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How to Find the Hidden Job Market – Part II

  • Kevin and Kay Marie Brennfleck National Certified Career Counselors
  • Published Sep 12, 2003
How to Find the Hidden Job Market – Part II

Would you like to be the ONLY applicant for a desirable job? Contacting employers directly is a key strategy for tapping into the “hidden,” or unadvertised, job market where eighty percent of job openings are found. The techniques described in this article can help you uncover job openings that no one else knows exist! The secret to tapping into the hidden job market is learning how to develop and utilize a network of contacts. Your contacts fall into two categories: personal contacts and employer contacts. Last week we covered personal contacts; this week we will discuss using direct employer contacts in your job search.

 

Contacting Employers Directly by Phone

The first step is to identify prospective employers within your desired geographic area. For example, Jane wants a position as a graphic artist and is willing to commute up to 30 minutes in the Los Angeles area. She'll determine which cities fall within that commute range, and identify employers within those cities that hire graphic artists. You can use the Yellow Pages or other business directories (such as Ward’s Business Directory) to identify employers. Ask your library's reference librarian if you need assistance. Make a list of the employers you are going to contact by phone, mail, in person or a combination of all three.

 

Contacting employers directly is one of the quickest ways to find a job opening in the "hidden" job market. It is also the method that takes the most courage and persistence for most job hunters. Why? Because nine times out of ten you are going to hear "No" when you make these contacts: "No, we don't have any openings." "No, we aren't anticipating any openings." But one time out of ten, or one time out of fifteen, you will hear a "Yes!" And that opening may be one that no one else knows about! It's possible to make ten to fifteen phone calls to employers in an hour, so you could potentially uncover one job opening per hour.

 

So, how do you deal with hearing all of the no's? Tom Jackson has the best perspective on this. He describes the typical job search as looking like this: NO, NO, NO, NO, NO, NO, NO, NO, NO, NO, NO, NO, NO, NO, NO, NO, NO, NO, NO, YES. Every “No” you hear brings you closer to hearing a “Yes.” So, if you want to find a job faster, increase the frequency of hearing no's from employers!

 

When contacting employers, your goal is to speak to the person who does the hiring for the type of position you want. Your first tasks are to:

  1. Get through to the appropriate department;
  2. Find out the employer's name if you don't already know it; and,
  3. Persuade the secretary to put you through to Ms./Mr. Employer. The following strategies are usually effective when speaking with the secretary:

Secretary: "May I tell her who's calling and the nature of your call?"

You: "Yes. My name is Jane Morgan and I have a couple of brief questions I'd like to ask Ms. Blank about the department.”

Secretary: "Is this in reference to a job?"

You: "I am interested in current openings, but I have a couple of additional quick questions I'd like to ask her."

Secretary: "Let me put you through to Personnel."

You: "I'd be willing to talk to them, but I don't believe they'll be able to answer all of my questions. It will only take 3-4 minutes of Ms. Blank's time."

Secretary: "She's very busy. Perhaps I can help you?"

You: "Perhaps you can." (Ask your questions. The secretary will not be able to answer all of them.)

Secretary: "She's not available right now. May I take a message?"

You: "Thank you, but I'm going to be in and out. Could you suggest a good time for me to call back?"

Once you have been put through to Ms./Mr. Employer, you have three potential questions to ask:

  1. Is there a current opening?
  2. Does he/she anticipate any future openings?
  3. Can he/she recommend two or three individuals or companies you could contact that might have job openings?

 

1. Introduce yourself. Explain briefly why you are contacting him/her and what you can do. "I appreciate your taking my call. My name is Jane Morgan. Is this a convenient time to ask you a couple of quick questions?” (Wait for an answer.) “I am looking for a position as a graphic artist in which I can use my desktop publishing skills. I've had two years' experience designing and producing brochures, newsletters and training materials. This past year I saved my employer $6000 by doing the work he'd previously hired out to a graphic artist."

2. Inquire about openings (and referrals, if appropriate). "I am calling to inquire as to whether you currently have an opening for a graphic artist."

  • If you hear "YES": "I'd very much like to find out more about the position. Could we set up a 10-15 minute appointment for me to come in to talk with you?" (Be "gently persistent" to get this opportunity to meet face-to-face with the employer. Any time you get face-to-face with the person who has the power to hire, you greatly increase your chances of being hired.)
  • If you hear "NO": "Do you anticipate any openings in the future?”
  • If you hear "YES": "I'd like to find out more about your company and the future opening. Could we set up a 10-15 minute appointment for me to come in to talk to you?" (Again, be "gently persistent.")
  • If you hear “NO": "Thank you very much for your time. I just have one more question. Could you recommend two or three companies or individuals who might be interested in someone with my skills?” (Get information. Verify spelling.) “May I tell them you referred me? Thank you very much for your help.”

3. Send a brief thank-you note that evening or the next day.

 

Contacting Employers Directly by Letter

If the thought of making cold calls to employers sends shivers up your spine, there is another method you can use: Send a letter first, then follow up with a phone call. The phone call follow up is essential! You are still making a cold call, but you will have sent a letter and resume in advance so the employer has some information about you. For assistance in writing your contact letter, we recommend a very helpful book, “200 Letters for Job Hunters” by William S. Frank. (It is available for purchase through our Career Resource Store or can be accessed on the Internet at www.careerlab.com/letters).

 

Summary

Using these methods, it is possible to set up one interview for each hour of work that you put into contacting employers directly by phone. It is usually best to make your contacts in the morning and then do follow up job search work in the afternoon (sending out resumes, going to interviews, filling out applications, personal contact work, etc.). If you are intentional about making these contacts, you will find job openings. Give it a try!

 

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