There is an old saying that success in the job-hunting world depends not on what you know but who you know. Although the statement reeks of favouritism and nepotism, it is, unfortunately, more often than not true.
So what about those of us not lucky enough to be born the son of a media mogul or the daughter of a CEO? Do we throw our hands up in despairing surrender at the futility of it all?
Recruitment specialists IPA Personnel estimate that jobs which are openly advertised (in newspapers, on the internet etc.) constitute around 15% of the overall job market. So where are the other 85% of jobs lurking, if not in the Saturday Age or at seek.com? The answer is the 'hidden job market' ? a job market that is only accessible by networking and cold calling.
Even if you're not a million-dollar heiress, chances are that there is still someone in your social circle who knows of possible job openings in their workplace. They might be parents, relatives, friends or acquaintances. A lot of jobs are only advertised internally, so it pays to know someone on the inside. If you still find yourself in the sorry position of having limited industry contacts, you can always create some for yourself. Let me introduce you to the art of the 'cold call'.
What is cold calling?
Cold calling is the process of directly approaching employers and marketing yourself to them. The best way to do this is to think about the skills that you have and how they are relevant to the companies that you approach.
Sounds hard? Well, hear me out. Job advertisements in newspapers and on the internet can sometimes receive hundreds of applications. A cold call at the right time can tap into the hidden job market before a vacancy is even advertised, reducing the number of applicants for that vacancy and increasing your chances of getting an interview exponentially.
I'm not going to lie. Cold calling isn't easy, and it doesn't necessarily get any easier after you've done it a few times, but the results can be amazing. It was a cold call that landed this reporter a gig writing for a local newspaper.
Cold calling tips
Here are a few of the main things to think about when cold calling, based on my own experiences:
- make a list of the organisations you want to work with and research the kind of work they do
- tailor your resume to suit each organisation
- write a practice phone script
- be polite to the receptionist - they can be a goldmine of information about the company
- if you speak to the hiring manager, ask for their full name, position title and a time to follow up the call
- follow up the call when you said you would
Scripting the call
A practice phone script is a useful tool when making a cold call. A possible script for your call might go something like this:
Good morning. My name is _________. May I please speak to the person responsible for hiring new staff? (Remember to re-introduce yourself to the hiring manager if you get through to them) I am interested in working in this industry and I am currently researching job opportunities. I have just completed a degree in ________. I have extensive experience in _________ and also worked in _______. Do you know of any opportunities at the moment where I would be a beneficial addition to your organisation?
Overall, the gist of your script should be "why I am a perfect employee for your company." Highlight your skills and experience and why you stand out from the crowd in your field. Your script should vary from call to call to suit each potential employer.
Keep on calling
Although I might sound like an expert, not all of my cold call experiences have been successful. On numerous occasions I have been tongue-tied and intimidated by receptionists. During one call I was halfway through my script when I was informed that I was speaking to the wrong person. But as they say, what doesn't kill you will only make you stronger and I was glad to discover that it will take more than an embarrassing phone call to lead to my untimely demise.
Cringeworthy phone calls are actually great practice. Prioritising the companies you'd like to work for, from least desirable to most, and contacting them in that order, will make sure that you have had a chance to practise your script by the time you get to the companies that you really want to impress.
Cold calling won't necessarily guarantee you a job, but it is a vital strategy to add to your repertoire of job-searching methods in order to crack into the lucrative hidden job market.
So what are you waiting for? Make the call!
Visit our Hidden Job Market page for more information.
