“一分鐘電梯演講”用來求職靠譜嗎？
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親愛的安妮：我準備放棄當前的工作，追求更大的職業發展空間。這將是我20年以來首次求職。上一次在不熟悉我工作的人面前談論自己，已經是很久以前的事情了，所以我閱讀了大量關于自我推銷的建議，其中有一條建議是：利用簡短的（一至兩分鐘）“電梯演講”，概述自己的能力和經驗。 ????對此，我有兩個問題。一是我擁有近二十年的工作經驗，足跡遍及全國各地，所以要把這些經歷濃縮在一兩分鐘之內并不容易。二是“電梯演講”這種事在我看來根本不靠譜。你和其他讀者怎么看？我需不需要來次“電梯演講”？——S.S. 親愛的S.S.：在參加社交活動或派對的時候，你是否遇到過有人不顧你的感受，硬要照本宣科地介紹自己的生活和職業？假如你遇到這種情況的反應是想方設法擺脫對方，你就可以想象一下，在電梯里遇到極力向你游說的人，心里會是怎樣的感受。 ????相比之下，史蒂夫?亞斯特羅表示：“如果你在派對或者婚禮等場合遇到某個人，并約好下周一起吃午餐，這并非因為你們彼此進行了乏善可陳的自我介紹，而是因為你們相互建立了聯系。這同樣適用于面試、電梯里或其他任何場合。” ????亞斯特羅是一位品牌顧問，他的客戶包括麥當勞（McDonald's）和珍妮?克雷格減肥公司。最近，他出版了一本與此話題有關的新書《放棄游說：即興說服的藝術》（Ditch the Pitch: The Art of Improvised Persuasion）。他表示，千篇一律的演說注定不會有人愿意聽，這是因為我們每天都會被成千上萬的廣告信息狂轟濫炸，以至于“只要感覺有人想游說他們，人們就會產生防衛心理。” ????更重要的是：“如果你在不了解對方的情況下準備一些信息，你又怎么知道這正是對方想了解的呢？這樣做就像是在黑暗的房子里扔飛鏢一樣，漫無目的。” ????所以，他建議：“與其在電梯里進行令人窒息的自我推銷”，不如練習如何激發對方的好奇心，讓對方愿意了解更多。他說：“你不可能在電梯里做成一筆交易或得到一份工作，如果是高級職務，即便通過一次正式的面試也不見得能夠成功。所以，你的目標應該是引起對方的興趣，并獲得再次見面的機會。” ???? |
Dear Annie: I'm ready to move on from the job I have now to something with more scope for advancement, which means I'm job hunting for the first time in about 20 years. Since it has been so long since I had to talk about myself to people who aren't familiar with my work, I've been reading a lot of advice on how to go about it, and I keep coming across this idea of having a short (one- or two-minute) "elevator pitch" that sums up my skills and experience. ????I have two problems with this. First, I've had almost two decades of experience that varies all over the map, so it isn't easy to pack it all into a minute or two. And second, the idea of trying to do that just seems really phony to me. What do you and your readers think? Do I need an "elevator pitch" or not? -- Skeptical in Seattle Dear S.S.: Ever been to a networking event, or a party, where someone buttonholed you and delivered a scripted presentation of his or her life and career? If so, and assuming your reaction was to look for some way to escape, you know what it's like to be stuck in an elevator with someone who's delivering a pitch. ????By contrast, says Steve Yastrow, "If you've ever met someone at a party -- or a wedding, or anywhere -- and made a date for lunch the next week, it wasn't because you and that person made scripted presentations to each other. It's because you connected. The rules are the same in a job interview, or on an elevator, as everywhere else in life." ????Yastrow, who is a branding consultant with clients like McDonald's (MCD) and Jenny Craig, recently published a book on this topic called Ditch the Pitch: The Art of Improvised Persuasion. A canned speech, he says, is doomed to fall on deaf ears, partly because we're all bombarded with thousands of advertising messages every day, to the point where "when people sense a pitch coming at them, they get defensive." ????Even more important: "If you create a message before you know anything about the other person, how can you possibly know it's what they are looking for? It's like throwing a dart in a dark room." ????Instead of "sucking up all the air on the proverbial elevator by talking about yourself," he says, practice piquing the other person's curiosity so that he or she wants to learn more. "You won't close the deal, or get the job, in an elevator, or even in one interview if it's a senior role," he says. "So your goal should be to earn the other person's interest -- and another meeting." ???? |
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