The clear message in ‘Drive’ is something which most of us have always known intuitively -- that money does not motivate people in the work place in the long term.  But us Pink explains in the book (and in the video clip below) there is now a raft of scientific research that backs up what we’ve already known.

So why do so many employers and business leaders get obsessed with trying to motivate people via the old fashioned carrot and stick approach hey…?

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In case you missed any of the posts, below is a quick summary. Just click through to read the post.

1.  The Number One Rule For LinkedIn Users

2.  Increasing The Number of Connections On LinkedIn

3.  How Well Must You Know Someone Before Connecting?

4.  Three Rules For Connecting With People You Don’t Know

5.  How To Get High Quality Recommendations On LinkedIn

6. Tips On What To Write In Your Status Updates

7.  What To Write In Your LinkedIn Profile When Job Searching

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Not because the other search channels were ineffective – but because in a tight job market a much larger proportion of roles are being filled by employee referral programmes and direct hiring from firms rather than recruiters and job sites. An abundance of candidates, smaller recruitment budgets and slimmed down HR teams (who manage and process applicants) being the main reasons.

Over the last few months he has made some progress – but hasn’t secured a job offer despite is impressive resume / CV. This is largely (in my opinion) due to the fact that he has been searching mainly via recruiters and job sites (i.e. the complete opposite to what I suggested) and so faces huge competition for a smaller pool of positions.

When we met 4 months into his search, I suggested he changed his approach to focus much more time and energy on networking and less time and energy applying to the same recruiters and job adverts that every other lawyer in town is applying to.

He told me that I was wrong.

That the legal world was different to other sectors. Busy lawyers don’t have time to network apparently and so my advice wasn’t relevant to him.

How stupid of me. What do I know anyway, I’m only the career and recruitment guy right? If I’d listened to my parents when I was younger and become a clever lawyer like a good Indian boy then I’m sure I would have known better….

….sorry, I digress – let me carry on with the story:

In response to this, I gave him some very direct feedback and some Sital style straight talk coaching to get him to open his mind and change his approach. I also shared some simple practical steps to take along with some client success stories to inspire him.

After much discussion and debate (why do lawyers want to debate everything…?), he reluctantly agreed to put some of my suggestions into practice.

Fast forward to a week after that conversation when he contacts me for help and advice on finalising an upcoming interview.

“An interview…??” I ask.

Yes, an interview for a role within the in house legal team of  prestigious firm (..in fact an award winning legal team that he would LOVE to work with).

It’s initially a 12 month contract as the firm cannot officially recruit due to redundancies and cost cutting across the organisation. But they have some issues that need resolving along with a much slimmed down team and so the department head created the just role for him based on his specialised expertise.

Which means there is no competition for the role, no recruiters to deal with, no HR involvement and no bureaucratic interview process. Just one interview with the decision maker and hopefully an immediate start assuming all goes well at the interview.

…and where did this wonderful opportunity come from you ask? That thing lawyers don’t do – networking!

That’s right, a contact of his approached the legal head on his behalf after a chance meeting at a conference (…so lawyers aren’t THAT busy then hey?).

I resisted the urge to say “I told you so” and instead point both him and you towards some lessons from this story:

The Lessons:

1. There are plenty of problems out there to solve

As I mentioned in a previous article titled “3 Ways To Find Consultancy Work”, most firms don’t have big recruitment budgets right now – but they have lots of problems to contend with. And consequently need solution providers.

2. Organisations need solution providers – consultants, interim managers and contractors

Organisations are currently stretched – they’re operating with fewer people whilst trying to maintain market share, grow revenues and (for some firms) deal with increased regulatory controls.

With the continued pressure on costs and a shaky path to economic recovery, the safe bet is to hire contractors/interim managers and consultants who can help take the pressure off – yet not be a cost burden if there is another dip in the market.

3. They find these people via their network

With the pressure on costs and the abundance of talent in the market place, firms are reluctant to spend money on recruiters and head hunters unless they have to. They instead prefer to source talent directly or via employee referral programmes.

So if you’re spending the majority of your time applying to online ads and chasing up recruiters, you’re missing out on a heap of potential roles.

At the same time, as my legal client found out, there are roles out there that have not even been created – and often get created because a hiring manager meets a someone they can trust – an ex-colleague or a recommendation from someone they trust and know.

You don’t find these opportunities by sitting in front of your computer for 6 hours a day ‘job searching.’

4. Don’t make assumptions or underestimate the power of your network or the people you know

Networking does not necessarily mean hanging out at fancy cocktail parties exchanging business cards.

Networking is all about relationships. And relationships are based on conversations. Regardless of how busy they are, everyone I know has conversations with people they know (online and offline).

Lawyers have wives, husbands, partners, tennis partners, university friends, neighbours, golfing friends, financial planners, cousins, etc. In fact so do people in every other profession.

So everyone has the ability to connect you to people and opportunities – but only if a) you invest in that relationship and b) they know how to help.

So never underestimate the power of your network and the people they in turn know.

5. We all need some ‘tough love’ at times

What my legal client needed was a gentle ‘kick in the pants’ to get him to reconsider his failing job search strategy and some ideas on taking a new approach. He needed someone that cared enough about his success to have an honest and slightly uncomfortable conversation with him so that he could start moving forward.

How about you? Are you surrounded by lots of agreeable types or people who are willing to challenge you and show some ‘tough love’ in order to help you move forward..? A gentle nudge to help you step out of your comfort zone and network much more than you are now.

I am not for a minute suggesting that you don’t utilize the services of recruiters and job sites.

What I am suggesting is that you search via multiple search channels approach job search whilst placing a strong emphasis on networking.

I don’t know whether my legal client will be successful in securing the role – and indeed whether the role will be right for him. But I do know that he now clearly understands the value of his network.

That value and that lesson will stay with him for life - not just for his immediate job search.

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Questions: If I’m job searching, what should I put in my LinkedIn profile?

Answer: Here are 10 tips:

1. If you’ve been made redundant, don’t write “looking for a job.” Factually it may be true, but it smacks of desperation and isn’t the first impression you want to give to recruiters and contacts coming to your page.

Focus instead on telling the reader what you can do, what you can offer and who you can help by following the 9 tips below:

2. Don’t define yourself simply by your previous job titles (it limits the potential opportunities)

3. Define the target sectors, the kind of problems you can solve and the value and benefits you’ve a track record of delivering (it will open you up to different possibilities)

4. Make sure you state job titles (recruiters search using titles and so to come up on searches quote the type of key words and titles you think they’d put into search)

5. Notice how this list is full of contradictions (there’s no hard and fast rules. I’m simply sharing my experience and opinions – so make up your own rules and test them)

6. Test, try, edit, evaluate (now rinse and repeat)

7. Make the profile more than two lines please

8. But don’t tell me your life story

9. Make it slightly different or quirky from what everyone else writes on their profile (take a look at my own LinkedIn profile)

10. Be yourself. Don’t try and be different or clever by copying what everyone else writes.

Do you agree or have I got it all wrong? Feel free to share ideas or suggestions in the comments section below.

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Questions: Have you any tips on what to write in the status updates on LinkedIn?

1. Be Respectful of people’s attention

Just because your contacts agreed to connect with you on LinkedIn doesn’t mean you can spam their home page every day with irrelevant updates and self promotion.

2. Be Transparent

I often see people write a status update encouraging you to click on a link which then takes you through to some random product that they’re earning affiliate income from.

I’ve no objection to people promoting and earning affiliate income – but, like most people, don’t appreciate being misled. So be transparent.

3. Be of Value

Before you post a status update, ask yourself: “Will my status update be of value to my network? Will it be interesting, useful, entertaining or beneficial in some way?

If the answer is “no” or “I’m not sure”, don’t post it.

4. Be personable

Whilst LinkedIn is a professional networking site, it also allows people to see what you’re doing and feel more connected to you, without having to exchange emails or phone calls.

So share what you’re up to occasionally. But again, just ensure it’s something that would be of interest or value to others.

It’s useful if you’re telling me that you’re preparing a presentation on xyz subject, doing some charity work, just leaving town for a business trip, just started reading a great book or have just found a new job.

It helps me get a snippet of what you’re doing and feel more connected to you.

But saying “I’ve just had coffee” isn’t particularly of interest to many people – so maybe leave that for Facebook status updates rather than LinkedIn.

5. Promote with caution

If you’re going to self promote or make requests for help via the LinkedIn status updates, then do it sparingly.

If the only time people ever see your status updates is when you want something or are trying to promote something, then many contacts will view you as one of those people that only calls when they want something (..you know the type of people I mean).

But if you’re regularly sharing valuable, useful, interesting updates – then when you do want something or are promoting something, most people will have no issues with it. And in fact, are more likely to try and help you because you’re someone that shares openly.

6. Protect and enhance your Personal Brand

Remember, everything you write on LinkedIn is searchable via Google and other search engines. So any client, recruiter or employer will be able to see what you’re writing. And as every time you update your status, it’s an opportunity to enhance (or indeed damage) your personal brand.

So be clear about what you want to be known for, how you want people to perceive you and ensure that your status updates enhance your personal brand rather than damaging or diluting it.

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Question: How do you get genuine, personalised recommendations on LinkedIn?

Answer: Here are 4 tips to follow:

1. Make personal requests for a recommendation via phone or face to face before sending the LinkedIn request for recommendation

2. Request results and benefits driven recommendations

3. Ask people to include comments on what they feel makes you different or unique

4. Get into the habit of giving your contacts personalised recommendations (without wanting anything back)

Have you any more tips or suggestions…? Feel free to add them in the comments box below.

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Question: ”Are there any guidelines on connecting with people you don’t know?”

Answer:

Here are 3 rules to follow:

1. Be respectful of what type of networker they are:

There are 3 types of people on LinkedIn:

a) ‘Open Networkers’

People who are open to connect with anyone who approaches them

b) People who will only connect with people they have a relationship with

I know some people who will absolutely never connect with people they don’t have a face to face relationship with. That’s their choice and their prerogative.

c) People who are somewhere in between

I’m one of the ‘in between’ types.

I’m not an open networker that says “anyone, come and connect with me”, but at same time on my website I openly invite people that read my blog and newsletter to connect with me. Similarly on my Facebook page, I have link backs to my LinkedIn page too. So what I’m saying is that I’m open to connecting with people on LinkedIn who have some type of relationship with me (even though we may not know each other personally). That’s my choice.

Everyone is different so take a few moments to read people’s profiles, website, blog (if they have one) to look for clues to what they prefer and be respectful in following their preferences and choices in how they use LinkedIn.

2. Where possible, always go via a mutual contact

In the offline world, if you want to connect with someone you don’t know, it’s always best to go via a warm introduction rather than making a cold approach. The same applies on LinkedIn.

So mention the mutual contact within your invitation note and you’re more likely to get a positive response and begin the relationship on a good footing. Hardly rocket science, but many people don’t think to do this and simply try and make a cold approach or don’t bother at all.

3. Personalize and ‘be nice’

I hate the standardized LinkedIn invites. I know it’s a small thing, but taking 30 seconds to personalize a message makes so much difference. It tells me you want to connect with me rather than simply clock up the number of connections you have.

So if I receive a LinkedIn invite from someone I don’t know but they’ve personalized the note I’m generally fine with it.

E.g. “Hi Sital, I read your blog and really enjoy it. I hope you don’t mind me adding you to my LinkedIn network”

or “Hi Sital, I heard you speak at xyz and really found what you had to say about abc interesting. Would it be ok for us to connect on LinkedIn..?”

I’m totally fine with connecting with these types of people – because they’re being polite, respectful and have taken a few seconds to personalize their note.

In summary

If someone doesn’t know you, is not an ‘open networker’, has no mutual contacts with you and sees that you haven’t bothered to spend 30 seconds writing a personalized note in the invite – why should they be bothered to join your LinkedIn network?

Be respectful, be personable and be nice – it works (most) of the time…

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Question: ‘How well do I need to know someone before inviting them to connect on LinkedIn?”

Answer: Use the same common sense you’d use in the offline world

If you met someone at a networking event or conference, you’d usually exchange business cards and details once you’ve developed some kind of rapport or interaction with them. Sometimes it takes 20 minutes of conversation, sometimes it takes just 2 minutes – there are no hard and fast rules.

The same principle applies on LinkedIn – so use your common sense.

Consider how much rapport you have with them, how recently you interacted with them, how you came into contact with them (complete new contact or via a warm introduction) – and then, if you feel appropriate, invite them to connect by sending a personalized note (ie not using the standard LinkedIn invite).

“And what about connecting with people I don’t know? Is that a complete no no?”

I’ll answer that in tomorrow’s post.

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In recent weeks I’ve had flurry of questions about using LinkedIn.

So over the next week I plan to post the 7 most common questions I’ve been asked along with my typical reply.

Here’s the first question and answer:

Question 1: “I’m just getting into LinkedIn – what would you say is your number one rule or principle for using LinkedIn?”

Answer: Focus on helping others, not just growing your network or ‘getting stuff’

The currency of networking is generosity – i.e. helping others.

And that’s what your focus should be when doing any kind of networking – being helpful and valuable to your network of contacts instead of simply trying to ‘get stuff’ from them – e.g. job leads, contacts or potential customers for your products and services.

LinkedIn is simply a networking tool – a technology platform to connect with your professional network.

And so the principle of being generous applies to your interactions on LinkedIn too. So if you’re new to LinkedIn,  don’t worry too much about how to do stuff – just keep asking  yourself “how can I help my contacts?” and  “how can I be of value to them?” and you’ll figure out everything else as you go along.

Just remember: We reep what we sow. So focus on cultivating a strong LinkedIn network by focussing on what you put into to it-  and in time all the support, contacts and leads will come to you (very often from different sources).

So what’s your number 1 LinkedIn rule or principle? Feel free to share your thoughts in the comments box below.

Look out for the answer to Question 2 tomorrow:

Question 2: “What’s a good number of contacts to have on LinkedIn? How do I quickly increase the number of connections I have?

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By the way, if you’re currently job searching and want to know how to use LinkedIn to find your next job, you may want to take a look at my instantly downloadable audio programme: “7 Ways To Find Your Next Job Using LinkedIn.”

I’ll talk and walk you through some simple yet effective ways to speed up your job search using LinkedIn. For further details, click here now.

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