Recent news addressing the job market and the economy suggest both may be moving into “more positive” territory and that the stock market may have already seen its lowest point in March.  Of course we have no way of knowing if this is a new trend or a false alarm.  However, we do know – to quote Jim Stewart at www.StewartGroupAssociates.com  (a senior level networking group dedicated to sharing information and leads on meaningful roles in the economy) that “in these unprecedented economic times, ‘elder statesmen’ executives are facing difficult transitions, especially those 55+ years of age who were highly compensated, in a single industry most of their careers and are unwilling to relocate.”

 Therefore the question that begs itself is – What advice can we give elder statesmen executives?  How can elder statesmen stand out in the crowd?  In my twenty odd years advising senior executives in transition, I can point to four areas below which they need to focus on to stand out in the crowd and, in doing so, they can address any concerns the hiring company might have.

 1. The best way to stand out in the crowd is to have someone make a third party introduction on your behalf.  For example:  “Fred, I suggest you see this guy; I hired him as an attorney to work with me to assist in restructuring the Company and I got more than I expected.  Not only was he hard working, dedicated and a man of high principle, he is also a multi-talented executive.  He made me a chunk of money.”

 2. Keep fit and look younger than 55.  That means ensuring that you are perceived to be younger (note the difference between perception and reality) -i.e. don’t give an aura of a smoker or drinker; imply you exercise a lot (even if untrue); avoid discussions about grandchildren.  At interview, move quickly and shake hands with greater than normal energy, speak louder than you might otherwise do, be up to date with the sports scores and if your daily hobby is tennis or jogging, make sure the interviewers know.

 3. Be up-to-date with technology – join the younger set!  Ensure that computer tasks performed by those younger than you present absolutely no challenge to you: email, Microsoft Office, Power Point, Google, Yahoo, Twitter, Facebook.  You don’t have to be a programmer.  Indicating you use both PC and Apple would be a big, big plus.  Don’t use AOL (too family oriented); I suggest gmail.  Subscribe to Citrix’s “GoToMeeting” and to “GoToWebinar” and also “GoToMyPC.”  Become a member of “Linked In” and join “Twitter” and “YouTube.”  In other words let people know that “you get it.”  Consider putting your computer and Internet skills on your résumé.

 4. Older executives work harder and are more persistent: They have operated in both good and bad times, are less greedy about salary and bonuses, often don’t need health insurance (already covered by prior employment), are more flexible, can accept interim or part time assignments, are prepared to travel back home at weekends and do what is necessary to “get back into the game’ knowing that when the good times return they will be perfectly placed to hit the ground running – having collected a wealth of new business contacts. Above all, older executives have many more references to fall back on; use them.  Surely, it’s much better others talk about you than you about yourself.  However the references must be from senior, credible leaders within your industry. Why not introduce yourself as:  “When I left GE last year to join a smaller company, the well-known CEO said to me ‘What do we have to do to make you stay?’.”  (We actually used this to great effect.)

 Remember the goal:  to get back into the game (and I don’t mean the golf course).  Finally the four thoughts above always at the forefront of your mind: be flexible; appear energetic; How am I perceived?  Am I employable? Am I offering value? 

 Finally, finally:  remember what Clement Stone (founder of Combined Insurance) described in his book “The Success System that Never Fails“  He was referring to Probability Theory: “The more people you present the policy, the greater is the probability of a sale.”  He also said:

“Tell everyone what you want to do and someone will want to help you do it.”

 About David Werner International:

David Werner International is one of New York’s top executive career marketing companies with over 30 years experience in executive career marketing and outplacement services for Presidents and Vice Presidents.  The company now harnesses the power of the internet where they have created personalized career portfolios for their candidates which act as a virtual showcase of a candidate’s history and proven success record.

 In addition to helping top executives transition companies, DWIC is also sought out by leading executive corporations to provide specialized marketing services to senior executives.    Throughout their 30 years of successful search and placement, DWIC has provided services to primary corporations such as Viacom, Shell, BFGoodrich, Mobay/Bayer, Pfizer, Time Warner, Alco-Standard, The Equitable, Contel/Executone, Booz-Allen, Tribune Broadcasting, Commercial Union, Revlon and more. 

 To keep up with David Werner and his advice on today’s ever changing job market, visit his blog at

david-werner.blogspot.com

How To Perform Once The Phone Rings

Let us assume that the objective is to get into the office of the decision maker who can employ you. Therefore, as in real life, first impressions are paramount. It is true that no one can see you – for all they know you might be in your swimming pool – but the fact is that people can perceive, after a lifetime using telephones, a number of factors which might escape an anxious job seeker looking to make a favorable impression.

Therefore, I hear you all ask, what are these factors? Many are obvious, some less so, and one or two will be new to you.

Let us first of all understand the process. To do so we need first identify the direction of the conversation … that is, who is making the call.

Obviously there can only be two answers: you are a job seeker initiating the call … or they, the potential employer, wish to contact you because your fabulous resume, letter, or referral prompts them to seek further information from you in your office (if you still have one) or at home (in the evening).

However, there is a third possibility, their or your answering machine. Let us deal briefly with answering machines.

ANSWERING MACHINES

Time is money and people get annoyed spending time to speak to a magnetic tape or digital recording. Recognize this. Therefore make your message short and sweet and to the point. Your answering machine message:

“I am sorry I cannot take your call, please leave a message at the tone.”

Remember about first Impressions; the caller was hoping to speak to you, couldn’t reach you at your home number, and felt thwarted. For men looking for a new position. I always suggest a wife (or a girl friend) record the message . . . and vice versa. (No! I am not a chauvinist). Why do I suggest this? Because your neutral position is still unaffected and assumptions as to who you may be or how your voice sounds (education, accent, etc) cannot, through this initial contact (that failed), awaken any prejudices and thus harm you.

The message you leave on their answering machine:

“Good afternoon, I am David Werner returning your phone call. It concerns my letter I wrote on March 3, which was prompted by our mutual friend Joe Caruthers. The time is four thirty Friday the ninth. My number is 212 123-4567. Thank You.”

(Notice the careful selection of just a few words. .There’s enough information: not too much, not too little.)

Never just say never “It’s David Werner and I am returning your phone call” and then hang up. People resent that statement. You will sound like a third-rate insurance salesman or broker. Always give the context or reason why you are calling. Be helpful. Think about it. How would you feel if it were you listening to your answering machine . . .to a voice you have never heard before.

YOU, THE JOB SEEKER INITIATE THE CALL

There are two key factors to bear in mind: your voice and the words you use. Obviously the purpose of the phone call is to exchange information that will benefit the potential employer in such a way that an interview will be set up.

Again, the topic of this brief message is telephone tips … NOT how to get through the door. (That technique is a much more complex process.)

YOUR VOICE The secret here is ENERGY . Tired depressed people never get asked to interviews. Keep your opening statement short, say 30 seconds. Speak firmly without pause or hesitation. If you have a quiet, gentle voice (like I do), hold the phone 10 inches away from your mouth, raise your voice and shout a little. You’ll be surprised what a difference that makes. After all there is no reason to have the receiver on your ear for the first 20 seconds while you speak.

Make your voice smile and use humor. Laugh a little. Practice talking in front of the mirror in your bathroom with your tape recorder on. This aspect of VOICE is important. Before my clients go out on interview, we role-play one-on-one, not only in the interview situation but also on the phone.

Remember, we all like friendly people. We don’t like cold or aggressive people. Let your voice reflect a warm friendly personality . . .not a tired or aggressive one.

YOUR WORDS

The secret here is being prepared. Do your homework.

“ Good morning, Mr. Smith, my name is Werner, David Werner, and a mutual friend of ours, Joe Caruthers, suggested I give you a call because he thought my experience in the medical devices field, marketing to physicians in Europe, could be of benefit to Consolidated Devices.”

Pause for 2 seconds to indicate to Mr. Smith that you are in total control at your end and then continue:

“Is this a good time to discuss this?”

(Notice the careful selection of words: not too much, not too little) Now you keep your mouth shut until the ball is returned into your court.

Remember to build value at each step, talk no more than 40 seconds at any one time, use silence or pauses to establish your points and, for goodness sake, answer the question, don’t hesitate, don’t waffle, don’t contradict and argue. At this time, be quick to agree. And if you don’t know the answer, say so.

Such a phone conversation in a busy executive’s life need last no longer than 5 minutes. Yes! That’s all you’ve got to make your point. Tough, Eh?

THEY, THE POTENTIAL EMPLOYER CALLS YOU AT THE OFFICE: Obviously, if you are employed or still have the use of a secretary to answer incoming calls, all he or she need say is “Good morning, Mr. Smith’s office – how can I help you?”If unemployed, acquire a dedicated phone line at home just for you (and, please not for your children).

Better still, create a “Virtual Office.” Sign up for an answering service, a Virtual Secretary, such as Virtuosity (www.virtuosity.com – (800) 441-1188). Such a service will cost between $49 to $99. They will answer your telephone calls and route to you at a specified location. If you are not available or choose not to take the call, ‘she’ will take a message for you asking for the caller’s number. You can receive email or SMS notification of all new messages.

AT HOME: If you get a phone call at home, I advise all my clients to say the following:

“Thank you for calling Mr. Smith. We are entertaining right now. Is it possible I can call you back later tonight or tomorrow morning?”

The question that begs itself is clear. Never discuss an important career decision or career opportunity unless you are properly prepared. Second, once you can get into the control position, life becomes easier. Think how much better you will be able to operate when dialing the direct office number the next day.

Gaining control immediately when you are not the initiator can be easier than you think. Use psychology. Let us assume that one of your phone calls has at long last been returned at home in the evening and you wish to gain control by attending to it there and then. To collect your thoughts (which might be directed at subject matters not printable here) why not perhaps try something like this:

“ Mr. Smith, thank you for returning my call. My guests are just leaving, let me get to my study, I’ll be one minute.”

One minute later you pick up (having used the hold button on the phone and not having moved from your chair) and say:

“Sorry about that, I am always reminded (with a smile in your voice) of the important phone call that never comes until you get into the bath”

The caller has to be flattered by your use of the word “important” and it will cause the caller to make sure the conversation will not be a waste of YOUR time.

Finally, if you feel you have wasted your time reading this article and have learned nothing, I hope you will at least retain this key piece of advice: chemistry . If you don’t like that word, try Comfort.

People look for a high comfort level when first “meeting” others on the phone. A laugh or smile, as you know, goes a long way to break down a barrier. Can your voice smile? Try it? It is a fact that people only like people like themselves. It’s a 2-way street. If you determine that the potential employer is short, sharp, to-the-point, humorless, gruff, busy . . . then please echo those same energetic traits in your own voice and attitude.

I don’t mean to suggest for one minute that you should compete to win, but rather echo and reflect the caller’s high energy level and style so that he/she feels there might be a good chemistry fit. Conversely, a quiet, gentle and conversational style that you perceive the potential employer to have should be countered with a similar gentle approach (although that might be alien to your personality). Don’t forget we are talking only about phone manners here; we are not talking about what constitutes a perfect job fit.

And finally-finally, no nasty animal is going to jump out of the phone and you say “BOO.” In spite of what you may think, there is no logical reason to be nervous of a plastic receiver or mobile phone connected through wires into a telephone or cellular network.

You are in control, you hold the instrument in your hand next to your ear and you have the power to listen when you choose, answer when you choose and use words, pauses, silences, when you choose. Yes, you have the choice whom to call, when to call and what to say.

Has your goal been achieved? I hope so. I hope you will be able to say tomorrow:

“ Fine, Mr. Smith. I look forward to >meeting you next Friday at 12. It sounds most interesting.”

TELEPHONE TIPS was prepared and written by David Werner, President of David Werner International Corporation, a New York-based executive career marketing company, and Caroline Werner, his daughter, a graduate in Media Studies from London University, England.

For more information: www.dwic.com

Amid talks of a failing economy and lingering job marketing, executive clients of David Werner International seem to be the chosen few when it comes to career transition.  The Executive Career Marketing services of David Werner International have helped leading company Presidents and Vice Presidents transition careers with reduced waiting time in-between.

David Werner International is one of New York’s leading marketing firms for senior executives.   They have been providing personalized marketing and management services to top executives for over 30 years.  Their long standing successful history coupled with piles of client testimonials help make this firm one of the leading executive career search firms in New York. 

Potential candidates seeking experienced career marketing services can pour over the hundreds of client testimonials written in favor of David Werner International. 

Click here to read testimonials

Stephen Drees, President of Allegiant Group, Inc stated, “David understands the ins and outs of conducting a professional and thorough job search. He helped me to reposition myself at a key point in my career. I would recommend him to executives looking for their next opportunity.”

The New York firm caters to Presidents and Vice Presidents only.  DWIC provides personalized, one-on-one, confidential marketing services for these executives looking to make a career transition. 

Another satisfied executive, Ed Singh, a Fortune 500 technology executive commented, “I found David’s service invaluable.  For me he was more than a headhunter – he served as a career counselor, career coach, and friend.  I did not realize it when I first engaged him, but I needed all of that not just to get a job but to make a significant jump up the career ladder.  I am now again ready for a significant jump in my career, and of course I have signed up with him again.”

The company pointed out that a significant number of their clients are repeat clients—those who have used DWIC services in the past and, after four or five years, return to be remarketed into more-senior, more-responsible positions. 

Executives can find more information on these and other services offered by David Werner International by visiting them online at http://www.dwic.com