An Easier Way to Make Job Search Networking Calls

We all know that networking is necessary to find a new career.  But we also know that making cold calls to strangers is as difficult and as stressful as it gets.  That is why job seekers tend to send out hundreds of resumes and emails instead of making direct contact with hiring authorities.

Sending out hundreds of resumes does not work any better than does sending out hundreds of emails.  Insanity is: “Doing the same thing over and over again and expecting different results.”  You don’t need me to tell you this because you have been doing it for a long time and have proven the ineffectiveness to yourself.  Right?  So what do you do now?  You find it difficult, sometimes even impossible, to make those all so important phone calls to strangers.  What now? 

Let’s make this whole telephone thing easier for everyone.  Let’s break the calls down into pieces and parts and develop a simple plan that makes sense and is not a high pressure telemarketing campaign.

First of all, let’s review some basics on personal communications and hiring principles.  To make this whole process easier we need to understand what works, what doesn’t work, and why.  You’ve made calls, but they have been unsuccessful. Why? You’ve spent most of your time leaving voice mail messages and waiting for return calls that never seem to happen. Why? 

Personal communications:  Question: Why do people respond positively to telephone calls from strangers.  Answer: Because the stranger becomes a know quantity and offers perceived value.  Easy huh? Well actually, yes it can be easy. You can make this work for you if you are seriously interested in succeeding and willing to spend the time to do what it takes to accomplish your goals.   But you’ll have to spend time to make this work for you.  One, two, three or even four phone calls alone will not work.  To reach the hiring person in her office you must call no less than, on average, 13 times.  That’s right, 13 voice mails.  That’s 13 unique and interesting messages to the same person without becoming a “pest."

Hiring Principles:  Based upon the prerequisites being met and all things being equal between potential candidates, the hiring decision comes down to a personality contest.  People tend to hire people they perceive as a “team fit,” a personality match measured against the likes and dislikes of the existing staff and management.  Simply put, managers tend to hire people they like and can get along with in the workplace.

You need to develop a plan of action that is efficient, easy to do, reproducible, and will lead you to career search success.  Ok then, let’s get going and make it happen.  First of all, you need a target list of people you are going to call in search of employment.  Second, you need to plan what you intend to say to them on voice mail 13 times each to become “known.” Third, you need a way to track your efforts, results and maintain proper follow up timing.

The target list is simple.  Go to the library or use the internet, and find the companies for which you want to work.  Develop a list of as many as you can find.  Write out a reason for wanting to join each company team.  Yes, this will take time and a lot of research.  I highly recommend you put all this information in a data file so that you can track your efforts and schedule follow up calls.

Now for the hard part.  What on Earth are you going to say to someone 13 times that will encourage them to become interested in you?  Well, you will want to remember you are talking to a normal person who is a lot like you and interested in making her life as fruitful and enjoyable as possible.  The director of IT, the CFO, the CEO are all people who have both business as well as personal objectives that effect the success of your calling campaign.  You will want to positively address both of these in such a way as to project a positive image as well as promote a feeling of sincere desire to know more about you as a person and a candidate.

Here Are A Few Samples Of Voice Mail Scripts You Can Use To Make Your Career Search Calls.

Voice mail call number one:

“Hello, this is (your name).  I’m a top executive with 25 years of progressive technology management experience leading people and project teams.  The purpose of my call was to introduce myself to you.  My number is xxx-xxx-xxxx but you don’t need to call me back. Instead I will call again later to see if we may chat.”

This first call gave the hiring authority a brief view of your credentials and a sample of your professionalism and polite attitude.

The following calls will give additional information.  Each call will present additional skill sets and continue to show professionalism and a congenial attitude.  Over time, you will begin to get the attention of the hiring authority and interest will be established.  The hiring authority will actually begin listening in detail to your voice mails.  If there is a job to be had, you will be at the top of the list. 

Voice mail call number two:

Hello again, this is (you name).  Team and Relationship Building has always been one of my strengths.  Also, Strategic and Tactical Planning, Multi-Site Technology Development and Change Management are also strengths I possess.  I would greatly like to join your team someday.  My number is xxx-xxx-xxxx but you don’t need to call back.  I will call later to see if we might chat.”

The second voice mail may have been deleted without anyone listening.  But your name got through.

Voice mail call number three:

Hello again, this is (your name).   Wanted to give you more info on my credentials in case you know of someone who might need me.  I was recently employed by a National consulting practice in Enterprise Architecture working with clients to define the enterprise architecture elements of Business, Data, Application, e-Commerce and Technical Architectures.  My greatest achievement was when I directed and managed the evaluation of  “As Is” architectures and transforming these architectures into “To Be” architecture that meets enterprise goals, objectives and plans utilizing gap analysis techniques resulting in savings of $35 million for the client.  Pretty good huh?  Sorry I missed you again.. I will call back later.  Have a great day. 

This one may have been heard.  You are becoming a recognized person.

Voice mail call number four:

Hello Ms., this is (your name) again. In case someone comes to mind that might need my expertise, I wanted to leave you with a tad bit more information about me.  I have collaborated with senior level management to define and implement technology decisions to resolve business problems for small companies and large companies as well.  I have also managed a Statewide Child Support System, developing Welfare Reform Application of EFT, interfaces and reports with a staff of forty using DB2 and MVS. All within budget.  I hope you have a great day and I will talk to you later.  xxx-xxx-xxxx.

Here you are reinforcing information regarding your skill sets. Also, you are suggesting that if the hiring authority knows of someone who needs a good person, your are available. 

Voice mail call number five:

By now you have this persons attention.  They are listening to your messages.  They may be impressed with your persistence, call you in for an interview or they may even forward your voice mail on to someone else, which is a good thing. 

Hello again, (your name) here.  I understand you are thinking of making some major changes.  In the past I have been instrumental in providing technology expertise to over 850 corporate, subsidiary and multi-unit locations.  I led major conversion efforts to client/server technology that included restructuring the organization, improving efficiency and introduced a strategy to emphasize modern technology transfer. May I be of service to you?   xxx-xxx-xxxx.  No need to call, I will call back… I hope you have a truly great week and a terrific weekend. 

You were able to leave this voice mail because you had continued your research on your target list and noticed in the quarterly SEC report 10Q that this company was in fact making major changes. 

I could go on and on with these call scripts but I won’t do so at this time.  You can create them specifically for your unique background.  It’s really quite simple.  For these sample scripts I have simply cut and pasted from the achievements referenced in a resume.  That’s Right!!!  So simple yet so totally effective.  You write the script before you make the call, and resultantly you leave a professional impression on the recording.  No stammering or missed points. 

Here are a few basic reasons for the repeated phone calls:

1. You want to introduce yourself.

    

2. Reinforcement of your introduction.

    

3. Suggestion that you would be willing to talk to others your contact might know.

    

4. Reminder, just in case a week later someone with a need happened to come to mind.

    

5. Introduction of new information from research.

    

6. Presentation of positive opinion you have from reading 10Q. (“I was so impressed. By the way, when I was with xyz, etc. etc. etc.”

    

7. Presentation of article or white paper you may have written.  Or, some other piece you might have that you are particularly proud of and wish to share.

    

8. Offer to buy breakfast. (Always add another accomplishment. “By the way, did you know, etc. etc. etc.”)

    

9. Offer to buy lunch. “Hello, (your name) here.  I know you are a very busy person.  But you have to eat.  How about allowing me the opportunity to buy you lunch?  We could chat a bit and you might find I could be a valued asset to your team.  xxx-xxx-xxxx.  I’ll call back.”

    

10. Reinforcement that you are truly interested in this particular company and hope you can get your foot in the door.  You would make a great team player because of your sincere interest in the company’s plans of action and goals.

     

11. Offer of temp status. “Hello, (your name) here again.  I was thinking.  If you have a need for someone like me, but are not totally certain if I would be a good fit, why not try me out on a small short term assignment? xxx-xxx-xxxx.  I’ll call back.  Have a really great day.

     

12. By now you can add a bit of humor.  “Hello, (your name) here.  Did I tell you I’m available for a career interview? I’m sure you probably don’t have a need right now, but hey, if I can walk on water, build computer systems and fight fires in my spare time, you just may find I’m someone you might want to make room for.  I’m small and don’t take up much space.  xxx-xxx-xxxx.  I’ll call again. Have a great day.

     

13. The end call.  After 13 calls, if you have not succeeded to break down the doors, give up and move on to another company.  But do it nicely, you never know what the future brings or who will move where and have a need in another environment.  “Hello there Ms. Schmedley.  This is (your name) once again.  For 13 weeks I have tried to get you on the phone but I have failed.  The reason I tried so hard was that I have a sincere interest in your firm.  Should you ever have a need for someone with my skill sets, please do not hesitate to call my home at xxx-xxx-xxxx.  I greatly appreciate your time and hope you have a terrific week.” 

     

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