Contacts: How Part 3

  1. Have your partner make the following statements so that you can practice responses:
  •         We don’t have any positions open at this time.
  •         I don’t have any openings and I’m too busy to meet with you.
  •         Why don’t you check back with me later?
  1. Practice giving the employer brief examples of how you gained the skills mentioned in your skills statement.

Getting through to decision makers

The interview is the path to the job offer. Employers do not hire resumes, applications, or phone calls. They hire people they have met. Setting up these face-to-face meetings is the one reason you are contacting employers.

You are not calling employers to find:

  •         If they have any openings
  •         If they are accepting applications
  •         If they will look at your resume

You may find all this information in a very short phone call, but that’s not the main reason you are calling. You are calling to arrange a face-to-face meeting with the decision maker. But first you have to reach the decision maker. Here are some tried and true methods of getting through to the person you want.

When you know the decision maker’s name:

Bob Williams wants a job as a checker in a supermarket. Here’s how Bob handles his call when he knows the decision maker’s name:

Them: Hello, Low Price Market, may I help you?

Bob: This is Bob Williams calling for Alice Fenton.

Them: Hold on please.

Alice: This is Alice Fenton.

Bob: Hi, this is Bob Williams. I have six months experience at a food store as well as two years’ experience serving the public. I am fast and accurate and able to work a variety of shifts. I am calling to set up a meeting with you to discuss how my skills might match your company’s needs. Would Wednesday or Thursday be better for you? (This is Bob’s skills statement)

Alice: Thursday in the afternoon would be best.

Bob: How about 1:30?

Alice: That’s fine. I’ll see you then. And bring a copy of your resume.

But what if Alice had said:

Alice: We don’t have any positions at this time.

Bob: That’s OK. I’m not expecting you to offer me a job that doesn’t exist. But I’ve found that when I have had five or ten minutes to talk about my skills, people often think about someone else who might be interested in hearing about them. With that in mind, could we meet briefly?

What if Alice had said:

Alice: I really don’t have any openings and I’m just too busy to meet with you.

Bob: Well, thanks for your time today. I wonder if you know of anyone else who might be interested in hearing from a skilled worker?

Contacts: How Part 2

Just a few sentences

All this magic comes in just a few sentences. The first identifies you by name to an employer. The next show skills you have and the results you have produced in past jobs. Finally you show attitudes you have now or ways that you have fit into other work settings. That’s all there is to it.

Saying these few sentences takes thirty seconds or less. You are not trying to convince employers to hire you on the spot. You are not reciting your complete work history. You simply want to get attention and interest.

Writing your skills statement will take about half an hour. This is time well spent. A skills statement will make your employer contacts more productive. It will speed your return to work.

Steps to take before you call

Print this page and have it nearby when you are ready to call employers. Review it before you start and keep it (along with your resume and skills statement) in front of you as you call.

Before you call:

  •         Set a schedule of when you will make your calls. Have clear goals. For example: “Today I will call 10 employers.”
  •         Make your initial calls in the morning. Return calls in the afternoon.
  •         Plan and practice what you will say. Call a helpful friend and practice (role play) with them.
  •         Practice your skills statement.
  •         Write down potential questions or questions employers have asked you and practice answering them.

When you call:

  •         Have your skills statement, resume, and a completed job application in front of you.
  •         Smile when you talk. That smile will come through to the person on the other end of the line.
  •         Be enthusiastic. Vary the level of your voice.
  •         Create a mental picture of the person you are speaking to. Talk with them, not at them.
  •         Ask for a face-to-face meeting.

Getting past the screener:

  •         Ask for the decision maker by name.
  •         Sound confident, as if you should be speaking to the decision maker. Because you should be!
  •         Ask for the decision maker’s direct dial number.

And remember:

  •         Set goals.
  •         Be persistent.
  •         Ask for a face-to-face meeting.

Practicing before you call employers

To do these role plays, you need a partner. This could be a friend, relative, or helping professional.

  1. Have your partner be the screener that answers your call. Practice getting past this screener and to the decision maker. When your partner asks the following questions, practice different answers:
  •         May I tell the manager what this is about?
  •         Are you calling about a job?
  •         May I have the manager call you back?
  1. Now have your partner be the decision maker. Practice what you will say once you reach the decision maker.
  •         Practice using your skills statement and then asking for a face-to-face meeting.
  •         Practice giving the person a choice of two times to meet.

Contacts: How Part 1

How to State Your Skills

Josh has just begun his job search. He’s excited about landing a job, using his new skills, and finally getting back to work. He’s listed ten employers to contact, refilled his coffee cup, and sat down at the phone. He dials the first number and reaches the decision maker. He is both stunned and excited with this stroke of good luck. He blurts out, “Hi, my name is Josh Linton and I was wondering if you have any job openings.” There’s a brief pause and the employer says, “No, we’re all full right now, but call back some other time.” Within less than a minute Josh’s first call is over.

During the next hour Josh makes nine more calls and speaks to five decision makers. His approach is the same. So are the responses. By the end of his first job search session, Josh is discouraged. As he sips cold coffee and rubs his forehead he mutters, “This is going to be harder than I thought. Nobody is hiring.”

Too often this is how job search goes. But it doesn’t have to. You can get the responses you want from employers. Short phone calls can lead to job interviews. But first you have to see the hiring process through an employer’s eyes.

With an employer’s eyes

When Josh called employers, they were not sitting around waiting for his call. They may have been serving a customer, repairing a machine, writing a report, fighting a headache, meeting with an employee or all of the above. When Josh’s call arrived, their mind was still focused on the task at hand. They may have wondered whether they should even take a call from a total stranger. It may be a time-wasting interruption. But then again, maybe it is a new customer with a large order. So they took the call, and then heard Josh asking if they had job openings. Getting out of the call was a no-brainer. Just a quick “NO” and they were back to more pressing problems. And Josh was no closer to an interview.

Thirty important seconds

Once you see this process from an employer’s eyes, you know what must be done. Within the first thirty seconds you must grab their attention and give them a reason to spend valuable time on you. A skills statement does both.

Your skills statement moves an employer away from problems at hand and encourages him or her to talk to you. He may be moved to ask questions about your skills, to ask how you can help them, or to set up an interview. In any case, you are no longer a total stranger. You are a person with value and skills. A person worth talking further to.