According to LinkedIn, over 80% of people hired are the result of referrals from their network – so how do you become the person who is referred?
Hiring Authorities love to hire from within their company, but their second favorite way to hire is through a current employee. One main reason is that employees will only refer people who they know are great because their reputation is at stake if this person is hired. According to Jobvite, 40% of all hires come specifically from employee referrals.
When you are building your professional network, you need to understand that ANYONE working could be the key to your next job. When you are actively working, you hear about jobs both in your company as well as in other companies.
Hiring Managers will then turn to their network and people they trust outside of their company. Many are reaching out to past employees of their company, which is why it’s always wise to contact any past employers to see if they would rehire you. If you were an outstanding employee at your previous job, friends of your employer could also help you. Think about past customers, partners and peers.
The best people to be with when you are in a job search, are those who are currently employed. Attend industry groups where currently employed people network and offer your expertise.
You never know when you might run into someone who knows someone who works at one of your preferred companies. When you least expect it, your lead will come to you. The bottom line is that you cannot rely on applying online and waiting to be brought in for an interview, spend most of your time networking and you will earn the right to become a referral.
"WOW" Factor
Think for a moment about your job search process. When is the last time you received the reaction of “Wow” from a hiring authority or individual in your professional network? It is important that you determine your Wow Factor for you to differentiate yourself from other job seekers. When you attempt to determine your Wow Factor, you will be forced to stand back and be realistic about what you can offer a future employer that your competition can’t.
If you don’t know your Wow Factor, no one else will take time to figure it out. Often your Wow Factor represents the impact your accomplishments have had on your past employers. Future employers assume that what you did for your past employers is what they can expect from you. How you present yourself in your resume, cover letters and follow up telephone contacts greatly impacts the level of success you will have scheduling interviews.
You can earn a Wow reaction from your professional network when you share leads or useful information. When you help someone else, they are very likely going to want to repay the favor and help you. If you are not sure what differentiates you, ask your family and friends. Then, practice how you’re going to present yourself to everyone you meet during your job search.
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During your job search process, it’s important that you verify what you are saying and also confirm your understanding of what is being said to you. This is especially important in the interview process. Here are some common phrases that may be misunderstood.
Candidate to Interviewer:
What was said: I'm a very fast learner.
What was heard: I don't have the experience you're looking for.
What was said: I would change positions for the right opportunity.
What was heard: Make me an offer.
What was said: I've been an independent business consultant for the past two years.
What was heard: I've been out of work for two years.
What was said: I'd rather not talk about salary yet.
What was heard: I'm hoping you make me an offer before I have to disclose my low salary.
What was said: I left my last position, because I wasn't being challenged enough.
What was heard: My last company didn't trust me with the higher level responsibilities.
What was said: I'll get back to you with the names and contact information for my references.
What was heard: I have to call around first and tell people what I want them to say.
What was said: My leadership style is very honest and very direct.
What was heard: I'm abrasive and too direct with people.
What was said: I'm a perfectionist and very detail-oriented.
What was heard: I'm a micromanager.
Interviewer to Candidate:
What was said: This is a very hands-on position.
What was heard: You'll have limited resources and be expected to do things that are beneath you.
What was said: You have an extensive work history and are highly overqualified.
What was heard: We're looking for someone younger and less expensive.
What was said: Thank you for coming in today; we have a few more people to see, and then we'll get back to you.
What was heard: You are not exactly what we want to hire, so we plan to continue interviewing.
Knowing how these phrases can be misunderstood, it gives you an opportunity to continue the discussion to clarify information and overcome possible objections or concerns.
EFFECTIVELY MARKET YOURSELF
EFFECTIVELY MARKET YOURSELF
When you are marketing yourself to hiring authorities you will need to complete the following steps:
- Make a list of companies you plan to target
- Conduct research to determine if your targeted company hires individuals with your credentials and experience. If you are a recent grad, do they have a history of hiring recent graduates?
- Conduct extensive research on the company, including reading press and media which is the most recent information written about companies by others. Set up Google Alerts to stay current on company information being posted.
- Determine who would be your direct report and then identify their boss and their bosses boss – which is who you want to target.
- Google the name of the individuals you are targeting and obtain additional information about them on LinkedIn.
- Send a hard copy of your Resume or CV to your targeted person with the words “Personal and Confidential” written on the envelope – lower left-hand corner. Include a customized cover letter that informs your target that you will be calling within the next week. Focus the cover letter on the WIIFM (What’s In It For Me) for the person you are targeting.
- Call your targeted employer to express your high level of interest in working for their company, (specific reasons) and your confidence that you would be a great asset. (stress past accomplishments and impact)
- If someone tries to screen out your call you state “He/She is expecting my call” (you did state in your cover letter that you would be calling. Or you can say “It’s personal” because your job search is personal.
- If you can’t schedule an interview, request an informational interview or ask for referrals to any business associates who may have a need for someone with your credentials and experience.
- Add this person to your network and stay in touch. Timing is everything in a job search. When someone tells you “no” – you must hear “not now.”
Follow this advice, and you will put momentum behind your job search and you will obtain better results.
Gatekeepers – Best Friend or Worst Enemy!
Never underestimate the knowledge of gatekeepers. They know the schedules of the hiring authorities, their interests, responsibilities and preferences. They also know they are paid to screen out sales calls that will waste the time of these hiring authorities.
When you are in a job search, you are basically selling yourself and these gatekeepers can be your best friend or your worst enemy when they prevent you from talking to potential employers by screening out your call.
It’s important to realize that rudeness never works when attempting to get past the gatekeeper who can make or break your attempts to talk to hiring authorities. Ask this person for help, ask them for their name. Refrain from asking, “How are you?” because now they know you are a nervous person trying to sell something.
When you use a persons’ name during a conversation and ask them for their assistance, you are making them feel important. Most people treat gatekeepers like the person they must get around to get to the important person. That attitude is almost always screened out. Here are some tips to assist you:
- Call the night before to get the name of the person you want to reach. Your call is much more likely to be transferred if you have a name. Often your initial call is not answered by a person but rather a recorded message with options. One option is almost always to dial by name using your phone to spell out a name. This is another reason it is so important to call the night before and identify the person you are attempting to reach.
- If there is resistance in giving you the name, ask for the correct spelling of the name and they assume you have the name and will spell it out for you.
- Ask for the correct title. They again assume you have their title.
- Ask the receptionist when it is most convenient for you to reach that party.
- If you are asked, "What is this call regarding" you can honestly say “it's personal”. Your job search is very personal.
No matter how frustrated you may be, it can never show. Continue to be polite and very accommodating throughout the interview process and with every interaction.