Danica Patrick’s unique selling proposition

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Okay, so Danica Patrick still has not won a race, and now that the Indy 500 is over, a new round of complaining has started. There is truth the complaining. Patrick does have very good equipment in a sport where equipment matters a lot. And she does have more sponsors in a sport where other competitors have had to win a lot of races to get sponsors.

But instead of pointing out all the factors that make Patrick an anomaly, look at how she is like you: She is looking to do something she loves, and she is figuring out a way to make it work. She sees an opening — selling herself to the media as the only woman driver — and she takes it. This is not unfair. In fact, Jamie Birch reminds us that having a unique selling proposition is integral to good business and we all need one.

So as you’re doing your job, keep an eye open for what will make you pull ahead of the crowd, and don’t be discouraged in a field of fast drivers. You don’t need to win a race to have the best selling proposition.

You do, however, need to have a good understanding of what you offer. Be realistic of why someone is coming back to you. Patrick wishes people loved her because she wins races, but they love her because she’s the first woman. Don’t be so picky about why people love you — just leverage that affection to do the work you want to do.

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Join a social network before you need a job

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The more you like your job, the more you should network. If you have a great job, you probably have a lot to offer people. Do all your favors now, when you don’t need any in return. The problem with networking to get a job is that you are not that attractive when you need a job. Who wants to network with unhappy people?

Recently I interviewed a bunch of recruiters for my column, and they were absolutely gung-ho about social networking. Recruiting advisor John Sullivan told me that referred candidates have a 50% higher retention rate than candidates who come to the company via a job site. To land that referral, he recommended, among others, LinkedIn.

This surprised me. In the past, I have delete emails from people who ask me to be in their network. I never considered that the networks were so useful.

So I took the advice of the recruiters and I checked out LinkedIn. I was immediately impressed. To get a job, if you are qualified for the job, all it really takes is a third-party connection. I was shocked at how quickly the world opens up to you with a social networking site. And I was surprised by how much we can help each other by offering up our networks to friends in a searchable, useful way.

My first instinct was to search for who has the most contacts, but I couldn’t figure out how to do that. So I filled out a cursory profile, which the recruiters say is a no-no. (You should fill it out in great detail so people know what you have to offer.) Then I started trying to figure out who I knew that would be on the site.

The first few names I tried did not work. But that was because I tried the people I’d be most comfortable asking to be in my networks (it’s a request that seems a little weird to me, still). Instead, I started trying the email addresses of the people I know who are comfortable with technology and good at networking, and the first four names I tried were listed.

One is Dylan Tweney. After about an hour of dealing with LinkedIn, I had four contacts. Dylan has 150. I asked him how he does it, and he said he sent email to everyone on his email list. I had contact envy. There were some people who have more than 500 contacts. I wondered how they did it.

Then I heard that the CEO of Linkedin — who has more than 500 contacts — will not speak to analysts unless they can get to his network. One senior banker at a top firm has been trying for months. It gives me hope: It seems that people who have large networks are not those who make the most money, it’s those who offer the most to their friends.

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Sticking to routine

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Happy Memorial Day. I am working today. I used to think it was lame to work on a holiday. I used to think it was a sign of poor boundaries when I would go into an office to catch up when the rest of the world was at a picnic.

But today I am working and I’m happy. It’s taken me a while, but I’ve learned that an insane work schedule to one person is a dream schedule to another. You just need one that’s good for you.

One of the perks about working for myself is that I can set my own hours. And what I really love is routine, a schedule that never changes. I have set things up so that I work every morning, seven days a week, at a coffee shop by my apartment.

Today there are not a lot of people awake in my neighborhood at 7am. My regular coffee shop is closed and so is my backup coffee shop. But my gym is open, so I am working there, and I am happy to be doing my regular routine, even on Memorial Day. Besides, I never realized my gym had such a fast Internet connection.

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Think about workplace diversity in terms of experience

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Just about every major business publication has run something about how diversity improves business performance. If you are on a diverse team, you’ll probably have more success than if you’re on a homogenous team. And, to some extent, we can each control the teams we’re on.

For one thing, you should pick companies to work for that have a diverse group of employees. You can also do what you can to build your own diverse teams.

One way to think of diversity is race. A professor at the University of Chicago conducted a study about workplace racism in which he sent 5000 resumes to want ads in Boston and Chicago. He sent duplicate resumes, but changed the names. The names that sounded white (Emily Walsh) were fifty percent more likely to get a call back than a name that sounded African-American (Lakisha Washington).

You are probably saying to yourself that you would never be racist at work. But that is probably not true. Because almost no one will admit to being racist, but a lot of it is unintentional, and it’s definitely not limited to the scope of that resume study.

While you’re busy denying that you’re racist, consider that diversity is not all about race – or gender, for that matter.

I had an eye-opening experience when I wrote an article for the LA Weekly about medical issues for “non-whites”. I could not write “minorities” in the LA Weekly, because in LA, Hispanics outnumber whites. (Interesting side note, from the article: Many top doctors who study this topic are advocating separate but equal treatments for blacks and whites.)

So, try thinking about diversity in terms of experience. Look for diversity in economic experience, in schooling, politics. The June issue of Harper’s magazine ran a little piece about how “living libraries” that have taken place in Denmark, Hungary, the Netherlands, Norway, Sweden and Portugal. The idea is that there are real people that you can borrow for an hour in order to explore your own prejudices and stereotypes. Here are some examples of the kinds of people you can borrow:

Animal-rights activist, black person, bureaucrat, environmentalist, ex-football hooligan, ex-illiterate person, e-neo-Nazi, feminist, Jew, Muslim, priest, unemployed person, asylum seeker, blonde woman, disabled person, ex-drug abuser, ex-homeless person, ex-prisoner, gay person, lesbian, police officer, skateboarder, vegetarian.

The charm of the list, of course, is that we each ask ourselves who we have the most prejudice against. For me, it’s the football player. I’m not sure, frankly, that I’ve ever talked to one for more than a couple of minutes.

So maybe diversity you need to create in your work teams is as wide or as narrow as the kind of experience you are missing in your own life.

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Blogging essential for a good career

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Blogging is good for your career. A well-executed blog sets you apart as an expert in your field.

Ben Day blogged his way into a career as a high-earning software consultant while maintaining the freedom to schedule frequent jam sessions and performances as a keyboard player. Blogging gave him the opportunity to stand out enough to support the life he envisioned for himself.

Phil van Allen, a faculty member of the Art Center College of Design in Pasadena, said to me in an interview, “For your career, a blog is essential. It’s the new public relations and it’s the new home page. Instead of a static home page, you have your blog.” It’s a way to let people know what you are thinking about the field that interests you.

Employers regularly Google prospective employees to learn more about them. Blogging gives you a way to control what employers see, because Google’s system works in such a way that blogs that are heavily networked with others come up high in Google searches.

And coming up high is good: “People who are more visible and have a reputation and stand for something do better than people who are invisible,” branding consultant Catherine Kaputa told me.

But pick your topics carefully and have a purpose. “The most interesting blogs are focused and have a certain attitude,” says van Allen. “You need to have a guiding philosophy that you stick to. You cannot one minute pontificate on large issues of the world and the next minute be like, ‘My dog died.'”

Day realized the value of focus after a misguided mashup of his politics and business. “I used to have liberal politics on my website as well, but my mentor said, ‘Dude, you gotta trim that off.’ Which was fine because in the world of liberal politics I was just another piece of noise.” Now his blog is all about software development with an emphasis on technologies such as NHibernate and C#.

Once you zero in on your topic, here are eight reasons blogging helps your career:

1. Blogging creates a network.
A blogger puts himself out in the world as someone who is interesting and engaging — just the type of person everyone wants to meet. “A blog increases your network because a blog is about introducing yourself and sharing information,” says Kaputa.

2. Blogging can get you a job.
Dervala Hanley writes a quirky literary blog that got her a job is at Stone Yamashita Partners, a consulting firm that “tries to bring humanity to business.” Hanley told me that the firm was attracted to her ability to put her business experience into personal terms on the blog.

3. Blogging is great training.
To really get attention for your blog, you’re going to have to have daily entries for a while. At least a few months to get rolling, and then three or four times a week after that. So you will really get to know your topic well.

4. Blogging helps you move up quickly.
To escape the entry-level grind, you can either pay your dues, working up a ladder forever, or you can establish yourself as an expert in the world by launching a blog. High-level jobs are for people who specialize, and hiring managers look for specialists online. “Decision-makers respect Google-karma,” writes Tim Bray, director of Web technologies for Sun Microsystems — on his own blog, of course.

5. Blogging makes self-employment easier.
You can’t make it on your own unless you’re good at selling yourself. One of the most cost-effective and efficient ways of marketing yourself is with a blog. When someone searches for your product or service, make sure your blog comes up first.

Curt Rosengren, a career coach, periodically Googles “career passion” — words he thinks are most important to his business — just to make sure his blog, Occupational Adventure, comes up high on the list. He estimates that his blog generates at least half of his coaching business.

6. Blogging provides more opportunities.
Building brands, changing careers, launching a business — these endeavors are much easier once you’ve established yourself online. Rosengren told me, “My blog is a foundation. I’m building an awareness that I can leverage to do other fun things with my future, such as product development, or public speaking.”

A blog gives you a leg up when you meet someone new. Dylan Tweney, a freelance writer, told me his blog, the Tweney Review, gives him instant legitimacy with clients.

7. Blogging could be your big break.
Visually creative types can blog beyond just text. Mark Fearing has a cartoon blog. “Cartooning and illustration are very crowded fields,” he says. “My blog has gotten me more notice than any other publicity tool I’ve used. Plus, the blog gives me a way to have a new conversation with potential clients about other work.”

8. Blogging makes the world a better place.
“Blogging is about giving stuff away to a community,” says Day. “For years, as a junior developer, I would go to the Internet for solutions and I would always take, take, take. Now I am happy to be a contributor and give something back.”

Article sponsored by YouSayToo – a bloggers community where you can make money blogging by uploading your existing blogs.

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The importance of the kiss-up

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I get a lot of email, and the biggest whiners are the people who refuse to kiss up to their boss and therefore have stalled careers.

Newsflash: You have to brown nose, but the professional phrase for this act is “manage up”. This is such a basic pre-requisite for career success that I am shocked when people have to be convinced to do it.

Almost every workplace problem that I’ve heard can be boiled down to three pieces of advice:

1. Get to know yourself better.

2. Get to know your boss better.

3. Make sure you are making both of you happy.

Jared Sandberg’s column this week is a good overview of the culture of managing one’s boss, “Why Mr. Kiss-up Keeps Getting Ahead”. Sandberg is one of my favorite career columnists, maybe because usually he doesn’t even pretend to give advice; the only advice is from his headline writer.

I have a feeling Sandberg’s situation is actually a good example of managing up: He doesn’t want to give advice, he wants to do reporting. But his boss knows that career advice sells. So Sandberg writes the column he wants and lets his boss hire someone to slap advice on the top. A good example of how compromising a little can align your own goals with those of your boss.

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Look like a leader: Buy new shoes

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Ever since I bought a pair of MBT shoes I have been waiting for the media to jump all over them.

I have been waiting for five months, and finally, there is one little tidbit in People magazine: In Grey’s Anatomy “Ellen Pompeo and Katherine Heigl have been wearing sneakers by MBT — whose unusual sole makes wearers mimic the way one walks barefoot on sand, working leg, butt and ab muscles.”

Not surprisingly, People magazine misses the best part of the shoes: They make you stand up taller. In fact, the shoes make it physically impossible to slouch. I wear the shoes about two hours a day and they have actually trained me to stand and walk differently — more upright, better posture. (This is probably why Pilates teachers love the shoes.)

You’re probably wondering how I am going to relate this to careers. Hold on.

When I was playing professional beach volleyball, one thing I noticed is that all the players had amazing posture. I used to think it was from using our abdominal muscles every time we hit the ball. But when I switched careers and started slouching I did a lot of sit-ups to no avail. Now, after wearing MBT shoes, I realize the great volleyball posture comes from walking in the sand all day.

Here’s why you need the shoes for your career: Because people who stand up straight look stronger and more confident, and those are traits people want in leaders. The shoes can actually improve your charisma.

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Be yourself at work, mostly

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Networking is not getting favors from other people. Networking is giving favors. A good networker is always sniffing for a way to help whoever she is talking to.

If you are at a loss for how to do this, read Ken Ferrazzi’s book Never Eat Lunch Alone. When I interviewed Ferrazzi about building networks, he spent a lot of time on the idea of being liked. If people like you, he said, they will help you, so instead of concentrating on getting favors, focus on being likeable.

Last Friday I was on a panel at the Publicity Club of New York where I was struck by the amount of kindness in the room. There were five journalists and about 80 publicists and there was no b.s. The publicists were upfront that they just want to get their clients in the news. And the journalists were up front that they want to do less work so if the publicist can think of news items for the journalist, the journalist will put the client in the press.

Everyone was there to get something. But what was so fun about the lunch was that people were actually so giving and helpful. For example, one woman approached me at the end of the panel discussion and offered an idea for writing about labor unions — not her client at all, but someone else in the room had mentioned a labor union client. This woman was helping me, the labor union, and the publicist representing the labor union.

Publicists, more than anyone, know that their value is in what they have to give. Publicists are experts in that they spend their days building relationships. But we should all strive to be like that.

And then, of course, you have to get comfortable asking for help. Guy Kawasaki points out in his blog that there is no benefit to helping tons of people if you never ask for help yourself: “Good schmoozers give favors. Good schmoozers also return favors. However, great schmoozers ask for the return of favors.”

Being kind will get you useful, reliable network. But, more importantly than that, Martin Seligman’s research shows that looking for ways to help people will make you a happier person. Maybe this means that publicists are the happiest people around.

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Networking means being nice

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Networking is not getting favors from other people. Networking is giving favors. A good networker is always sniffing for a way to help whoever she is talking to.

If you are at a loss for how to do this, read Ken Ferrazzi’s book Never Eat Lunch Alone. When I interviewed Ferrazzi about building networks, he spent a lot of time on the idea of being liked. If people like you, he said, they will help you, so instead of concentrating on getting favors, focus on being likeable.

Last Friday I was on a panel at the Publicity Club of New York where I was struck by the amount of kindness in the room. There were five journalists and about 80 publicists and there was no b.s. The publicists were upfront that they just want to get their clients in the news. And the journalists were up front that they want to do less work so if the publicist can think of news items for the journalist, the journalist will put the client in the press.

Everyone was there to get something. But what was so fun about the lunch was that people were actually so giving and helpful. For example, one woman approached me at the end of the panel discussion and offered an idea for writing about labor unions — not her client at all, but someone else in the room had mentioned a labor union client. This woman was helping me, the labor union, and the publicist representing the labor union.

Publicists, more than anyone, know that their value is in what they have to give. Publicists are experts in that they spend their days building relationships. But we should all strive to be like that.

And then, of course, you have to get comfortable asking for help. Guy Kawasaki points out in his blog that there is no benefit to helping tons of people if you never ask for help yourself: “Good schmoozers give favors. Good schmoozers also return favors. However, great schmoozers ask for the return of favors.”

Being kind will get you useful, reliable network. But, more importantly than that, Martin Seligman’s research shows that looking for ways to help people will make you a happier person. Maybe this means that publicists are the happiest people around.

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Job snobbery is misguided

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You do not need to have an intellectually challenging job in order to be happy in your job. You need to feel like you are meeting a core need by being at your job.

I interviewed Sonja Lyubomirsky, assistant professor of psychology at University of California at Riverside, who studies what makes people happy. She stressed to me that research shows that a wide range of jobs make people happy.

For example, in one study, a janitor was happy in his work because he knew he was helping people by keeping his building clean. He had a core need to help. “People have important goals that come from inside themselves – for example, personal growth, community, or relationships,” says Lyubomirsky. “Jobs that allow you to meet intrinsic goals will lead to more happiness.”

When I was playing professional beach volleyball, I trained at the beach and the gym for eight hours a day. In the evenings, my job was to shelve books at a bookstore. It was pretty mindless, but what I needed during that time was contact with other people, and a chance to slow down. So I loved the job because it filled those needs.

Newsweek’s My Turn is by Kathy Kallenbach Clark, a woman who is at home with her kids all day, and although she has a master’s degree, she chooses to deliver pizzas at night. I love this essay because it challenges our snobby views of what kinds of jobs we should look for. (Though I have to add that the headline is sophomoric and irrelevant and borders on insulting the writer.)

I can totally understand why Clark wants to deliver pizzas after spending a day with kids. I spend a good portion of my days with my young sons, and there is no time to think. Kids require constant, low-level brain power and there is no chance to do any deep thinking. A pizza job is glorious thinking time to a mom who has very little otherwise.

When you are trying to figure out what kind of job to look for, think about what need you are really looking to fill. Be honest with yourself. Put your job snob away, and address your core needs.

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