In a traditional job search, most candidates will spend the majority of their time scanning the myriad of job boards and company websites clicking and applying on-line. The method for sure has been ingrained in many of us since back in the day in which we would scour the classifieds in the local newspaper and then fax, yes fax our resume for consideration.
Then like now, once this action has been taken, we consider our work done and we passively wait with anxious anticipation for a response, a response that may never come.
But alas when we come across a new job posting, in a nod to windmill-chasing Don Quixote, we start the vicious cycle again, search, apply, and wait.
And while we know that our background aligns, that we could perform the role, we never hear back and our hopes and dreams are seemingly drawn into the proverbial resume black hole.
And with our souls crushed, we know that there has to be a better way.
In my coaching sessions with job seekers, we always stress the importance of approaching one’s search with the zeal of a commission chasing sales professional. Like any good salesperson, research starts before action. Build a list of targets and then work the list to completion. And this ancillary approach can be applied in a similar fashion when conducting a job search.
Building a Targeted Company List
We recommend beginning with the development of a list of 15-25 targeted organizations. A portion of these targets will align to your industry background, your applicable skill set, or your geographical preference for your next role. At times you may also include a company that you have seen with a particular opening but in many cases, no known opening might exist for the majority of these organizations.
In a sense this will help you uncover the “hidden” job market which are where 70% of opportunities truly exist.
It is said that networking your way into an opportunity can be more successful than applying online and waiting for a response. This is a proactive approach and if you do this you will elevate yourself into the top 5% of job seekers. And regardless of market, we all need to improve our chances.
The key idea is to build this targeted company list and research 2-3 key executives at each organization. Depending on your background, these targeted execs could be the CEO, COO, CFO, CIO, or CHRO. But yes these are C-level targets because we are going to step out, step up, and introduce ourselves to the top leadership at these targeted companies.
Emails can be found via Zoominfo, D&B Hoovers, Discover.org or similar lead research sites. Or as an extra tip, perform a Google search with “@companydomain.com email” and upon review of the search results, you can quickly determine the company’s email format, e.g. firstname.lastname@companydomain.com, firstinitiallastname@companydomain.com or something similar.
But never as a first step apply online. Rather network your way into consideration for either a posted or hidden opportunity by targeting these key execs. They will either ignore your email, nothing lost, forward your email to someone in their organization, or in the best case they may respond directly.
Approaching a Targeted Executive
When introducing yourself to these targets your best bet is to never start with “I’m looking for a job”. When you approach someone in this fashion, unfortunately, they often clam up as they are not 100% sure they can help even if they had the desire.
Rather your goal here is to find some commonality in their background, career, or interests and reference a desire to learn more about their journey and to pick their brain as you further your career.
Simply put, this is all about networking.
Additionally, as we shared in Rethink the Resume, sharing your Project Portfolio in the introduction will be a little more disarming than immediately sharing your resume. Granted if they have an opening, it will come up. And if there is genuine interest, they will request a copy of your resume.
There are other benefits as well of building this targeted company list in that you can share your prospect list with those in your network as they might have one of your targets as a connection and can make a warm or soft introduction. This is actually something that I regularly do for folks in my network.
A warm introduction is where someone knows someone well and there is influence that could be used to bring the two parties toward a conversation. A soft intro would be the case where there is only a high-level connection and this can be more of sharing your interest but without a committed expectation for a response. In either case, it is best to request these introductions sparingly as you want to utilize a peer connection for its highest and best use.
As you navigate this step, keep a tickler of responses and follow-up accordingly. But cross them off and then move on. Add another company to your list and continue your hunt.
While an opportunity may not exist today, it might in the future and the key here is to build your network with people who hire people that do what you do.
This is the fifth in a series of articles for my upcoming book, “How to Hack Your Next Job Search”. For my readers, I will be sharing insight, observations, and specific coaching on how best to conduct a job search. These strategies are simple, yet diverge greatly from most traditional approaches. It is my goal to share a proven process and cultivate a mindset that will elevate you into the top 5% of job seekers in any particular market or industry.
I. Deciding to Take Action | How to Hack Your Next Job Search
II. Approaching Your Search Like a New Job | How to Hack Your Next Job Search
III. Begin With Realistic Expectations | How to Hack Your Next Job Search
IV. Rethink the Resume | How to Hack Your Next Job Search
V. Uncovering Hidden Job Opportunities | How to Hack Your Next Job Search
VI. Addressing Gaps in Employment | How to Hack Your Next Job Search
VII. Ace the Interview | How to Hack Your Next Job Search
VIII. Defining Your Personal Brand | How to Hack Your Next Job Search
