Guerrilla Marking for Job Hunters 2.0 Part 29

Telephone the person you identified as running the department. Keep calling until you connect with the person and say:

You: My name is __. I've been researching your company and have talked to [name 2 of the people you spoke with if you have their permission] and they think that we should talk. Do you have time for coffee next week? My name is __. I've been researching your company and have talked to [name 2 of the people you spoke with if you have their permission] and they think that we should talk. Do you have time for coffee next week?

This opener is designed to build curiosity and establish your right to talk to this manager. Using the names of the people who have worked for the person in the past gives you credibility.

Employer: What's this about? What's this about?

The tone of voice could be curious or annoyed because you still haven't said what you want. Stay with the script.

You: I've been examining the way you [market your product-sell to people-manage inventory-develop new products-(fill in the blank with the problems you know they have that your experience can address)], and I have a few ideas I'd like to share with you. Do you have time for coffee next week? I've been examining the way you [market your product-sell to people-manage inventory-develop new products-(fill in the blank with the problems you know they have that your experience can address)], and I have a few ideas I'd like to share with you. Do you have time for coffee next week?

The manager may think you're a consultant-which could be good or bad and there's no way to know in advance-or could sound grateful that the former employees were thoughtful enough to refer you because the department does have a big problem to solve. The person may invite you in right now or continue to cross-examine you.

Note: Make sure you're hitting the company's problem areas. Make sure you're hitting the company's problem areas.

Employer: Are you trying to sell me something? Are you trying to sell me something?

You may sound like a bit of a cla.s.sic salesperson, but don't panic. Follow the script.

You: No. In the course of doing my market research on the [name the industry] industry, I've learned that your company might be a good fit for my [project management skills] but frankly you're the only one who knows that for sure. In the interests of time, I thought I would see if you had time for coffee so I can see if the types of results I achieved for [name the company] could be replicated for your company. No. In the course of doing my market research on the [name the industry] industry, I've learned that your company might be a good fit for my [project management skills] but frankly you're the only one who knows that for sure. In the interests of time, I thought I would see if you had time for coffee so I can see if the types of results I achieved for [name the company] could be replicated for your company.

Now you're talking about how you solved a similar problem elsewhere and that will build your credibility and his interest in seeing you. But it still may not be enough.

Employer: Thanks, but we're not hiring anyone right now. Thanks, but we're not hiring anyone right now.

If you hear this, you need to verbally pull back to maintain control. Here are the 2 reb.u.t.tals you should use, one after the other if necessary.

Reb.u.t.tal A

You: "That's good because I'm not saying I'm interested in working there-at least not yet-but we both know the time to identify talent is long before you need it-would you agree [you want him to say something at this point to keep him in the conversation]? "That's good because I'm not saying I'm interested in working there-at least not yet-but we both know the time to identify talent is long before you need it-would you agree [you want him to say something at this point to keep him in the conversation]?

"[Name 2 more people you spoke with if you have their permission] said it might interest you to know how [throw out your biggest accomplishment at your current or last company that matches this company's need] for XYZ Corporation. Do you have 15 minutes for coffee next week?"

Often one accomplishment that addresses their problem will be enough to secure a meeting, but maybe not.

Reb.u.t.tal B You: "You know XYZ Corporation had the same concern-Here is what I did for them [throw out your next biggest accomplishment]. "You know XYZ Corporation had the same concern-Here is what I did for them [throw out your next biggest accomplishment].

"I have no idea if that's important to you or if you're the type of company I can do this for, but [name a few of the people you talked to] thought it might be of interest. Do you have 15 minutes for coffee next week?"

A second accomplishment that addresses their problem should be enough to secure a meeting, but again it may not be.

Employer: No, we're not hiring, but you can send me a resume. No, we're not hiring, but you can send me a resume.

Don't be fooled. The employer just wants you off the phone. Finish with this statement.

You: I don't have an up-to-date one. I'm not your typical [name your position]. I'm being smart about this. I've researched a few companies I want to know more about, and yours is one of them. After we meet, if you think my experience can benefit your company, then I'd be happy to do a formal resume and wait until you have an opening. Can we meet next week for coffee? I don't have an up-to-date one. I'm not your typical [name your position]. I'm being smart about this. I've researched a few companies I want to know more about, and yours is one of them. After we meet, if you think my experience can benefit your company, then I'd be happy to do a formal resume and wait until you have an opening. Can we meet next week for coffee?

If you get the appointment, you need to pick the place and time and confirm it 2 days prior.

If the manager still doesn't bite, there's not much more you can do with the situation. Frankly, there's probably something wrong with the person and, in my experience, that may actually be the company's problem. So there's only one thing you can do-move up the chain of command to this person's boss. If you get the same reaction from the boss, move on to the next company.

GUERRILLA TIP.

* Follow the script but practice until you don't sound like you're reading it. You need to sound relaxed and natural.* Practice on a blind lead-approach companies where, for whatever reason, you specifically do not want to work. In the headhunting business, we call these throwaways; companies we try new marketing material on before approaching a real employment lead.* Throwaways don't matter, so be as bold as you like. Practicing will build your guerrilla confidence.

USING GOOGLE FOR LEADS

Right about now, you're probably saying: "Great idea, Dave, but where do I get the names of the people to call?" Thanks for asking. Remember Google? Go to www.google.com and type in the name of the company you're interested in with the words "resume," "work experience," and "apply," exactly as shown in and type in the name of the company you're interested in with the words "resume," "work experience," and "apply," exactly as shown in Figure 8.1 Figure 8.1.

Figure 8.1 Google advanced exact word search. Google advanced exact word search.

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For ill.u.s.trative purposes, we're using PeopleSoft as the company. This will bring back results that will include people who have worked for PeopleSoft in the past. The preceding example resulted in 127,000 hits at the time-your results will vary because Google changes by the minute.

Subst.i.tute the name of the company in this example for the company you want to research. Find a contact name among the returned links, get a phone number, and call that person. Using Google in this way should provide a handful of leads to former employees.

There are other ways to do this. One of the largest databases of professionals in the United States is Zoominfo.com ( (www.zoominfo.com). This search engine allows you to do a keyword search by t.i.tle, company, location, and a host of other criteria. The free version of the product allows users to search for a specific person by name with or without a company name. The lists include former employees. They are ideal because it's a universal truth that if approached correctly, they will most often discuss previous employers quite openly. This is a tactic that successful headhunters use and so should you. After the first couple of awkward calls, it'll become as easy and matter-of-fact as pouring a cup of coffee. The good news is you can always hang up if you get nervous. Of course, there is an easier-if somewhat slower-way to do this.

TARGETING REFERRALS USING SOCIAL NETWORKS

The key to networking is to find people you can network with. For those of us who are terminally shy, the Internet has made it possible to network from our computer keyboard and avoid those awkward mixers most people a.s.sociate with networking events.

Social Networking for Success

There are many online sites that facilitate networking. Most are based on the "six degrees of separation" principle that recognizes actor Kevin Bacon as the center of humanity. Each site has slight variations on how you build and grow your network.

First you join a site and create a personal profile. Your profile can include anything you want but generally it's your business profile that is of interest. Before you get too excited, let me tell you right now that the sites are designed to protect your privacy and that of the other members.