I have had the pleasure of recruiting for my company over the last few months. In that time period I have sent at least 100 emails, read at least 250 resumes and had over 300 conversations regarding the jobs I am recruiting for. Most people I interact with seem “so-so” about the whole job searching process. Part of it, I’m sure is the fact that they don’t know what they want to be when they grown up (aaah no, Jager Bombs is not a career and neither is sleeping til noon). However, there is one person that comes to mind that really wants the job, and honestly I think that this person will get it. But how can I be so sure of this (besides the fact that I am a wealth of knowledge), because this individual asks exceptionally good and thoughtful questions.
Asking a good question is more challenging than one might think. You have to be active in the conversation, must link two like items together and then show some level of interest and intelligence. Easy-Peasy Lemon Squeezy, right… wrong. A good question cannot be premeditated, it must be in the moment and tailored exactly to the person you are addressing.
So back to this kid and the job… he needs a name… we’ll call him Chad.
Through all my on-campus appearances, at the only school in the Big Ten who is 8-0, I never met Chad. He did not come to info night nor our career fair. He applied on line, sent me an email with his resume (which was sub-par)… but then his stroke of genius, he asked me in his email if he had more questions could he call me… awesome! I of course replied yes and the next day he called.
At first he introduced himself and asked few canned questions, “What is the day to day like?” “What department would I be working in” etc etc. But then the zinger came…
“After looking at my resume, what advice would you give me to improve my experience or resume?”
I was floored… this is a thoughtful person who is obviously driven to do better. Chad now saw me as an expert (Dale Carnage play) and I was happy to oblige. I shared with him the fact that he needed to show more results and that ANY marketing leadership experience he could get, regardless of club or affiliation, that would be a smart move. He then closed our conversation by asking what I thought of our football team, another area of interest of mine and then we hung up.
We must have talked for 30 minutes. Going from someone who I had not even considered for an interview to the front runner for a job all by asking terrific questions. So how do your get a job or anything by asking questions:
- Showing interest through a real live conversation does wonders. Stop emailing and pick up the phone.
- Establish rapport early and quickly. If this is a prospective employer or customer, get them on your side and fast.
- Make them the expert. You may know more than they do, but everyone likes to feel important. Asking for advice or opinions is an easy way to demonstrate trust early on.
- Don’t close on business. Find out what people are interested in besides their job. This could be a hobby or sports team, doesn’t matter but showing interest in the other person is persuasive.
- Be Positive. This is a life mantra for me but it works. If you are asking up beat and exciting questions the other person is bound to give you what you want.
That’s how it is done! Now go out there and ask good questions and start getting your way.
