When calling someone, you'll often reach their secretary. Introduce yourself by giving the name of the individual who suggested that you call. Your call will be put through at once or returned shortly thereafter.
When you actually speak with the person you're calling, introduce yourself by giving the name of your mutual acquaintance. Then offer a one- or two-sentence overview of your background, being sure to mention an important accomplishment or response ability. Conclude by stating that you're calling to see if a meeting can be set up to discuss a position at his company.
Before you begin making these calls, have notes to refer to. Having a complete script written ahead of time may sound like a good idea, but you may come off as monotonous and overly rehearsed. Instead, know a few key phrases or points that you think will be of use, and be sure to implement them during the call. This will help you make a smooth presentation and assure that you don't omit any important information. Some job-seekers find it beneficial to first practice these calls, initially by themselves and then through role-playing with their spouse or a friend.
Because you have a referral, many people will agree to see you. However, there's no guarantee that an interview will be set up, and you might be asked to send in your resume. There are two ways to handle this request.
1) If your resume reveals negative points that might dissuade someone from wanting to meet you (examples are job-hopping and periods of unemployment), explain that you're revising the document but will immediately send a letter that outlines your background (the discussion on the broadcast letter also explains how to present your experience without disclosing any liabilities.) Begin the letter by noting this phone call and the person who referred you. Conclude by stating that you'll be calling to follow up.
2) The other approach is to send a resume as requested. Always enclose a cover letter that refers to this call and your mutual acquaintance, and concludes by stating that you'll be telephoning to follow up.
Which method you use will depend on how favorably your resume sets forth your background, plus how much free time you have to write individually tailored letters.
Aside from being asked to send a resume, you may be told that an interview can't be arranged because there are no openings. In this instance there are two steps to take. First ask for referrals to managers at other companies who might have openings. Then offer to send your resume for future reference. This will enable the individual to contact you if a position arises or if he hears of one at another company.
When you know someone extremely well, call him on the phone, explain your current situation, and set up a meeting to go over your list of potential employers. This person will undoubtedly be able to arrange interviews for you or introduce you to someone who can. Also ask if there are any other companies with which he could set up an appointment. Always give this contact an ample supply of resumes.
When you're less familiar with someone, call him on the phone, explain your situation and ask if you may send him your resume to see if he can arrange interviews for you. Also tell him that you've compiled a list of companies with which you would like interviews and ask if you may enclose the list. Conclude the conversation by stating that you'll call back in a few days to follow up.
During this subsequent conversation, you may decide to ask for referrals to other people for similar assistance. Whether or not you do will depend on how helpful this person is and how many interviews you have already arranged.
When deciding the order in which to approach people, call them according to their ability to help you, not according to how well you know them. Often your best referrals will come from people you know the least.
If there is someone whom you don't know well enough to call on the phone, but who could be extremely helpful, you can write a letter to this person instead of calling. In this case, writing a letter rather than calling may be more beneficial.
Ideally, asking personal contacts to arrange interviews for you will produce the meetings you need to get the offer you want. As already discussed, though, if business conditions are poor and companies aren't actively adding personnel, this approach might not be as successful as you would like. In this case you can work with your contacts in a slightly different manner.
Ask your contacts to arrange appointments for you for the purpose of getting advice about which companies to see, and not for a job interview. This will enable you to meet many more people than you would by trying to set up job interviews. First of all, people don't have to have a job opening in order to agree to meet you, and the likelihood is that at any given time there won't be a vacancy for someone with your background. Second, most people are willing to chat with someone as a favor to a friend.
When setting up these interviews, your contact will explain to the person he wants you to meet that you're looking for a job, but don't expect to be interviewed for an opening at his company. He will make it clear that your reason for meeting him is to get his advice on people to contact. His phone call could go something like this: "John, I recently spent some time talking with a fellow named Jack Bartell. Jack's very capable, and he's looking for a key marketing slot in industrial products, preferably chemicals. Would you meet with him for a few minutes? You might have some ideas of good people for him to contact."
Sometimes, though, a contact might ask you to set up this advice interview. Your success in arranging this meeting will often depend on how close a relationship your contact has with the person he suggests you see. (Always get this information in advance of your phone call.) If the two are on close terms, you probably won't have to do any more than mention the name of the individual who referred you and explain why you're calling.
However, if the relationship isn't a close one, you might have to be more persuasive during your call. An effective approach would be: "(First and last name of the person who referred you) suggested I call you. He told me about your years of experience in (name of his field or industry) and how knowledgeable you are about the companies and people in the industry in which I'm looking for a new position, and since networking is the most effective way to set up interviews, I'm using it as the crux of my job search. (First name of the person who referred you) thought you might be able to help me by suggesting people for me to contact. (Briefly describe your background and the type of position you're seeking). Can we arrange a time to get together?"
If you go on enough of these interviews for advice—including interviews for advice that are set up as a result of these initial interviews—you'll meet people who may make you offers. They may have an existing opening, create a position for you, or want to hire you at this time instead of an unknown person at a future date.
There are two important questions to ask during these advice interviews: "Do you know of any companies that are growing right now and that might be adding personnel?" and "A couple of my choice targets aero know anyone who works at these companies?" (If this person seems eager to help you, then show him your complete list of target companies.) At the beginning of a meeting for advice, always give your new contact a copy of your resume so that he'll have a good understanding of the position you're seeking and your qualifications for it. Also, if he doesn't know anyone who will meet with you right now, ask if he can refer you to one or two people for getting this kind of advice.
When trying to set up interviews for advice, not everyone will agree to see you, of course. Some people will tell you that they're just too busy. When this happens, there are two approaches to take. You can say something like: "(First name of the person who referred you) told me that you're extremely busy and that your time is limited. Instead of trying to find a time during the business day, could we get together for ten or fifteen minutes after work, perhaps over a cup of coffee?" A second possibility is: "(First name of the person who referred you) told me that you're extremely busy and might not have time to see me. He also said that of all the people he suggested I call for advice, you were at the top of his list. Could I fax you my resume and call you back tomorrow? Perhaps you'll have some ideas of people for me to contact."
