Acton MBA - Career Compass

CAREER compass

HELPFUL tips

Cold Calling is easier than you think!
Business people everywhere dread cold calling. Often we feel anxiety and embarrassment when we pick up the phone to make a cold call, but there are ways to get over the fear and make a genuine connection.

“They can’t hurt you!”
This sounds funny at first, but it’s true. The person on the other end of the phone is not going to kill you for wasting their time. They may be short tempered, inconsiderate, unfriendly or unhelpful. But they can’t harm you - so don’t be so scared. And who knows, the person could turn out to be helpful and kind. You won’t know until you pick up the phone and call.

Always smile
The person on the other end of the phone is a human being and can sense your feelings and mood. If you’re smiling, it eases the mood for you and the person you are calling.

Be interested
Being interested in another person is unusual in business these days. People are always concerned about what they want and what they need. Try to sense what kind of day the other person is having. Listen to what they are not saying by paying attention to the tone of their voice.

Don’t give away too much
Remember, the other person doesn’t know who you are, what your title is or if you are a customer, employee, vendor, or pesky sales person- so don’t act as if they do. They can sense fear!

Keep it simple
The easier you make it for someone to help you, the more inclined they are to help. It’s not rocket science. All you need is to find the right person to talk to and reach out to them. Be clear and concise.

"Keep adding people to your network.. What you want is both quality and quantity."

The Pathfinder
Nicholas Lore

TOOLS

Resume Tips
A great resume doesn’t have to follow all the usual rules. It doesn’t have to be one page in length or adhere to a certain format. Each resume is a one-of-a-kind message.

Here are a few helpful reminders.

Know exactly what the potential job entails, the company’s policies and hiring process, and who makes the decisions.
Understand what the employer needs and what you have to offer before you begin drafting your message. Try matching their needs to your strengths on paper first.
Remember to emphasize the hard evidence, such as contests won and business results achieved, while minimizing negatives such as job hopping and claims not backed by evidence.

For more suggestions check out How to Choose or Change Your Career for a Lifetime of Satisfaction and Success by Nicholas Lore, creator of the Rockport Institute Career Choice Program. Programs like this one can be a good resource for career guidance: www.rockportinstitute.com Resumé Example

Connecting with the Business World

Networking is a very important part of building your career. At Acton we encourage our students to schedule face to face meetings with entrepreneurs.

Personal interviews are not for narrowing your search or learning about jobs. This is an inefficient use of time. Likewise, a casual acquaintance doesn’t know you well enough to plan your career. Do your research and industry homework first.
Be specific about what you need. People are more likely to help you if they understand how they can help with minimal time and effort.
Make it easy. Never ask for a lunch if a short meeting will do. Never ask for a meeting if a phone call will suffice. Never ask for a call if an e-mail will work.
Ask questions. Your goal is to establish a relationship. Use the personal interview to learn about the other person. Once they believe you are sincere and dedicated to their industry, they will be more likely to help.
Follow up. Always, always, always write a handwritten thank you note.

Read more tips on Networking Do's and Dont's: Naive Networking

Interview Tips

Congratulations, you got your foot in the door! Here are a few tips to help with the interview process:

Understand your interviewers position with the company.
Don’t just discuss why you want the job. Instead, focus your attention and the conversation on how you can help the company and why they want you.
Ask questions in order to clearly understand what the role would require of you. However, don’t waste the interviewer’s time inquiring about things you should have learned before the interview.
Research. You should be prepared to answer the question, “What do you know about our company?” or “What interests you about working here?”
Practice. Rehearse and run through potential interview questions with a friend. Or, tape record yourself and review.
Running late can make you feel stressed. Plan to arrive 10-15 minutes early. However, don’t ask to begin your interview early - bothering your interviewer before the scheduled time is just as irritating to them as your being late.
Relax. It’s okay to take a moment to formulate a response before answering a question. Don’t interrupt the interviewer. Wait for him or her to finish their comment or question and then take a short pause to consider your response.
Dress well. Your appearance should be groomed and polished. Limit jewelry and cover any body art if possible. Remember that if you’re hired, you will be representing the company. Dress so that any potential employer would be proud to have you represent their organization.

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