Tim Collins is founder and President of Toronto-based Stafflink Solutions, a full service permanent and contract IT recruiting firm. I’m delighted to have had a chance to talk to Tim Collins recently about how he got 4 jobs through the hidden job market mechanism. And how networking has helped his company, Stafflink Solutions, have its best year ever!
Please listen to Tim’s great tips and ideas. They are fabulous. Start implementing the ones you like right away–no reason to delay. Enjoy!
Click for a transcript of this interview so you can refer back to all his techniques!
It can be very frustrating and/or intimidating to want to talk to someone in the course of job search networking, only to have the gatekeeper shut you down. Most advice is to try to get around the gatekeeper or get past them as quickly as possible. This article is about doing the exact opposite, and the tremendous rewards you can get when you try it this way.
I’d like to encourage you to stop trying to get past a gatekeeper. In reality, these people are not a fierce negative force. They can be your best ally in getting what you want—a meeting with the boss.
Make the receptionist a friend. Make the assistant a friend. Remember and use their name. Have some sympathy for their job and busy day and tell them so. It doesn’t take long. You can benefit from the fact the people who are typically thought of as “gatekeepers” are actually real people. You can also benefit from the fact that most job seekers calling for a meeting don’t bother to make the gatekeeper a friend.
Be ready with a brief and truthful statement about why you want to talk to their boss. Let them know you just need a few minutes. You’ll be amazed at how helpful some of them will be.
Will everyone try to help you? Probably not, but see how high a success rate you can get. If they don’t, then you can network in other ways to meet the executive. But don’t say anything negative to either of them. If you underestimate the power of the assistant, you could just end up as toast.
I typically call very senior executives during the course of my recruiting. I write down the assistant’s name as soon as I hear it (my brain cells seem to be dying at an alarming rate these days!). By taking time to remember the assistant’s name and being truthful (and brief) about why I was calling, I found a lot of them went out of their way to get me some time on the boss’s calendar.
Whenever possible I compliment the executive on their assistant, and email the assistant my sincere thanks. I’ve never regretted taking a few minutes to make them a friend.
In one case I called an executive three times. The assistant and I had fun brief conversations each time. The first two times, the assistant told me she would give her boss the message, but he didn’t call. The third time she went in to his office and told him he had to take my call! How much better than that does it get?
Everyone you talk to is a networking contact. Instead of rushing to “get past” take a few moments to create a relationship.
I hope this helps in your job search networking into the hidden job market.
I will freely admit that in addition to being a reluctant job search networker, I also hated small talk. Slam bam whammy a double curse!
When I became determined (ok, desperate) to learn how to do networking in ways that felt comfortable for me, I started interviewing people who were master networkers. That research is how I learned all the networking secrets I love to share.
Since that strategy worked so well to learn how to network, I decided to take the same approach to learn how to do small talk. I didn’t expect to learn to like small talk, just to learn some ways to sound as though I liked it. As I learned some techniques that actually worked, I started to like small talk in spite of myself!
Let me share some of what I learned, just in case you hate small talk, too!
First I had to learn and then accept there is a purpose to small talk. It gives you and the other person a chance to find something that you have in common. That is the beginning of building a relationship. And you’ll want to be a master of creating a relationship quickly since they are the foundation of your job search networking success.
So here are some quick tips to make small talk easier for those of us who kinda hate it and/or don’t do it particularly well.
• Make your first remarks quite neutral and non-threatening. Remember, the purpose of opening remarks is to let people process the sub-text that says you like them.
• Say something relevant to the situation. You may build agreement right away. For example, you may say “Beautiful place for this event, isn’t it?” This would encourage your conversational partner to start agreeing with you from the first moment. This is good!
• Say something pleasant, complimentary or empathetic because your first sentence is 100% of their experience of you at that point. If your first comments are boastful, complaining, negative or sarcastic (no matter how witty or intelligent), that will be their impression of you, and it will be a difficult task to change that impression.
• You will find that acknowledging them for something they have done is a powerful way to melt the ice.
• Say something that is easy to agree with. This provides sub-text that says “we agree, we’re alike, we have something in common. We can now move on to more meaningful conversation.”
• Save your jokes, strong opinions, clever remarks for when you know the person better. The sub-text here says “look at me; appreciate me.”
• You want your sub-text to say “I see you and I appreciate you.” Keep that thought in your head and it is conveyed easily in your small talk.
I know these may seem to be in the “well, duh” category. But I’m always amazed at how they help me feel a little more like a smooth schmoozer. I hope they help you if you hate small talk, too!
Introverts may think they cannot do networking. Yes, they can. And in a way that works for them.
Extroverts may not recognize just how many networking skills they have—and how to best leverage them.
Introverts: Your Unique Strengths
• You are sensitive to what’s happening around you and can pick up and relate to other people’s needs and feelings, resulting in others sensing you are empathetic.
• You come across as thoughtful and focused because you take the time to think before you speak. You are often able to quickly develop rapport and trust.
• You are skilled at sensing how to respond to people most effectively.
• You don’t always feel as though you need to be talking, making you are an excellent listener.
If you’re introverted:
• Realize that you have great information, and other people want and can use what you know.
• Give yourself permission to network in ways that make you comfortable. Remember that some of the most effective networking is done in a venue in which introverts shine – one-on-one.
Extroverts: Your Unique Strengths
• You are at ease with small talk and can easily engage others in conversation.
• You think things through by talking, so people know what’s going on with you.
• Because you ask easily for what you would like from the other person, you tend to get more of what you want.
• You are an excellent brainstorming partner because don’t force yourself to think things through before speaking.
If you’re extroverted:
• Because you are self-confident and can easily talk to people, be on the lookout for those times when you will want to ask other people a question. Find out what they want to talk about and get a sense of how they are feeling.
• Remember to switch gears beyond the social aspects where you clearly shine to take advantage of making connections and leveraging the job search networking possibilities.
It goes without saying that as a job seeker you must create a networking opportunities with those at the right level and in the right position to hire you. At the same time, you can significantly accelerate your search by networking with people who might not initially seem to fit that criteria.
Consider networking with people who are outside your function and at least one level above you.
Here are some of the advantages of this strategy:
You will learn the language of a different function and how to translate all the great things you did and can do for a hiring company into terms that will resonate with senior management. The language of most executives is financial, yet it may not be easy to translate what you’ve done into financial terms. You may not have previously been able to identify the financial impact of things like improving employee satisfaction, developing new training programs, bringing projects in on time, etc., or even things like doing layoffs without any employee suing the company.
You will get to hear some of the issues of a company from a senior perspective. You might not hear about these issues from people at lower levels. And best of all? You have information other job seekers don’t have!
When you’re networking with these executives or interviewing with them, you’ll be able to explain how what you can do to help the company solve their issues. It’s a great way to position yourself as someone unique. I’ve seen these conversations lead to the creation of a position just for that person. It can happen.
These conversations are great ways to make connections and build relationships of credibility. These people will be more likely to open their network to you and introduce you to more great networking partners. You’ll be networking with the in-crowd!
You will have some great networking conversations while you’re learning how to translate what you do into a language that will make you stand out from other candidates.
This strategy pays off even if you are already working.
When I worked at the software development company, I didn’t know any better and spend a lot of time asking a lot of questions of the executives. Every time they had a new issue, I would propose some solutions. I got several promotions (and raises—remember raises?) to implement those solutions.
Expanding your networking strategy to include people you might not otherwise connect with and watch the number of opportunities that come to you expand as well.
Job search can be such a difficult time, and at the same time, you have to be upbeat, positive and self-confident. Here is a simple technique (and cameo appearance by ZK!) Read more
I will admit it took me a long time to really get this. I couldn’t understand why networking felt so weird to me—at least when I did what the experts and career coaches told me to do. I finally realized that it felt like something was missing from all the techniques I read about.
Turns out that what is missing is the concept of relationship. Networking, at least the way I initially learned it, was all about me and asking for help in my search. If we don’t focus on relationship first, most of networking then just becomes about our agenda—usually to find a job or at least a link to a job lead.
We don’t always take time to get to know someone a bit. We are pretty focused on what is causing us pain—trying to find a job. If you’re sensing or worrying that people are feeling used, you may be right.
I learned it is easier and more comfortable for people to assist you when it’s done in the context of a relationship. Think about how you feel when someone you barely know just wants you to do something for them. It just as true in networking as it is in the rest of life: when people know you care about them, they can care about you.
Here are 10 mistakes you may not realize you’re making. I know because I’ve made them all. Hopefully this list will help you avoid them.
Forget it’s about the relationship first.
Don’t ask how you can help the other person.
Be vague about what you want from the other person—which means they have to figure it out for you.
Don’t bother to follow up on leads you are given or names of people they suggested you contact.
Not taking time to connect other people to each other for their mutual benefit.
Launching into a discussion about what you want without asking: “is now is a good time?”
Not staying in touch with people you want to have a relationship with.
Don’t get back to people to let them know the results of doing what they suggested.
Not going out of your way every so often to let them know they still matter to you.
Not staying connected with people until you need them again.
Not having statements (brief!) to succinctly explain what is unique about you so they a) remember you and b) have something interesting to tell other people about you.
Before you go networking, asking for connections to hiring managers, and even interviewing, do this critical and worth-the-effort step. It will make you a stand-out candidate. How cool would that be?
A critical action in developing your job search stategy is to be honest about what might not be quite what the hiring manager is looking for–the lemons. If you can turn what might be considered a job search liability into an asset, you’ll get much further in your job search networking and interviewing. Here’s how you “line up the lemons” so even those things that other people would consider liabilities can be converted into assets.
We all have them–maybe not enough years of experience. Or we want to think about a new kind of career or industry. Maybe you’ve been in several industries rather than focusing in just one. Or maybe you’ve had several job changes in the last few years. Or maybe you’ve had one job for the last 15 years.
It’s critical to develop a clear compelling statement that explains how whatever it is on your resume that could be considered a lemon is actually an advantage to the company who hires you. As a recruiter and frequent (!) job seeker, I know that if you don’t do this, the other person won’t be able to do it either. And it’s just that much easier to take a pass on you as a candidate. Harsh, I know, but probably true most of the time.
Let me give you an example. When I was interviewing for the Director of Recruiting for Deloitte & Touche, I had only about six months of recruiting experience. My previous experience was in software marketing. I learned from the recruiter that everyone else who interviewed had 10+ years of recruiting experience.
I had been recommended to her through networking, so she was willing to take a chance by presenting me. Plus she and I had developed a really nice relationship during the course of her interviewing me. (More later on how to create relationships with recruiters that put you at the head of the line.)
So I knew my own “lemon” was my huge lack of experience as a recruiter. I needed to make sure the Hiring Manager saw that lack of experience as a real asset to him.
During the interview I asked him to share his vision for the group and how he had been so successful so quickly. It was an amazing thing he had accomplished, and his enthusiasm for going even further was clear.
Also clear to me was that he needed creative recruiting strategies that went beyond same-old-same-old if he was going to recruit the large number of people he needed to be successful.
So that’s exactly what I told him. I said that if he hired someone with several years of experience, they would do what they had already learned how to do. That would be, in my estimation, the kiss of death for his vision.
With my marketing background and no perceived notions of what could or could not be accomplished in recruiting (because after all I had almost no experience!), I would be strategic and creative. That would be what he would need.
Happy ending: he agreed!
So this isn’t about calling anything about you a liability. It’s about being strategic when you prepare. If there is something in the list of requirements you’re missing, figure out what you have instead that more than makes up for that missing piece. Or, as I did above, explain why the fact you DON’T have that part of the requirements could be a benefit to the hiring manager.
In working with great executives in transition, I’ve found they are often quick to point out where they may have a liability in terms of getting the job. The next step can be more difficult.
Translating that to an asset that GETS you the job is the next step. it’s really in your best interest for you to do that translation. If you don’t, the hiring manager and/recruiter either won’t do it or will do it in a way that doesn’t help you as a candidate.
Also in my experience very few candidates have taken the time to do this “positioning” of themselves as a candidate. If you do, you will really differentiate yourself from the crowd.
P.S. Sign up for the free report in the column on the right to get started on developing a standout brand statement. Become the candidate they cannot resist!
A ridonkulous resource for advice on interviewing, networking, resume design inspiration, cover letter writing, salary negotiating, freelance and business tips for those looking for work in these rough times.
There is a hidden job market that most job hunters do not know about. The fact is that many of the best jobs are not advertised and the visible job market is the tip of the iceberg.
During the recession many college graduates are challenged by the oversaturated job competition. But the most essential here is not the follow the pattern, i.e. sending dozens of CVs, answer job ads, post CVs online, go to employment agencies and job fairs.
It’s absolutely OK to spend some of your time on these methods, but not too much. Because all of the aforementioned methods are the least effective during the job search. So what are the other options for you?
With the unadvertised jobs you will have little or no competition at all. Most employers prefer not to advertise their job openings but ask their employees or other people they know to recommend someone.
We can differentiate two types of unadvertised or hidden jobs:
1. Job openings the employer is aware of. 2. Job placement that could be created for the right person, but no job opening is available right now.
So, the question lingers: how exactly can you find the unadvertised job opening? Below are a few ways:
- firstly, you should know what job / assignments you are passionate about. - secondly, conduct some research. Highlight at least 25 companies you are interested in from directories of major employers. That could be Dun and Bradstreet’s Million Dollar Directory or Standard and Poor’s Register of Corporations. - thirdly, conduct interviews with people working in your professional field of interest to further your research. - fourthly, contact people in your network who may know people working for the companies of your interest. - fifthly, call hiring authorities and tell them what you can and what you want to do. Point them out in what way you can contribute and benefit their company. In case they don’t have any job openings in your field, ask for the names of two other hiring authorities in their field of work. - sixthly, join professional networks and associations. It’s a good opportunity to meet people working in your field of interest and many hiring managers as well.
The other approach to uncover the hidden job market is to create a position within a company that didn’t existed before. Thus, you won’t have competition and will be able to negotiate your income. Master a written or verbal proposal for the companies you find interesting. Should your proposal demonstrate that you will contribute much more than you will cost the company, you have high chances of landing a job.
This method works best with smaller companies but the chances of being employed by large ones are still high.
Learn how a job coach can help you with all sorts of things, starting from the job search up to the building of your career freedom. Hire Dusty Rollins to be your job coach and you will see what new horizons a competent job coach can show you.
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