Whenever you're given referrals, always tell the person who gave you these introductions that you'll call him in a few weeks to apprise him of your progress. Not only is this courteous, but during your follow-up call you might be given the names of additional people to contact. Depending upon the amount of rapportyou've established with this person, you might want to call again in a month or so to report on your progress. This continual follow-up activity will help you to keep your contact actively engaged in your job search.
The same day you initially met with someone, write a thank you letter in which you express your appreciation for the referrals. Reiterate that you'll be calling in a few weeks to report on your progress. Also note on a calendar when to make this follow-up call.
Keep records of each meeting you have. Using 3" x 5" cards, write down the name of the person you saw (including his title and company), the date of the meeting, the name of the person who introduced you (if any), whether the meeting was for a job interview or for advice, any names of people you were given to call, important comments that will help you in future meetings, and planned follow-up activity including its date. This record keeping will be so helpful; in fact, that you should maintain notes on every interview you have, including interviews that result from the other job-search strategies.
When you have an especially good relationship with a contact, check in with him every two weeks or so throughout your job search. Don't be surprised if some people even ask you to do this.
Information Interviewing
If you're one of the many Americans who are thinking about making a career change, or are a graduating student looking for your first job, you may not be completely certain about the kind of work you want to do. It's likely that you have questions about the position or industry you're considering and want information on some important matters before you actually launch your job search.
Instead of just doing research at the library and speaking with close friends and family members to get their opinion about whether or not a position would be a good career choice, you will gain an advantage by talking to people who are engaged in this line of work. You will fulfill two missions at the same time: you will gain clarity on whether or not this would be a sound career move, and in the process of gathering this information and meeting with different people, you may also get job offers. This process is known as information interviewing. Just as in meeting with people for advice, it too affords the opportunity to uncover an existing opening, to have a position created for you, and to be referred to people at other companies who might hire you.
Obtaining the Interview
When arranging information interviews, the person you want to meet with is the manager who has the authority to hire you. Make a list of the companies you might be interested in joining and obtain the name and title of this person at each one. There are different ways to get names and titles of managers, including Standard Directory of Advertisers; Million Dollar Directory; Middle Market Directory; Standard & Poor's Register of Corporations, Directors and Executives-Volume 1; and state directories that provide names and titles of companies' key employees.
There can be a problem, however, with these directories. At the time you use them, some of the individuals listed may no longer be working at the company. Therefore, call the companies to verify that your information is correct.
You can also call a company to find out the name and title of a manager who isn't mentioned in a directory. The person at the switchboard will usually know who heads up each department. If not, ask to be transferred to the appropriate department or functional area of the company. If you're still unable to obtain the name you want, ask for the name of the manager at the next level up. If necessary, go to the level of president. Job-seekers contact presidents all the time, especially when they hold senior positions or are approaching small companies.
When placing your call, never mention that it concerns employment. You'll invariably be transferred to the personnel department. This department is reluctant, and often forbidden by company policy, to disclose the names of employees.
If asked why you need an individual's name and title, explain that you want to write a letter to the person who oversees that department. It's unlikely that you'll be asked any further questions.
If you have a personal contact who can set up an interview, have this introduction made. If you don't know anyone who can refer you to a company, then approach the manager directly. The best way to do this is by writing him a letter.
Begin your correspondence by explaining that you're researching the manager's field because you're considering it for future employment. Next, request a 1O-minute meeting for the purpose of gathering information. Then briefly summarize your back ground so that the manager will be familiar with your experience and the person who wants to meet him. Conclude by stating that you'll call in a few days to follow up.
When describing your background, never include accomplishments. If you do, you'll appear to be "selling" yourself and a manager will think you're really looking for a job interview and not for information.
When you place your follow-up call, you'll meet with the same resistance as discussed in job-search strategy number one when contacting an executive for advice without having a referral: secretaries will want to know why you're calling before they'll put your call through, and some managers won't give you any assistance at all. You'll also encounter two new situations:
Some managers will suggest answering your questions at this time or arranging a future phone conversation for this purpose. Make every effort to steer such a conversation toward when the two of you can meet in person. Otherwise, you'll get part of the information you want, but there won't be any opportunity to develop a relationship with the manager and to generate referrals and possible job offers. Often just stating that you feel a personal meeting would provide for better rapport and communication will prompt a manager to accommodate you.
There will also be managers who will agree to see you. They may be curious about your enthusiasm for their specialty, they may be flattered that you're seeking them out for the information you need, or they may have an appreciation for your situation and want to give you the assistance you're requesting.
At the beginning of your phone conversation with these managers, always reference your letter, explain that you're gathering information on their field because you're considering it for future employment—make it clear that you're not looking for a job at this time—and ask for a 10-minute meeting. As suggested in job-search strategy number one, first practice these calls before placing them. Also have notes to refer to when you actually call companies.
