THE SYSTEMATIC JOB SEARCH

        Many people are startled to discover that only three of every ten job openings are ever advertised, posted to the Internet, or listed with employment agencies and headhunters. The other seven jobs have become known as “the hidden job market.” This fact of life necessitates a job-finding strategy far different from those used by the average job seeker. The typical job-finding strategy consists of mailing out dozens of resumes, visiting a handful of employment agencies, and religiously reading the want ads. While 30% of all people do find jobs this way, there are many for whom this strategy simply does not work.

        Finding a job that provides growth and satisfaction requires the right strategy. It takes considerable thought, time, and energy, but the payoff is tremendous.

        In order to find such a job, you’re going to tap into the hidden job market with the Systematic Job Search strategy. Be a detective. These are the requirements:

        Focus — Know exactly what type of work you want and the type of organization you want to work for. Identify your strengths so you’ll know you can do an outstanding job.

        Resume — Develop a resume that really sells you, one that accurately describes your accomplishments and potential.

        Employer Research — Develop a list of 50–300 prime organizations that match your requirements for industry, location, size, growth, and any other factors. When an interview is arranged, learn more about the organization and go prepared.

        Contacts — Send your resume to friends, relatives, and business contacts. Then talk to them about the type of position you’re seeking. Your network of contacts will keep their eyes and ears open for you; when positions open up in their organizations (or in their friends’ organizations), they can supply you with the names of people to contact.

        Calls — In the first week, call each of your top 20 organizations and ask for the name of the person with the power to hire you. He or she will usually have a position one or two levels above the position you would fill. Send a marketing letter to that person. A marketing letter is a letter that outlines your background and acts as a substitute for your resume. (See page 195 in Resume Power for a complete description of the functions and purposes of a marketing letter.) State in your marketing letter that you will call to set up a brief meeting. Call those you’ve sent letters to and ask for a brief appointment, even if there are no openings.

        Appointments — Your calls should result in appointments 40–80% of the time. Before each appointment, research the organization. During the 15-minute appointment you will learn more about the organization and what they look for in their employees. Ask intelligent questions and explain how your background could be helpful to them. Create a favorable impression of yourself so if an opening occurs, you will be given top priority.

        Follow‑Up — After each appointment send a thank‑you note and express your interest in the organization. This causes the person to think favorably of you once again. Three weeks later, call to see if any openings have developed. If not, make a brief call every five weeks. This type of contact has at least 40 times the impact of sending a resume alone.

        Interviews — All of your hard work—whether responding to want ads or getting appointments with the people with power to hire you—will result in formal interviews. Because you are ready for virtually any question, you’ll shine in the interviews and get more than your share of job offers.

        Finding jobs in the hidden job market will require hard work and endurance, but it can be enjoyable and rewarding. There may be frustrations and down times. But remember: your efforts will pay off. Those efforts will directly determine the success of your job search.

            The remaining portion (pages 22-58) covers each of these points in more detail: Focus (22-28), Resume (see Writing A Powerful Resume), Employer Research (29-34), Contacts (34-39), Calls (40-53), Appointments (53-57), Follow-Up (57-61), and Interviews (see Selling Yourself In Interviews).