Nail Referrals Without Begging

Why Referrals Beat Cold Emails

Your network holds the keys to your next gig. Referrals skip the awkward gatekeeping of HR bots. They land your resume on the desk of someone who matters. Cold emails? They’re like shouting into a void. A referral is a warm intro from someone trusted. It’s not about groveling. It’s about leveraging relationships you’ve already built. Start by mapping out who in your circle knows decision makers. Don’t overthink it. A quick message to the right person can open doors faster than a polished LinkedIn profile.

Stop Asking Like a Rookie

Nobody likes a desperate pitch. Instead of pleading for a referral, offer value first. Reach out with a specific ask tied to their expertise. Mention a project they crushed or an insight they shared. Frame your request as a natural extension of their network. For example, ask if they know someone at a company you’re eyeing. Keep it casual. You’re not begging for scraps. You’re a pro seeking a connection. This approach builds respect and makes them want to help.

Build a Referral Machine

Turn your network into a referral engine. Stay visible without being a pest. Share a sharp insight on industry trends in a group chat. Drop a quick note congratulating someone on their promotion. These small moves keep you top of mind. When you need a referral, it’s not a cold ask. It’s a conversation with someone already in your corner. Consistency matters. Skip the spammy mass emails. A tight, intentional network beats a bloated contact list every time.

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Job References: Don't Lose at the Finish Line | Career Rocketeer - Career Search and Personal Branding Blog

The purpose of providing references is to close the deal. It isn’t to discover if you are telling the truth about your dates of employment, verify that you’ve demonstrated the proper skills for the job, or even to assure the hiring authority that he’s making the right decision to hire you -- though each reason contributes.

If a company is having difficulty deciding which of two individuals to make an offer to, references are usually the deciding factor. If more job seekers understood this, they wouldn’t view the phrase “references provided upon request” so casually.

What constitutes a reference? Primarily, people to whom you have reported in your previous jobs. Secondarily, if you’ve been in your current position a longtime, someone who has left the company, or someone you trust who has reported to you or with whom you have worked closely. In some industries, providing a reference from outside the company – trades, vendors, or long-time customers –supplies an additional perspective that a former employer cannot.

A reference is neither personal nor generic. Your friend on the neighborhood baseball team may say you’re a great team member, but baseball doesn’t equate to the corporate world. References addressed to: To Whom It May Concern aren’t of much value either because they’re non-exclusive. By their very nature, generic references are positive – or they wouldn’t have been written and handed to the departing employee. Employers want to speak to the reference themselves and ask their own questions --- without the candidate knowing what was said.

As I’ve said repeatedly, finding your perfect job is about selling a product, and that product is you. If you want your references to help you close the sale, you need to help them. The standard method of most reference preparation goes as far as the job seeker calling the references and asking each person if he’ll act as one, then failing to cue them in during the process as to who will be calling. Providing your reference with the name of the company and the person phoning not only removes the unknown, but makes the call more likely to be returned faster More than one offer has been held up for need of references.

And if those two reasons aren’t enough to ask their permission, how about that it’s the respectful thing to do? Some candidates don’t even think to track down their references and ask for permission. The names and numbers are simply listed on a sheet of paper and given to the hiring authority. Would you like to know how many times I was provided with contact information only to find the person was long gone from that company? Better me -- a recruiter -- than a prospective employer.

Additionally, failing to provide the person with a copy of your most recent resume so that he has both your dates of employment and your accomplishments in front of him when the hiring authority calls is to deal yourself the ultimate wild card. And failing to tell your reference about the position for which you’re interviewing and what the company is looking for in their new hire compounds that. When you provide this additional information, you not only prompt his memory, but you give him information with which to work. It helps him speak directly to what you want addressed.

Now you’ve provided the prospective employer with verified information from a credible, objective and informed source. Effectively, you’ve eliminated the chance of your previous boss saying, “Well, he was a great employee. And he met all his goals, as far as I can remember. Sure, I’d rehire him.” About all that reference does is tell the prospective employer that you weren’t great enough to stand out in your previous boss’s memory.
All of this is equally applicable if you were fired. Under most circumstances, truth is the only path, and making sure that a reference doesn’t backfire on you is all the more reason to contact that supervisor. Just because a person or company isn’t on your reference list, doesn’t mean people don’t “know” others in that same industry.

It’s difficult to summon the courage to ask your previous employer to provide you with a reference when you were fired. But many of those references come out better than you’d suppose; the only negative tends to be the one surrounding the reason you were discharged.

When you realize the power of references and the influence they can have in securing your perfect job, then you understand how important it is to stay in touch. Then when you need them, you know where to contact them.
Put the extra work into helping your references be a reference. Since you’ve made it this far in finding your perfect job, why gamble and leave the home stretch to chance?

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Guest Expert:

Judi Perkins, the How-To Career Coach, was a recruiter for 22 years, consulting with hundreds of hiring authorities throughout the hiring process. She’s seen over 500,000 resumes, knows how hiring authorities think and how they hire. As a result she understands and teaches what other coaches don’t: why the typical strategies in finding a job so often fail, what to do instead, and why. She’s been on PBS’s Frontline, will be in the May issue of Smart Money magazine, and has been quoted frequently in numerous articles for CareerBuilder, MSN Careers, Yahoo Hot Jobs, and the New York Times, among others. She’s also been featured as an expert in numerous career books. Sign up for her free newsletter at http://www.findtheperfectjob.com/

via careerrocketeer.com

Posted via email from AndyWergedal

Former Employer Gives Her Lukewarm Reference - The Career Doctor Blog

Eileen writes:

After being on the job market for several months — and a finalist for a number of jobs — I found out that my former employer may be giving me a marginal reference.

I am having some colleagues call to find out what he’s saying. But, if that’s true, how do I get around not giving him as a reference since I worked for that company for 14 years? That alone screams problem. I can’t have a potential employer call someone else at the company — any calls would be referred to my boss. It makes me wonder how many jobs I might have lost because of this.

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The Career Doctor responds:

Yours is a tough situation because whenever you have had a long stint with one employer, it does indeed make it a bit harder to have references outside the company — but you have to do so.

I am kind of surprised to hear about the marginal reference given the litigious environment we are in — where most employers shy away from saying anything negative for fear of being sued by their former employee.

And while I do not want to discount the importance of references — some employers call every single reference you provide — I also think the stronger you are as a job candidate, the stronger you dominate the others competing for the job, the less likely a marginal reference is going to affect getting the offer… so, also take some time to strengthen your interviewing skills.

OK. Here are two ideas for improving your reference situation.

First, confront your former boss — in a professional way. Mention that you have heard s/he may not be giving you the strongest reference and ask if that is true, why is it true. Remind him/her of all your accomplishments and loyalty to the organization. Even if you can’t change his/her mind, you might get some interesting insight about how this boss really sees you.

Second, unless you reported directly to the president or CEO of the company, there is ALWAYS the possibility of using other people inside the firm as a reference. You could ask another manager you worked with, a co-worker, one of your employees, a supplier or contractor you worked with. Identify people you worked closely with who know your skills and ASK them to serve as a reference; you do NOT need to always use a direct boss as a reference.

via careerdoctor.org

Posted via web from AndyWergedal

How to Draft Your Own Reference Letter | Career Rocketeer - Career Search and Personal Branding Blog

It often happens that the people who you want to write your recommendation letters are too busy to take the time to sit down and write the entire document themselves. Don’t be surprised or intimidated if you are asked to write a first draft, which your reference will edit and sign. Instead, think of this as a great opportunity to highlight your best qualities. After all, you get to choose what will be said about you!

If you ever come across a situation where you are asked to draft your own reference letter, here are some steps and tips for highlighting your skills while writing about yourself on behalf of another person.

The letter should be two to three paragraphs long, beginning with your relationship to the person signing the reference, followed by the skills that you developed or showed over the course of your relationship with this person and character virtues that you displayed. Remember to write this in the 3rd person about you.

Step 1: Figure out the type of letter.
You first need to determine what kind of reference letter this will be:

• Employment reference
• Character reference
• Academic reference

Are you writing on behalf of a former employer, good family friend or one of your college professors? It is important to distinguish the type of reference letter that will be written before diving into the skills that you wish to highlight. It makes much more sense if an academic letter—such as one coming from a professor—highlights skills related to your love for learning, motivation and drive, etcetera. On the other hand, a letter coming from a past employer would be more focused on professional skills—like demonstrating leadership or initiative—that you showed in former jobs.

Although we distinguished between three separate types of cover letters above, every reference letter should touch upon your character or personal qualities.

Step 2: Highlight the skills you displayed in your interactions with this person.
Always keep in mind the context of the letter and who is writing it to ensure a genuine and plausible statement about who you are. You want your reference letter to make sense, so you must take the time to reflect on your experiences and focus on a few key skills or traits you showed during your relationship with the person who’s referring you. Use personal examples to strengthen your points.

Step 3: Choose the skills that will be valuable in your new job.
Just as you chose skills that you displayed in your interactions with this person, you should also choose skills that you know are important for your new job. Pick several qualities that you know are highly coveted in the job or industry you are applying in, and focus on the ways you demonstrated these qualities in the past.

Step 4: Finish with a quick summary and permission to contact.
You should always end your reference letter with a quick summary of the skills that were highlighted in the letter as you bring things to a close. Also add the line, “Feel free to contact me if you have any questions,” to give your reference the option to communicate with your potential employer over the phone or via email if necessary. (Of course, you should definitely ask first before including this, but usually someone who is willing to provide a reference for you should not have a problem with being contacted.)

Keep in mind, you can always ask for help.
If you’re still worried about writing the wrong thing, it doesn’t hurt to ask your reference a few questions before you write the draft. You may just want to ask him or her which character traits you exemplified or what makes you stand out in their minds.

While writing your own reference letter can seem a daunting task at first, it is just another exercise in highlighting your qualities through example, something you will have to do throughout all parts of the job search. As you become increasingly familiar with your “career self,” defining your skills and qualities can be a fun and fulfilling task.

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Guest Expert:

Mario Schulzke is the creator of CareerSparx, an online course that helps recent college graduates begin their careers. For more information, download their free 61-page guide on how to start your career or check out the CareerSparx blog. When not helping recent graduates ignite their careers, Mario works as a senior director at WONGDOODY, curates IdeaMensch.com and is training for Ironman Switzerland.

via careerrocketeer.com

Posted via web from AndyWergedal

How to Request a Reference from Former Employer - The Career Doctor Blog

Sabrina writes:

Recently I have reviewed one of your articles online and would like to request, time permitting of course, that you may send me a sample letter of how to request/obtain a reference from a past and current supervisor.

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The Career Doctor responds:

Let’s first talk about reference strategies, and then get to your question.

As more and more employers conduct background checks, references have increased in their importance in helping you obtain that job offer. Given their importance, job-seekers should invest a little time in selecting the best references. And remember that you should always ask someone if s/he is willing to be reference for you.

A reference can be anyone who has knowledge of your work, skills, abilities, and accomplishments. Typically, at least one of your references is a former direct supervisor, but you can also use co-workers, associates, and supervisors in other departments who know your work. You may also choose to list an educational (mentor) or personal (character) reference.

College students and recent grads have a little more flexibility, but ideally you should have several references from internships or volunteer work in addition to professors and personal references. Avoid listing family members; clergy or friends are okay for personal references. Former coaches, vendors, customers, and business acquaintances are also acceptable. Again, the key is choosing people who know your strengths and abilities — and who will say positive things about you.

The key to securing a reference is having a good relationship with the person, yet another reason why it is important to stay in touch with folks in your network. With your former supervisor, simply write a short email updating them on your career path and new job search and ask if s/he would be willing to be a reference for you. Include a current resume and highlight some recent accomplishments. For the current supervisor, I would ask only if I had a great rapport with him or her — and s/he knew I was leaving the company.

via careerdoctor.org

Posted via web from AndyWergedal

Choosing and Using References in your Job Search » Blog | Great Resumes Fast

An important part of any job search is having references who can attest to your being a good employee.  As you begin your job search, take some time to consider which former coworkers will provide you with the most positive references possible.  Most potential employers will want to talk to your former supervisors.  However, you may know that a former supervisor loves gossiping about others or rarely has a kind word to say about anyone.  In that scenario, it may be better to use a former coworker who’s very familiar with your work and who will discuss you more fairly with a future employer.

WHO DO I USE AS A REFERENCE?

Another potentially awkward scenario is using references from jobs you held too far in the past.  If you’ve been at the same company for the last ten years, it is more appropriate to use coworkers and associates from your current employer than to use a supervisor you haven’t worked for in more than ten years.  Perhaps your current position reports to an IT manager but interfaces often with the CFO.  In this situation, the CFO can also attest to your being a team player, having a good work ethic, and having added value to your department.

ADDITIONAL REFERENCE OPTIONS

People who know you from performing significant volunteer responsibilities can also provide excellent references.  For instance, if you publish the newsletter for your local PTA, the school principal may be more familiar with your writing skills than a former manager you had in a sales position.  Using volunteer references is also helpful when you’ve been in your current position for only a short time—and especially if you’ve held your volunteer commitments for many years.  A brief work history won’t count as much against you if you can offset it by demonstrating stability and long-term commitment in other places.

KEEP YOUR REFERENCES IN THE LOOP

Once you’ve chosen the best people to provide your references, it is essential to keep those people informed of your job search.  Someone who has recently spoken with you will reflect their positive memory of that contact when talking with a potential employer.  Most importantly, you don’t want to place a reference in the position of being reprimanded for discussing your qualifications during company time.  Nor do you want them to be caught off guard simply because they were unaware that you are still actively searching for a job.

Most of the time, your references will know only about your duties that directly interacted with their own.  It’s a good idea to send a copy of your resume to your references so they’re aware of all the responsibilities of your current (or previous) position.  It also provides your references with a framework for the overall path of your career, allowing them to speak more intelligently about you when a potential employer calls.

When it comes to references, choose carefully, stay in touch, and provide them with updated information.  As long as they know what to expect, your references will be glad to help you out!

For a free resume analysis send your resume via e-mail to info@greatresumesfast.com. You can also view professionally-written resume samples at http://www.greatresumesfast.com/Samples.htm

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Posted via web from AndyWergedal

Job Search Marketing Toolkit - References

Reposted from CareerAlley

“It takes many good deeds to build a good reputation, and only one bad one to lose it” - Benjamin Franklin

Okay, so you've done all of the hard stuff. You updated your resume, applied to countless jobs, went on almost countless interviews and now it's paid off - you have a job offer pending references. Hopefully you've planned in advance and already have your references lined up, but if you don't it's not too late to start now.

There are a few things you need to consider when lining up your references, such as:

• Do you know if they will give you a good reference?
• Do you have 3-4 people who will do this for you?
• Do you have all of their information (phone number, email address, etc.)?
• Did you ask them if they will provide a reference?

Your references can make or break you. They must be representative of your career and social networks. The general rule of thumb is to avoid relatives, but you should definitely leverage "friends of the family". You also should have a fair representation of peers, subordinates and managers. But wait a minute, there is more to references than just giving a list of names. What happens if they run a reference check on you? Read on.

• Resume References - Okay, for one, you need to have a line on your resume that says "references will be provided upon request" (or some nifty sentence like that). This article, by lovetoknow.com, provides background on references, why it's important, who to list, what information to include and more. On the left hand side of the screen are links to additional articles which will help you with your job search.

• Free Sample Job Reference Lists for Job-Seekers - Free samples always sounds like a good deal. This link, from Quintcareers.com, provides information on how best to leverage your references, keys to choosing the best references followed by several samples. The samples (both in pdf and html formats) provide examples of how your references should look.

• The 4 Biggest Myths About Job References - US News & World Report provides this article, which helps dispel some myths about references. A very interesting article, and there are additional links to related information (not the double-underlined ones). So what are some of the myths? Some of the myths are - they will only contact the names you give them, your former employers won't give a bad reference and there are a few more.

• Google Yourself – Every man’s reference check - What about checking on yourself? Do you know what stuff might be out there on the World Wide Web? You may think you are clean, but you just never know. This article, by Sam Headhunting, tells you several things you should know (and do) like be aware of your online image, how to Google yourself and more. There are a few additional links which provide more information on the topic.

• Background Check Yourself? - Sounds like a good idea. The purpose, of course, is to make sure you find out any negative information about yourself first. This particular article is for multiple purposes (like checking your credit), but employers are also on the list. This is likely to cost you something, as I don't think there are any "free" background check services. So I would save this option for those who are worried something might come up.

• Employment Background Checks: A Jobseeker's Guide - This article, by privacyrights.org, is a guide that is specifically written for the job seeker. There are 10 topics covered (such as what is included in a background check, how to prepare for a background check and more). This is a very comprehensive article and includes just about everything you can think of. Again, not sure I would spend too much time on this topic (other than learning the "what's" and "why's") unless you are concerned there is erroneous (or damaging) information about you.

Good luck in your search.

Visit my site www.CareerAlley.com

via secretsofthejobhunt.com

Posted via web from AndyWergedal

Thank-You Notes: Not Just for Interviews! | Brand-Yourself.com Blog

by Meg Guiseppi • March 29, 2010 • Original Post Here

Here’s a piece of old-fashioned advice to build personal brand equity when you’re in the job search, and for overall successful networking and healthy career management:

Invest in some quality thank you notes and plenty of postage stamps, and start using them regularly.

That’s right. Remember snail mail? Get into the habit of sending hand-written thank you’s to just about anyone you interact with in your job search –not just interviewers!!! This can include people in your network who provide introductions or do favors for you, employers and colleagues who write recommendations, etc.

I recently heard that at most a mere 5% of job seekers send thank you’s after interviews. So imagine that number is closer to 1%, probably lower, for non-interview purposes. The impact for those who take advantage of this little-used strategy can be significant, as you will really stand out from the crowd.

Much more than a courtesy, a thank you note is your opportunity to re-sell yourself and once again position your brand and value proposition in front of hiring and business decision makers.

Clients of mine have told me that thank-you notes were the tipping point in their favor. The decision was down to the wire. My clients sent thank you’s, their competition didn’t. Hiring decision makers said they were so impressed by the thoughtfulness and effort, the thank you was the deciding factor.

That thoughtfulness will go a long way towards impressing your other contacts as well, and may make them inclined to want to do more business with you, or to do you another personal favor at some time in the future. Imagine yourself giving someone a gift for their birthday. If they thank you sincerely, and make it known how much your gift was appreciated, won’t you be more likely to give them a gift next year?

Emailed thank you messages are okay, and sometimes necessary to get something out quickly, but they just don’t impress the way a mailed one does (also consider hand-delivery through the office secretary for maximum effect!).

Here’s what a personalized, brand-reinforcing thank you note accomplishes so beautifully following an interview, or any other professional encounter:

• Conveys courtesy toward the contact for their time.
• Reminds the contact of you and puts you top of mind again.
• Mentions highlights of the conversation and reiterates your interest in the topic being discussed.
• Provides an opportunity to restate your value proposition and good fit for the company.
• Provides an opportunity to bring up information you poorly addressed or forgot in the discussion.
• Provides an opportunity to ask about the next step in the interview/sales/whatever process.

Send your thank you notes the day of the discussion, if at all possible. Get the full name, correct spelling, and title of each person you speak with before you leave. Ask for their business cards so you don’t have to fumble for paper and pen.

Take a few moments to jot down the following information as quickly after talking with them as possible, while everything is still fresh in your mind. This information will make writing your thank you notes much easier:

1. What key things did they ask you?

2. How did you answer?

3. What answers or info did you give that captured their attention and/or impressed them?

4. What did you tell them about yourself that they said represented important skills or personal attributes for the position’s requirements or organization’s challenges and needs?

5. What concerns did they voice about you?

6. What areas/things did you neglect to mention?

7. What little tidbits about the company did you learn that you can impress them with?

8. How can you reinforce your fit for the job or sale?

A few other points:

• Don’t send generic or canned thank you notes. They’re almost worse than sending nothing.
• Don’t hand a thank you letter to the employer at the end of the interview. You’ll clearly be giving her or him a canned note.
• Don’t forget to sign the letter.

Be generous in sending thank you’s. They can make all the difference in keeping you and your personal brand top of mind with the very people you want to leave a lasting, memorable impression with. Remember, the cost to overnight Fedex a letter to make sure it’s received promptly is a drop in the hat compared with the benefit you stand to gain if things go well.

Be sure to check out this post about different types of thank-you’s and when each might be appropriate. But remember to make each your own!

Related post:

Best Executive Job Interviewing Strategies

An Executive Personal Branding, Online Identity and Job Search Strategist, Meg is a 20-year careers industry professional and one of only a handful of people worldwide to hold the Reach Certified Personal Branding Strategist and Master Resume Writer credentials, both gold standards.

“I love my work collaborating with savvy senior executives and entrepreneurs who know where they’re going, but need help differentiating their unique promise of value in the new world of work and executive job search, and positioning themselves to work their passion. My clients are typically c-suite, senior-level executives and rising stars.”

Find out more about Meg at Executive Career Brand, and by viewing her LinkedIn profile andfollowing her on Twitter.

Add Context to Business Cards to Help Remember the Person

If you're great at taking business cards when they're handed to you but not so great at remembering who gave them to you, where, and what you were talking about, reader meep offers a simple but smart trick:

A friend told me about this excellent networking tip: when you get a business card, write where and when you met the person, along with important facts you may need later on the back. This way you can say, 'Oh, remember when we were [there] and you asked about [this]' as a conversation starter later on.

Despite what we may have expected, it turns out business card use is alive and well among Lifehacker readers, so this tip might come in particularly handy next time you're at an event where the business cards are flowing like wine. Got another method that helps you remember more about the person who handed you the card? Let's hear it in the comments.

'A friend told me about this excellent networking tip...'

Why You Still Need Business Cards

Original Post Here

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As a web worker, I handle most of my communications online. My first contact with many of my clients is via email or, sometimes, phone. But I still have a big box of business cards sitting on my desk, and I think they come in handy. I’m willing to pay to get professional business cards printed regularly.

Networking

Just because most of my clients contact me online doesn’t mean that that’s how they find me. I ask every new client how they found me and, more often than not, it’s because someone I know recommended me. What’s surprised me, though, is that it isn’t always past clients passing along my email address. More than a few times, it’s been someone that I met at a networking event passing my card along to someone who they thought could use it. These aren’t people who know me well; without that business card in their hands, they would have been hard-pressed to even remember my name. But having that convenient little piece of paper in their pocket led to me landing a new client.

Of course, I’ve landed clients just by heading out to networking events and handing out my business cards in person, as well. There’s a reason that business cards have become standard for business — and why many tools that allow you to share information via smartphone and other gadgets have been slow to catch on outside of technologically-oriented industries.

Professionalism

There are times when even the most web-oriented among us have to meet with people face-to-face. Being able to hand out a business card does more than guarantee that they have your contact information and even goes beyond making it easy to pass it along. It can help establish your professionalism. Depending on the type of work you do, there can be some difficulty in reminding your contacts that you’re a professional — after all, you spend most of your day at home or the coffee shop. But little touches like a professional business card can really help remind clients and colleagues that you are a professional, no matter where you’re working at.

Connecting

I’ve got a couple of business cards in my bag that don’t actually belong to me. I hand them out when I’m handing my own out, though: I have certain people that I work with on a regular basis and if I’m talking about a project they’d be involved in, I like to help them out with a little promotion while I can. They’ve got a stack of my cards, too. The system works out pretty well. We don’t routinely attend events (networking or otherwise) together, but each of us still gets an opportunity to get our cards in the hands of people who might like to work with us. A business card may not be the perfect substitute for your ability to win new clients or projects in person, but it can definitely help in situations where you wouldn’t have been able to be there anyhow.

Do you still use business cards?

Image by Flickr user bargainmoose, licensed under CC BY 2.0

Building a Credible Image When You Work in Multiple Fields

from WebWorkerDaily by Pamela Poole

How do you sell yourself and your services online, when you work in two or more fields? Won't a potential client's first impression be that you lack focus, and perhaps don't excel at any of the things you do? Freelancers don't always have the luxury of concentrating on just one field. We have to be flexible. We have to be creative with our talents. We have to pay the rent.

I was dealing with this a few months ago, when I was thinking of putting together a portfolio site. I was feeling like my presence on the Internet was scattered all over the place, and wanted a single site to which I could send professional contacts who wanted more info. I was tired of providing links to multiple profiles and blogs that didn't tell the whole story, and I'm not wild about any of the "identity aggregation" services that are out there.

Given all the different things I do, my primary dilemma was to make a non-static professional site that gave a good overall impression of what I'm about, professionally speaking. Below are some of the issues and approaches I pondered. Maybe they will be useful to you if you're in this position.

Are You Hiring? Look Out For Fake Job Reference Agencies

What Not To Do

Original Post: Are You Hiring? Look Out For Fake Job Reference Agencies [Employment]: "

Are you looking for a job? Do you need positive references, but don't have anyone left from your old employer who would say nice things about you after the incident with the office bagel tray, shaving cream, and a box of gerbils? Don't worry. You can take care of that with a few hundred dollars.

Yes, Alibi HQ, a company better known for providing fake invitations, conference programs, and phone screening to give people plausible cover stories, also provides employment services. They provide fake references and employment verification services. From their page:

If you're in need of Fake Job Reference services, we'll provide a local or toll free number for your previous employer or employers. We'll answer all incoming calls as the fictitious company and confirm your dates of employment, indicate that you are eligible to be rehired.

The reader who shared this with us is looking at the situation from a hiring perspective. As should you. This is why it's a good idea to double-check numbers provided to you. Reverse lookup is your friend. If there's no Yellow Pages listing for a number that your prospective renter or employee claims is a law firm....big red flag, right there.

FAKE JOB REFERENCES [Alibi HQ]

(Photo: matt512)

How to Get (and Leverage) Glowing Testimonials

from FreelanceSwitch - The Freelance Blog

Word of mouth works! A potential client hears rave reviews about your products and services from someone they trust. The advertising is believable and motivating. And it doesn't cost you anything - other than consistently delivering a service that keeps your clients happy and coming back for more.

It's surprisingly effective. One of my freelancing spheres is computer support to small businesses and home users. Over two years ago I reached the limits of my availability, and stopped advertising. Since then I have continued to receive hours of work most weeks purely from word of mouth. Two friends will be chatting over coffee. One will mention computer problems, the other will mention me, and another job is in the bag.

But word-of-mouth advertising reaches a very limited set of people. It only reaches as far as the friends of your clients, and only when there is a knowledge of their need for your services. That's where testimonials come in. They take word-of-mouth advertising, and make it more accessible.

Why Testimonials Work

There is no doubt that testimonials - when done properly - work:

• JupiterResearch ranks customer reviews as the second most important website feature.
• Andrew Angus recently tested two versions of a web page. One page had a list of testimonials below the video, the other one did not have any testimonials. The testimonials led to a 158% increase in conversion.
• Intelliseek's "2005 Consumer-Generated Media (CGM) and Engagement Study" survey found that consumers trust other consumers (including those they don't know personally) 50% more than any other form of advertising media.
• Forrester's 2008 study reports that over 70% of shoppers actively seek reviews and testimonials when planning a purchase.

Testimonials work because they nurture trust. Potential clients know that you're only going to say positive things about your products and services. They want to be convinced by hearing from someone who has actually tried them. Potential clients have no reason to trust you. But they do trust their peers. This is "social proof" at work.

They also work because they overcome fear. Your potential clients have had negative experiences in the past and are fearful of getting stung again. Effective testimonials address these fears, and reassure potential clients that you are different.

What Makes a Good Testimonial

A good testimonial is believable.

Word of mouth works because it is coming from a disinterested party. But people hear testimonials directly from you, and then make a snap judgment about whether they are real or fake. A testimonial that sounds fake will erode trust, not build it.

Testimonials should be real. If you can, include the full name, location and a photo of the person giving the testimonial. Include their business or organization if it is relevant. Never make up a testimonial. It is better not to have one at all than to use false testimonials.

A good testimonial is specific.

Word of mouth works because the potential client can keep asking questions until they are satisfied. A good testimonial must contain answers to the questions readers are asking. They must contain specific details.

Testimonials like "I am very satisfied with the service I received," "I will definitely use them again next time," and "Great job!" sound reassuring, but offer no value in answering people's questions. Make sure specific details are included, like "The new website increased sales by 120% in the first month," "I was treated courteously, and everything was explained to me in advance," or "I needed the new brochures urgently, and they didn't let me down."

Some questions potential clients ask include: "Can you do what I need?" "Are you reliable?" "How are you different to the competition?" Use testimonials that answer these questions. And keep in mind that testimonials with specific details are definitely more credible.

A good testimonial removes obstacles.

A good testimonial should address the doubts, concerns and hesitations that prospective clients may be experiencing. Your current clients may have experienced these same obstacles, but overcame them. Their testimonial can put the concerns of others at rest. Testimonials by clients who may have been skeptical to begin with can be very effective in this regard.

How to Get Testimonials

Catch them as they fly past.

Testimonials come naturally, in compliments, fleeting comments, quick conversations, and thank you letters. Keep your ears and eyes open, and keep careful track of them. Write down the stray comments as soon as possible after hearing them. Snip "quotable quotes" from emails your clients send you, and file them along with the person's name and date you received it.

Build some containers.

Add a guestbook to your website. Create survey forms or feedback forms, either on your website, or paper versions that you can hand to your clients at the end of a job. Keep the communication lines open on your end, and give people ample opportunity to comment on your products and services.

Ask for them.

If a customer ever tells you how much they value your service or asks what they can do for you, ask them for a testimonial. Many people respond better if you ask for feedback rather than a testimonial. Asking for feedback sounds like you want honest comments rather than sugary praise.

You can also request feedback via email, either on a one-by-one basis, or as bulk mail to all of your clients. Include a specific list of issues for your clients to comment on, including price, turnaround, quality, and overall satisfaction.

Ask open questions.

When a client is giving you feedback and seems to have more to say, draw it out of them by asking open questions. Ask them to expand further on what they have said. Ask them to give an example of what they are talking about. Or ask them to comment on other issues that they did not mention. Leave room for them to tell you ways the process or experience could have been improved. Besides gathering useful testimonials, you are also fostering a better relationship with your client.

Be strategic.

A useful testimonial needs to be believable, specific, and address obstacles. You won't find testimonials like that by accident. The structure of how and when you ask for testimonials is critical.

In comments on several blog posts about testimonials, Sean D'Souza suggests you start with one specific question: "Was price a big objection when you considered using our service?" He goes on to explain why:

"Now I've not just got the client to think about a testimonial, but specifically about price. So the customer may say: 'No, it wasn't a big objection.' Well that sets up the next question. So what was the big objection; what would have caused the hesitation to using our service? Now the customer will tell you what the hesitation was. But if the objection was indeed 'price', then the customer would go down the road of price."

By questioning your client in this way, you start to identify objections potential clients may have, and also gather testimonials of how real clients overcame those obstacles. Aim to find at least one believable, effective testimonial to counter each objection you discover.

Where To Use Testimonials

Everywhere! Rather than using just your own words to describe what you do and why it is important, use your clients' words as much as possible.

Here are some suggested places to use testimonials:

• on your website
• on your resume
• in your portfolio
• on your quotes, order confirmations and invoices
• in your print ads, sales letters, direct mail
• when you encounter a barrier while talking to a client about a job
• on Twitter - in bite-sized pieces
• on your blog - tell a success story about a client
• in comments to other people's blogs - briefly and only when relevant
• in Facebook and Myspace.

Don't clump all of your testimonials together on a single testimonials page. Spread them out. Include brief testimonials for each product or service you describe. Convince potential clients of the value of each service you offer by testimonials of how others have benefited.

Shape your testimonial feedback into brief but powerful statements. Limit their length to one or two brief sentences. But don't over-edit them - they will sound more credible if left in their original language. Even grammar and language quirks can demonstrate to the reader that they are genuine.

Testimonials are a powerful tool for marketing yourself. How have you used them?