A telephone presentation is the process of trying to set up interviews by calling managers on the phone and describing your background.
This approach requires self-confidence and sound verbal skills. If you possess these qualities, this group of strategies will enable you to set up immediate interviews, as well as generate leads and referrals.
Telephone Presentation Also Presents Two Problems:
The first problem with a telephone presentation is that calling managers on the phone becomes less effective as positions increase in seniority. A written summary of an applicant's background is usually required before an interview will be arranged. This is always the case when a company is located out of town.
The second difficulty is that these calls require privacy. Even if you have your own office, calling from work can be awkward. For this reason, this approach will be easier to implement if you're unemployed. If you are currently employed, use discretion and ensure that neither your boss nor your coworkers learn what you’re up to.
Telephoning a Potential Employer
The distinguishing feature of this strategy is the speed with which you can contact a select number of companies. The approach is especially effective when you know there's an opening for someone with your background.
To implement the strategy, make a list of the companies with which you want interviews. Next, obtain the names and titles of the hiring managers. Then systematically go through the list.
When placing these calls, you may encounter a problem getting past a secretary, since many managers have their calls screened. To avoid secretaries, try phoning before 8:30 A.M. or after 5:00 P.M. At these times, secretaries are often not at work and managers are in their offices preparing for or concluding the day's business. In addition, don't make these calls on Monday morning or on Friday afternoon. Many people are extremely busy at the beginning of the week and are looking forward to matters other than business at the end of it.
If you happen to reach a secretary, speak with confidence and authority and give both your first and last names. For example: "Good morning. This is Jack Bartello calling for Mr. Geer. Is he there, please?" If asked which company you represent, say, "Myself." If asked the nature of your call, say, "It's personal." Don't give the actual reason you're calling. If a secretary tells you that the manager is unavailable, ask when he'll be free and call back at that time. Don't request or allow the manager to return your call. Research studies have shown that when people are cold-calling, they have more success when a conversation takes place during a call that they initiated versus a call that was being returned.
If you must make a series of phone calls in order to reach the manager, try to get to know the secretary—this person can be an important ally. Introduce yourself and ask for his or her name; be friendly and try to engage the secretary in light conversation. By establishing a good rapport with this person, you may pave the way for a quick conversation with the manager, or be given a tip on the best time to call.
Once you're speaking with the manager, give a one- or two- sentence overview of your background and then explain that you would like to set up a meeting to discuss employment with his company.
If you have advance information that there's an opening, be sure to mention a related accomplishment (or responsibility) to demonstrate that you have the specific experience that the position requires.
As with the networking strategies, it's recommended that you practice these calls before making them. Also have notes in front of you. Some job-seekers take matters a step further. To ensure that they're proficient with this approach and don't lose out on any interviews, they first call managers at companies in which they have no interest in working. After an interview is scheduled, they call back and cancel it.
The following are the different responses you'll receive and the courses of action to take:
The manager asks you to send him a resume: Depending on the strength of your resume and the availability of free time, you will decide whether to send this document or describe your background in letter form. If you have reservations about your resume, a hand-tailored letter will present your qualifications more convincingly and prevent you from being screened out.
If you feel it would be advantageous to use a letter, explain that you're currently revising your resume but will immediately write a letter that outlines your experience. The manager won't object. He can ask for your resume at a later date should he need it.
Begin your correspondence by thanking the manager for the time he gave you. Next, state that a summary of your background follows, as per his request. Then present your experience in the broadcast letter format. Conclude by stating that you'll call in a few days to see when it might be convenient to meet.
If you elect to send a resume, enclose a cover letter that begins and concludes as the letter above.
In the event that you're pursuing a position that requires an excellent appearance and you have the desired image, it can be helpful to submit your correspondence in person (assuming the company is located nearby). When you give the receptionist the envelope, ask if the manager is available. You might be able to meet him at this time. If not, he could inquire about your appearance, and the receptionist's comments will increase the likelihood of an interview. The receptionist might even volunteer this favor able information about you.
The manager asks you to send a resume to the personnel department: Decide whether to send your resume or a letter. (If you'll be using a letter to outline your background, inform the manager.) Then ask if you may send the manager a copy. Personnel is inundated with paperwork, and this guarantees that the manager will receive your correspondence in a timely fashion.
The manager tells you that he doesn't have an opening: Here, most job-seekers make the error of thanking the manager for his time and ending the conversation. They forfeit the opportunity to develop leads and referrals.
Ask the manager if he knows of any companies that are looking for someone with your background. If he gives you a lead, ask for the name of the manager to contact. When you approach him, use this manager's name. This will give you credibility.
Before concluding the conversation, ask if you may send the manager your resume for future reference. This will enable him to contact you if a position opens up at his company.
The manager invites you in for an interview: This is the response you were hoping for. You will have uncovered an existing opening or interested the manager in creating one.
