Career Planning and Job Seeking Skills Have Now Become

JOB SEARCH STRATEGIES

Job Seeking

"Career planning and job seeking skills have now become

essential survival skills in our economy."

-J. MICHAEL FARR
______

JOB SEEKING STRATEGIES

"Entry-level or experienced, job hunters are not skipping off to a merry-go-round ride; they're revving up for the equivalent of an athletic event, a competitive joust with thousands of other qualified applicants... Today, job hunting requires the cunning of a military strategist and the energy of a professional quarterback... What does it take to get a job today? Shrewd maneuvering along with a new attitude about career and self... Job seekers have to be tough, resilient and flexible."

-BOB WEINSTEIN

"Conducting a successful job search isn't simple, nor does it begin when you suddenly find yourself in need of a job. The search requires ongoing preparation -- and a lot of commitment, hard work, risk-taking and luck. The trick isn't just to get a job, but to get a job that fits you. The job search isn't simply a matter of who will hire you now, but of what career path you'll pursue."

-CHRISTOPHER PRATT

"Because business has become increasingly more competitive, companies must do their homework as never before in looking for prospective employees. Every single job applicant must be evaluated not only in terms of technical know-how, but also in terms of how he or she will fit into the culture of the organization."

-KENNETH & SHERYL DAWSON

"Looking for a job is hard work, but the really hard part isn't so much the specific things you have to do throughout the course of a job search -- the calls you make, the research you do, the interviews you go on, and so forth. The hard part is dealing with all the pressures -- psychological, family, and financial -- that often arise during the course of a job search. The truth is, you don't need innate talent or highly specialized skills to conduct a successful job search. You simply need to be able to do a lot of the things you already know how to do in a focused, disciplined, and systematic way."

-MAX MESSMER

COLD HARD FACTS

Job hunting can be very stressful. It creates fear and anxiety. It can be frustrating, humiliating and even depressing. It can damage a person's ego. Job hunters often feel a sense of discouragement, powerlessness and great uncertainty, which leads to self-doubt and a decrease in self-confidence.

The harsh reality of job hunting is that is involves a great deal of rejection. Every job lead becomes a potential rejection or a possible turn-down. In order to maintain a sense of sanity throughout the process, job hunters must accept the fact that they will encounter many many NOs before they ever encounter one YES. Job hunters can expect to face many obstacles, barriers and disappointments.

"A haphazard, loosely organized job campaign will work only if luck is injected. Make your own luck by organizing a professional job campaign. Set goals, establish a detailed plan, and keep scrupulous notes on all search activity."

-JOHN L. LAFEVRE

"Recognize that job hunting is one of life's most stressful challenges. While you may feel somewhat out of control during your job hunt, it may be helpful for you to regain some of your control by quantifying those factors over which you do have control -- your valuable personal resources... energy... action... money... ego... time."

-HECKLINGER & BLACK

SURVIVAL SKILLS

Successful job seeking requires aggressive action. It requires a significant investment of time, money, energy and ego. It requires hard work. To survive in today's highly competitive and rapidly changing job market, you will need the right attitude, the right mental approach, the right preparation... and a new set of survival skills... You will need... A good understanding of yourself and the right job for you... Knowledge of types of jobs and what they require... A method to help you choose and plan long-term career goals... Knowledge of effective job-seeking skills... And how to succeed on the job once you have it.

VITAL TOOLS

Survival in the job market includes possession of several vital tools that you will need in order to be successful in your job search...

Résumé

Cover Letter

Follow Up Letter

Reference Letters

Interview Skills

Professional Attire

Leads, Contacts, and Referrals

Job Seeking Strategies

MARKETING YOURSELF

Conducting a successful job search is not unlike managing a campaign or marketing a product. Your particular approach to job seeking can be as extensive as you wish. You will have to decide how you want to focus your job seeking energies.

SHOTGUN APPROACH

Campaigning strategy, in which you canvas a large number of potential employers with a general résumé and form letter. Success depends on the quantity of applications.

RIFLE APPROACH

Targeting strategy, in which you pinpoint a select number of potential employers with indepth research, tailor-made résumés and personal letters. This approach requires detail and focus and a lot of follow up activity. Success depends on the quality of the applications.

TRADITIONAL JOB SEEKING METHODS

Reading classified ads and job listings in the newspaper
Reading job listings on the Internet or posting resumes on the Internet

Going to corporate human resources offices and filling out applications

Going to the local government employment office

Signing up with a private employment agency

Participating in on-campus interview events

Visiting your college career services office for job listings

PROGRESSIVE JOB SEEKING METHODS

Visiting your college career services office for contact listings

Attending career fairs

Utilizing personal and professional contacts

Joining professional organizations

Utilizing referrals and recommendations

Prospecting and Networking

HIDDEN JOB MARKET

Only 30 percent of all jobs are publicized through traditional channels. The remaining 70 percent are never made public. In reality, most of the best jobs are not ever advertised. In general, employers don't like to advertise. Advertising causes a lot of extra work. And oftentimes, employers simply don't need to advertise.

Penetrating the hidden job market requires an assertive attitude on the part of the job hunter. It requires the applicant to be aggressive and to take the initiative by cold calling, prospecting and networking. It is dependent on personal contacts, information interviews and referrals. You have to find employers before they advertise the job you want. People very often get jobs through someone they know. Getting to know insiders is a very effective way of getting good referrals.

STAGES OF A JOB OPENING

Most jobs do not simply pop open. They are created over a period of time. Most jobs are filled before they need to be advertised. To succeed in your job search, you have to get to employers before they advertise their jobs. This means getting in to talk to employers in the first, second or third stages of a job opening.

1) There is no job opening now, but employers are always looking for good candidates.In this stage, people get jobs where none are open. You must create your own demand.

2) No formal opening exists. The need is clear. Some insiders know of a possibility. Up to this point, you are only competing with yourself.

3) A formal opening now exists, but it has not yet been advertised to the public.The job is posted in-house. Referrals are desired. Applications are being accepted.

4) The job opening is finally advertised to the general public. Everyone knows about the job opening. Competition is massive.

JOB CREATION

Successful job hunters seek to understand the job market. To be effective, one must know how jobs are created and who is creating them. Successful job hunters know that job opportunities are more likely to exist in growth areas than in established areas.

"Fortune 500 companies are responsible for 1% of all new jobs. Small companies are responsible for 66% of all new jobs."

-RICHARD BOLLES

Two-thirds of all new jobs are now being created by companies with twenty or less employees."

-DR. DAVID BIRCH

NETWORKING

It is often stated that it's not WHAT you know, but WHO you know that gets you the job. It is true that getting to know prominent people in your field is still the best method of conducting a professional and effective job search. Simply stated, networking is the process of getting people you know to introduce you to people you don't know. It means utilizing contacts (friends, neighbors, classmates, co-workers, colleagues, relatives, and associates) to learn about possible job openings. Networking is the active cooperation between two people engaged in the same field of interest. Networks are people talking to each other, sharing ideas and exchanging information. Networking is learning about hidden job opportunities by actively seeking out information from your contacts, and, in the process, generating additional leads.

MAKING CONTACT

"Schmoozing, sucking up, kissing ass, being fake, political or cheesy. These images often come to mind when students are asked what they think of networking. Many picture a used-car salesman in a polyester suit, a flesh-pressing, baby-kissing politician or the superficial rush chairman in the movie Animal House (Hi! I'm Eric Stratton! Damn glad to meet you!). Sure, there are people like that, but they're the exception. When done properly, networking isn't sleazy at all. It's simply building relationships. Think of networking as a referral or recommendation. Meeting someone through a mutual contact or referral is like having a seal of approval. These pre-approved contacts are what the professional world revolves around. Almost 80% of all positions are found through some type of networking, personal relationships or connection. Like it or not, networking is an integral part of how business really operates . . . Contacts and relationships can be hard to establish and even harder to maintain. The best networkers realize that it's a two-way street. The telltale sign of a sleazy networker is calling only when you want something. Successful networkers aren't sleazy, selfish or opportunistic. They're sincere . . . When it comes to networking, what goes around comes around."

-BRADLEY RICHARDSON / JobSmarts For TwentySomethings

"Take on the role of an investigator trying to track down companies that may need your services. Be aggressive. Don't ask whether a company is hiring. Ask about business indicators of change. Get that information and you will find job openings."

-JOHN LA FEVRE / How You Really Get Hired

WHO TO CALL

When networking, it is not necessary to only focus your efforts on people who are in a position to offer you a job. True, your ultimate goal when you network is to gain access to the people who are hiring. But, networking itself is about making connections with people who, indirectly or directly, can increase your likelihood of gaining that access to key people. Virtually everyone you know or might meet could be in a position to hear about a job opening or might be in possession of valuable information. You do not always have to know the "right people" to network effectively. Effective networking lies in your ability to create a set of connections that will eventually give you access to the people who are in a position to offer you a job. Networking is a step-by-step process.

Job seekers often say they don't know anyone or that they are unsure how to begin the process of networking. In seeking a comfortable starting point, oftentimes it is easier to begin on familiar ground and go from there. College students are advised to initiate their networking efforts by pursuing FOPs (Friends of Parents) and POFs (Parents of Friends).

CIRCLES OF INFLUENCE

HOT CIRCLE... People you speak to and interact with on a regular basis. They include family, relatives, close friends, and individuals you are comfortable dealing with.

WARM CIRCLE... People you may have worked with in the past, people you see occasionally, neighbors, colleagues, acquaintances, and friends of friends.

COLD CIRCLE... People you do not know personally, people you have yet to meet but whom you have good reason to believe could be helpful to you. They include people you have heard of or admire, but are intimidated to talk to.

WHERE TO GO

Networking can take place just about anywhere. Networking opportunities are more likely in settings where you are able to interact comfortably with people who share common interests and values.

Become an active member of your professional association.

Become active in civic organizations.

Get involved in fraternal, religious, or social clubs.

Get involved in volunteer community service work.

Join a local athletic or health club.

Attend career fairs, meetings, conventions, or conferences.

Attend cultural, theatrical, musical, or sporting events.

WHAT TO SAY

The networking process should be assertive but not aggressive. Seek information, referrals and advice. Seek an interview. Express an interest in the person and his or her organization. But, do not ask for a job... yet. You might ask: How did you get into this line of work? What do you like best (or least) about your work? Do you have any ideas how a person with my background and skills might research career opportunities in this field? What trends do you see in this career field? How could I take advantage of them? What projects have you been working on that excite you?

IT REALLY IS WHO YOU KNOW

According to industry insiders, people who know people in their field have more credibility. It is assumed that people who have made it their business to get out into the field and meet other people are more ambitious, more assertive, and more excited about their profession. They are regarded as having a greater passion for their careers, they are seen as being more dedicated, and they are considered by employers are possessing a higher level of initiative. The best candidates in any field are those individuals who make it a point to gather information beyond the textbook and gain experience outside the classroom. As a result, meeting people in one's field happens rather naturally, as an extension of the individual's desire to learn more about his or her chosen profession. Therefore, people who have established relationships with people in their people are more serious about their careers and truly are better candidates.

PROSPECTING

"Prospect... Something expected. Possibility. Chance for success. Potential customer, client, buyer or purchaser deemed likely to succeed. Prospecting... Surveying or examining. To search or explore for something of value."

-AMERICAN HERITAGE DICTIONARY

Prospecting is a term that is recognized by people involved in the selling profession. Every good salesperson understands the value of good prospecting. Whether you are trying to sell a product or trying to sell yourself, it is vitally important to generate a list of prospects. This prospect list may be compiled in a number of different ways, utilizing a variety of resources, including the Telephone Directory (Yellow Pages), Chamber of Commerce Directories, Industrial Guides, Alumni Directories, Professional Association Directories, and Civic Organization Membership Lists. Newspapers often run special sections about prominent people, new businesses, and community events.

COLD CALLING

Some of the prospects (or potential employers) you will be able to identify will result from your networking efforts. Otherwise, a good deal of your prospects may come from sources you have generated entirely on your own through a process described as "Cold Calling." Cold Calling, or what is sometimes called "pounding the pavement," means making initial contacts with individuals you've never met before. Whether in person, by mail or by telephone, it involves calling upon a person with whom you have had no prior contact and for whom you have no detailed background information. It means approaching a potential employer without an appointment and introducing yourself.

In utilizing this approach, the job seeker is initiating contact with the potential employer; the job seeker is making the first move instead of waiting for a job to be posted. Once you have established rapport with this new contact, this previously unknown individual becomes a source of vital information who can now provide referrals and job leads. This person may be hiring or may know the names of potential employers who are hiring. To be sure, this informal method of contacting prospects requires an assertive, or even aggressive, approach on the part of the job hunter. Cold calling requires confidence, determination and courage.

"Pounding the pavement is taking the opportunity to seek employment by going from company to company in person. This takes much energy but is quite productive in gaining successful employment."

-LAWRENCE BARLOW / The Job Seekers' Bible

GO FOR THE COMPANY