LOGIC

Q: Dear Dr. Culp, After college graduation I worked with a temp agency after a few feeble attempts at interviews for full-time employment. I've continued on this path to avoid the dreaded interview.

I no longer have an acceptable excuse for little work experience other than temp jobs. My fear of rejection and the interview process has paralyzed my attempt to find full-time employment.

I expect interviewers to criticize me severely about lack of career development or personal information collected during the interview. Also, perhaps thinking that they can jolt me out of current behavior patterns, they might even continue to attack me on my way out of the building. How can I get past this roadblock? Afraid

A: Dear Afraid, You couldn't be confronting this problem head-on at a better time, because temp agencies, more than ever before, are putting people in jobs that lead to direct hire.

Take your strong suit – temp work – and capitalize on it. Tell agencies you want to be considered for jobs on track for direct hire. You'll be comfortable with the people before any formal interview for full-time employment. Meanwhile, tell yourself a million times that employers are too busy to counsel applicants or berate them out the door. mlc

STARTING OVER

Q: Dear Dr. Culp, I have retired after 22 years of teaching and have previous experience in customer service, purchasing and (some) accounts payable. I've worked in HCA hospitals in the past, although some of my employers are no longer in business or in the area.

I want to find a full-time permanent job to supplement my retirement. How do I market myself to prospective employers? I have a resume and have applied for several positions. I'll begin at entry-level, if necessary. Retired Teacher

A: Dear Retired Teacher, Having taught, you know well that you could do a number of things. In fact, you've done them in the classroom and elsewhere, it appears. Focus your search. Private security, which uses customer service skills, is one area of growth.

What are you passionate about doing and where would you do it – an organization or your own business? Read widely about marketing. Also, research and read all you can about your chosen field or occupation. Absorb the lingo. Target your written presentation of yourself sharply, whether a bio or resume, to support your objective.

Next, target your market. Identify five characteristics of an organization likely to hire you or buy your product/service. Go for it. mlc

**BlogTip**

ARTFUL DODGING

Salary negotiation can make you or break you. Ask for too little money and you're in trouble for a long time. Ask for too much and you won't have the chance to see if you're in trouble. The eminently approachable Jim Hopkinson, in "Salary Tutor: Learn the Salary Negotiation Secrets No One Ever Taught You," tells you how to sail through the process (Business Plus, $13.99).

"Don't fear the IRS," he says. He doesn't mean the Internal Revenue Service, but something you pull together, an "Industry Research of Salaries." Scour the Web, including the Bureau of Labor Statistics; check in with colleagues, recruiters and friends; gather the data you need to determine a salary. At the best time, share the details to remind the employer of the market.

That best time comes after you persuade the interviewer to suggest a range. Then, when the guy/gal speaks, "zip it," Hopkinson recommends.

Double up on the awkward pauses, "which an interviewer may rush to fill," he says. State the higher number, say "Hmmm ... (silence)," and keep listening for the jackpot rolling out of the slot machine.

By the end of the interview, crown yourself the Artful Dodger as you walk out the door onto the high road.

(Dr. Mildred Culp welcomes your questions at culp@workwise.net. © 2011 Passage Media.)