How to Reach a Decision Maker in Your Job Search, Part 2

In our last post, we talked about ways to find out the name of the decision maker at a company you are targeting in your job search.  Today, we'll discuss the steps that you should take to make contact with that decision maker.

If you have found someone in your network who knows the person you are trying to reach, ask your contact for permission to say, "My friend ------------ suggested that I contact you." A soft introduction has a greater chance of success than a cold call.  Send your contact copies of any correspondence that you generate, and be sure to send your contact a thank you note for helping in your job search.

Even if you don't have the benefit of a soft introduction, the procedure for reaching your decision maker can be the same (if not a little more challenging).  I suggest that you follow these steps:

1)  Send a cover letter with your résumé to your decision maker.  Identify the job that you are seeking in the opening paragraph of your cover letter.  Without rehashing your résumé, state why you are interested in the company and why you believe that you are best for the position.  Try to convey a tone of enthusiasm.  Be sure to include complete contact information on both the cover letter and your résumé. 

2)  Within a week to ten days of sending your letter, follow up with a phone call.  Be prepared to have a 30 to 60 second pitch to give stating how you learned of the job, why you are interested and why you believe that you would be a good fit for the company.  As you can see, this pitch needs to be different for each company you are contacting.  If you have a mutual contact, mention that person's name.  Don't forget to ask for the sale:  at the end of your pitch, ask if you could schedule an interview, or meet with the decision maker, or if there is a position available.  Practice your pitch until you feel comfortable, and be sure to keep your tone conversational.  Role playing with a trusted friend can be a huge help.

3) Be prepared to deal with the gatekeeper!  If you have a contact in common, here is where your task will be easier, as a receptionist or administrative assistant is more likely to put you through if you are able to say, "So and so suggested that I call..."  But if you can't do that, here are some ideas to "get you through the gate."

    -Use the decision maker's first name only:  "This is Jennifer Harrison.  Is Mark in?"
 If the decision maker is not in, do not leave message, but ask when is a better time to call.  Do this for several days, and try calling at different times.  Someone else may answer the phone and put your call through.  Or try calling after hours.

    -If asked what this is regarding, you may say something like, "I have a question about --------" or "I am seeking Mark's opinion about----------".  Stating that you are calling about a job or a personal matter is unlikely to get you through.

    -Whatever you do, be nice to the gatekeeper!  You have nothing to be gained by bullying, and personally, I would never hire someone who was rude to my support staff.

4)  If you do get through to your decision maker, and he or she states that there are no openings, or that you are not qualified, don't give up!  Take a moment to ask some follow up questions, such as what qualifications are they looking for, is he or she aware of other positions in the industry that might be a good fit for you, etc.

5)  Have a thick skin!  This is really hard stuff!  You will get frustrated when you cannot get through to your intended contact, and it is natural to feel hurt when you are rejected.  Anticipate these feelings of rejection in advance and plan to do something nice for yourself once you've made your calls.  

Comments

[You Could Save]

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http://www.youcouldsave.co.uk/1152/peopleperhourcom-job-done/