How To:Contact people you don’t know

(Networking Skills)

1. The Employer looks for you2. You look for the Employer

There are only 2 ways to find a career.

Makes sense to go where you’re invited Productive where there is:◦High demand◦High turnover (telephone sales)◦Entry level positions

Only 2-1/2% of online applications are viewed by a human

Employer looks for you

Frustrating Slow Troublesome Risky Expensive Employer has to review mass of unqualified

applications

Employer looks for you

The BEST positions are never advertised 80% of all jobs are NEVER advertised

You look for Employer

Positions are filled, or created for candidates who come to an employers attention through:◦Employee recommendations◦Referrals from trusted associates◦Recruiters ◦Direct contact with the candidate

You look for Employer

Less risk than hiring stranger Less expensive Employers do not HAVE to advertise

because:◦Enough acceptable candidates are finding them◦Saves employer hassle of having to look

Why?#!*^@#???????

Employers are constantly on the lookout for suitable candidates to replace departing, retiring or inefficient workers, to work on new projects or to add to expertise in a particular area.

GOOD NEWS!

Cold calls may result in an interview $25,000/year career that takes 6 months to

find with 10 calls per business day = $96 of income per call.

But, be prepared for lots of rejections along the way.

Cold Calling

Your doctor Your old boss Friends from

school CPA Your Neighbor Your pastor

Networking (talking to people)Using referrals as an introduction is less stressful and more productive

Who do you know that knows key people?

Friends Acquaintances Relatives Club members Teachers/instructors Church members

N e tw o rk ing

B u s in e ss O w n er H u m an R e so u rces S a les P erson

D o c tor

Average person knows 250 othersEveryone has a network

People are happy to help others if they can They need to know HOW to help, so be

clear about what you are looking for “Will you help me – I’d like to find a career

where I can solve problems with my passion and skills in graphic arts. Do you know anyone you could introduce me to?”

Networking (talking to people)

Call a stranger and say “Bert Molner said you’d be the best person to talk to about…”

Letters of Recommendation Awards/Recognition

Referral INTRODUCTIONS

GET AN INTERVIEW◦Research◦Budgeting◦Sales◦Marketing◦Service◦Public Relations◦Planning◦Record Keeping

Your New Job (small business owner)

Newspaper Online Ads E-mail résumé's Call/Write/Call Meet in person Get up early Exercise Eat healthy Get out of the

house

1) ABC Warehouse (574)555-1212 e-mailed 2/20/09 returned – no forwarding address

2) BBC Radio (800)555-1212 mailed 2/10/09, re-mailed new address 2/20/09

3) CCC Ranch (574)555-1212 in person Joe Neato (knows Jack) 2/11/09, left msg 2/18/09

4) DABL Ent 534-1212 faxed 2/22/09 Dave phone interview 2-26-09

5) E.F. Hutton (888)555-1212 e-mailed 2/28/09 re: T.V. ad for Sales, Meeting 3-10-9 @4 w/ Mary Poppins

6) G-nome (866)555-1212 gave to Repeat (Pete’s twin) 2/15/09, called 2/30/09

Letter to Cliff Claven re: inside sales/product mgr

Record Keeping Journal

You have 3 seconds Remember names ◦Don’t overthink your intro – Elevator Speech◦Remember features with action◦Store name in easily recallable location

Be Prepared – 2 Minute Pitch Listen – “Tell me more about…” Where - Plays, Groundbreaking,

Announcements, Charity Events, Service Clubs

Meet in person

Call to find out who decision maker is Write “I’ll be calling within the next 24

hours” Ask for decision maker by name “she’s

expecting my call.” Leave message “…don’t need to ring me

back, I’ll call you again.” and then do so!

Gatekeepers

1. Checked the classifieds every day, but no openings for someone like me.

2. I’m overqualified3. I don’t have the right degree4. Sent in a resume, but never heard back5. I could do the job, but I can’t get interview6. I haven’t looked for a job in years7. No one in my town needs anyone with my

experience8. I don’t know very many people

Excuses

Get to the employer BEFORE the job is written up = you stand a much better chance

Cut out 90% of your competition before the job gets advertised

Most people find their jobs from other people, not from ads

Networking works so well because it requires so much effort from the job seeker, not the employer

Don’t rely only on newspaper or internet ads.◦LinkedIn, referrals, research, Letters of

Referral, etc.

Summary

Make your resume stand out – presentation folder, include awards, letters of recommendation, articles, cover letter should be specific

True Networking = helping others with no expectation of a return benefit

Networking should be mutually valuable Human Nature = don’t like being indebted People will help you if you ask them Send handwritten “Thank You” Call a few days later to schedule a coffee

or lunch Keep good records

Summary

Mountain tops are for views and inspiration, but fruit

is grown in the valley. Billy Graham

Life is 10% what happens to you, and 90% how you react to it.

Lou Holtz

World Wide Web searches Dept. of Workforce Dev.

Green ThumbJob CorpsAmerica’s Job BankAdvanced Placement CenterAmerica’s Career InfoNetAmerica’s Learning

ExchangeFederal Jobs CentralU.S. Office of Personal Mgt.JobBank USAWall Street Journal Career

InfoCareer BuilderJob Hunting.comThe LaddersSalary.com Elkhart IndianaWorktree Elkhart IndianaJob Hunt Elkhart IndianaThe Job Planet

www.workforce.IN.govwww.greenthumb.orgwww.jobcorps.orgwww.ajb.dni.usHttp://icpac.indiana.eduwww.acinet.orgwww.Alx.orgwww.fedjobs.comwww.usajobs.opm.govwww.jobbankusa.comhttp://careers.wsj.comwww.careerbuilder.comwww.jobhunting.comwww.TheLadders.comwww.salary.com www.jobs.worktree.comwww.job-hunt.orgwww.TheJobPlanet.com

Chamber of Commerce City, State Industry magazines Organization Membership Lists◦Charity organization, Board of Directors◦Elkhart Builders Association◦Realtors Association, etc., etc….

Library◦Harris Guide◦Reference USA

Targeted Company - website

Research sites

How To:Contact people you don’t know

(Networking Skills)