Job Search Techniques: Using a Systematic Approach to Finding a Job in 90 Days
Job hunting is a challenging task even at the best of times. It becomes even more challenging when the economy is in a recession and fewer jobs are available and more people are competing for them. This requires the job seeker to be more creative and use all available tools and resources to be more efficient and effective.
One way to increase your chances of finding a position is to take a systematic approach to looking for work. What do I mean by a system? Well, what I’m talking about is using the same techniques that professional marketers use to sell their products. If you think about it, it is a product and the end result of your activities should be to land a contract with an employer. If you accept this premise, implementing a process to achieve it will make it very easy. I think I can provide you with a step-by-step process that will get you a job in about 90 days. The secret is to commit to this and stick to a plan that incorporates a rigid schedule, specific activities, and a commitment to follow through. These are the same critical components for success with any other goal you are trying to achieve.
I’m sure this system will work for you because it worked for my daughter Danielle, who graduated from college earlier this year. You were able to find your dream job within 45 days of implementing the techniques discussed in this article.
I am a professional sales manager. By “professional” sales manager, I mean I treat sales as a profession, not just a job. It really is a profession for which you must train and continually update your skills and tools if you want to be successful.
It occurred to me that finding work is a lot like what my sales team does every day trying to sell our company’s products and services.
You need to send a lot of information, such as product documentation, spec sheets, and informational brochures, to try and get the attention of potential customers. In the case of the job seeker, they are resumes and cover letters.
You should follow up with phone calls, notes, emails, and other forms of communication to open up a dialogue with your potential clients (employers).
You are trying to make them aware of the need for your products (skills and experiences).
You need to differentiate yourself from your competitors (other job applicants)
You need to convince them that your sales claims are true (the ability to do the job)
It can be a numbers game: 100 letters and phone calls give you 10 conversations, they give you 3 interviews, they give you a job (maybe)
Success comes from 3 things: hard work, time, and luck, with hard work being the most important.
So since we were both trying to sell something, I recommend that you go to “work” and your new job is to find a job. I think if you do the work and follow the plan I outline below, you can close the sale (i.e. find a job).
The general plan is:
Commit to “working” 8 hours a day. This consists of;
· Work a “temporary” job in order to pay your living expenses
Volunteering or some other activity that helps you get to know a specific profession, industry or employer that may interest you.
Using the “Selling yourself at a job“Permanent job search system”.
Your day begins at 8:00 a.m. and ends at 5:00 a.m., 5 days a week, unless temporary work or volunteering requires time in the evenings or on weekends. The goal is to dedicate a 40-hour week that includes all three activities.
You should try to maximize the time you spend on temp work and volunteering. One gives you money and the other gives you experience and exposure to potential employers.
When you’re not working or volunteering, you need to do the same things a sales force does every day:
Research potential employers (we are looking for clients)
Visiting job search sites for tips and tricks (become a professional job seeker by educating yourself, just as you would any other profession)
Enhance your resume or customize it for a specific job opportunity (we create marketing materials)
Sending resumes (we send letters and brochures informing people about our business offers)
Apply on company websites (we respond to requests for offers)
Make follow-up calls (we do this … A LOT!)
Attend interviews (we have meetings with clients or prospects)
This is where you may need additional help:
Find information about companies and the contacts of the companies to which you want to apply, using tools such as Linkedin, Jigsaw, etc …
Review and edit your resume ‘, cover letters, etc …
· Provide guidance on interview techniques and business conversations.
· Keep up to date with your activities, focus and results.
Find tips to help you manage your time and be more efficient (that is, blindly copy yourself in every email you send so you can reuse it and not have to create everything from scratch).
Prepare interview plans and strategies (company research, trip timing, list of interview questions, etc.)
Report back after each interview to see how you can improve them.
The resources you need to help with these items are available and will be discussed in future articles.
The plan you develop should have a specific goal, a set of objectives, and a schedule of activities.
The goal is to find you a job in 90 days (accept the fact that it can take that long)
The goal is to get at least one interview a week after the first 3 weeks.
The daily activity plan was as follows:
Research and collect information on 10 target employers
Send 10 resumes
Apply Online From 10 Potential Employers
Make 10 follow-up calls
Don’t worry if this sounds overwhelming at this point. Once you get started on this and have the research tools, a library of resumes and cover letters, and a workflow set up, it will be easy. This methodology is the classic Sales 101 and has been tested over and over again. It may take some time, but it will be successful.
During that first week, all you need to do is locate 10 target employers within the local area. You’ll need to find out their contact information, try to determine who to contact, and do some research on their website. By the end of the week, you will have a list of 50 companies. However, you may not have all the contact information you need to apply for a position. This is not a problem. As a professional salesperson, I have developed a portfolio of tools that I use to identify specific contacts within an organization. I will share them with you in future articles.
On Monday of the following week, start submitting 10 resumes and apply to 10 companies online each day. You also need to research 10 other companies and add them to your list. By the third day, you will have submitted 30 applications and applied online to 30 companies. Then you need to start calling the companies you applied to two days before. I’ve put together a series of phone scripts so you know what to say when you call someone.
The process must be repeated daily. Initially, there may be little or no response from the companies you have contacted. However, during week 3 you should start to hear from prospects. Often it will be a courteous email, call, or letter explaining that there are currently no positions available, but they will keep your information on file. Sometimes the employer will ask you for additional information about your background, skills, or experience. On a couple of occasions, you may be asked to come in for a “group interview”, in which there may be up to 30 applicants present. Don’t be put off by this. It is part of the process.
You will soon begin receiving interview invitations. This should be encouraging, although several of the opportunities may be for positions that don’t interest you for a variety of reasons, including location, industry, company, or specific position. However, you should go to every interview to genuinely apply for the position or to practice and hone your interview skills.
By week 5 it should be apparent that the program is beginning to pay off. By that time, you will have contacted more than 150 companies, followed up with most of them, and started receiving calls and interview requests on a regular basis. I believe this is the result of what I called the “cow burger” theory. By putting enough information about yourself in the local business community, people will start to “step up” and start responding.
I believe that you will be successful in reaching your goal of finding a job using the Selling out on a job“system for the following reasons:
The process structure provides a framework within which the job search could be executed on a regular and systematic basis.
There were specific goals, objectives, and processes that drive the process and will keep it focused.
Specific activities were required every day that kept him accountable.
A structured and repeatable process made tasks easier the more they got done. This reduces the time it takes to complete the tasks that should prompt you to complete them.
· Getting results in just a few weeks will motivate you to continue executing the plan.
You will feel more comfortable and confident doing things that you have done before and are familiar with. There will be a noticeable change in your communication skills and confidence level several weeks after the process begins.
The resources that I have located and that can be used during the process will help you stay focused and provide good advice and tips on how to create resumes, write cover letters, develop phone scripts, and improve your interview behaviors.
I strongly believe that if this process can work for anyone. The key elements are;
The process should be treated as a job. Your job is to find a job.
· There is a definitive process. You wake up every morning knowing exactly what to do in terms of your job search process.
Look for additional resources to help you in this process. Websites, online resources, tips and tricks related to your job search.
The more you do the process, the more repetitive it will be, the easier it will be and the better you will become at it.
I hope you have found this information helpful in your job search process. I will post additional articles on the details of this system. The information I will provide will include:
Tips for Resumes and Cover Letters
Resources for Reaching Potential Employers
Where to find information on job search tips and tricks
· Phone scripts that you can use to go through the “gatekeepers” and increase your confidence level when calling a potential employer
How to prepare for an interview
Follow-up techniques
If you have specific questions or would like to discuss my Selling out on a job“in more detail, feel free to contact me at the following email address:
Thank you for taking the time to read this article.
Bill swansen