TELEPHONE FOR JOB LEADS
Telephone communication plays an important role in prospecting, networking, and informational interviewing activities. However, controversy centers around how and when to use the telephone in prospecting for job leads and generating informational interviewing. Some people recommend writing a letter and waiting for a written or telephone reply. Others suggest writing a letter and following it with a telephone call. Still others argue you should use the telephone exclusively rather than write letters.
How you use the telephone will indicate what type of job search you are conducting. Exclusive reliance on the telephone is a technique used by highly formalized job clubs which operate phone banks for generating job leads. Using the Yellow Pages as the guide to employers, a job club member may call as many as 50 employers a day to schedule interviews. A rather aggressive yet typical telephone dialogue goes something like this:
TELEPHONE DIALOGUE
"Hello, my name is Jim Baker. I would like to speak to the head of the training department. By the way, what is the name of me training director?"
I want to talk to Ms. Stevens. Her number is 723-8191, or do you want me to connect you?"
"Hello, Ms. Stevens. This is Jim Baker. I have several years of training experience as both a trainer and developer of training materials. I would like to meet with you to discuss possible openings in your department for someone with my qualifications. Would it be possible to see you on Friday at 2pm?"
Not surprising, this telephone approach generates many "nos". If you have a hard time handling rejections, this telephone approach will help you confront your anxieties. The principle behind this approach is probability: for every 25 telephone "nos" you receive, you will probably get one or two "yeses". Success is just 25 telephone calls away! If you start calling prospective employers at 9am and finish your 12 calls by noon, you should generate at least one or two interviews. That's not bad for three hours of job search work. It beats sending out letters.
The telephone is more efficient than writing letters. However, its effectiveness is questionable. When you use the telephone in this manner, you are basically asking for a job. You are asking the employer: "Do you have a job for me?" There is nothing subtle or particularly professional about this approach. It is effective in uncovering particular types of job leads for particular types of individuals. If you need any job in a hurry, this is one of the most efficient ways of finding employment. If s much better than standing in line at the state employment office! But if you are more concerned with finding a job that is right for you - a job you do well and enjoy doing, one that is fit for you - this telephone approach may be inappropriate.
You must use your own judgment in determining when and how to use the telephone for prospecting and networking purposes. There are appropriate times and methods for using the telephone, and these should relate to your job search goals and needs. We prefer the more conventional approach of writing a letter followed by a telephone call. While you take the initiative in scheduling an appointment/ you do not put the individual on the spot by asking for a job. You are only seeking information/ advice/ and referrals. This low-keyed approach results in numerous acceptances and has a higher probability of paying off with interviews than the aggressive telephone request. You should be trying to uncover jobs that are right for you rather than any job that happens to pop up from a telephoning blitz.
MINIMIZE REJECTIONS
These prospecting and networking methods are effective. While they are responsible for building/ maintaining/ and expanding multi-million dollar businesses, they work extremely well for job hunters. But they only work if you are patient and persist. The key to networking success is to focus on gathering information while also learning to handle rejections. Learn from rejections, forget them, and go on to more productive networking activities. The major reason direct-sales people fail is because they don't persist. The reason they don't persist is because they either can't take, or get tired of taking, rejections.
Rejections are no fun, especially in such an ego-involved activity as a job search. But you will encounter rejections as you travel on the road toward job search success. This road is strewn with individuals who quit prematurely because they were rejected four or five times. Don't be one of them!
Our prospecting and networking techniques differ from sales approaches in one major respect: we have special techniques for minimizing the number of rejections. If handled properly, at least 50 percent - maybe as many as 90 percent - of your prospects will turn into "yeses" rather than "nos". The reason for this unusually high acceptance rate is how you introduce and handle yourself before your prospects. Many insurance agents and direct distributors expect a 90 percent rejection rate, because they are trying to sell specific products potential clients may or may not need. Most people don't like to be put on the spot - especially when it is in their own home or office - to make a decision to buy a product.
BE HONEST AND SINCERE
The principles of selling yourself in the job market are similar. People don't want to be put on the spot. They feel uncomfortable if they think you expect them to give you a job. Thus, you should never introduce yourself to a prospect by asking them for a job or a job lead. You should do just the opposite: relieve their anxiety by mentioning that you are not looking for a job from them - only job information and advice. You must be honest and sincere in communicating these intentions to your contact. The biggest turn-off for individuals targeted for informational interviews is insincere job seekers who try to use this as a mechanism to get a job.
Your approach to prospects must be subtle/ honest, and professional. You are seeking information, advice, and referrals in several areas:
- Job opportunities
- Your job search approach
- Your resume
- Others who may have similar information, advice, and referrals.
This approach should yield a great deal of information, advice, and referrals from your prospects. One other important outcome should result from using this approach: people will remember you as the person who made them feel at ease and who received their valuable advice. If they hear of job opportunities for someone with your qualifications, chances are they will contact you with the information. After contacting 100 prospects, you will have created 100 sets of eyes and ears to help you in your job search!
When you engage your prospects in the informational interviewing process, you want them to engage in the 5 R's of informational interviewing:
- Reveal useful information and advice.
- Refer you to others for additional information and advice.
- Read and revise your resume.
- Remember you for future reference.
