how to find a job in tough times detroit semnar - put michigan back to work

How to find a job in tough times: Guerrilla Job Search

Secrets Revealed

PUT MICHIGAN BACK TO WORK

Some Background …Some Background …

Times are Times are toughtough in Michigan: in Michigan: 15.6%15.6% unemployment, mostly in unemployment, mostly in oneone sector sector

Times have been tough Times have been tough elsewhere, elsewhere, like Ottawa: like Ottawa: 65%65% unemployment in unemployment in oneone sector in 2006 sector in 2006

Guerrilla tactics Guerrilla tactics workwork in tough times in tough times

Now, Let’s Talk About YOUNow, Let’s Talk About YOU

Housekeeping Notes:Housekeeping Notes: ““77 Guerrilla Job Search Tactics” 77 Guerrilla Job Search Tactics”

Bonus Report and “Interview Bonus Report and “Interview Secrets” Audio will come by emailSecrets” Audio will come by email

Please turn off cell phones Please turn off cell phones

35 years of experience between us

20,000+ people helped in 50 states and 23 countries

4+ books, newspaper column, radio, TV

Why Listen to Us?Why Listen to Us?

Why Is David’s Editor Worried?Why Is David’s Editor Worried?

Today’s AgendaToday’s Agenda

1.1. Where have all the good jobs gone?Where have all the good jobs gone?

2.2. What What isis Guerrilla Marketing Guerrilla Marketingfor Job Hunters?for Job Hunters?

3.3. 6 Powerful Guerrilla Job Search Secrets6 Powerful Guerrilla Job Search Secrets

4.4. Your Questions & AnswersYour Questions & Answers

5.5. 7 More Guerrilla Job Search Secrets7 More Guerrilla Job Search Secrets

First …First …

Where have all the Where have all the good jobsgood jobs gone? gone?

HintHint: If you’re “applying” for jobs, : If you’re “applying” for jobs, you’re a starving penguin …you’re a starving penguin …

Good jobs are here

Advertised jobs are here

Where Have All The Good Jobs Gone?Where Have All The Good Jobs Gone?

Now …Now …

What is What is Guerrilla MarketingGuerrilla Marketing for Job Hunters?for Job Hunters?

GuerrillaGuerrilla = = UnconventionalUnconventional

In doubt? Try the oppositeIn doubt? Try the opposite

MarketingMarketing = = Finding and sellingFinding and selling

Marketing 101 is Job Search Marketing 101 is Job Search 401401!!

Get Ready ForGet Ready For6 6 PowerfulPowerful

Guerrilla Job Search Guerrilla Job Search Secrets!Secrets!

Guerrilla Job Search Secret #1Guerrilla Job Search Secret #1

How one man found a job paying How one man found a job paying $130,000 after writing one simple $130,000 after writing one simple

thing on a piece of paper …thing on a piece of paper …

Guerrilla Job Search Secret #1Guerrilla Job Search Secret #1

““On Tuesday, May 24th, I attended the On Tuesday, May 24th, I attended the job fair at the Convention Center. job fair at the Convention Center. I started working today (July 26) as a I started working today (July 26) as a consultant, at $65 per hour, at a consultant, at $65 per hour, at a Fortune 500 company not far from Fortune 500 company not far from home. Thanks!” home. Thanks!”

-- Fred W., Chanhassen, Minnesota-- Fred W., Chanhassen, Minnesota

Guerrilla Job Search Secret #1Guerrilla Job Search Secret #1

Tactic: Guerrilla Goal CardTactic: Guerrilla Goal Card

Step 1: Complete this statement:Step 1: Complete this statement:““It’s October 31, 2009. I’m an outstanding It’s October 31, 2009. I’m an outstanding

JOB TITLEJOB TITLE who adds value for my employer. who adds value for my employer. I’m making $I’m making $SALARYSALARY in a fun environment, in a fun environment, doing work I love, with co-workers I enjoy.”doing work I love, with co-workers I enjoy.”

Guerrilla Job Search Secret #1Guerrilla Job Search Secret #1

Step 2: Step 2: Carry your “goal card” and Carry your “goal card” and read it read it aloudaloud three times a day: three times a day:

1.1. When you awakeWhen you awake

2.2. At lunchAt lunch

3.3. Before bedBefore bed

Guerrilla Job Search Secret #2Guerrilla Job Search Secret #2

““Coffee Cup Caper” technique that Coffee Cup Caper” technique that gets interviews in 48 hours -- or less!gets interviews in 48 hours -- or less!

Guerrilla Job Search Secret #2Guerrilla Job Search Secret #2

““The Coffee Cup CaperThe Coffee Cup Caper””

Guerrilla Job Search Secret #2Guerrilla Job Search Secret #2

““Coffee Cup Caper” Results:Coffee Cup Caper” Results:

3 boxes mailed = 3 phone interviews3 boxes mailed = 3 phone interviews 1 in-person interview = HIRED!1 in-person interview = HIRED!

Cost: $100 Cost: $100 (you can spend (you can spend lessless))Time to hire: 34 daysTime to hire: 34 days

Guerrilla Job Search Secret #2Guerrilla Job Search Secret #2

Tactic: Coffee Cup CaperTactic: Coffee Cup Caper

1) Choose 1 target company. 1) Choose 1 target company. Find the name of the Find the name of the jobjob and and

the the hiring managerhiring manager. . Bonus: Know Bonus: Know assistant’s nameassistant’s name..

Guerrilla Job Search Secret #2Guerrilla Job Search Secret #2

2) Monday: Send the following 2) Monday: Send the following in a FedEx box:in a FedEx box:Coffee cup (Starbucks, Caribou, etc.)Coffee cup (Starbucks, Caribou, etc.)Customized cover letterCustomized cover letterResume (Guerrilla Resume is best!)Resume (Guerrilla Resume is best!)OptionalOptional: travel mug, $5 gift card: travel mug, $5 gift card

Guerrilla Job Search Secret #2Guerrilla Job Search Secret #2

3) Wednesday: Call and ask, 3) Wednesday: Call and ask, “Did you get my package?”“Did you get my package?”Write, practice and use a script, Write, practice and use a script,

in case you get voicemailin case you get voicemailAsk for an interview!Ask for an interview!

Guerrilla Job Search Secret #2Guerrilla Job Search Secret #2

What is the sound of success? What is the sound of success? This is … This is …

Guerrilla Job Search Secret #2Guerrilla Job Search Secret #2

Now, an answer to the question …Now, an answer to the question …

““What if everyone in Michigan What if everyone in Michigan mails a damn coffee cup?!”mails a damn coffee cup?!”

Paper weight + Paper weight + callcall Aspirin taped to cover letter + Aspirin taped to cover letter + callcall Thank-you note + Thank-you note + callcall (ALWAYS CALL) (ALWAYS CALL)

In doubt? Test it out.In doubt? Test it out.

Guerrilla Job Search Secret #3Guerrilla Job Search Secret #3

Why Why shouldshould you call an employer you call an employerwhen the job posting says, when the job posting says,

“No phone calls”?“No phone calls”?

Guerrilla Job Search Secret #3Guerrilla Job Search Secret #3

Because nobody else is.Because nobody else is.

So you’ll get an instant advantage So you’ll get an instant advantage by by customizing your cover lettercustomizing your cover letter..

Guerrilla Job Search Secret #3Guerrilla Job Search Secret #3

Tactic: Use this phone script!Tactic: Use this phone script!

““I’m writing a letter to the head of your ____ Dept. I’m writing a letter to the head of your ____ Dept. Could I have the correct spelling of that Could I have the correct spelling of that person’s name please?”person’s name please?”

Alternate version (also 22 words)Alternate version (also 22 words)

““I’m writing a letter to the person in charge of I’m writing a letter to the person in charge of ____. Could I have the correct spelling of that ____. Could I have the correct spelling of that person’s name please?”person’s name please?”

Guerrilla Job Search Secret #4Guerrilla Job Search Secret #4

How to “think and get hired,” How to “think and get hired,” based on a forgotten discovery based on a forgotten discovery

made by Soviet scientists …made by Soviet scientists …

Guerrilla Job Search Secret #4Guerrilla Job Search Secret #4

From 1956 to 1980, the USSR was virtually From 1956 to 1980, the USSR was virtually unbeatable in Olympic gymnastics. unbeatable in Olympic gymnastics.

How did they do it? How did they do it? (apart from steroids)(apart from steroids) Mental imagery training – Mental imagery training – visualization!visualization! Besides training physically, they trained Besides training physically, they trained

mentally,mentally, rehearsing hundreds of times. rehearsing hundreds of times.

(Source: “Mental Training for Peak Performance,” pp. 41-45)(Source: “Mental Training for Peak Performance,” pp. 41-45)

Guerrilla Job Search Secret #4Guerrilla Job Search Secret #4

Your brain thinks in pictures. Your brain thinks in pictures. Thinking in pictures -- visualization -- Thinking in pictures -- visualization --

helps your brain achieve goals.helps your brain achieve goals. Visualization works! But you’ve never Visualization works! But you’ve never

tried it to find a job … until now.tried it to find a job … until now.

Guerrilla Job Search Secret #4Guerrilla Job Search Secret #4

Guerrilla Job Search Secret #4Guerrilla Job Search Secret #4

Tactic: Visualize your next job!Tactic: Visualize your next job!

Collect pictures, search Google imagesCollect pictures, search Google images Create a “dream board”Create a “dream board” Visualize at least twice a day Visualize at least twice a day

(every spare moment is best)(every spare moment is best)

Guerrilla Job Search Secret #5Guerrilla Job Search Secret #5

The simple way to make absolutely, The simple way to make absolutely, positively sure that hiring managerspositively sure that hiring managers

get your resume by email …get your resume by email …

Guerrilla Job Search Secret #5Guerrilla Job Search Secret #5

There are 5! After emailing it …There are 5! After emailing it …

Call to verifyCall to verify Hand-deliver (you or someone else!)Hand-deliver (you or someone else!) Mail it (try a thank-you note!)Mail it (try a thank-you note!) Fax itFax it FedEx itFedEx it

Guerrilla Job Search Secret #6Guerrilla Job Search Secret #6

““5-Minute Networking” method 5-Minute Networking” method -- as easy as tying your shoes …-- as easy as tying your shoes …

Guerrilla Job Search Secret #6Guerrilla Job Search Secret #6

Tactic: 5-Minute NetworkingTactic: 5-Minute Networking

Choose 1 well-connected personChoose 1 well-connected personOutlook, speed dial, LinkedIn Outlook, speed dial, LinkedIn

Call them tomorrow using the script … Call them tomorrow using the script … or call in the next 10 min., to win $20!or call in the next 10 min., to win $20!

Guerrilla Job Search SecretsGuerrilla Job Search Secrets

Q&A Time!Q&A Time!

And Now … 7 MoreAnd Now … 7 MoreGuerrilla Job Search Guerrilla Job Search

Secrets!Secrets!

7 Guerrilla Job Search Secrets7 Guerrilla Job Search Secrets

1) Start with clarity1) Start with clarity

2) Network like a Guerrilla2) Network like a Guerrilla

3) Let other people “sell” you3) Let other people “sell” you

4) Send a Guerrilla Resume4) Send a Guerrilla Resume

5) Send a Guerrilla Cover Letter5) Send a Guerrilla Cover Letter

6) Use social networks6) Use social networks

7) Start work 7) Start work beforebefore you’re hired you’re hired

7 Guerrilla Job Search Secrets7 Guerrilla Job Search Secrets

““If you don’t know where you’re If you don’t know where you’re going, you might wind up going, you might wind up

someplace else” someplace else” - Yogi Berra - Yogi Berra

#1 Start with clarity #1 Start with clarity

#1: Start with Clarity#1: Start with Clarity

2 ways to start with clarity …2 ways to start with clarity …

1) Job Title (or 3 skills)1) Job Title (or 3 skills)

2) 20 Employers2) 20 Employers

Tactic: Tactic: “Hack” into Monster … “Hack” into Monster …

#1: Start with Clarity#1: Start with Clarity

Monster says …Monster says … writing + training + Germanwriting + training + German = 11 jobs and employers= 11 jobs and employers

marketing + environment + marketing + environment + communicationscommunications = 2,014 jobs = 2,014 jobs

social media + social media + anythinganything = 508 jobs= 508 jobs

#1: Start with Clarity#1: Start with Clarity

Possible job titles Possible job titles (and employers)(and employers)writing + training + Germanwriting + training + German

German Help Desk Analyst German Help Desk Analyst (Volt Workforce Solutions)(Volt Workforce Solutions)

Customer Service Associate Customer Service Associate (Abbott Laboratories)(Abbott Laboratories)

Web Editor/Writer Web Editor/Writer (Sandvik Publishing)(Sandvik Publishing)

7 Guerrilla Job Search Secrets7 Guerrilla Job Search Secrets

New jobs are like new cars …New jobs are like new cars …

Stop “networking” …Stop “networking” …Start connecting!Start connecting!

7 Guerrilla Job Search Secrets7 Guerrilla Job Search Secrets

Contact the “recently departed”

• Google company name and “resume” Google company name and “resume” to find resumes of former employeesto find resumes of former employees

• Call those people and ask about: Call those people and ask about:

1.1. person you would work for person you would work for

2.2. department they rundepartment they run

3.3. company itselfcompany itself

#2: #2: Network like a Guerrilla

#2: #2: Network like a Guerrilla

Now. Here’s what you’re thinking…

“ “WHAT???!!?? You want me to cold call?”

1) You are NOT selling anything2) Leave voicemails at 5:30 am

… like Bob did

No achievements? No achievements? No experience? No experience? No problem …No problem …

#3 Let other people #3 Let other people “sell” you!“sell” you!

#3: Let Other People “Sell” You#3: Let Other People “Sell” You

How can other people “sell” you?How can other people “sell” you?

Testimonials!Testimonials!

#3: Let Other People “Sell” You#3: Let Other People “Sell” You

From a From a student’sstudent’s profile on profile on LinkedInLinkedIn

““Bob immediately impressed me as Bob immediately impressed me as articulate, intelligent, and self-motivated. articulate, intelligent, and self-motivated. More than that, I’ve seen ample evidence More than that, I’ve seen ample evidence that Bob gets things done, which is a that Bob gets things done, which is a quality lacking in most people.” quality lacking in most people.” February 20, 2009February 20, 2009

#3: Let Other People “Sell” You#3: Let Other People “Sell” You

… … re-used on your re-used on your résumérésumé … …

Reviewer saidReviewer said: “Bob immediately : “Bob immediately impressed me as articulate, intelligent, impressed me as articulate, intelligent, and self-motivated. More than that, I’ve and self-motivated. More than that, I’ve seen ample evidence that Bob gets seen ample evidence that Bob gets things done, which is a quality lacking in things done, which is a quality lacking in most people.” (2009)most people.” (2009)

#3: Let Other People “Sell” You#3: Let Other People “Sell” You

… … and in your and in your cover lettercover letter!!

P.S. – P.S. – Call me today to learn why one Call me today to learn why one reviewer said: “Bob immediately reviewer said: “Bob immediately impressed me as articulate, intelligent, impressed me as articulate, intelligent, and self-motivated. More than that, I’ve and self-motivated. More than that, I’ve seen ample evidence that Bob gets seen ample evidence that Bob gets things done, which is a quality lacking in things done, which is a quality lacking in most people.” (2009)most people.” (2009)

#3: Let Other People “Sell” You#3: Let Other People “Sell” You

Tactic: Get 1 testimonial!Tactic: Get 1 testimonial!

1) Got LinkedIn? 1) Got LinkedIn?

2) Got letters? Emails? Awards?2) Got letters? Emails? Awards?

3) Call someone to ask (use the script)3) Call someone to ask (use the script)

Don’t send a resume …Don’t send a resume …

#4 Send a #4 Send a Guerrilla Resume!Guerrilla Resume!

Ordinary Resume = Ordinary ResultsOrdinary Resume = Ordinary Results

Guerrilla Resume = Sexy!Guerrilla Resume = Sexy!

Which Is More Attractive?Which Is More Attractive?

#4: Send a Guerrilla Resume#4: Send a Guerrilla Resume

The Major PartsThe Major Parts ObjectiveObjective (2 lines at most; hook reader!) (2 lines at most; hook reader!) AchievementsAchievements (3-5 bullets) (3-5 bullets) ExperienceExperience (go back 15 years; relevant!) (go back 15 years; relevant!) EducationEducation (relevant degrees) (relevant degrees) Additional InformationAdditional Information (relevant only!) (relevant only!) LogosLogos and and QuotesQuotes: :

employers, schools, organizationsemployers, schools, organizations

Don’t send a cover letter …Don’t send a cover letter …

#5 Send a #5 Send a Guerrilla Cover Letter!Guerrilla Cover Letter!

#5 Send a Guerrilla Cover Letter#5 Send a Guerrilla Cover Letter

How? Start reading yourHow? Start reading yourJUNK MAIL JUNK MAIL for ideasfor ideas

#5 Send a Guerrilla Cover Letter#5 Send a Guerrilla Cover Letter

#1 Get Attention#1 Get Attention

1.1. Personalize!Personalize! NEVER, EVERNEVER, EVER write: write: “Dear Sir or Madam”“Dear Sir or Madam”

2.2. Drop a nameDrop a name! “I spoke with Heather ! “I spoke with Heather in your office about the position of in your office about the position of …”…”

#5 Send a Guerrilla Cover Letter#5 Send a Guerrilla Cover Letter

#2 Focus on the Reader#2 Focus on the Reader

Change Change I, me, my, I, me, my, to …to … You, You, YOU!You, You, YOU!

#5 Send a Guerrilla Cover Letter#5 Send a Guerrilla Cover Letter

Wrong:Wrong:

““II can offer you can offer you mymy 10 years of experience” 10 years of experience”

Right:Right:

““YouYou will benefit from my 10 years of will benefit from my 10 years of experience, which can grow profits experience, which can grow profits for for youryour team” team”

#5 Send a Guerrilla Cover Letter#5 Send a Guerrilla Cover Letter

#3 Include a P.S.#3 Include a P.S.

Examples:Examples: P.S. – Please call me today to learn how I P.S. – Please call me today to learn how I

saved $97,455 for my employer in 2008. saved $97,455 for my employer in 2008. P.S. – Call me today to learn why one P.S. – Call me today to learn why one

reviewer said: “I’ve seen ample evidence that reviewer said: “I’ve seen ample evidence that Bob gets things done, a quality lacking in Bob gets things done, a quality lacking in most people.” (2009)most people.” (2009)

Q. What’s the easiest way Q. What’s the easiest way to find a job?to find a job?

A. Have a job find you!A. Have a job find you!

#6 Use social networks!#6 Use social networks!

#6: Use Social Networks#6: Use Social Networks

ZoomInfo.com and the ZoomInfo.com and the “secret lives” of recruiters …“secret lives” of recruiters …

#6: Use Social Networks#6: Use Social Networks

#6: Use Social Networks!#6: Use Social Networks!

Spotlight onSpotlight on

Make a promiseMake a promise in your headline: in your headline: ““I save money for high-tech firms by _____.” I save money for high-tech firms by _____.” ““I increase efficiency up to 32% by ____.”I increase efficiency up to 32% by ____.”

Prove claimsProve claims (recommendations, numbers) (recommendations, numbers) Show off expertiseShow off expertise (link to blogs, PowerPoints) (link to blogs, PowerPoints) NoteNote: It may your first job interview : It may your first job interview GoalGoal: Turn virtual connections into real meetings!: Turn virtual connections into real meetings!

#6: Use Social Networks!#6: Use Social Networks!

Tactic 1Tactic 1: Invite us to connect : Invite us to connect with you on with you on LinkedIn!LinkedIn!

Tactic 2: Tactic 2: Choose 5 people Choose 5 people to ask for a recommendation!to ask for a recommendation!

7 Guerrilla Job Search Secrets7 Guerrilla Job Search Secrets

How do you ace How do you ace thisthis job interview? job interview?

The same way a Guerrilla The same way a Guerrilla aces any job interview …aces any job interview …

#7 Start work #7 Start work beforebefore you’re hired! you’re hired!

#7: Start Work Before You’re Hired#7: Start Work Before You’re Hired

1.1. Research the companyResearch the company -- find out -- find out needs, problems, and opportunities …needs, problems, and opportunities …

2.2. Research the jobResearch the job -- find out about -- find out about the work you would do …the work you would do …

3.3. Start work Start work beforebefore you’re hired! you’re hired!

#7: Start Work Before You’re Hired#7: Start Work Before You’re Hired

ExamplesExamples::

Proofreader -- found typosProofreader -- found typos Marketing analyst -- wrote white paperMarketing analyst -- wrote white paper What can What can YOU YOU dodo before you’re hired before you’re hired

to prove your skills?to prove your skills?

Guerrilla Case Study!Guerrilla Case Study!

Scene: Ottawa, Ontario, 2006 …Scene: Ottawa, Ontario, 2006 …

How two laid-off Guerrillas got:How two laid-off Guerrillas got: 29 job interviews and29 job interviews and 7 job offers7 job offers In a city with 65% unemployment!In a city with 65% unemployment!

1.1. Target list of 38 employersTarget list of 38 employers

2.2. Direct mail campaignDirect mail campaign

3.3. Guerrilla Resumes Guerrilla Resumes

4.4. Web siteWeb site

5.5. BlogBlog

6.6. Podcast seriesPodcast series

7.7. Press releases sent to newspapersPress releases sent to newspapers

8.8. White papers sent to CEOsWhite papers sent to CEOs

9.9. Public speakingPublic speaking

10.10. Email and fax campaignEmail and fax campaign

The “Force Multiplier” Effect

Guerrilla Case Study!Guerrilla Case Study!

Direct Mail: Coffee Cup Caper 1.0! Box with coffee cup, business card, and invitation to coffee … with Tim Horton’s certificate for “virtual” meeting option.

Web site and Blog: Same theme as other elements

Guerrilla Case Study!Guerrilla Case Study!

Repeating, for emphasis …Repeating, for emphasis …Two laid-off Guerrillas used the Two laid-off Guerrillas used the

“Force Multiplier” Effect to get:“Force Multiplier” Effect to get: 29 job interviews29 job interviews and and 7 job offers7 job offers In a city with In a city with 65% unemployment!65% unemployment!

Finally, How to Get Hired Faster …Finally, How to Get Hired Faster …

Guerrilla Job Search Guerrilla Job Search “Special Tactics” …“Special Tactics” …

ReinforceReinforce what you’ve learned what you’ve learned Get Get personal helppersonal help from us from us You can NOT make a mistakeYou can NOT make a mistake

How to find a job in tough times: Guerrilla Job Search

Secrets Revealed

PUT MICHIGAN BACK TO WORK

GUERRILLAJob Search Secrets Revealed

PUT MICHIGAN BACK TO WORK