A Tip for Career Fairs: Don't Talk . . . Listen!

By Keith F. Luscher

Author

“Don't Wait Until You Graduate! How to ‘Jump-Start' Your Career While Still in School “

 

Career fairs continue to be an effective means for linking graduating college students with potential employers. For the companies, it is a tremendous means of sampling the talent that is soon to be available to them. For the students, it is a great way to learn of new opportunities, and to network.

When it comes to building a career, looking for a job or building a business, ultimately the issue of “networking” comes up. A common method in networking is informational interviewing. That is, meeting with people not necessarily to attain direct employment, but to seek their advice, opinions, and hopefully, leads and referrals.

These objectives are important, but I suggest an additional goal. It's one thing to sit down with someone for twenty minutes and talk about yourself and what you want to do. But chances are, even at a career fair, that person doesn't care. Her only concern is what you can do for her company.

It is very likely that at a career fair, you will sit down with a recruiter and they will invite you to tell them about yourself. By all means, do so, and allow them to control the conversation. However, they will only be hearing what you have to say from the perspective of how you can benefit them. That is why if it is your interest to initiate some kind of relationship, you also invite the recruiter to tell you about their business. What kind of people do they hope to add to their team in the future? How do they see the future of their company?

By asking the recruiter about her company, you are actually inquiring about her needs.

In the new century, employment isn't about filling jobs . . . it's about serving needs. Employers attend career fairs for one reason: they need people. It's that simple. You will gain a stronger connection with the people you meet in career fairs and as you network if you practice one simple habit: listening!

It is often said that humans were given two ears and one mouth for a reason. We should each spend at least twice as much time listening to others as we talk.

 

Keith F. Luscher is a consultant, speaker, and author of the book Don't Wait Until You Graduate! How to “Jump-Start” Your Career While Still in School, available in your local bookstore. He invites--and responds to--your questions, comments and experiences. He can be reached via e-mail at keithluscher@aol.com ..

© 2001 by Keith F. Luscher

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