For the last couple of months, I’ve been speaking at ProNet Charlotte on the idea of “The Right Fit”. ProNet is a free career center for professionals located in Uptown Charlotte, NC. One day, AnnMarie Young, Chief Marketing Problem-Solver for ProNet, and I were talking about the dreaded phone call after an interview. You know the one where the recruiter calls saying, “You were an awesome candidate but we were looking for someone who’s a better fit.” Your response, “What the heck!”
Here’s the really interesting part. It the same kind of comment every business owner/salesperson hears when they don’t make the sale. So this question of “right fit” extends way past the job hunting situation. Accepting an offer, whether a job offer or buying a service or product, is based upon how we think it “fits with our need”. Acceptance hinges on believing it will make our life easier, better, more enjoyable.
Of course everyone’s definition of what’s easier, better and/or more enjoyable can be different. But the ability to understand another’s point of view and selflessly be committed to helping them achieve success is the key to your own success.
Talent Drive (www.talentdrive) recently released and www.CLOmedia.com published the results from its “Job Market Perceptions” survey. The findings confirm that employers are increasingly becoming focused on finding people who can solve specific problems. Generalists are out. Specialists are in high demand.
Here are a few takeaways for job seekers.
- 71% of employers say that more than half of their open positions are “specialized.”
- 61% of job seekers consider themselves to have a “broad skill set” rather than “specialized in their field.
- 73% of job seekers have had more than five interviews per month since starting their job search with over 75% receiving zero offers.
- The most effective hiring tool is social media sites and networking.
Now compare that with a few facts for entrepreneurs.
- 100% of all sales result from a belief that the product/service purchased solves one of three things-a change in a condition, circumstance or the essence of who you are.
- 100% of people buy because they were given a good reason why the product/service is a perfect fit for them.
- On average, it takes 5 – 7 encounters with a sales person before a person will buy.
- Networking, LinkedIn, Google, and Facebook are the most effective social media tool for creating the relationships necessary for getting leads and selling products.
Every successful entrepreneur will tell you the same thing. Your success depends on your problem solving ability. It’s seems the hiring managers are looking for the same thing. Holding onto the outdated strategy of being a generalist –the ability to do all things – will hold you back. Transform your beliefs, transform your results. Change from having a broad skill set to what’s in demand. Specialists are in demand.
Very interesting information. It seems to me that being a specialist and being a generalist may sometimes be characteristics of the same individual. A person with more experience may have mastered several specialties and consider themselves a generalist. The challenge then is to target positions where one or more of the specialties can be used. Make sense?
Further, while I recognize that “right now” is what matters to job seekers, is this condition likely to continue, or is it more a reflection of companies growing selected areas with limited funds?
Comment by Ken Robey — September 13, 2010 @ 12:59 pm |
Hi Ken,
Thanks for the comment. You are correct. Job seekers I speak with start off listing everything they can do, have done or think applies in hopes of getting an interview/job. They hang onto the shotgun approach when what employers are asking for a more like a rifle shot. Narrow specific and targeted on the solution needed. Whether this will continue will be a factor of how consumers buy habits develop. What will continue is the diversity of ways consumers find where they get their needs met. I think the idea of tightly drawn niches is the answer and employers are responding to that. Their customers are so specific in their taste and for anyone working to be successful they’ll need to understand the buying habits/decisions of their customers.
Sharp employers are noticing the affect of customer loyalty on the bottom line. They are drilling into that and up selling their customers along their desires. I think this new mentality will go across all kinds of functions not just customer facing ones. HR, Finance, Legal, IT professionals will have to understand how the company influences customer decisions and apply their functional specialties to ensure alignment with that goal.
Comment by Denise Cooper — September 13, 2010 @ 6:19 pm |