Research the following sectors:  education, healthcare, technology, green jobs, energy and utilities, transportation and the government. Be smart and knowledgeable. Don’t waste time and energy on industries/companies that are not hiring. 

3.)   Don’t Go in Blind: 

Perform due diligence.  The first task you must complete is research. Research ‘targeted companies’ that you have interest to identify how your skill, talent and personality will best fit their needs.  Based on your research, what can you do for the company?  How can you save time, money, improve operations, increase customers or improve its image?  Have quantifiable examples of past successes and what you can achieve for them.  Read and evaluate their mission statement. Know their philosophy before you arrive.  Remember every interview is about what you offer, want and expect from the employer versus what the employer is looking for, needs, offers and will provide.  Make sure you can discuss intelligently and succinctly the needs and wants of the employer and how you can satisfy them.  Steven Greenberg, publisher of Jobs4pinto.com said:  “The thing to avoid is thinking by sending out a ton of resumes, you’re looking for a job. You’re not.” I could not agree with Greenberg more, you are wasting valuable time and energy; invest more quality time up front.   

4.)   Research the Interviewer: 

Will it be one person or a panel of people?  You may have things in common with your interviewer(s).  You may have gone to the same college, or you may attend the same place of worship or your children may play on the same little league team. Find out what’s most important to them and then find the point of connection. You want to know going in so you can weave a story of authenticity, familiarity and similarity. What hasn’t change in the American workforce is people hire who they like and trust. Remember, your competition will look very similar to you on paper. Performing these tasks up-front will absolutely set you apart.  I’ve heard many interviewers say, “I have a good feeling about that guy.” Those words are visceral and usually have very little to do with cold hard data.  The world has changed but what will never change is employers hire talented, smart people that they like and trust. 

5.)   You Have 30 Seconds: 

Judgment is made within the first 30 seconds of the interview; it may not be fair, but that’s how long it takes the interviewer to size you up.  When you walk in the door have a smile on your face, stand tall and look directly in the interviewer’s eyes, hold their gaze and tell them how absolutely enthusiastic you are about the position.  In the US, research has proven that holding someone’s gaze establishes trust. When seated, sit up straight and don’t slouch; slouching makes you appear sloppy, tired, lazy and unprofessional. Over 80% of communication is nonverbal. Having good posture and smiling transmits the proper nonverbal messages: I’m trustworthy, confident, smart and likable.  

All that takes about what 15 seconds.  When asked, ‘why do you want to work for us’?  Have your VP, which stands for your value proposition and not the very important person you think you are, established and well rehearsed.  It should be no more than two or three sentences. You can get into details during the course of the interview. Your value proposition tells the interviewer how the company will benefit from hiring you.  You must know this going in.

 6.)   Interview the Interviewer: 

Prioritize a list of five to seven questions that indicate a long-term interest in the company.  Let your questions be a reflection of the type of research you’ve done, so don’t ask simple questions that can easily be answered by reading the company’s website.  Ask questions that reflect your IQ & EQ, think Albert Einstein meets CNN Hero. You may get answers that shock and surprise you and that lead you towards another company.  Remember you are interviewing to get an “offer” not to take the job necessarily. 

7.)   SSHH – Listen-Up: 

When the interviewer is talking that person will be giving you direct information about the position you are going after, the company’s culture and what its expectations are.  Let the interviewer talk 80% of the time and pay close attention. This will give you the opportunity to gain valuable insider knowledge to use at the time of the interview and during your follow-up.  So listen-up and think on your feet, you’ll soon be hearing “You’re Hired.”   

To learn more about the company or to purchase its how-to products call 404 567-5790 or log onto www.dgsconsultingllc.com. Korean Americans, log onto http://korean.dgsconsultingllc.com.  One dollar from every CD purchase will be donated to the American Red Cross/Haiti until June 12, 2010.   Follow me on Facebook and Twitter.

Nothing beats face-to-face networking because you are able to tell your story with enthusiasm and passion.  Attend networking events on a regular basis because familiarity makes buying from, recommending or hiring you much easier. Focus your networking on events where your colleagues, clients, and potential customers gather. In these hard economic times don’t waste time or money attending events that don’t meet your target demographic. Show up with your elevator pitch prepared and practiced so you can talk about your value proposition in a way that benefits the end user.  

(5)     You’ve got to move it, move it 

The jobs in your town may have moved overseas, or the industries may have slowed down or shutdown; you may have to move it, move it. Don’t let fear paralyze you from exploring all your options. Depending on where you live in the country, some manufacturing and skilled labor jobs are not coming back. You will probably have to get retrained in something else or relocate. If you are able to move don’t be afraid to relocate but before you do, research the area and the opportunities. Your research should include: career opportunities, housing, schools, cost of living and houses of worship so that you can reduce the number of surprises once you move. Will your spouse be able to find work? Do your need to sell or rent your home? You may have to move across town, across country or across the world to explore career opportunities. Internationally renowned bestselling author Dr. Wayne Dyer says “When you change the way you look at things, the things you look at change.”  So think of your journey as an adventure instead of something you dread.  Don’t be afraid to explore and live a big, bold, beautiful life. 

Depending on your age, your grandparents or great-grandparents probably left their homeland to find work in America. I’m sure they were nervous and filled with trepidation, but they still moved it, moved it. At least research and investigate relocation; let it be an option you explore. During bad economic times such as the Great Depression people moved, people made tremendous sacrifice and they made tough choices.

To learn more about the company or to purchase its how-to products on job interviewing call 404 567-5790 or log onto www.dgsconsultingllc.com. Korean Americans, log onto http://korean.dgsconsultingllc.com.  One dollar from every CD purchase will be donated to the American Red Cross/Haiti until June 12, 2010.   Follow me on Facebook and Twitter.

Part III

(3)     Everyone Has a Story – Learn to Sell Yours  

I reinvented my career but I carried the authentic story of my life, the story that made me successful in construction management into my new life.  That story gave me validity, credibility, notoriety and confidence to try something new. I had to communicate my history of giving successful presentations, forming strategic partnerships and creating contract opportunities for hundreds of businesses, in a format that would attract new clients.  My products are sold in bookstores and on Amazon.com. Recently, my storytelling was the impetus behind winning the Fit for Fall Contest with O, The Oprah Magazine.  Learn to tell your unique story and all sorts of doors will open up. 

Notice my emphasis on confidence. In the book, “All Things Are Possible Through Prayer” Charles Allen states: “A man who has lost his nerve is a pitiful creature. He shrinks from every task and he turns away from every opportunity.  But when he believes in himself, he develops power and strength he did not know he had.”