I’ve been reading numerous posts on LinkedIn recently from job seekers who have become disheartened by their online job applications. People routinely complain that they apply and hear nothing; that their applications are ‘ghosted.’ There have been claims that job sites screen out applicants over 55- though none have admitted to this. Of course, they wouldn’t; it’s unlawful.
Every day in the news, we hear of (yet) more redundancies and the bleak state of the UK economy. This paints a depressing picture.
The definition of madness is doing the same thing over and over again and expecting different results. Given all of the above, I recommend turning your approach upside down and trying a different way to land a job. Here’s how.
The hidden jobs market
Various figures have been suggested in relation to the proportion of jobs that are never advertised- the hidden jobs market. According to John Lees, in ‘How to Find a Job You Love’, studies suggest that internationally, around one third of jobs are never advertised. Lees explains that employers and candidates see the risk of hiring differently. Job applicants perceive the methods of applying to jobs on a company website as low risk.
However, employers see this as a high risk strategy. Employing someone they don’t know could be a costly error. Employers would prefer to hire based on personal recommendations or connections and see this as low risk. Conversely, applicants see this as a high risk strategy and baulk at taking a proactive approach to networking. A medium risk strategy for both parties is finding people through social media, unsolicited approaches from candidates or using external recruitment agencies.
So the approach that most applicants traditionally favour, is the one that’s least appealing to the recruiter and also less likely to be successful.
How to improve your chances of landing a job
So what does taking a more direct approach mean? A direct approach is all about developing a network of contacts. People you can talk to to find out more about the kind of work you want to do. It’s not asking directly for a job, but it is about having conversations with people who, directly or indirectly may be able to help you get a job.
For some of you, taking a more direct approach to finding work may feel very uncomfortable- but trust me when I say it will vastly improve your chances of success.
Who do you already know?
First, consider the people in your immediate network. Let’s take an example of your current organisation if you’re in work, or previous employer if not. Who do you know who could introduce you to someone who works in the sector you’re interested in? Or maybe it’s a different department within your employing organisation you’re keen to move to. You may know someone who already works in the kind of area that you’re interested in.
Sometimes simply sharing with your contacts what you hope to achieve, may spark ideas and could lead to a useful introduction.
Secondary connections
Or, and this is perhaps more common, your first-level contacts may know other people who are in a position to offer information. They could introduce you you, so you’re not meeting with them ‘cold.’
Know what you want
Before you consider making an approach:
- Be clear about what it is you want to know.
- Make sure you’ve found out what you can about the sector or organisation you’d like to find work in by researching thoroughly.
- Ensure your LinkedIn profile is professionally presented.
You’re then ready to undertake an information interview.
The information interview
Once you’ve identified 2 or 3 contacts, it’s time to approach them and ask for not more than 20 minutes of their time, to find out about their role and organisation. This is called an information interview. It’s a way of gathering information which helps to put some real flesh on the bones of a job role. It’s easy enough to read a job description. However, speaking to someone who actually does the kind of job you’re interested in will help you get beneath the skin of a role and will provide you with invaluable insights.
The advantages of this approach:
- You check your understanding of the kind of role you’re considering. This will help you decide whether it’s something you’d actually like to do or not.
- If a job role is subsequently advertised, your application will be more compelling as it will be clear you understand what’s involved. You’ll come across as genuinely well-informed and motivated.
- You’ll be extending your network of contacts through having these conversations. A contact may alert you when a role is about to be advertised.
- Your contact may introduce you to others it would be helpful to talk to.
- You may find your name is mentioned to a hiring manager when a job does arise, giving you a potential advantage as a ‘warm’ and potentially less risky applicant.
Expectations
First, you’ll need to reach out and request a meeting- ideally in person, but online if necessary. Be clear what you’re asking for. To explain why you’re requested a meeting, you might e mail and say:
‘I’ve been told you really know about x, and I’m keen to find out more about it.’
Exploration
Once you have your contact’s agreement to meet, you could ask:
‘Can I start by asking a bit about your background. How did you get into this kind of work?’
‘What did you do before this?’
‘How difficult was it for you to move into x?’
‘I’d really like to know more about your role here. What do you enjoy most about your work?’
Allow your interviewee plenty of time to answer. Focus in detail on the job content. Ask additional questions so you fully understand the role. Take note of the language they use to describe their work. Summarise what they’ve said to check your understanding.
Additional information
The following questions will help provide a fuller insight. You could ask:
‘What’s not so good about the role?’
‘What’s your biggest challenge?’
‘If you could improve one thing about your job, what would it be?’
Bigger picture questions
Now you’re looking for more information about the sector or industry, finding out about current and future trends.
You could say: ‘That’s really interesting. Can we talk now about the sector more broadly? What’s changed in the last year or two?’
Thank them for their help, making sure you don’t exceed the time you’ve stated that you need.
Follow-up questions
This is the point where you’re seeking their help- support to begin a conversation with someone new.
Finish by asking:
‘If you were in my position, where would you look next?’
‘What organisations are doing exciting things?’
‘Who else do you think I should talk to?’
You might say: ‘I’m a little uncomfortable approaching people who don’t know me. Could you do me a big favour and email ahead to let your colleague/contact know I’ll me contacting them and why a conversation would be helpful to me?’
Afterwards, always send a note of thanks, or even better, a ‘thank you’ card to show your appreciation for their time. If you’re successful in securing a job in the sector or organisation, drop your contact an email to let them know they were instrumental in helping you achieve your goal. People really like to know they’ve been helpful to others.
The benefits of a direct approach to finding a job
Taking a more direct approach will save you a good deal of time and connect you to people who may actively help to influence your career development. It may feel a more time-consuming approach to set up a series of meetings. It may stretch you out of your comfort zone. However, most people are happy to help other people and will try and make time to meet with you. Once you’ve completed a couple of information interviews you’ll realise it’s much simpler than you think.
By gathering information and gradually building you network of contacts, you will increase your odds of finding a job.
- You’ll be better prepared when you do apply.
- You’ll have started to build connections within the sector you aspire to work in.
- You’ll understand how things work within the sector and the terminology people use, so will be better able to ‘speak their language.’
- Your applications will be more compelling as you’ll clearly be able to demonstrate your understanding of the role and sector.
- You’ll be ready to apply when opportunities do arise- whether formally advertised or through your network.
Networking is not about just connecting people. It’s about connecting people with people, people with ideas, and people with opportunities.
Michele Jennae