1. Contact people you don’t know
(Networking Skills)

2. 1. The Employer looks for you
2. You look for the Employer

3.  Makes sense to go where you’re invited
 Productive where there is:
◦ High demand
◦ High turnover (telephone sales)
◦ Entry level positions
 Only 2-1/2% of online applications are viewed by a
human

4.  Frustrating
 Slow
 Troublesome
 Risky
 Expensive
 Employer has to review mass of unqualified
applications

5.  The BEST positions are never advertised
 80% of all jobs are NEVER advertised

6.  Positions are filled, or created for candidates
who come to an employers attention through:
◦ Employee recommendations
◦ Referrals from trusted associates
◦ Recruiters
◦ Direct contact with the candidate

7.  Less risk than hiring stranger
 Less expensive
 Employers do not HAVE to advertise because:
◦ Enough acceptable candidates are finding them
◦ Saves employer hassle of having to look

8. Employers are constantly on the lookout for
suitable candidates to replace departing, retiring
or inefficient workers, to work on new projects or
to add to expertise in a particular area.

9.  Cold calls may result in an interview
 $25,000/year career that takes 6 months to find
with 10 calls per business day = $96 of income per
call.
 But, be prepared for lots of rejections along the
way.

10.  Your doctor  Friends
 Your old boss  Acquaintances
 Friends from school  Relatives
 CPA  Club members
 Your Neighbor  Teachers/instructors
 Your pastor  Church members

11. N e tw o rking
D o ctor
B u sin e ss O w n er H u m an R e so u rces S a les P erson

12.  People are happy to help others if they can
 They need to know HOW to help, so be clear about
what you are looking for
 “Will you help me – I’d like to find a career where
I can solve problems with my passion and skills in
graphic arts. Do you know anyone you could
introduce me to?”

13.  Call a stranger and say “Bert Molner said you’d be
the best person to talk to about…”
 Letters of Recommendation
 Awards/Recognition

14.  GET AN INTERVIEW
◦ Research  Newspaper
◦ Budgeting  Online Ads
◦ Sales  E-mail résumé's
◦ Marketing  Call/Write/Call
◦ Service  Meet in person
◦ Public Relations  Get up early
◦ Planning  Exercise
◦ Record Keeping  Eat healthy
 Get out of the house

15. 1) ABC Warehouse (574)555-1212 e-mailed 2/20/09 returned –
no forwarding address
2) BBC Radio (800)555-1212 mailed 2/10/09, re-mailed new
address 2/20/09
3) CCC Ranch (574)555-1212 in person Joe Neato (knows Jack)
2/11/09, left msg 2/18/09
4) DABL Ent 534-1212 faxed 2/22/09 Dave phone interview
2-26-09
5) E.F. Hutton (888)555-1212 e-mailed 2/28/09 re: T.V. ad for
Sales, Meeting 3-10-9 @4 w/ Mary Poppins
6) G-nome (866)555-1212 gave to Repeat (Pete’s twin) 2/15/09,
called 2/30/09
Letter to Cliff Claven re: inside sales/product mgr

16.  You have 3 seconds
 Remember names
◦ Don’t overthink your intro – Elevator Speech
◦ Remember features with action
◦ Store name in easily recallable location
 Be Prepared – 2 Minute Pitch
 Listen – “Tell me more about…”
 Where -
Plays, Groundbreaking, Announcements, Charity
Events, Service Clubs

17.  Call to find out who decision maker is
 Write “I’ll be calling within the next 24 hours”
 Ask for decision maker by name “she’s expecting
my call.”
 Leave message “…don’t need to ring me back, I’ll
call you again.” and then do so!

18. 1. Checked the classifieds every day, but no openings
for someone like me.
2. I’m overqualified
3. I don’t have the right degree
4. Sent in a resume, but never heard back
5. I could do the job, but I can’t get interview
6. I haven’t looked for a job in years
7. No one in my town needs anyone with my
experience
8. I don’t know very many people

19.  Get to the employer BEFORE the job is written
up = you stand a much better chance
 Cut out 90% of your competition before the job
gets advertised
 Most people find their jobs from other people,
not from ads
 Networking works so well because it requires so
much effort from the job seeker, not the
employer
 Don’t rely only on newspaper or
internet ads.
◦ LinkedIn, referrals, research, Letters of Referral, etc.

20.  Make your resume stand out –
presentation folder, include awards, letters of
recommendation, articles, cover letter should be
specific
 True Networking = helping others with no
expectation of a return benefit
 Networking should be mutually valuable
 Human Nature = don’t like being indebted
 People will help you if you ask them
 Send handwritten “Thank You”
 Call a few days later to schedule a coffee
or lunch
 Keep good records

21. Life is 10% what happens to you, and 90%
how you react to it.
Lou Holtz

22. Dept. of Workforce Dev. www.workforce.IN.gov
Green Thumb www.greenthumb.org
Job Corps www.jobcorps.org
America’s Job Bank www.ajb.dni.us
Advanced Placement Center Http://icpac.indiana.edu
America’s Career InfoNet www.acinet.org
America’s Learning Exchange www.Alx.org
Federal Jobs Central www.fedjobs.com
U.S. Office of Personal Mgt. www.usajobs.opm.gov
JobBank USA www.jobbankusa.com
Wall Street Journal Career http://careers.wsj.com
Info www.careerbuilder.com
Career Builder www.jobhunting.com
Job Hunting.com www.TheLadders.com
The Ladders www.salary.com
Salary.com Elkhart Indiana www.jobs.worktree.com
Worktree Elkhart Indiana www.job-hunt.org
Job Hunt Elkhart Indiana www.TheJobPlanet.com
The Job Planet

23.  Chamber of Commerce City, State
 Industry magazines
 Organization Membership Lists
◦ Charity organization, Board of Directors
◦ Elkhart Builders Association
◦ Realtors Association, etc., etc….
 Library
◦ Harris Guide
◦ Reference USA
 Targeted Company - website

24. Contact people you don’t know
(Networking Skills)