Prime prospects include firms in your field plus firms which your company sells to or buys from. Initially it is wise to stick with companies which are similar in size to your present or recent employer. Equipment, problems and solutions tend to be similar. Restrict your efforts to firms within easy driving distance of where you live - unless you want to relocate.
Depending upon the company size and the type of job you want, your list should definitely include the names of key managers. You want the manager's name in the major department in which you seek employment. For example, obtain the name of the production manager or the director of research and development if you want to work in either of these two areas. If you can't obtain the desired name use the employee relations manager's name in your correspondence. Obtain names by asking friends who work at the company, calling community service groups, or just calling the firm's public relations office, a secretary, or a switchboard operator and ask.
Expand your list of prime prospects. Larger firms can offer more training but often people become very specialized. In a small firm you can expect a broader exposure to varied work. Growth companies in rapidly advancing areas often have attractive openings. Their growth is creating people needs faster than they can develop and promote from within.
Before you write any letters, prepare. Know your target firms. To stand out from the flock your material needs to be well presented. What is your interest in the firm? Why should they be interested in you? How can you help them? What reasons can you provide them in order to be invited to an interview?
Most often the firms on your prime list will have to be approached cold. This can be best done by an individual letter mailed to the key manager. The letters are essentially your own personalized carefully written ads tailored for each selected firm.
The rifle approach, instead of the shotgun, of selected firms is best. Even so, many letters may need to be eventually written. Naturally the number depends on numerous factors. Be assured that a massed produced volume mailing of a standardized form letter starting with Dear Sir or Gentlemen will usually get a form letter in return. More than likely nothing will happen other than the company safely filing your form letter; along with all the other form letters they receive.
The following ideas should be used to improve your chances of being asked for an interview. It goes with-out saying but the more contacts made the greater your chances of a job. Remember that the screening process is a negative procedure. Organizations are looking for reasons not to hire you.
1. Your best response will result by sending a one or two page letter emphasizing previous accomplishments, results and what you can do for the firm. The second best is a brief personalized cover letter with a resume.
2. Letters must be business-like - typed on quality white paper. Get ahead of others by using grammatically correct English and spelling. The more specific the letters the better. Give the reader company oriented reasons for wanting to meet you. Send the original letter - not a copy.
3. Contact recently promoted people who have been in their new positions for 2 to 3 months. They may need new faces from outside to work in their departments. Check the newspapers and journals for promotion news.
4. Do not give salary or salary objectives in the letter.
5. Mark the outside of the envelope with the words confidential and private. Do not give your name or address on the envelope. If you tip off a secretary as to the source of the letter you may get a form letter or application blank. Use a legal size envelope.
6. If your letter does not receive a response within three weeks, follow-up with a phone call or a brief letter to the most likely prospects. Always indicate any contribution you can make.
The Telephone
With a telephone you can reach almost anyone. Many high level managers answer their phone - especially before or after normal hours. You may even make a contact on a Saturday morning. When talking to the decision maker, the trick is to sound confident and to be relaxed. Naturally, initial calls to perfect strangers will be hard to make but preparation and practice before the actual call is beneficial. Know whom you are calling. Write down what you plan to say.
For a telephone opener you need a short interesting statement which will get the person's attention as you describe a user benefit. Mention results and accomplishments, using numbers; however, be believable. The telephone message is a brief advertisement which will make the listener want a face-to-face talk. If the person is out leave your name and indicate you will call back.
Your objective is not to have a telephone interview but just a brief talk and a reference to the fact that you would like to make an appointment.
Another approach is to say you want advice and leads where you could put your background to better use. The decision maker knows the field and where activity is taking place. Suggest sharing lunch or coffee.
What works for one person may or may not work for you.
