Prosper at job fairs

Quick, what season comes after back-to-school and before holiday shopping? Give up? It’s job fair season, silly!

OK, I admit that would be obvious to no one but HR folks and career counselors.

But that’s why I’m here — to be your guide to all the ways of job search. And succeeding at job fairs is one of the best-kept secrets there is.

That’s too bad, because these gatherings can be super-productive if you know how to make the most of them. Here are 10 tips to help you do just that.

1. Choose the right fairs. Check newspapers, the Internet and workforce centers to find fairs and learn which job seekers they are targeting. If a fair is aimed at technical workers and you are, say, an accountant, it may not be the best event for you. On the other hand, the companies present may also need accountants, so it may be worth a try.

2. Make a plan. Scan the list of employers who will be there and choose at least five to research in advance. Don’t overdo — looking at their Web sites should give you conversation points for the fair.

AMY LINDGREN

WORKING STRATEGIES

3. Prepare your materials. Business cards, “JIST” cards (packed with information about your skills) and résumés are all good tools to consider bringing. Many fairs will ask for your résumé at the door, since they’ve promised the employers that résumés will be collected.

4. Decide what you want from each fair. Are you researching certain industries? Looking for contacts? One expectation you should not nurture is that you will be hired at the fair, as this almost never happens. More commonly, you meet people, follow up with them later, and eventually get connected to openings that interest you. You were planning to follow up, weren’t you?

5. Practice your conversation points. Why make the other person do all the work? Instead, practice giving a two- or three-sentence introduction and ending it with a question.

For example: “Hi. My name is Janet Doe and I’ve been working for 15 years in the back office at a printing company. I’ve been thinking about switching to a job with more customer contact. Can you tell me what you look for in your customer service or sales people?

6. Don’t lead with “What jobs do you have open?” as the answer is sure to disappoint. Remember that employers come to fairs with the future in mind, as well as current needs. Concentrate on learning about their business, telling them what you can do, and getting a contact for later.

7. Stick to the subject. Anything that has to do with your skills or their needs will be good conversation points. The economy? Gas prices? Your recent unfair layoff? No, no, and definitely no.

8. Pick up handouts, but don’t make that your focus. Seriously, will you really study all those brochures later? If literature is your goal, you could stay home with a printer and a good Internet connection. Instead, square your shoulders and talk to the person at the table. Then, when you pick up a card or brochure, step aside to jot notes before you head to the next table. This will make follow-up easier. You were planning to follow up, weren’t you?

9. Don’t overstay your welcome. Remember that the people in the booth are trapped. You can move on, they can’t. So move on. You might be more memorable if you stay longer, but those aren’t the memories you’re trying to create.

10. Follow up. You were planning to follow up, weren’t you? Ideally, you should call or e-mail within a week or two of the fair. A good goal would be to talk more deeply about how your skills might fit in at their company. Getting another contact in the organization is also good. With enough names and enough follow-up in enough companies, you will prevail and learn of openings that aren’t even advertised yet.

Remember, it’s all a numbers game, and job fairs are a great way to multiply those numbers.

- Amy Lindgren owns Prototype Career Service, a career consulting firm in St. Paul, Minn. She can be reached at alindgren@prototypecaree rservice.com or at 1071 W. Seventh St., St. Paul, MN 55102.