Starting with the companies you're the most interested in, call each contact, explain that you're conducting a job search and the reason why, and tell the person that you're hoping he can arrange an interview for you with a certain company or set of companies. Then give the name(s) of the organization (s). If you're on close terms with a contact, it will be advantageous to meet with this individual in person to show him the entire list. It's possible that he'll be able to arrange interviews for you at companies other than those that you were aware of. This meeting will also provide the opportunity for him to suggest other people for you to call, when there are companies you want to see but don't know anyone who can set up an appointment.
Always explain to your contacts that they don't have to intro duce you to the manager of the department in which you want to work. This is the ideal situation, of course, but it will suffice if an initial appointment can be arranged for you to "get your foot in the door." Once you've met with someone at a company, you can then be introduced to the manager who can hire you. If a contact tells you that he can't arrange an appointment, ask if he knows or knows of someone who can. This will enable you to expand your network of contacts. In addition, give your contacts a copy of your resume so they'll have a clear understanding of the position you're seeking and your qualifications for it.
Having your resume on hand will also make it easier for them to set up interviews. Utilizing List A this way has the potential to produce extremely quick results. In a matter of a week or so, you might be able to gain interviews with many choice companies. A factor that will influence your success, however, is how actively companies are hiring new people. If business conditions are strong, a large number of interviews may be arranged for you. If you're job-hunting during a recessionary period, though, and companies are contracting rather than expanding, you'll have less success.
You might then have to use another approach-asking your contacts to refer you to people for advice about your job search, and not to be inter viewed for a job. This alternate method will be discussed shortly. An interview with a potential employer can be arranged in two different ways. A contact can set it up himself (the preferred method), or he can give you the name of the individual to see and allow you to arrange the meeting. In the latter case, you can either call this person on the phone or write a letter, which you will follow up with a phone call. If you decide to write a letter, begin your correspondence by referring to your mutual acquaintance and his suggestion that the two of you meet. Next, explain that you're looking for a position and state the type you have in mind. Then summarize your experience, citing your accomplishments, responsibilities, educational background, and any other data that will enhance your qualifications. Conclude by stating that you will call in a few days to follow up. Placing phone calls to potential employers, however, is usually more effective than writing letters, especially when contacting local companies. It's best to use this approach. 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 responsibility. 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. 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: 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. 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 job 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.
