Search online company directories. Imagine you’re sitting in a Starbucks with your friend who just happens to work at a local healthcare company. He casually refers to a department in his organization that’s getting ready to expand. Having spent the last six months looking for a position in healthcare, you do your best to conceal the white foam forming at the corners of your mouth. Could this be it? Could this be your chance to finally break into the industry? This is how it happens. God providentially puts you together with the right person or He leads you to the right place, an opportunity is exposed, and all of a sudden doors begin to open.
WHAT’S AN “OPPORTUNITY” ANYWAY?
“Good help is hard to find.” Those words have rung in my ears for years. My father relayed this tired truism to me during my first job search several years ago. As much as we may want to rebel against the cliché, the fact remains organizations are always in search of quality people to help them succeed in their mission. Whether or not they have a specific position to fill, a successful company is always on the lookout for talent. Therefore, you don’t have to wait for a company to put out their Help Wanted sign before you put yourself on their radar.
ABOUT THE PROCESS
If you have any kind of background in sales, you’re going to see a lot of parallels between this process and your average sales cycle. That’s because the hiring process, in many ways, is just that—a sales cycle. There are companies out there with needs you are fully capable of filling. The responsibility is not on them to find you and “buy” you. How could they? It is your responsibility to find them and “sell” them on you. Regardless of what the doom and gloom media outlets will tell you, there are plenty of companies in need of help out there, which means there are plenty of opportunities for you to find a job. Whether you find a job opportunity on the Web, hear about it from a friend, or try to create one out of thin air, the process is going to be very similar. It’s all based on intentional contact and mutual benefit. By methodically contacting the right people and highlighting what you have to offer their organizations, you’ll be amazed at just how quickly you can find the right job.
ESTABLISH CONTACT
Before anything else can happen, you’ve got to start the conversation. The next three steps will help you open the lines of communication and get your foot in the door.
1. Fill out the application (optional). This step is optional in that there doesn’t necessarily need to be a position available before you initiate contact with a company. As we discussed in the previous chapter, an advertised position means you’re already late to the party. If there is a listed position, however, you should comply with the instructions provided for applicants and supply whatever information they require up front. Many companies also allow you the opportunity to log on to their Web sites and create a “candidate profile.” This is another great way to get on their radar, but keep in mind everybody who wants to work there will be doing the same thing. If you want to make sure you stand out from the crowd, go the extra mile and proceed with the following two steps: finding the decision maker and sending an introduction letter.
2. Find the decision maker. When reaching out to companies, you want to directly target the person who has the authority to hire you on the spot. Don’t waste your time sending letters to the personnel department when you’re looking for a job in the accounting office. On the off chance you do get someone’s attention, you still have multiple layers to work through in order to reach the person who has the power to bring you onto the team.
Without leaving your computer desk, you can find decision makers in a variety of ways:
Search online company directories.
Look up organizational charts.
Do a search on LinkedIn.
Ask friends within the company.
Call and ask a secretary or administrative assistant.
3. Send an introduction letter. An introduction letter is your chance to reach out and introduce yourself to the prospective employer. In a professional yet conversational tone, tell the hiring manager or decision maker who you are, what you admire about his company, and how you can contribute to the company’s success. This letter should be clear and concise. You want to keep it to three or four paragraphs, maximum. If you have a friend in the company or were referred to this person, mention by name whoever referred you (with his or her permission of course!). The goal of this letter is not to get you the job. The goal isn’t even to get you the interview, although that would be a pleasant surprise. The purpose of this step in the process is to get your name in front of the company and start to establish a brand presence in the hiring manager’s mind. As in any sales situation, you’re simply trying to build a relationship at this point. As that relationship grows, you’ll start to see the fruit. Give it time, however. You can’t enjoy an apple until it’s ready to be picked.
SEND IN YOUR RESUME
It’s time to pull that oh-so-carefully-crafted resume of yours out of the accordion file and put it to work. If you’re filling out an application, odds are the employer will request that you send your resume along with it. Follow these steps before you do. If you’re not specifically filling out an application, wait a week after sending your introduction letter before you proceed.
1. Tweak, tailor, and touch up. Think about the company you’re trying to get in with . . .
What do they do?
What’s their culture like?
How do their passions align with yours?
What can you do to help them succeed today?
What have you done in the past that would make your value to them obvious?
Put yourself in the shoes of the decision maker you’re going after and figure out what he’s looking for in the ideal candidate for that company. Frame that in the context of the position you’d like to pursue and get to work on tweaking your resume to serve that purpose. Once you’re done, don’t forget to proofread your work!
2. Write a cover letter. Your introduction letter sets the stage for placing your name in front of the right person in this company. In a cover letter, you want to qualify yourself a bit further by drawing out the points of your story that would be most attractive to this company. Use this letter to set the stage for the resume attached to it.
3. Prepare for follow-up. Before you close out that cover letter, make sure you include a few lines about follow-up. You should never put the ball in the hiring manager’s court by asking him to call or e-mail you in response to your inquiry. That would just be lazy and inconsiderate. If you want this job then you need to show the manager you’re willing to pursue it with enthusiasm. Pick a time in the not-so-distant future (about five days) and tell him you’ll call him then.
It should go something like this:
I plan to call you on Wednesday at 10:00 a.m. to arrange for a time to discuss this further. Thank you for your time. I will look forward to chatting with you on Wednesday.
You don’t have to use my words. Just be sure to show this person you are serious and willing to pursue him (respectfully, of course).
BEFORE YOU HIT SEND!
If you’re submitting your documents electronically, make sure you save your resume and cover letter in a universal format (PDF, for example). Depending on the specific word processor you use, a proprietary format such as Microsoft Word or Apple Pages can end up looking like a jumbled mess on the employer’s computer screen. Save yourself the risk of losing an opportunity by sending your documents in a format that will preserve your original formatting.
FOLLOW UP
You’ve done a lot of work so far. You’ve sniffed out a decision maker at your target company, found his or her contact information, sent out an introduction letter, maybe filled out an application, written up a cover letter, and sent in a freshly customized resume. You must be exhausted! I wish I could say you’re all done here, but you’ve only just caught yourself up to the rest of the job seeker market. If you want to set yourself apart and dramatically improve your odds of getting hired, you’ve got to follow up when you say you’re going to follow up.
1. Say no to voice mail. Nothing (except for maybe e-mail) is easier to blow off than a voice mail. If you try to call and you get a voice mail greeting, hang up the phone and try again! If you’re still unable to reach the person, give his assistant or secretary a ring. Tell that person you’re sorry you must have just missed [insert manager’s name here], and ask when he or she will be back in the office. If you absolutely must leave a voice message, be clear and concise. Keep it under thirty seconds and remember to always maintain control of the follow-up by keeping the ball in your court instead of leaving it in the hands of the hiring manager.
If you are someone who gets nervous and flustered easily, consider writing yourself a script (see page 117 for an example). Read it aloud a few times before you leave the message. Internalize the words so they naturally flow out as you speak. Be sure to sound eager and upbeat. You want to give the manager a reason to look forward to your call.
2. Be considerate, yet persistent. If you say you’re going to call on Wednesday at 10:00 a.m., then call on Wednesday at 10:00 a.m. If the hiring manager isn’t in a position to talk when you do get him on the phone, respond respectfully. Never attempt to bully a prospective employer into giving you his attention. This process takes patience. If a manager sees you’re a qualified professional and are approaching him in a respectful and intentional manner, you will eventually get his attention. As you patiently pursue this employer, you have to stay proactive in the process. Remember, this is a sales-type scenario and sales is a contact sport. A good salesman knows he’s going to have to reach a prospective buyer at least five or six times before she’ll even consider buying what he’s selling. You’re in the same boat, so you’ve got to make sure you keep attempting to make contact until he either hires you or tells you to stop.
3. Ask for the appointment. When you finally get the right person on the phone, don’t make the mistake of thinking you’re going to get hired right then, right there. This is just another step in the process. At this stage in the game, your goal should be to arrange an informal meeting to discuss the company, its story, its goals, etc. In the best case scenario, the prospective employer will invite you in for an interview. At the very least, you will have established an open line of communication. Always focus on building a relationship with the person to whom you’re reaching out. If he won’t agree to sit down with you just yet, all hope is not lost. Maintain an open conversation with him over time. He’s a person just like anyone else, with real concerns and needs. As you keep contact and learn of his personal, departmental, or organizational needs, you can begin to find ways to speak to or help with those needs.
If after six months of serving the prospective employer in this way a position hasn’t opened up for you, she might very well make up a position for you. If a position does open up, you better believe she’ll be calling you first for an interview.
FOLLOW-UP PHONE CALL SAMPLE SCRIPT
Hello, [name of hiring manager], this is [your name] calling to follow up on a cover letter and resume I sent you on [day, date]. I’m excited to talk with you further about how I can help your organization [goal that pertains to company: increase sales, improve productivity, etc.]. I will plan to give you a call back on [day, time] so that we can speak further. Thank you, and have a great day.
**Don’t forget to smile while you speak!**
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