How to make yourself more relevant in job interviews, networking and selling situations

The R factor represents your ability to relate to other people and to be relevant to them. This is an important attribute in networking, job interviewing and business situations. In his book The Likeability Factor, Tim Sanders suggests that your likeability is determined by four factors, one of which is Relevance – your capacity to connect with others’ interests, wants and needs. Knowledge and experience are not enough these days. People skills will play a big role in your future success.

Click through to read about some practical tips and ideas on how you can make yourself more relevant in various business situations including networking, selling and job interviewing situations.

Networking Situations. In my mind, building rapport is job#1 when networking with the other people. You must find common ground to better connect with them. It’s about starting conversations that lead to relationships that create mutual benefit. So, what can you do to better relate to other person or group of people at a networking event?

Here’s an idea. When introducing yourself at a networking group meeting, ask a question before you say your name. The question should be one that helps to create relevance for THEM. What experience -painful or pleasurable – have they had that connects with what you do, what you offer or what you’re looking for? For example, if I’m going to position myself and focus on my presentation training services, I might start with a question like

• “When was the last time you suffered through a long, boring PowerPoint presentation? Was it last week, yesterday, today, right now? (pause) Well, my name is Kathy McAfee, The Marketing Motivator, In my role as executive presentation coach, I help business professionals like you stop global boring by reducing your PowerPoint emissions to get greater results from your next presentation. Kathy McAfee, The Marketing Motivator.”

That 64 word “elevator pitch” would probably take less than 30 seconds to communicate. Its power lies in its ability to make an instant connection with the audience. After all, everyone has experienced a boring PowerPoint presentation sometime in their business life!

If you are in 1:1 networking situation, I suggest that you spend some time getting to know the person (as a person) rather than just what they do for a living. Ask them to tell you about their background, where they grew up, where they’ve lived. What are their hobbies? What do they do on weekends? Get to know them as a human being. When you find common ground -places of common interest, passion and experience -why then, share your experiences. Lastly remember that when networking you must suspend the urge to transact and sell stuff. Rather you must put your energy into getting to know the other person and exploring how you can help each other.

Net Net: in networking situations, relating to the other person and building your relevance to them will make for a more meaningful and lasting connection.

Selling Situations. In selling, relevance is the question of whether of not you have what they need when they need it (hopefully right now.) Don’t assume that they have been looking for your great products and services (even if they called the meeting.) I like to take my time and first 1) establish rapport; 2) find out about their current problem – what’s holding them back from getting what they want. Really dig into the problem by asking lots of questions. Resist the temptation to immediate “fix it” or provide the solution. Don’t rush to close the sale, no matter how desperate you are.

Remember what author Tim Sanders said about Relevance: it’s your capacity to connect with others’ interests, wants and needs. Capacity means you are willing and able to take the time necessary to truly understand their world. In many ways relevance means that you understand me – you get me. Let’s face it – it’s all about me. Be relevant to me.

Net Net: in selling situations, ask more questions. Listen twice as much as you speak. You become relevant if and when you truly understand your prospect’s need and pain points.

Interviewing Situations

Hiring managers are looking to find the candidate who best fits the job requirements and company culture and represents the least amount of “risk.” Your resume and connections got you in the door. Now you have to leverage your people skills to land the job (that is, if you decide that you want it). So where does relevance come in? Obviously they had a need or else they wouldn’t be interviewing you for the open position. How can you “relate to” the person who will decide if you’re in or out? Here are a few ideas for you to consider:

• Look around the office, notice the personal pictures and types of books on the book shelf. Do these items give you any clues about the person and what they care about?
• Build rapport with the interviewer before you jump into the resume run-down. Try to make the other person more comfortable with you by mirroring and matching their body language. If they lean forward and are animated, you follow suit. If they sit back with their arms folded and speak more slowly and quietly, you do the same.
• Ask them a personal question such as “When you accepted your position, how did you know that this was the right job for you?” Their answer will reveal some interesting insights into their decision making strategy. Listen carefully.
• Do your part to make the interview a conversation, rather than an interrogation (by them) or a one-way presentation (by you)
• Have some energy. Wear a smile. Be someone fun to be with. After all, if you take the job, you are going to have to work with this person. You might as well enjoy them.

Net Net: in interviewing situations, you become more relevant when you present yourself as more than just a living resume. Be human. Be someone enjoyable to work for, work with and work around.

When all else fails, ask yourself this question:

How do I make myself more relevant to the other person in a way that creates value for both of us? How do I do that?

Ask this question over and over and your unconscious mind will go to work for you 24/7 to find the answer.

Photo credit:http://www.flickr.com/photos/deks/185651630/   Nice work photographer Christopher Woo.

About the Writer: Kathy McAfee is The Marketing Motivator and president of Kmc Brand Innovation, LLC, an executive presentation coaching and consulting company specializing in driving growth through innovation and motivation. Her company helps motivated business leaders and ambitious entrepreneurs become the recognized leaders in their field by mastering the art of influential communications including more effective speaking, presenting and networking. To learn more, please visit www.MarketingMotivator.net or call (860) 408-0033