Every week, NETSHARE hosts Ask the Coach, a phone-in coaching session with leading career management experts. Here is an excerpt from our most recent session with Christine Dennison, The Job Search Coach.
This week, job search expert Christine Dennison fielded questions from NETSHARE members about handling outreach to potential employers:
Q. Is it worth cold calling or sending a blind inquiry letter and a resume to a potential employer?
Yes if you use a targeted approach. Your best strategy is to build a list of companies that interest you, whether they have posted openings or not. Then research the companies; gather information from their website, use Google and LinkedIn, and research the executive profiles. Then draft a cover letter or make a phone call that is focused on the company, the company’s executives, and their needs. For example, “I see that you have just given a keynote speech…” or “I see you have just launched a new product line. Can we spend a few minutes talking about the industry…?” Focus on an industry issue, not on you.
Q. Companies often ask for a salary history. How do you deal with that?
Do everything you can to avoid the salary question until the final stages of negotiation, when you have a better sense of what they need and what it’s worth. When you do address the question, address the salary question confidently, firmly, and in a way that moves the dialogue forward. For example, “I’ll be happy to discuss compensation when I have a better understanding of what you need. What has been the main challenge in the last quarter?” Also know what a competitive salary range is. Review Salary.com, Payscale.com, and other resources to determine what the market rate looks like.
Q. How can I keep my job search a secret from my current employer?
Stealth marketing can be a challenge. First, don’t “hang” your resume anywhere where it can be discovered. You will need a LinkedIn profile, but set the tone to demonstrate that you are a subject expert looking to build your network. Turn off the “announcement” settings and don’t check the “career opportunities” box. Also don’t apply directly to posted positions. Instead, use research, talk about the industry, and be active in a way that it opens up confidential conversations.
Q. What’s the best way to spend your time in a job search?
Spend most of your time developing relationships and finding out what’s on the horizon for your target companies. Go after the decision-makers and try to catch them at the start of the search process. Talk to them about their business and competition before they talk to HR or a headhunter. When you approach them, don’t ask if they are hiring but try to spark ideas that demonstrate how you would be valuable to their business. Be curious, have your radar running, and see if you can turn the conversation into the possibility of hiring for an existing position, or even creating a new position. Show you understand their problems, and know how to solve them.
