Selling Your Stuff 2000

The WetFeet.comMini-Insider Guide

Selling Your Stuff:How to Succeed at

Career Fairs2 0 0 0

V E R S I O N

Newly Updated for the Y2K Recruiting Season

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Overview 2

Career Fair Dos and Donts 2

Bottom Line 4

The Rehearsal 5

Recruiters Favorite Questions 6

The Performance 16

The Encore 17

The WetFeet.com Career Fair Notepad 17

Table of Contents

Copyright 1999 WetFeet.com, Inc.

Inside theCareer Fair

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2Copyright 1999 WetFeet.com, Inc.

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OverviewIf youve been out on the job market for a little while, chances are youverubbed shoulders with a career fairthe ultimate job bazaar. Typically held ona university campus or in a vast, breezy convention center, job fairs usually fea-ture booths sponsored by dozens or even hundreds of employers, from smallsoftware start-ups to large manufacturing companies. Job fairs also featuremobs of job seekers, all milling around from table to table, handing outrsums, collecting company brochures, and accumulating free chocolates andlogo-emblazoned paraphernalia. Lured by the possibility of landing a quickand juicy offer (and the opportunity to save money on mailing out thosersums), you may even have joined the throngs of job seekers at one fair oranother.

How did it turn out? Well, were sure you got your fillof the free chocolateand the pounds of company literature you ingested. However, that laparound the tables may not have gotten you a whole lot closer to your real goal:making a good match on the job frontespecially if you didnt prepare effec-tively. Indeed, having participated in many career fairs ourselves, we are

Dos

> Do know what you want to get out of the fair.

> Do select several companies youd like to talk to before you go to the fair.

> Do read all the magazine and news-paper articles you can find about the companies that interest you (WetFeet.coms NewsCenter is a good place to start).

> Do practice a fifteen-minute spiel that introduces you and explains your interest in a particular company.

> Do wait your turn in line and take notes.

> Do ask recruiters the best way to follow up.

Donts

> Dont just drop your rsum off and walk away; learn what the company is looking for.

> Dont ask for a job if you dont knowanything about the company.

> Dont ask,Do you have any jobs?> Dont monopolize the recruiters

time.> Dont assume you made such a

great impression that youre a shoo-in for an interview. Follow up.

> Dont be afraid to ask what role the career fair plays in recruiting for the company.

> Dont overdress and dont under-dress (but err on the side of over-dressing).

Career Fair Dos and Donts

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astounded by how poorly most job seekers present themselves to the compa-nies in attendance. As one recruiter says, Im dying for somebody to stand outfrom the crowdand very few do. Although you shouldnt expect to land ajob as a result of a visit to a company table, you can significantly improve yourchances of securing an interview, or at a minimum, identify some very promis-ing leads for subsequent action. This WetFeet.com Mini-Insider Guide isdesigned to show you how.

Lets start by trying to understand the perspective of the participants. Mostcompany recruiters approach a job fair with one thing in mind: bodies. Theyhave jobs availableor will soonand they are trying to identify people whowould adequately fill those positions. A secondary objective, especially at col-lege career fairs, is to publicize the company. As one consulting recruiter says,Its a chance for us to alert people to who we are and to alert ourselves topotential candidates.

The typical job seeker also approaches the career fair with jobs on the brain.But unlike the recruiters, many job seekers dont have a particularly clear ideaabout what they want. And even if they do, they often havent prepared to pur-sue it effectively. As a result, most people circulate around the floor, engagingin idle banter with company recruiters. After a couple of hours, they go home,drop the glossy brochures in their bedroom next to the clothes hamper, andfall asleep waiting for the phone to ring.

Will it? Maybe. Even without a focused approach or good preparation, a jobseeker with a strong rsum in a hot market might land a couple of follow-upcalls from companies. However, the numbers can be daunting. At Westech, apopular high-tech career fair, several companies said that they hoped to collectmore than 300 rsums, which would ultimately result in two to four hires. Wethink that more people should get hired. We also think the keys to improvingyour odds at landing a job are things that you can do before, during, and aftera job fair.

We designed this Mini-Insider Guide to help undergraduate and graduate stu-dents get the most out of a campus career fair. We interviewed recruiters fromdifferent industries, as well as students who have recently attended career fairsas part of their job-hunting experience. Our findings and suggestions are pre-sented below. Weve broken this guide into three sections, using a theatricalmetaphor to provide structure. The first section, the rehearsal, provides sug-gestions on how to prepare for a job fair. The second section, the perfor-mance, discusses how to make the most out of a trip to the fair itself. The thirdsection, the encore, offers follow-up tips that will help you build on the leads


you developed at the job fair, and successfully pursue them to land a job.Proper preparation, of course, will make for a skillful performance, and a skill-ful performance is the prerequisite to a standing ovation and the reward thatcomes with ita job.

The Bottom LineFor you, the job seeker, the career fair provides a great opportunity to do twothings: to collect a ton of information in a short period of time and to putyourself near the front of the line of people waiting to get interviews from par-ticular firms. Although this sounds easy, it requires preparation. But if you doprepare successfully, and perform well, it could catapult you past the screeningprocess and into an interview. If you use the tips in this Mini-Insider Guide anddo a little practice on your own, you should be well on your way to the inter-viewand the jobyou want.

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The RehearsalYouve seen the poster for your campus career fair, and youve decided to go.Youve even run down to Kinkos and made 100 copies of your rsum onfancy paper. Great. But hold on a minute. Simply showing up at the career fairisnt going to land you a job, and your rsum alone wont make a significantimpression on anybody. Making the most out of a career fair requires morethan simply showing up, handing out rsums, and taking company literature.In fact, the hard part of any career fairthe tough worktakes place beforethe fair starts.

Determine Your Objectives. The first and most important step in preparingfor a job fair is to answer the question: What do I want to achieve at this fair?This includes your goals for the career fair, as they relate to your professionalambitions. With regard to goals, there are several possibilities. Perhaps itsearly in your search, and you are going primarily to learn as much as you canabout lots of different companies and industries. Perhaps youre more focusedand want to land an interview with five to ten firms. You probably will want todo some of both during the event. However, the conversations you have withrecruiters should vary according to your objectives. For example, when youreseeking new information, its perfectly fine to go up to a recruiter and say, Idlove to learn more about your company. Can you tell me about your products?But dont expect the recruiter to fall over himself to offer you an interview. Incontrast, if youre serious about landing an interview at a particular company,you absolutely need to know what the company does and what skills it seeks incandidatesbefore you hand the recruiter your rsum. The key to having suc-cessful conversations of both types is to know what you are seekingand toprepare ahead of time.

On a more personal level, you will also need to know what kind of position youare seeking. As Socrates said, The unexamined life is not worth living. Torecruiters, the clueless job seeker is not worth hiring. Give some serious

{ }Insider Exclusive

WetFeet.com Tip: Decide your purpose

Before the career fair, develop a strategy. Decide whatyou want to get out of it. Do you wish to learn about dif-ferent companies and industries, apply for a specific job,

or both? Plan your career fair strategy accordingly.

Recruiters Favorite QuestionsRecruiters tell us that they like to get the following types of questions:

> What are three things you find hardest about your job?> What might the person in this position like most? Least?> Whats the culture like?> How do people do things? Is it a team-oriented place?> What are the most important characteristics of the person you are looking

for?> What are the priorities for the job right now: the top five things youd like to> accomplish in the next six months?

> How is the company responding to [fill in current event]?> Im very interested in [relevant skill]. Ive had [revelant experience]. Would it

be better to apply for a job in [department x] or [department y]?

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IR thought to what you want and why you want itand be able to explain it

coherently to a complete stranger. You want to be a consultant? Great. Why? Aproduct manager at a high-tech firm? Why high tech and not consumer prod-ucts? Think about a job fair as a series of 30-second pitches in which you try toconvince a recruiter to consider you for a position. What works well in such acontext? Knowing what you want. As one recruiter says, You have to sell your-self on an industry or the type of work before you can sell your employer.

Research Companies. Even if you arent sure about the specific company orindustry in which you want to work, a little advance research can help you get alot more out of your trip around the tables. To begin, find out which compa-nies will be attending the event. Your career services center or the sponsoringorganization should be glad to provide you with a list of participating firms inadvance. Read through the list! At a minimum, it should help you decidewhere and how to spend your time. As you read the different company descrip-tions, flag eight to ten companies which interest you. Dont be afraid toinclude wild-card companiesones you havent yet considered. A career fair isan excellent chance to explore new options in a low-risk environment.

Once youve selected a few target companies, youll need a strategy forapproaching them. The first thing you should do is visit WetFeet.com. Thereyoull find CompanyQuicksconcise profiles of many companies and theemployment opportunities they have. Also invaluable are WetFeet.comsCompany Q&As. These are in-depth interviews that WetFeet conducts withnumerous top employers; check them out to find out what recruiters are look-ing for. And as mentioned earlier, our NewsCenter will keep you up to date onthe latest developments at top firms.

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Insiders say that one good way to show your commitment to a target companybefore you talk to the recruiters is to find people who work at the company,call them up, and ask them about their jobs and the company. Your alumnioffice should have a database of graduates and where they work, and youshould be able to get names and phone numbers of alumni who have jobs atthe companies youve identified. If not, you might try calling up the company,explaining to the receptionist that you would like to talk to somebody in corpo-rate communications or public relations, and why. If youre polite and persis-tent, they will put you through to somebody.

Once you have the person on the phone, youll want to be respectful of his orher time. Explain that you are exploring job opportunities at the company andthat you have some questionsnever call without preparing questions inadvance. Treat the phone conversation like a meeting: schedule it. Be consider-ate of the persons time, polite, and courteous. Most employees will be happyto talk to you. If not, ask if they can refer you to somebody. And be sure tosend a thank-you note after the conversation. This may seem like an unneces-sary chore for every person who has been of even brief assistance, but it reallyimpresses people.

Prepare Good Questions. This tip falls under research, but is importantenough to merit a separate discussion. Questions can be an excellent informa-tion gathering tool. But recruiters warn us that questions come in two flavors:good and bad. I hate it when people ask me questions that could easily belooked up, says a recruiter. I like questions like What is your culture reallylike? Who do you compete with? I want questions that give me the chance toadd value to their time. A good question, says another recruiter, is askingsomething that is current and topical. If youve done your research right,youll know what issues the company is facing. A good question shows off thiswork.

Practice Your Lines. How you are going to present yourself to that recruiterfrom Amazon, McKinsey, Goldman Sachs, or Chiron? Because career fairs arebusy places, you wont have too much time to talk to recruiters (probably nomore than a couple of minutes). But in those precious seconds you do have,you want to do two important things: (1) make a good impression, and (2)learn something about the recruiter or the company or the position that youcan use in your follow-up. Thats not easy, and unfortunately many job seekersperformances are utterly uninspiring. You can be different. To that end, itsvery important that part of the time you spend rehearsing for the job fairshould involve practicing your lines.


8Copyright 1999 WetFeet.com, Inc.

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IR Start by developing a compelling and brief story about how your experiences

and skills have prepared you to add value to the organization. (TheWetFeet.com Insider Guide Getting Your Ideal Job will teach youamong otherthingshow to create an effective two-minute presentation that you can use tointroduce yourself to contacts and interviewers.) Then, as weve already dis-cussed, be prepared to follow-up with one or two good questions that allow youto learnand demonstrate your research. If they know my industry, says onerecruiter, and they know how they fit in, that certainly has a positive effect.

Polish Your Rsum. Most recruiters receive so many rsums at career fairsthat they cant remember who gave them which. How do you kick yours to thetop of the pile? A solid, clean rsum is important, and if youre applying for ahigh-tech job, make sure it can easily be scanned. But a strong performancewill help the most. Many recruiters will jot down notes on the rsum abouthow exceptional you areprovided, of course, you impress them. Coupledwith a strong performance, a rsum can promote your agenda. Dont counton your rsum alone to win you the interview.

A few tips: Use active verbs and describe your skills. Show what youve done.Proofread your rsum assiduously, then have a friend do the same. If it haseven one typo or misspelling, it will diminish the effect.


WetFeet.com Tip: Role play

One good way to improve your nonverbal performance is to videotape yourself. Role play with

a friend, with your friend playing the part of a recruiter and you playing yourself. You can study onvideo what can be hard to study while performing.Pay attention to your eye contact, the expressions

on your face, your posture, how you respond toquestions, how you deliver your questions. Just as

an actor drills, you should drill.Hey, its a performance!

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The PerformanceOkay, the rehearsal is over, the career fair opens in two hours, and youre get-ting ready to perform. If youve done your research, practiced your pitch, iden-tified the companies youd like to learn more about, and thought of somequestions to ask the company representatives, then you should feel quite confi-dent. Get ready to hit the stage and make a strong first impression. Careerfairs are a blast, says one recruiter. You get to meet a lot of people. Thatgoes for you, too! Have fun.

Remember Who You Meet. Companies typically send two types of people tocareer fairs: HR representatives and hiring managers. The person from the HRdepartment should be able to tell you about the companys policies, benefits,and culture. These are the people who match your skill set to the companysneeds and send your rsum to the appropriate manager. They wield consider-able power. But the buck typically starts and stops at the hiring manager. Theyhave the jobs and the power to hire you.

When you visit a booth, make sure you askpolitelywhat the person you aretalking to does. Find out how they can help you get a job. If you end up talkingto somebody in HR, ask if a hiring manager for the position you want is pre-sent, and be sure to talk to that person, too. If he or she is not present, talk tosomeone else in the department. Ask for cards of the people you speak with,and get the name of the person who has the power to hire you. Ask if its okayto call and follow up. Find out the timing of the next interview stage. All ofthis information will be useful when it comes time for the encore. Be sure totake a notebookor at least a penso that you can write comments downafter you visit each table.

Be Patient. Remember, career fairs are busy places. A typical recruiter willtalk with dozens of people over a few hours. It is important to respect arecruiters time. Use it efficiently. Make a solid case for yourself, but be sensi-tive to not monopolizing the recruiters time. One recruiter says, I like itwhen people wait their turn and listen to other people asking questions. Idont like it when they try to dominate the discussion. A good use of linetime is to pick up the company brochure and absorb it while you wait to talkto a recruiter. You might learn something you didnt know, and every addition-al bit of information about the company that you can absorb is a potential aidin helping you land a job at that company.


Make the Most of All Opportunities. What do you do if you dont knowanything about the company? Approach it as a learning opportunity.Remember, a career fair doesnt need to be a ticket to a job; it plays an impor-tant role in helping people figure out what jobs are out there. If you comeupon a company youve never heard of, but that for whatever reason strikesyou as intriguing, ask them what their needs are. Listen closely. See if yourskills could help them fill those needs. Who knows? You might just happen tolearn about a very interesting opportunity at a very interesting company that isthe ideal opportunity for you.

Determine the Role of the Career Fair in the Recruiting Process.Recruiters have different purposes at career fairs, and they come with differentagendas. Some dont even think of the fair as a place to hire; rather, they aretrying to put their companys name out there. Others, however, treat thecareer fair as akin to the first-round interview.

Whatever their purpose, remember what your purpose is. If you want to landan interview with a specific company, most recruiters advise, the point of thecareer fair is not to drop off your rsum. Its to make it to the next step andget through the screening process.

Our insiders say its smart to ask the recruiters what role the career fair playsfor the company in the interviewing process. If the company doesnt use thefair as a first-round interview, ask the best way to go about obtaining one. If itdoes, be sure you learn what the company is looking for and present a com-pelling case for how your skill set matches these needs and makes you excitedabout the opportunities the company is offering.

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WetFeet.com Tip: Take notes

Keep in mind that the responsibility of recruiters is towinnow out rsums; your responsibility is to winnowout companies. At the career fair, keep track of those

that impress you. Afterwards, pick a few of the exceptional opportunities and conversations

and follow up.

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The EncoreThe career fair is over. But your work isnt finished yet. Now is the best oppor-tunity to improve your chances of being called back for an interview. A greatperformance with no follow-up on your part sends a poor signal to the employ-er and is likely to result in your missing out on a potentially great opportunity.Similarly, a solid performance with a prompt, focused follow-up could very wellland you an interview. Heres what you can do to enhance your prospects.

Follow Up. If you did your job at the fair right, you will have come away withlots of contactsnames and business cards of people who work at the compa-nies youre targeting. These can be useful in your job search, but use themwisely. Recruiters vary on whether or not they like to be contacted after acareer fair, and what form they like that contact to take. Some like e-mails,although more seem to prefer phone calls. If somebody calls, says a recruiterfor a high-tech company, I will pull that rsum out and make sure it gets tothe proper person. Another recruiter says that out of 100 people at a recentcareer fair, only two called her within a week. To me, then, I was just a drop-off for rsums, she says.

Some recruiters, however, would rather not be called. Unfortunately, I donthave the time to call you back. Id rather spend my time with the managers toget them to call you back, says one. Says another, Phone calls are kind of apain in the neck. Unless the recruiter tells you to give them a call, I suggestasking if you can call them, or asking if you can write.

Writing a thank-you note is great way to get your name in front of the recruiteragain. It also provides an opportunity to send another copy of your rsum, incase it got lost in the shuffle. Although it probably wont get you a job, a thank-you note will make you stand out. Besides, recruiters are almost always gen-


WetFeet.com Tip: Do a project

One good way to stand out from the crowd is to propose getting to know each other through an inter-im step. Many companiesespecially smaller oneswould be glad to have a bright student do a project

for them in conjunction with a class assignment.Propose one!

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The WetFeet.com Career Fair Notepad

Recruiter Name Company Notes

uinely pleased you took the trouble. Again, its a good ideas to find out howthe recruiter would like to be contacted, and when. (Follow-up phone calls, e-mails, and letters are a few of the topics covered in-depth in the WetFeet.comInsider Guide Making Yourself Heard: Communications That Get You Interviews andOffers, available at www.wetfeet.com.)

Hold More Performances. Recruiters advise job seekers to get as manyexposures as they can get to find out about the company. Watch to see if acompany is going to attend other career fairs in your area, and if you can, go.Take an insider out to lunch or coffeeperhaps a friend or an alum or some-one whose name was referred to you. The more connections you make with thecompany and its representatives, the less of stranger you become, and the easi-er it will be to get an interview. And if you are able to get particularly chummywith somebody, you might ask that person if he or she would give your rsumto the right hiring manager. This will immediately give you an added measureof credibility.

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Final ThoughtsGood preparation before a career fair can go a long way toward getting moreout of one, but it isnt likely to get you a job. Out of a 100 points, the careerfair might count for the first five, and the rest come from interviews and a hostof other variables. However, every job seeker needs to begin somewhere, andthe first five points can often be the hardest to earn. If you really get excitedabout a specific company or job, then you should be absolutely sure to followup on whatever gains youve made at the career fair. Communicate your inter-est and your willingness to keep learning. Be mature about it, be smart aboutit, and be confident. Good luckand, as they say before the play, break a leg!

Talk to Us!Wed love to get you feedback on this Mini-Insider Guide. Your comments helpus continuously improve the quality of our products. So when you get achance, send an e-mail to our editorial team at [email protected].


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Who We AreWetFeet.com is a career portalthe place people come to research their jobsand manage their careers. Our products include our award-winning website(www.wetfeet.com), our print publications, and our exclusive research studies,such as our annual WetFeet.com Student Recruitment Survey.

WetFeet.com was founded in 1994 by two Stanford MBAs. We now have a teamof nearly 100 full-time and freelance people (not counting our network of sup-portive customers) who help us maintain our industry-leading position. Ourteam members come from a wide variety of backgrounds, but we all share apassion about the job search process, and a commitment to delivering thehighest quality product and customer service in the industry. To that end, weguarantee our products: if youre not satisfied, just send this product back with-in 30 days of purchase, and we will refund your money.

Since we started the company, we have served millions of job candidates withour productsin some cases by helping them nail their interviews; in others byhelping them to avoid ill-fated career decisions; and in still others, by showingthem how to add thousands of dollars to their compensation packages. Thequality of our work and our knowledge of the job-seeking world have alsoallowed us to build out an extensive corporate membership program that hasattracted most of the top companies that recruit in the United States.

WetFeet.com is headquartered in San Franciscos South of Market district. Youcan visit us anytime by surfing to our website (www.wetfeet.com), calling us at1-800-926-4JOB (international callers, please use 415-284-7900), or sending e-mail to [email protected]. We would love to hear from you, whether youhave a job success story, information about a particular company, a complaint,or a suggestion for improvement. Thank you for your support.

About Our NameOne of the most frequent questions we receive is "So, whats the story behindyour name?" The short story is that the inspiration for our name comes from apopular business school case study about L.L. Bean, the fabulously successfulmail-order company. Leon Leonwood Bean got his start because he quite sim-ply, and very literally, had a case of wet feet. Every time he went hunting in theMaine woods, his shoes leaked and he came back with soaked socks and shoes.So one day, he decided to make a better hunting shoe. And he did. And hetold his friends, and they lined up to buy their own pairs of Bean boots. AndL.L. Bean, the company, was born . . . all because a man who had wet feetdecided to make boots.

The lesson we took from the Bean case? Lots of people get wet feet, but entre-preneurs make boots! And thats exactly what were doing at WetFeet.com.

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The Small PrintWetFeet.com disclaims all warranties, express or implied, including but not limited to any war-ranties of the accuracy or completeness of the content of this guide, of its fitness for a particularpurpose, of merchantability, or against infringement of third party rights. WetFeet.com is notresponsible or liable with respect to the use or reliance on this report or any information con-tained in this report under any contract, negligence, strict liability, or other legal or equitable the-ory (i) for any amounts in excess of the amount received by WetFeet.com upon the sale of thisreport, or (ii) for any indirect, incidental, or consequential damages, including but not limited toloss of profits or income.

Finally, these publications are not intended to serve as the sole source of information in preparingfor job interviews. We strongly encourage all readers to conduct additional research. The moreresearch you do, the better youll perform. Thank you for using this WetFeet.com Insider Guide.Good luck with your interviews, and come back to see us again!

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Selling Your Stuff 2000