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Your
Comments on This Section Are Welcome
Network, Network, Network
- You've heard all of the hype over number of calls, number of informational
interviews, number of contacts that will land you a job.
By
and large it's true if you add a bit of luck to the mix
Right place,
right time, right stuff!
Lately the people who've
landed tend to go to work for a previous boss. So your first action
after you've completed "Getting started" is to contact
your previous bosses and let them know you're available, need their
help, want to contact them from time to time and ask if they know
anyone that they should talk to - anyone - whether they may have
open positions or not.
Networking is very
hard work.
- You will be disappointed
with the level of help you will get from your closest contacts.
- You will be surprised
the extent your next tier of contacts will help. Be prepared (referred
to you by your closest groups)
- If you are in sales,
you're used to rejection. If not, be prepared to be frustrated
and face rejection or lack of cooperation. It's inevitable.
Networking Groups
The beginning
- Figure out how you're
going to maintain a record listing your contacts and all of the
dates and summary of conversations or written communications.
For some ideas see Chapter
5.2 Contact Management Options.
Bottom line:
Whatever method you choose, you need to be able to sort and
select your contacts based on company affiliation, name, who
referred you to the name. You must be able to find follow-up
dates to trigger another e-mail or conversation.
- Establish groupings
to put your contacts in - think of degrees of separation
- Direct familiarity => contacts drawn from directs => contacts
of contacts etc.
Make sure you record the chain of who recommended you speak to
whom! Ex. John referred you to Mike who referred you to Al etc
etc. You need to know this for future communications and just
for your memory as you drive to contacts of contacts.
a. First Tier -
They know you
1. Family
2. Friends
3. Business Associates
b. Second tier
1. Contacts
referred to you by first tier people
2. Including
recruiters
c. Third and succeeding
tiers - contacts of contacts - you do not know them personally
or the people who gave you the contact.
- Identify people you
know personally and put them in your contact management listing
including any contact information you have handy - Phone, e-mail
address
- Begin your campaign
a. Write a script
- even for your first tier conversations
b. Tier 1 contacts
- Call your first tier contacts - this is best practice. Try
to avoid e-mail.
1. Tell them
what's going on; You need their help; Here's the direction
of your search (industry, geography etc) and get their e-mail
address; ask for contacts.
2. Very important!
Make sure you can use their name when contacting these second
tier people.
3. Switch to
e-mail from this point forward and follow-up with a thank
you note and a reminder on contacts they promised. Include
a copy of your resume - ask for their advice on your resume.
c. Next Tier contacts:
1. Everyone uses
e-mail. Everyone has gatekeepers and getting through by phone
is touch and go. It's less threatening by e-mail. Out-placement
firms will tell you to make your first contact by phone. My
opinion is don't do it. I have had nearly 100% response rate
to my e-mail approach. It's just so easy - on both of you.
And phone contact - arranged in advance - can then be used.
2. Send
your first e-mail out - See sample text
3. Follow-up
with a phone call 3 or 4 days later - never on a Monday -
leave a message if you don't get through.
4. A week
later - send a follow-up e-mail that includes the first e-mail
text
Sample First contact
E-Mail text - MUST be able to be read in 10 seconds or less
E-Mail Subject line:
"Jim Smith suggested I contact you"
"Jim and I have
exchanged information regarding my search for a new position.
He strongly suggested you would be an excellent person to approach
for advice in this regard.
I do not expect you
to have or even know of a suitable position. But, given Jim's
advice, I would very much appreciate half an hour of your time
to discuss the direction and focus of my search. (Or perhaps have
breakfast or lunch)
I will call next Tuesday
to see if there is a convenient time to meet.
Thank you in advance
for your time. It's a precious commodity."
Regards,
Your name and contact
info.
Another sample
I was speaking to Jim
Smith yesterday and he thought you would be an excellent candidate
for any advice you might be able to give me regarding my job search.
I don't expect you
have or even know of a suitable position, but since Jim spoke
so highly of you, I wondered if you could spare 15 minutes of
your time with me to discuss the direction and focus of my work.
I will call you tomorrow
to see if there's a convenient time for us to meet - perhaps over
a cup of coffee or lunch?
Regards
Your name and contact
info
You succeeded in
reaching the person with a follow-up phone call
Draft a script for
a message to leave on voice mail. It should cover the following:
- Say your name
- Indicate the person
that recommended you contact the person
- Say you're following-up
your e-mail
- Ask for XX minutes
of their time
- Give your phone
number (give your cell number to ensure they get through)
- Say you will
call them back
- MUST take less than
30 seconds
- If they have no
time - ask if it's OK to call back in a few weeks.
- If they only want
to speak on the phone, try to delay it by saying you'll send
them your resume and arrange a follow-up call. They may see
your resume and want to meet you. Worst case you do it over
the phone.
You
get through
Draft a script for
a message. Stand up and smile - this will come across to the listener.
You should cover the following:
- Your name
- Your following-up
per Joe Smith's suggestion
- Can I get your advice
and do you have XX minutes (10 - 20). Perhaps we could grab
a cup of coffee or join them for lunch. Focus on their convenience.
- Specify a time like
the next two weeks
- If they say yes
- say you'll send a copy of your resume in case they have time
to read it (They won't but, still should do it + bring a few
copies with you when you meet)
- "Looking forward
to meeting you, Thanks for your time"
You have an e-mail
response!
They will typically
ask for a copy of your resume. Send it, but push for a face-to-face
informational interview. Its critical they see you.
"Sample"
e-mail text following-up a conversation (Note: convert your
resume to .RTF to help preserve formatting. A PDF is best but you
need to buy Adobe Acrobat to do it or have a friend do it)
As we discussed, see
attached. As you now know I am in search of a senior management
position in information technology based in the Boston metropolitan
area. My background in similar roles included the full scope of
IT responsibilities required by large and medium size companies.
My record is one of
delivering high value added services at low cost. I migrated from
a finance and operations foundation to management of information
technology services over the span of my career. This has culminated
in the leadership of IT organizations supporting large ($1.5 to
$2.8 MM) enterprises. I possess an intuitive understanding of
IT that translate into effective management of technical personnel.
Also, my finance and operational background has provided me with
an ability to translate business objectives into IT strategies
and tactics.
Again, thank you for
your help. Should you wish to contact me, I recommend you use
my cell phone or e-mail.
Regards,
Your name and contact
info.
Short & sweet:
Thanks for the call
back. Much appreciated. See attached for resume, cover letter
and supporting details as we discussed. Looking forward to meeting
you. Coffee's on me.
Thanks again
PREPARE FOR THE MEETING
Research the company,
products, competition - See Chapter 5 - tips on researching
The meeting
- Be on time!
- Have your resume
- Get directions and
parking instructions in advance
- See Chapter 7 focus
on "Questions you can ask the interviewer"
- Have a list of target
companies you want to ask about - But don't limit yourself to
these
- Get ANY contacts
they think would help you and ask if you can use their name
- They may say they
want to contact their referrals first and then pass them to
you if it's OK with the referral. This will be for follow-up
later.
Meeting Follow-up
- Thank them
- Tell them you'll contact
(Jim smith, Joe Schmo …)
- Contact Jim Smith
and Joe Schmo - You ABSOLUTY MUST follow through on this.
YOU HAVE A TARGET
COMPANY AND NEED CONTACTS
- Send a request to
selected people individually on your contact list to see if they
know anyone.
- Broadcast a request
to members of your networking groups
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