I recommend the following steps for making direct contact with hiring managers:
- Research desirable companies and find specific hiring managers by using the Internet. Fill in any information gaps by calling the company and asking questions.
- Make a list of your ten favorites. Learn more about what they do, their profitability and growth, and who makes hiring decisions, etc.
- Call each contact on your list and take notes of the results. Make at least ten new calls each day.
Filter your list as you get new information and continue to refresh the list by repeating steps 1, 2, and 3.
When I finished my MBA, I targeted a specific technology start-up for my first job. I found the number for the CEO, called him directly, and told him I’d love to sell for him. He said that I had to wait until the new VP of Sales reported for work because he would be making those hiring decisions and was moving from Silicon Valley shortly. A couple of weeks later, I found the VP’s new home number and called him there before his first day of work. I introduced myself and we talked about how I could help him. A month later I was his first hire. We’ve been close friends ever since.
Once you get a hiring manager on the phone, what do you do? Most business people are on information overload. You will have about ten seconds to capture his attention. Be ready with a short, powerful message. Here is a sample script divided into five steps:
- Introduction: “Hi, my name is John Boyd. I’m a software engineer focusing on Java and PHP.”
- Respect: “Is this a good time or should I try back later?”
- Pitch: “I’ve been a programmer for the past eight years with companies like X, Y, and Z, and I think I might be able to contribute to your company.”
- Invitation for a phone or office meeting: “Would that work for you?”
Setup for the invitation: “If you want to compare notes sometime, I thought perhaps in the next week or so we might have a short chat.”
Plan out your pitch in writing and be comfortable with the flow of the conversation. Rehearse different tones until you find your confident, relaxed voice. Then make your calls. Once you get a hiring manager hooked with your 10-second pitch, you can set an appointment for a deeper discussion. Though you should have a basic plan, don’t worry too much about what to say.
The act of calling is much more important than your technique. As you make the calls, your technique will gradually improve. After you’ve made your ten or so calls for the day—regardless of the results—take a break. Eventually, consistent daily action will pay off. Developing and nurturing strong connections with both friends and contacts is an important resource in a job search.
If you are willing to reach out and develop new relationships, you will open the door for more work opportunities to come your way. The people with whom you already associate comprise your existing network. Start by emailing at least twenty of these contacts, asking for their help. Explain that you are looking for new ideas and leads, not necessarily direct job referrals.
More importantly, continue adding new contacts to your network to strengthen it and make it a more valuable resource in your job search. You may want to:
- Take colleagues and prospects to lunch and get to know them better.
- Attend relevant trade shows and industry events and actively introduce yourself.
- Connect contacts with common interests to each other.
Recently, my friend Kevin went to a networking event sponsored by a local business group. He was skeptical that it would be a productive use of time. However, while there, he began talking to a young man whose father-in-law happened to be a prominent investor in the area. From that connection, Kevin was able to meet with the investor and discuss a potential investment opportunity for his business.
The time you spend developing relationships with others is a valuable investment. I have witnessed repeatedly how small, consistent efforts to nurture these connections eventually pay off.
