Transcript
Page 1: The Best Ways To Get Interviews

The Best Ways toGet Interviews

Presented at Baruch College

October 22, 2009

Robert Hellmann, Presenter

Five O’Clock Club Career Coach

www.hellmannconsulting.com

Page 2: The Best Ways To Get Interviews

2Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Introduction

• I’m Robert Hellmann, a certified Five O’Clock Club Career Coach and an Adjunct Professor of Career Development at NYU

• The material I’m sharing with you is based on the Five O’Clock Club methodology for the job search.

Page 3: The Best Ways To Get Interviews

3Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

GETTING INTERVIEWS

� Your Promotional Materials

� Resume

� Pitch

� Cover letters

� Sometimes a website

� Contact Channels

� Ads (passive) 6%

� Headhunters (passive) 6%

� Direct Contact (active) 46%

� Networking (active) 42%

� Contact Techniques

� Writing letters / e-mails

� Following up using the phone

Focus of this discussion

Page 4: The Best Ways To Get Interviews

4Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

A Step Back: “Position” Yourself Correctly for a Specific Target

Have a focused message that positions you for your specific job target, NOT your last job. Use this message consistently through all your communications channels:

� Resumes

� Cover Letters

� Meetings / Interviews (Your Pitch)

Your job target is a combination of the following:

� Job title or description

� Industry or Company Size

� Geography

Changing any one of these may require a change in your positioning.

Page 5: The Best Ways To Get Interviews

5Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Answering Ads

Sources of ads

� Internet Job Boards

� Company Websites

� Newspapers and Magazines

� Some online Chamber of Commerce websites

� Trade publications

� Association Journals or websites

Challenges with answering ads:

� Your background has to be almost identical to the requirements for your resume not

to be discarded

� The average NY Times or Wall Street Journal ad receives 1,500 responses.

� Ads are a passive method for searching.

Page 6: The Best Ways To Get Interviews

6Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Answering Ads- Techniques to Improve Response

� Don’t list your salary.

� Say: “I’d be glad to discuss salary requirements upon mutual interest. I look

forward meeting with you to further discuss the position.”

� If ad says you must give salary, give a broad range.

� Always write a cover letter.

� Highly effective if you match the requirements closely: Use the “Your

Requirements vs. My Qualifications” format in your cover letter.

� Don’t use this format if your background is not a close match with their requirements.

� Use ads as a means of identifying opportunities, then use Networkingor Direct Contact.

� Be careful of “Blind Ads”.

Page 7: The Best Ways To Get Interviews

7Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Ad Response Example

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(k e ywo rd 17 8 8B R ). B as ed o n yo u r d es cr ip tio n , I b eli ev e I a m we ll q u al ifi ed fo r th is

p os iti on . I o ff er 1 3 ye ar s o f ex pe ri en ce in d ir ec t ma rk et in g, sp ec ia liz in g in d ata b as e mar ke ti ng . B elo w I ha v e e x ce rp ted p o rti on s of yo u r a d, wit h my r es po ns es . I lo ok

fo rwa rd to h ea ri ng f ro m yo u so o n.

S in ce rel y,

R ob er t He llma n n

(the ‘Your Requirements, My Response’ section is on the next page)

Page 8: The Best Ways To Get Interviews

8Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

…and so on…

Ad Response Example, continued

Page 9: The Best Ways To Get Interviews

9Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Answering Online Ads

� On the Internet, often people aren’t looking at your resume, computers are.

Use the right keywords.

� If you’re employed, never post your resume on the internet.

� Consider using a PDF file for a resume, since you will be sure the recipient

will see the same thing that you see.

� Forrester Research found that only 4% of regular job site users found their

last jobs through the Internet.

Page 10: The Best Ways To Get Interviews

10Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Search Firms

� Can be effective if they are good, or damaging if not.� Make sure the search firm asks you before sending your resume to an

organization!

� Retained firms have very different motivations from contingency firms.

� Look for reputable headhunters, those that ask you for permission

before sending your resume.

� Again, your background needs to match nearly exactly with the

position.

� You will need to give your salary requirements.

Page 11: The Best Ways To Get Interviews

11Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Which Search Firms to Contact?

� Directory of Executive Recruiters- put out by Kennedy Publications.

� Lists every search firm, contingency or retainer

� List of their specialties.

� Word of mouth.

� Ask HR department which firms they use.

� Your Association may have a list.

� If staying in the same field, contact firm your prior employer used.

Page 12: The Best Ways To Get Interviews

12Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Direct Contact

� Contact using E-mail or letter, depending on the person; follow up with call.

� Ideally, want to contact the person one or two levels above

When you contact someone directly who you don’t know and haven’t been referred to.

Develop Contacts Via:

� LinkedIn-- search “out of network”

� Company website

� Google searches on Company

� Trade or industry Association- membership lists via online databases

� Alumni Associations

� Databases such as Hoovers (expensive- get from Library or association), Zapdata.com (inexpensive, used for direct mail).

� Articles, online journals

� Calling the organization switchboard and asking for the contact info.

Page 13: The Best Ways To Get Interviews

13Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Powerful Cover Letters

� Know the pros and cons of ‘asking for a job’ vs. ‘asking for an informational meeting’.

� If you’re positioning your letter as having an informational meeting, attaching your resume could be confusing to the recipient.

� Sometimes you can get attention if mention vulnerabilities with company, based on your research.

� If an e-mail, the subject line is crucial

� Most cover letters work well with the following structure:

� Paragraph 1: Introduce yourself- say something specific about company. If networking, say who you were referred by.

� Paragraph 2: Pitch- summary about yourself

� Paragraph 3: Bulleted accomplishments

� Paragraph 4: Ask for a meeting

Page 14: The Best Ways To Get Interviews

14Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Direct Contact Letter- when knew of opening via an Ad

*From Five O’Clock Club book “Shortcut Your Job Search”

Page 15: The Best Ways To Get Interviews

15Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Direct Contact– Targeted e-mail, didn’t know of an opening

Subject: Open to discussing Development/Fundraising at Ivy University?

Dear John,

Upon reading your bio on the Ivy website, I thought I would reach out to you, as I myself have experience that could

support fundraising and development efforts.

I currently work in New York City (at and teaching part-time at ), and in the long run am looking to work in the

Hudson Valley, preferably at Ivy or one of the other area Universities. Though not yet looking for a job, I would greatly

appreciate 20 minutes or so of your time to gain your insight on how my experience might be a fit in a University

setting. Given my many years of experience with Data Mining and DataMart design, perhaps I could also share with

you some knowledge that you would find useful for Ivy's fundraising efforts.

Some background: I currently develop Marketing and Sales strategy at and teach at part-time.

My experience includes nearly 14 years in Database Marketing analytics/Data Mining, that is, turning raw data into

actionable knowledge for Marketing or Sales teams. I believe that a University would find this experience valuable in

helping to optimize fundrasing contacts, target enrollment prospects efficiently, and improve retention. Highlights from my background include:

• Doubled Marketing's ROI to 23% by adopting a "test-learn-enhance" approach to campaigns, and by developing segmentation/modeling strategies.

• Increased retention by 57% for high potential customers, and increased new account acquisition revenue by 79%, by developing segment-based targeting strategies.

• Led development of DataMarts that dramatically increased marketing analytics capabilities.

• Created a 3-D, 360 degree view of potential customers, both across the customer lifecycle and by relationships, which led to profitable, highly targeted marketing campaigns.

• Drove enhancements in service delivery that are resulting in substantial client satisfaction gains, by

leveraging relationships with clients and establishing metrics.

I also notice from your bio that you made the transition from corporate to university that I'm looking to make. I would

greatly value your insight regarding this transition I'm seeking. Would you be available for a brief meeting?

This e-mail, and others like it, resulted in interviews

for me. Note: no resume attached, asked for “20

minutes” made it clear not asking for a job, pitch is in

e-mail, focus on how can help them...

Page 16: The Best Ways To Get Interviews

16Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Networking

� When you’re using someone as introduction to get to someone else

� Purpose of Networking

� Get information

� Form lifelong relationships- “re-contacting” is key

� Get referrals- show them your marketing plan

� To be remembered- Clear pitch is important

� Don’t let the person you know speak for you– you are your best representative. i.e. try

to avoid having them just forward your resume into “oblivion”. Maintain control!

Page 17: The Best Ways To Get Interviews

17Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Networking- Ways to Find Contacts

� Linked-In

� Join Associations- may be one of the most important steps you can take, trade journals,

annual events- meet people there, then you can become an insider.

� Send a mass e-mail to your broad network: family and friends, dentist, accountant,

colleagues you haven’t worked with in 10 years but they liked you, former professors, etc.

� Make it easy for people to help you!

� Tell them what you’re interested in– high level pitch.

� Ask for help making contacts in any department at a list of firms

� Say you will not be asking for a job, but rather a 10 minute conversation

� Say you want to ask them about how the company is organized and where would fit down the

road.

� Make sure to bcc all the recipients- don’t expose their e-mail addresses!

• Facebook

Page 18: The Best Ways To Get Interviews

18Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Networking- Surround the Hiring Exec

• Technique to use when you know there’s an opening.

• Get information from others before you talk to the Hiring Exec.

• Influence people who can influence the Hiring Manager.

• Become an insider in the organization.

Page 19: The Best Ways To Get Interviews

19Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Networking Meetings

� Contact people by mail (or e-mail) on first contact, not phone call- intrusive.

� Some feel that if want someone to spend time with you, go thru trouble of writing a letter. Shows effort, you care.

� Need to know something about the person you’re going to contact, and about the person who referred you in.

� Don’t ask people to call you back. Instead, you follow up.

� Ask questions appropriate to the level of the people you’re meeting with.

� Meet junior people first before senior people.

� Do your research before the meeting.

� Your networking should change over time, from outsider to insider.

Page 20: The Best Ways To Get Interviews

20Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Structure of Typical Direct Contact/Networking Meeting

1. Exchange pleasantries

2. tell why there

� Networking- I’m here because Jon Doe said I should contact you.

� Direct Contact- Thanks so much for agreeing to meet with me. Everyone says your top, and I

felt it was time we met.

3. Two minute pitch

4. Ask questions

5. show them personal marketing plan

6. ask, “of those companies that you liked, can I use your name to contact them?”

7. thank them for their time.

8. follow up with a thank you note.

Page 21: The Best Ways To Get Interviews

21Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Combine Three Techniques

� Split your campaign, e.g. if contact 100 org’s:

� 10 organizations by networking (followup phone call)

� 30 by targeted direct contact mailings (followup phone call)

� Remaining 60 organizations through Direct Mail campaigns (no

followup phone call)

� Networking takes a lot of time.

� You can contact someone more than once using two different

methods.

Page 22: The Best Ways To Get Interviews

22Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Following Up on the Telephone

� The first time, it’s o.k. to leave a message. After that, don’t.

� Try calling well before 9am or after 5pm, for those difficult to reach.

� Enlist gatekeepers as your ally.

� Takes an average of 8 followup phone calls to get a meeting.

� Have a script ready for 1) if they answer, 2) if an admin answers, 3) if you leave a voice-message

� In case they call you, make sure your answering machine sounds professional.

Page 23: The Best Ways To Get Interviews

23Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

Five OFive O’’Clock Club BooksClock Club Books ---- www.fiveoclockclub.comwww.fiveoclockclub.com

Page 24: The Best Ways To Get Interviews

24Material based on Five O’Clock Club Methodology

Copyright 2009, Robert Hellmann LLC / www.hellmannconsulting.com [email protected] / 917-825-9595

[email protected]

� E-mail me and I’ll send you a copy of this presentation. Feel

free to contact me with any questions.

� Check my website for updates to career links, job search tips,

and other places I’ll be speaking.

www.hellmannconsulting.com


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