Put yourself in the position of an employer again for a moment. You have a job vacancy to fill. If you advertise the position, you may be bombarded with hundreds of applications, phone calls, and walk-ins. While you do want to hire the best qualified individual for the job, you simply don't have time nor patience to review scores of applications. Even if you use a P.O. Box number, the paperwork may be overwhelming. Furthermore, with limited information from application forms, cover letters, and resumes, you find it hard to identify the best qualified individuals to invite for an interview; many look the same on paper.
So what do you do? You might hire a professional job search firm to take on all of this additional work. On the other hand, you may want to better control the hiring process like many other employers, you begin by calling your friends, acquaintances, and other business associates and ask if they or someone else might know of any good candidates for the position. If they can't help, you ask them to give you a call should they learn of anyone qualified for your vacancy. You, in effect, create your own hidden job market - an informal information network for locating desirable candidates. Your trusted contacts initially screen the candidates in the process of referring them to you.
USE APPROACH LETTERS AND THE TELEPHONE
You should use a more formal approach to gain access to referrals and new contacts. The best approach is to write an approach letter and follow it up with a phone call. These examples are aimed at two different audiences: personal contacts and strangers. The first two letters are written via personal contacts. In the last two examples - "cold turkey" letters - the writers are approaching individuals without prior contacts. In both cases the writers emphasize they are seeking information - not a job - and take the initiative to telephone the individual in order to make an appointment for an informational interview.
As we noted earlier, you should not enclose a copy of your resume with approach letters. The purpose of the letter is to make an appointment for an interview where you will seek job and career information, advice, and referrals. If you enclosed a resume with this letter, you would probably send conflicting messages to your audience, that is, you want the person to find you a job.
Your approach letter should include the following elements:
KEY ELEMENTS IN THE APPROACH LETTER
USE APPROPRIATE OPENERS
If you have a referral, tell the individual you are considering a career in xxxx. His or her name was given to you by who suggested he or she might be a good person to give you useful information about careers in xxxxx; xxxxx.
If you lack a referral to the individual and thus must use a "cold turkey" approach to making contact, you might begin your letter by stating that you are aware he or she has been at the forefront of business - or whatever is both truthful and appropriate for the situation. A subtle, yet honest, form of flattery will be helpful at this stage.
MAKE THE REQUEST
Demonstrate your thoughtfulness and courtesy rather than aggressiveness by mentioning that you know he or she is busy. You hope to schedule a mutually convenient time for a meeting to discuss your questions and career plans. Most people will be flattered by such a request and happy to talk with you about their work - if they have time and are interested in you.
CLOSE IT RIGHT
In closing the letter, mention that you will call the person to see if an appointment can be arranged. Be specific by stating the time and day you will call - for example, "Thursday at 2pm". You must take the initiative in this manner fellow-up the letter with a definite contact time. If you don't, you cannot expect to hear from the person. It is your responsibility to make the telephone call to schedule a meeting.
PREPARE YOUR QUESTIONS
In the informational interview you are the interviewer. It is you who is primarily seeking information. Therefore, you need to think through, prior to the interview, several questions you want to probe. For example, you should ask several of these questions:
INFORMATIONAL INTERVIEW QUESTIONS
- What type of skills and knowledge does one need to perform this job?
- What are some of the particular advantages and disadvantages of this type of work?
- What type of advancement opportunities are there?
- What is the future outlook like in this line of work?
- Could you describe a typical work day for me?
- What do you like about your work?
- What do you dislike about your work?
- What are the normal salary ranges for entry into this type of work?
- How would I best acquire the necessary skills to perform this job?
- What type of objections might employers have to my background?
- What might be the best way to approach prospective employers?
- How did you go about finding this job?
