Winning Move #1:
A Shining Example of How to Find Hot Companies
To Jonathan Waite, it seemed that every job opening he responded to, he responded to too late! "Sorry, that position has already been filled" was the most common response he got when following up after sending his resume. He knew it is the early job seeker who catches the job, but how could he get there any earlier? He had to get there before his potential employers took action to fill new positions. He knew there must be a solution, but what?
It was when he was reading the Living Section of the Boston Globe that his best idea in years hit him. He found several human interest profiles of individuals with hot ideas for a variety of businesses. These seemed to be mostly people with start-up businesses or new divisions who could use someone with talents like his to develop systems and manage growth. The more he thought about it, the more this seemed the right avenue for him to take. There were other sources, such as the Living Section of other newspapers, and magazines that profiled up-and-coming entrepreneurs.
In the business sections of newspapers Jonathan also found stories about new senior-management appointments. Another idea hit him. Here, he thought, might be a good opportunity to approach an executive who, by the nature of his new authority, may be about to do some "housecleaning," bringing in new staff to replace individuals whom he feels are incompetent.
Next Jonathan wrote a letter to each person whose profile or situation intrigued him. The letter complimented the individual on his or her business and then highlighted Jonathan’s capabilities to help "reduce the burden of managing all the administrative problems that can come with a growing concern." Then he followed up with a telephone call. He found that the individuals he targeted were often "regular folks" and, once he assured them that he wanted to help them, not sell them something, they were all ears.
The whole process gave Jonathan the inside track, putting him face-to-face with opportunities long before they became available to his fellow job seekers.
Winning Move #2:
A Shining Example of How to Spot Hiring Trends
Ed Roscoe is a Boston area headhunter whose vocational specialty changes as frequently as the New England weather. Ed makes these changes for good reason. Being in the business of placing people into jobs, it only makes sense for him to work the markets that produce the most jobs. Ed always has plenty of candidates-what he always needs are positions. So he keeps a pulse on the job market to see what's hot and what's not. He does this in three different ways, and you, as a job seeker, can do the same thing.
First, every week Ed counts, by job category, the help-wanted ads in his major area newspapers. He keeps track of the percentage of ads for nurses, programmers, accountants, purchasing agents, and whatever other areas he thinks might be a good specialty. If he notices a dramatic increase in the number of ads in one vocational area, he becomes a headhunter for that area. When the climate changes, he changes.
Second, Ed watches the enrollments at area colleges. If a computer class in Local Area Networking fills up with 52 students in one week, he knows something is hot. If a specialized class doesn't fill or is dropped from the curriculum, he knows something is awry. Ed knows that where there are people paying for specialized training, there are also jobs.
Third, Ed reads well-reputed business and economic trend publications, both local and regional. For example, if he learns in the Boston Business Journal that the psychiatric center of a major area hospital has received a large research grant, he’ll get in touch with the institution and learn what new staffing needs they're likely to have.
As a job seeker, you can do the same thing that Ed does. Headhunters like Ed may or may not be able to help you find a job, but they're in the same business that you're in: finding and filling positions. And they're pros. Learn from them!
Winning Move #3:
A Shining Example of How to Put Yourself in the Right Place at the Right Time with the Right Person
Helen Fogle knew what she wanted in a career. Her ultimate goal was to become a Director of Human Resources for a major organization. Now that she'd graduated from college, her immediate goal was to obtain a full-time human resources staff position with a good company. But how to break in? She’d developed an excellent broadcast letter and resume. She'd targeted companies she wanted to get into and then followed up her mailings with a telephone call. But getting through was a different story. It seemed impossible to get the ear of an overworked human resources director besieged with telephone calls from all sorts of human resources vendors, head-hunters, and job applicants. If Helen could only get face-to-face with one.
Then she learned about a regional association for human resources professionals. She called them and obtained their literature. She was surprised to learn that the association provided a list of all human resources directors in the Northeast (her area), held specialized human resources training courses and seminars, hosted networking breakfasts and dinners, and even sponsored a human resources placement service. For a reasonable fee Helen was able to join.
She attended the association s first networking event, a dinner held in an area hotel. All the attendees wore name tags listing their title and employer. In the foyer outside the dining room, Helen spotted two of the human resources managers she'd tried to reach on the telephone during her job search. Just as she approached them, the group began moving into the dining room, headed for seats at each of a dozen or so round tables. Helen followed the two managers to their table and sat down right next to them. She was not shy; an hour and a half later they were all friends. Helen had impressed them with her demeanor, her commitment to the field, and her thoughtful questions. Further, and best of all, she'd succeeded in setting up meetings with both managers at their offices the following week. And she did all this before dessert was served! Not bad for a rookie job seeker
Winning Move #4:
A Shining Example of How to Network with Well-Connected Groups of People Who Know Your Value
Steve Sipplin was a capable radio industry professional who lost his job in the very difficult Boston area job market of 1991. In nine months, Steve still didn’t have any solid job prospects on the horizon. He knew he was multi-talented and well respected in the community, and he knew that radio wasn’t all he could do. He wasn't about to sell his house in a depressed real estate market. And he didn’t want to uproot his family to relocate. He was running out of options. He kept hearing the term "networking" from friends and fellow job seekers. And then it occurred to him: The groups of people who knew him well and were the best-connected professionals were the parents at his children's private school. He decided to tap into them via a targeted form letter. Here's what it said:
Dear Fellow Holten School Parent:
First, please excuse the form letter. Obviously, though, it's pretty much the only way to handle the situation. Lori and I, like countless victims of our devastated Massachusetts economy are at a crossroads. Unless a job opportunity arises soon, we'll be forced to move to another part of the country to accept one of two job offers I’ve received. We are certainly not asking for any sympathy, only some networking on the part of our friends and fellow Holten parents to possibly precipitate an opportunity.
The product you would be networking for is solid. My resume is included here. What else can I add? I’ve succeeded in virtually all areas of my profession. I’ve owned and operated a national broadcast production company. I’ve been president of a Fortune 500 company division. Tm a highly capable manager and proven team-builder, and skilled in press/public relations, marketing, and events production,
While this may seem a bit of an unorthodox approach to job seeking, I guess it reflects part of my style. And, frankly, over the last twenty years, some of my best moves and strategies have been just that: unorthodox. And usually successful!
I’m open to bringing my talents and experience to any number of industries. If you know of any opportunities for which I may be suited, please give me a call at 953-1556. I hope to continue being a Holten parent!
Sincerely,
Steve's letter brought him several surprises, including a phone call from a senior vice president of a major public relations firm in Boston who liked Steve's style and liked his national experience promoting live-via-satellite events.
They talked. And they talked again. And then they struck a deal that allowed Steve to continue being a Holten parent!
Winning Move #5:
A Shining Example of How to Create Networking Relationships with Total Strangers
Cathy Lester, a paralegal from Boston, used the following networking approach to get the inside track in a very specific area of interest.
In her job as a paralegal, she had assisted in several cases involving Workers Compensation fraud. The fraud abuse in the system both interested her and annoyed her. There was obviously a problem, so she figured there must be an emerging job market for providing solutions.
Cathy felt her skills, interests, and attitudes would be an asset to those concerned with remedying the situation. But where to look? All she could seem to find was general information from the insurance industry or write-ups of specialized legal cases. Then she went to the Encyclopedia of Associations and found the name of a major Workers Compensation association. Figuring they would have knowledge of where she should look next, she called them and learned that there were a growing number of small, emerging organizations in business to consult with companies on avoiding or investigating Workers Compensation fraud. The association didn’t know of any small firms in her area-these new companies weren't well organized yet as a group, they said-but she might look for their advertisements in the national insurance industry trade magazines. They yielded the names of a couple.
While looking for advertisements for this kind of service, Cathy stumbled upon several articles on Workers Compensation fraud. The articles gave her more information and knowledge. One in particular made reference to the Boston area. She called the magazine and obtained the author's address. In her letter to him she flattered the author on his insight into the issues, noted some of his more salient points, and asked if she might call him for more information about career opportunities in that field.
A week later the author called her. They met in Boston for lunch, and within an hour s time Cathy had a notepad full of specialized information regarding key individuals and companies in the Boston area who served her area of interest. Further, by the end of lunch the author was beginning to act in a mentoring role, indicating he would take Cathy under his wing and provide some introductions that would get her in the door. Cathy was off and running!
Winning Move #6:
A Shining Example of an Irresistible
Cover Letter
Paula Mishkin, a Sales Support Specialist, developed a cover letter that generated an excellent response because she kept her reader's needs in mind. She asked herself, "Knowing what I know about my field, if I was hiring a Sales Support Specialist, what I would look for?" Then she developed a letter (see page 168) that answered the question.
Notice that Paula mentions the opening to which she's responding before the body of the letter. This clearly identifies the purpose of the letter without taking up valuable space in her lead. She knows the lead to her letter (the first sentence) must grab Mr. Alstons attention with some of the most valuable points of her background. She doesn’t want to weaken her lead with an impotent sentence such as “Enclosed please find my resume in response to…” or “I am seeking an opportunity as a Sales Support Specialist...” These leads don't convey any information about Paula. So Paula begins her cover letters with the words "As a." This forces her to describe herself and makes writing the letter easier, allowing self-descriptive words to flow. But best of all, it qualifies her, giving Mr. Alston the valuable information that she's already worked in Sales Support at major companies.
In the next paragraph Paula uses more ammunition, informing Mr. Alston of her most relevant professional skills. This is the paragraph she alters to the needs of each position she sees advertised, picking her skills that most closely match the requirements of the job. For example, Paula knows that "Total Quality and Service" is an important industry buzz phrase, so she uses it in her letter. This position advertisement also asked for salary requirements. Paula is clever here by saying "in the thirties." That could be $30,000 or $39,000. It doesn't lock her in too high or too low.
In her closing paragraph, Paula adds a self-assured tone, keeping in mind the needs of her reader. She uses the powerful words "benefit" and "opportunity" in connection with her own value. In her last sentence, Paula doesn't say that she will be calling to follow up or that she will wait to hear from Mr. Alston. Even though she definitely plans to follow up in several days, she leaves her closing open-ended so as not to appear too aggressive, and also to allow Mr. Alston the chance to call her if he wishes.
Paula's letter is intentionally short. It has been her experience that long cover letters just don't get read. She's learned that a short, "punchy" letter, like good advertising copy, gets the busy reader's attention.
Paula knows how to sell herself on paper. Perhaps her next step from Sales Support should be into Sales!
Winning Move #7:
A Shining Example of a Telephone Technique That Will Help You Sell Yourself
Bill Homan had had a long job search. He dreaded the thought of any more rejection. Even worse, it was getting to the point that he almost asked for it, because he knew he came across like a well-used punching bag just asking for more.
Then a friend in sales told him of an old telemarketing trick. "It's been done ever since there have been telephones," Bill's friend said. "If you look at yourself in a mirror and smile while speaking on the phone, the tone of your voice will improve, your voice will become more animated, and your overall attitude will improve. Try it! It will make follow-ups easier and much more productive."
And that's what Bill Homan did. He found that it had taken much more energy to frown and otherwise look dejected. It used more muscles. So he began smiling. He smiled into the mirror while on the telephone. He smiled while networking. He smiled during his research at the Library. He smiled at interviews. And he smiled when the right prospective employer said, "Yes!"
Winning Move #8:
A Shining Example of How to Impress Your Interviewer
For several years Bill Southberry had wanted to leave his position as a commercial real estate broker and get into management consulting. His background also included analytical work in the medical field and which he'd earned over the past several years. Finally, his big break came. The principal of a leading ophthalmology practice management consulting firm needed to add a staff consultant and had agreed to interview Bill. The ideal person needed an M.B.A., account development (sales) skills, strong analytical abilities, and medical experience (ideally in an ophthalmic office environment). Bill had all but the latter. He felt well equipped to go into the interview and promote his account development, business, and analytical skills. But his medical exposure was not in ophthalmology.
Bill knew he'd have the edge if only he had some exposure to the workings of an ophthalmology practice.
It was his wife who came up with the solution. "Why not call that ophthalmologist who treated your eye injury several years ago?" she asked. "You said you two got along real well and even talked about going sailing together. Why not tell him your situation and see if he might show you around his practice and answer some of your questions?"
And that was just what Bill did. In fact, Dr Norman, the ophthalmologist whom Bill visited, knew of the management consulting firm for which Bill would be interviewing. He was more than glad to show Bill the workings of his practice and outlines the kind of practice management problems he typically faced. Bill took notes and asked plenty of questions. And he promised to take Dr. Norman sailing!
In his interview the following week Bill felt much more comfortable than he had anticipated. When his interviewer asked him why he felt he could handle the job, Bill said, "My blend of medical experience, my M.B.A., my proven sales ability, and my familiarity with the workings of an ophthalmology practice." He went on to explain that, first, during his own eye treatments he took interest in the busy, sometimes disorganized and chaotic business operations of the ophthalmic practice. Later he did some research on his own, asking an ophthalmologist about the typical and specialized nature of business operational problems within the practice. This impressed Bill's interviewer. Not only did Bill show "product" knowledge, but he showed that he was the kind of person who prepared for an interview, did his research, and thoughtfully presented his findings. Bill found himself a good job!
Winning Move #9:
A Shining Example of How to Win the Job after You're Turned Down
Mary Ellen Hild didn’t win the job at first. But she interviewed well and the company liked her after she received what she could only term a very positive rejection letter, she filed it away and went about her job search.
Then something occurred to her. "Hey, wait a minute," she said to herself. Coming in second counts for a lot. They said they had more than 100 applicants. They said they interviewed five. That puts me in the top 2 percentile. And they liked me. I've already been inside the organization. They’ve spent time and money getting to know me. I shouldn't just walk away!"
So Mary Ellen wrote a thank-you letter to her interviewer after she received her rejection letter. It looked like this:
Dear George,
Needless to say, it was a sad day when I received your letter of 6/12 and learned of my dubious distinction of being your second choice. I felt so comfortable meeting all of you and discussing the goals of Emmel Corporation.
Despite the fact that there's not a spot for me at the moment, you folks are still my first choice, as I feel we complement each other and that my skills would dovetail nicely with the needs of Emmel.
I won't let you off the hook that easily! Please allow me to keep in touch and stay informed of new developments at Emmel. And if there's any special project I could help you with in the meantime, don't hesitate to call.
Regardless of my own personal outcome with Emmel, I wish you all the most prosperous future and best of luck with your new employee.
Kind regards,
Mary Ellen had come too far to burn any bridges, and she felt that it would be only a matter of time until the company called her. Because they'd already interviewed her and knew her talents, she would be a quick and easy addition to the staff. And she knew that the company was growing. Besides, for any number of reasons, their first-choice employee might not work out.
Six weeks later she found out that she was right!
