Cast ing Your Net

1998 – 2011 Notus Career Management Career Insight Sessions 1

Welcome to Casting Your Net Key to a successful job search is finding potential employers and opportunities. Much like a fisherman trying to catch fish, you will have greater success if you use a net and not a hook. The greater number of fish in the net the more likely you are to catch “the big one.” This session will teach you the skills and model the actions necessary to find great leads and

Objectives The goal for this section is to have an understanding of:

• How to build an effective network.

• How to use ConnectWorking to meet with key individuals in your target area.

• How to generate leads by looking for Emerging Opportunities.

• How to identify and work with Recruiters.

• How to identify and pursue Public Postings (Ads).

• How to make a comprehensive list of companies in your target area and then use Direct Contacting with an enhanced Notus technique called “Augmented Reality Marketing”.

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Problems with Traditional Job Searching

There are four major drawbacks to traditional job searching:

1. Traditional job seekers spend a lot of time sending resumes to employers, hoping to be invited to aninterview. They give up control of their futures and careers, leading to feelings of being out ofcontrol, frustrated, and helpless.

2. It’s difficult to stand out when responding to a posting because you’re one, in a crowd of hundredsof respondents.

3. It’s especially difficult to change careers or industries because you are competing with others whohave more experience in a field that is new to you.

4. There aren’t many available positions. Only 20 percent of positions are filled via postings orrecruiters.

The Notus Proactive Mindset A proactive mindset means that you should take control of your job search. You should initiate every action, not merely react to others. Below we compare the reactive and proactive mindset.

Reactive Proactive Hoping Doing Waiting for things to happen Making things happen I am a victim I am in control The ball is in their court The ball is in my court Doing what I’m told Doing what’s most effective Waiting for my ship to come in Swimming out to my ship Hoping an employer selects me Selecting an employer Looking for a job Looking for opportunities

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ConnectWorking The first concept in Casting Your Net is ConnectWorking. Being able to connect with people in your target field is one of the most valuable approaches you can use in landing your next position. If you do not have an extensive network of people to call on, then you can build one rapidly using the techniques taught in this session. We will also discuss how to more effectively tap into the Notus Network to identify key individuals in your target area.

Setting the Record Straight Often people have trepidation when they hear the word “networking.” They have a laundry list of reasons why they think it may not work for them.

I don’t do networking because… • I’ve already talked to everyone I know.

• I know all about networking and it doesn’t work for me.

• I don’t want to put people on the spot.

• I just moved here and don’t know anyone.

• I don’t want certain people to know I am looking for a new job. Therefore, I can’t call many of mygreat contacts.

• The people I network with feel that I am looking to take over their job.

• I don’t want to offend my friends or impose on people.

• Why would they want to help me?

• I’m shy and find it difficult to talk to strangers.

• Networking is not becoming of an executive of my stature.

• I’ve been in this business for 20 years. What could someone else know that I don’t?

An Alternative Approach If you have any of the above concerns, don’t despair. In this material we will introduce you to our specific form of networking called “ConnectWorking.” It is not only easy to learn, but is also highly effective and non-threatening. It’s especially helpful for people to whom networking may not come naturally. If you give ConnectWorking a try - the results will surprise you.

What is ConnectWorking? 1. Getting to know more people in your career field.2. Gathering information through these people.3. Getting referred to the people they know in the field.4. Ultimately, finding hiring managers and opportunities.

Did you know? The average American knows over 250 people that could be considered a part of their network.

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The ConnectWorking Process

To accomplish your ConnectWorking goals, you need to follow a simple 3-step process.

Step 1:

A) Import all of your contacts into LinkedIn and get a truer picture of “who you know”.

B) Identify people (which include individuals in the Notus Network) in your target or potential career field.

C) Ask Notus for a DirectConnect to assist in setting up a meeting with the individual, or use the ConnectWorking reach-out process to send an email to the individual.

Step 2:

Reach out to these people to ask if they will meet with you (in person or over the phone depending on your situation).

Step 3:

Meet with them and get the information that you desire.

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Exercise: Identify ConnectWorking Contacts The f irst step in ConnectWorking is to ident ify the key individuals you would l ike to speak with. If you have not already imported your contacts into your L inkedIn account, do that now. Here is a v ideo to show you how.

Now that you have imported your contacts, and sent out requests for people to connect to you on LinkedIn, let’s look at how to use those contacts to set up ConnectWorking meetings.

Here are the written instructions as outlined by the video.

Go to LinkedIn www.linkedin.com

1. Login

2. Choose the blue “advanced” link to the right of the Search Box at the top right. 3. Input key information in the variety of fields to identify potential individuals, including people who

have a specific title, are in a particular industry, who have a keyword somewhere in their profile, are located in a key geography etc. Always sort your information by clicking on the “sort by” drop box at the bottom left of the page, and choosing “by relationship”.

4. Review the list of profiles that follow and click on various ones to better determine with whom you would like to ConnectWork.

5. When you have identified a contact you would like to reach out to, you have two options: A) Use one of your DirectConnects and ask for Notus’ assistance in setting up a meeting. To do this

you click on the “forward this profile to a connection” link at the top right, and then choose your connection (your coach) to send the profile to. Write a note in the space provided to inform your coach as to why this individual is someone you would like to speak with. They will take it from there.

B) Reach out to the person yourself by clicking on the top right button that says “get introduced through a connection.” On the next page, look at the middle right side to identify if this person is open to receiving an email to get their advice, by looking at the “John is interested in” section. It gives his/her choices they are accepting invitations on. Make sure in this case “Expertise Request” is one of them.

6. In the first open field it gives you the choice of putting in your phone number, put that in. then move to the next field and choose “Expertise Request” from the drop down menu. Next, copy and paste the ConnectWorking script Template (found below) into the box you would write your message to the target individual in. Note: Please tailor the script below to your liking and make sure you have had your coach proof it for grammar, spelling and overall context before sending it out. That will ensure you being viewed professionally and increase the likelihood of getting a positive response.

7. Finally, in the last box, type a brief message to your first level contact to ask for their assistance in forwarding on your message to the target contact. The message should be simply “Steve, would you please kindly forward this request on to x for their consideration of my request. Thank you so much. Sincerely, John

8. Send it.

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Below are some examples you can use as templates to create your CW Script.

CW #1

Subject: A fresh take

In this script, the client is looking at making a change. Dear Mr. -- My name is David Johnson and I was wondering if you would be willing to speak with me? I am beginning a job search and thought it would be wise to get some differing perspectives on the job market prior to starting my campaign. I have no set expectations, at this point; I am really looking for an objective set of eyes on my background and have a few questions that I think you could help me with. I am currently working at Intel but because the company has been downsizing it seems that this may be a good time to look for different opportunities. I am interested in pursuing senior positions in strategic planning, business development, product development, or possibly acquisitions and mergers. After looking at your experience and background I feel that your opinion would be very helpful. I promise to be respectful of your time and hope that you will be able to spare a few minutes to talk in the near future. Here is a link to my profile http://www.linkedin.com/pub/johndoe/13 if you’d like to understand a little more about me. Thank you for your consideration, I hope to hear from you soon. Sincerely, David Johnson

CW #2

Subject: Getting your advice

In this script, the client is going to reach out to the target individual, but is NOT looking to setup a meeting. They simply want to see if the person might know of any key information that they might be able to pass along. The advantage in this reach out is that you are not asking for their time, which is sometimes hard to come by, so they may be more willing to pass along some info to you.

My name is Michael Thompson and I am a friend of a friend - professionally speaking. I am a (Healthcare Executive) and am wondering if you would be willing to help me. I am looking for some additional information / insight from a fellow professional as to whether you are aware of any potential items of value that you can pass along to me as I search for my next opportunity. It could be a lead, a company that may be going through change, an emerging industry development or maybe even a recruiter that you know who works in this area of focus. I know you must be extremely busy and any consideration you give would be greatly appreciated. I have no expectations, but am simply trying to see if by asking you the question, it will spark something in your mind that you could pass on to me. I would be eager to return the favor if there’s anything that I can do to help you down the road. Here’s a link to my profile http://www.linkedin.com/pub/johndoe/8 if you’d like to understand a little more about me. Thank you for your consideration, I hope to hear from you soon.

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If you prefer to skip sending an email to the person, and waiting for a response, and want to be more proactive – you might want to consider calling the person directly. You would Google search the name of the company that the person works for i.e. Nike, Portland, OR. The number will appear. Call the phone # and ask for the person you are wanting to CW with. 1. Introduce yourself. 2. Ask to speak with the person that is the LinkedIn/NotusNet contact. 3. State your purpose or reason for calling. 4. Set up the meeting and or get referrals.

1. State your purpose or reason for calling Dialogue

“Hi Steve, my name is [ _________________ ]. Do have a second”?

(If “Yes,” proceed. If “No,” ask if there is a better time for you to call back.

“I’m calling because we are connected through mutual acquaintances (use Notus if the person is a Notus connection, if not just say in the LinkedIn Network. And as I was looking at your profile and was really impressed by the fact that . . . . .(connect the dots about what in their background is the reason you want to talk to them and get their advice).

So the reason I’m calling is because (state the key reason you are calling, as detailed in the above written examples . . . career change, new industry, new to the area, general advice, or specific contacts or leads) - and I am wanting to get the opinion of another x professional to get an objective set of eyes on my background and some thoughts on potential areas I am thinking of parlaying my experience into. Would you be available to meet sometime for say 30 minutes?”

(Note: Be prepared to briefly give your Verbal Business Card at anytime.)

2. Set the meeting

If “Yes,” proceed to setting the place and time for the meeting.

If “No,” thank them for their time. You may consider, if you feel comfortable enough from the conversation, asking if there is anyone else who they might recommend you speak with?

Feel free to listen to these recorded phone calls to get a better understanding of the process and how it plays out in the real world.

COLD

Friend of a Friend

Friend

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ConnectWorking Tips

• You are not writing or calling to ask the person for a job, but rather to gather information and toconnect with a person who will now know you. So that if they become aware of something at thatmoment, or down the road, they will want to contact you to help you out.

• If you call – make sure that your voice contains a smile. It is a voice with variety in its expression andtone and one that pronounces words clearly, carefully, and slowly.

• Brevity is a key when writing or making a call. Make all necessary points in the shortest possibletime.

• Your goal should be to have the appointment face-to-face, not over the phone. Obviously that is notalways possible, so a phone call is the next best choice. Your remarks should be directed towardarranging that meeting. (When calling, be ready with your questions just in case the person isavailable to talk right then.)

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ConnectWorking Meetings

The following is a recommended structure for ConnectWorking meetings. An average meeting will be between 30 - 45 minutes. Make sure to end the meeting at the time you said you would. A good rule of thumb for this and any other meeting, “leave before

they want you to leave”.

NOTE: When having ConnectWorking meetings remember people by nature, love to give advice and feedback/criticism. Some is solicited by you, and some is just offered. As you can imagine, some of the feedback that you receive may not be helpful or relevant. In this case, be gracious and express appreciation for their help and advice. You and your coach will determine what information should be incorporated into your search and what, if any, adjustments or changes should be made.

1. Introduce yourself; remind them of your purpose.

2. Have them tell you their story.

3. Get advice on some key areas, depending on your focus: 4. Ask for referrals to:

• People—others they might suggest that you meet with.

• Companies—the main players in the industry or companies that may be going through change and could have potential opportunities.

• Recruiters—the ones that specialize in your field.

5. Make arrangements to stay in touch. In a ConnectWorking Meeting, you are primarily seeking information. Therefore, prior to the meeting, you need to think through what information you want to gather.

You want this person to feel glad that they made your acquaintance. That they would without hesitation refer you to someone else and be happy to have their name associated. Your best qualities should shine through . . . competence, intelligence, honesty, enthusiasm and charisma. These are the types of individuals that people like to refer to others and not be hesitant to refer to their own organization.

The genius of ConnectWorking is that it provides you with useful information, but it also creates a mentoring relationship between you and the people with whom you meet. It’s a natural law - because they know you now, gave you advice and had a good meeting, they’ll feel a sense of responsibility and desire to help you succeed.

In the following pages we will look at each step of the meeting in more detail.

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Step 1: Introduce Yourself

Begin the ConnectWorking Meeting by emphasizing your appreciation:

Thank you for taking time to see me today. I appreciate your willingness to speak with me.

Follow this with a re-statement of your purpose.

As I mentioned, I am beginning to look at different opportunities and thought it would be good to talk to other executives/professionals to get some objective advice.

Note:

Step 2: Have them tell you their story

This sets the right tone, putting them at ease by stressing your desire for information/advice rather than a job.

Build rapport by asking the person to tell you about themselves.

Your profile said that you have nearly 25 years experience in Executive Leadership in the Healthcare field, that’s pretty impressive. How did you get your start?

Note: Have something to take notes on. It shows that you are ser ious and value their t ime

Step 3: Get Advice

. You can use a planner or a notepad.

Here are some questions you could ask to get the conversation going. Feel free to develop your own, based on the actual information you’d like to gather.

• Knowing what you know about your industry, and looking at my background, would you say that it is transferable?

• Are there any issues that you can see that might make it more difficult for me - potential liabilities? • Is there a key strength in my experience that you feel would be particularly helpful to focus on? • How well do you feel the industry is positioned for the future? • Are you aware of any organizations that are going through changes that might be indicative of hiring? • What is the ballpark salary or compensation package ranges for this industry (or if you are looking at

relocating, what compensation looks like in that area of the country). • Have you worked with any Recruiters or Executive Search firms that I should contact? • Do you know of any good professional associations on LinkedIn or other that would be good to join?

Each of these questions can take a great deal of time to answer and discuss. Therefore, prioritize the ones you most want information on, and try to keep the conversation moving on the various subjects.

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Resume Review The last part of your ConnectWorking meeting should deal with your resume. Bring copies to this meeting. If the occasion to bring it out didn’t happen yet, now would be the time to do so. You don’t want to bring it out right away, you want to put the person at ease and give yourselves time to get to know each other first.

Feel free to ask the person to critique your resume. Give them a copy and ask questions to get their feedback. By doing this, the person will get to read your resume—which will enable them to get to know you even better, and potentially bring out other points of value to give to you, that may not have come out previously.

Step 4: Express Gratitude, Ask for Referrals and Keep in Touch. As you express your gratitude for the person’s time, you should ask if there is anything else that they can think of that may be helpful for you to know.

You will find it well worth your while to stay in touch with your contacts. If you go through all this work to establish a network, you shouldn’t abandon it after one meeting. Find reasons to check back with these individuals. They may be able to give you more leads later. Say something like:

I’ll get in touch with these people and then I’ll let you know how it went. I would love to get connected on LinkedIn, would that be OK if I sent you a request?

Send a Follow-up Note You should send a thank you note or email to the person, expressing your appreciation for their time. A hand written note goes a long way in our email centric world, it’s a classy touch. But not necessary.

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Emerging Opportunities Emerging opportunities are companies that are being formed, re-structured, re-organized, or are experiencing expansion. Essentially, they are potential employers experiencing change. Remember that change occurs because of problems or opportunities and is the first step in the job creation process. Emerging opportunities is reported information that you can utilize to uncover or create employment opportunities. Anything that has happened, is happening, or might happen in any working environment is by definition an emerging job opportunity.

To illustrate the concept here are some examples:

1. News of an executive's promotion, or the recruitment of a new senior manager, is an indicationof an opportunity - rarely will an executive keep all of an inherited staff. Several new hiresusually occur during the first six months.

2. Raising new capital through public offerings, or major bank financing, normally indicates that afirm is planning business development, or trying to solve a financial crunch. In most instances,some portion of the new funds will be spent on hiring additional personnel.

3. New buildings or new office space leases typically suggest business expansion. Firms often moverapidly to fill up expensive space by hiring from outside.

4. A senior-level Engineering Manager earning $150,000 deduces that firms running massive ads torecruit various types of engineers must eventually need some top talent to manage projectsrequiring hundreds of new engineer recruits.

5. A VP of Marketing reads about a recently appointed CMO. The article is in a trade magazinewhich is two months old. By this time the new executive has been in his job three to fourmonths and has had the opportunity to size up his inherited marketing team. The arrival of acreative letter from the VP of Marketing accelerates termination of the existing VP of Marketing.

6. An underwriter observes steel work going up, landscaping, and a new office space sign. Shemakes contact with building management; finds out who is moving in and within a few monthshad a job in that new building which did not exist before. She was the astute candidate who gotthere first.

7. A Controller reads an article about the growth of an air freight organization. In hiscorrespondence he brought to their attention their need for an individual who could helpcontrol their growth. His operational orientation could help do that for them. He was called infor an appointment and offered a CFO position.

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Advantages of Emerging Opportunities

1. They allow you to have greater control over "being at the right place at the right time."

2. Your emerging opportunity appeal focuses on a need of the organization at an opportune time.

3. By using emerging opportunities you increase your marketability by avoiding competition. Theconcept allows you to attract attention and schedule appointments before competition emerges.

4. Since the specific position is not necessarily defined the employer is more open to suggestions andgeneral discussion. The opportunity to “create” an ideal job description is more possible.

5. Barriers normally erected by personnel departments and secretaries can be circumvented by usingemerging opportunities. For the most part, you are communicating directly with the hiring decision-maker.

6. The very approach you are using indicates a sincere interest in the organization; firms like to hirepeople who really want to work for them.

The techniques for capitalizing on "emerging opportunities" are among the most powerful approaches among all interview-producing methods. It takes a modest amount of work to locate these emerging opportunities, and a little creative effort to capitalize on them. However, your investment of time is likely to produce exceptional rewards.

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Where? Listed below are a couple of excellent resources for finding emerging opportunities.

RSS Feeds / Newspaper Business Sections / Biz Journals

RSS is a popular way to pull in news and information from across the Web to help you find a broader range of Emerging Opportunities. "Really Simple Syndication" allows web sites and blogs to push content to you easily. Say you come across a blog that you find helpful. A click or two and it feeds directly to you. It works the same for local newspaper Business Pages or Business Journals. Because Emerging Opportunities are companies going through change and newspaper articles are only written about companies going through change, they are the #1 source in finding opportunities. Be sure to check the business briefs for announcements of promotions, new hires, retirements, new growth, and other press releases. These can be as good as or better than the main articles.

How to Assess an Emerging Opportunity?

If you feel you have identified a potential emerging opportunity, you need to let your creative energy begin to work for you. Ask yourself: "What need(s), problem(s) or opportunities of the organization can I project from this situation that could mean a job for me?"

Ask Yourself:

1. Does the situation you are reading or hearing about suggest that there will be a need for additionalpeople?

2. Is this a situation where my capabilities are useful?

3. What could I do to help this organization?

Be sure to "read between the lines." Be a possibility thinker and look for the possibilities.

Note: Once you have identified an Emerging Opportunity try to assess whether you think that the situation is company specific, or, whether the entire industry might similarly be affected. In that case, doing a direct contact industry wide would be the best way to go. We will discuss later what that plan of attack would look like.

Who, What, When, Where, Why (P3) Sometimes there will be Emerging Opportunities that you are really excited about. Your mind is racing with possibilities. You have a clear idea and or concept that you would like to propose to the company. In this case, where the opportunity is that great, with so much potential - it’s time to whip out a can of P3. This is industrial strength Emerging Opportunity fodder. Here is an example of the document here, along with an accompanying video. P3 stands for Position Proposal Plan. It is a unique Notus document that is one of the most compelling pieces in our job search arsenal.

Video P3 Doc

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How to Respond to an Emerging Opportunity

There are a three ways to pursue Emerging Opportunities. 1.) Sending an email directly to your would be boss at the company. 2.) Using a DirectConnect through Notus. 3.) Going through a connection in LinkedIn. Below we will review the processes associated with the three.

Option #1

Google search the company to find the email address, like this.

Now that you know the structure of their email addresses, call the company and get the person’s name, or search for it on the company website.

Determine with your coach if you want to attach a P3 or perhaps use some material from your “Augmented Reality” Marketing Campaign (if that is part of your program – to be discussed later in Direct Contacting).

In the body of the email you would say something like Dear x, my name is x and recently I saw an article in the Business Journal about x and its plans to build a new plant here. I wanted to reach out to you directly to determine if there might be a need for someone with my background and experience. I have extensive experience performing x and I feel strongly that I could make an immediate and significant contribution to your organization. Here is a link to the article: http://interestingacticle.com

I would very much appreciate an opportunity to discuss this with you at your convenience, and hope you will review the attached (Word, or PDF).

Thank you very much for your time, I look forward to hearing from you.

Sincerely,

John Doe

Option # 2 and 3

1. Login to LinkedIn www.linkedin.com

2. Choose the “advanced” tab.

3. Put the name of the company in the “Company” box to ascertain who we know in the network thatworks at the company.

4. Ask your coach for help if you show a contact at the company AND you want to use a DirectConnectphone call. Link your coach to the article or “opportunity” you found and then tell them there is acontact in the Network. They will determine the best course of action from there.

5. If there is no contact in the Network, you can still link your coach to the opportunity and have themperform a DirectConnect call on your behalf.

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6. If there is someone in the network and you want to contact them directly, you can by clicking ontheir profile, then click on “get introduced through a connection”. Make sure that in the area thatindicates what the person is interested in being contacted about, the category of “ExpertiseRequest” is listed. If it is, then choose that as the category for contact. Then use this script below asan example of what you can send through to that person.

My name is x and recently I saw an article in the Business Journal about x and its plans to build a new plant in Portland. I was wondering what advice you might give me in wanting to determine if there will be new job opportunities that will be created because of this, and if so, what I should do to be considered for such opportunities? Here is a link to the article: http://interestingacticle.com

Thank you very much for any help that you can give me.

Sincerely,

John Doe

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Working With Recruiters Only a small number of jobs are filled by recruiters, therefore they are of limited use to you in your job search. The first step in working with recruiters is identifying the ones who specialize in your field. Working with recruiters is somewhat different than with Emerging Opportunities, Direct Contacting, or Job Postings. This is because you aren’t directly contacting a company; you are merely contacting a representative of that company. Recruiters are paid by companies to find candidates for them.

Our approach with recruiters is to contact them via LinkedIn, email, or on the phone.

NOTE: The first priority of a recruiter is not you and your interests. They are working to fill a job for a company. Generally, their interest in you is in proportion to how well suited you are to meet the needs of one of their clients.

Contacting Recruiters

1. Go to LinkedIn www.linkedin.com 2. Login 3. Choose the “advanced” link 4. Choose Recruiters by selecting the “Staffing and Recruiting” Industry type. 5. You may choose to put a key word in the “Keyword” box to narrow the field down a bit for

example “Manufacturing”. It does not mean for sure that the recruiter recruits in that field; you need to review their profile for more info to determine that. If too few contacts come up, then take the key word out and consider each recruiter profile on its own merit.

6. Sort by degrees away and location that is your target.

When you choose to email the recruiter (their email address is in their profile name or in another place in their profile). Highlight the persons email address and then copy it into your normal email account (outlook, Gmail, Yahoo etc.) and send them an email directly, not through the LinkedIn process.

Potential Script to copy and Paste:

Dear ____,

My name is ____ and Notus Career Management referred me to you as one of the best recruiters in ______.

My background is in _____ and I was wondering if that is an area that you recruit in, and if it is, do you have any current opportunities for someone with my background? I have attached my resume for your review and would appreciate any feedback you can give me. If your area of focus is not a match, I would appreciate a heads up to any other recruiters that potentially could be.

Thank you so much for your time and consideration, I look forward to hearing back from you soon.

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When the Recruiter does not have their email address within their profile, then you should make a phone call directly to them. Open a new tab and Google search their company name with the city and state after it i.e. (The Generator Group, Portland OR) – if you do it this way, it will give you (most of the time) the company’s phone # and address right there, rather than having to go to the company web site and find the “contact us” page etc. After you have the phone number, call them and ask for the person who is in the network and then in essence use the same script verbally as you would have used above for your email.

What to Say on the Phone

1. See if they specialize in your area.

2. Find out if they are currently filling a position that might fit you.

3. Get the name of the recruiter to whom your resume will be assigned (if you are accepted).

4. Set a follow-up schedule.

You may use the following script or use your own wording.

Hi John, my name is x and I was speaking to a mutual acquaintance (use Notus if they are a #2) and they mentioned your organization and you in particular as a person that is an influential recruiter in x (Portland, Seattle, New York). He said I should make contact and discuss my background with you to see if you assist people with my experience?

If not, ask if they know who does.)

Then ask “are you currently filling any positions that I might be a fit for”?

(If yes) Talk them over with the recruiter. Set-up a time to meet if possible.

(If not) Okay. Well, I’d like to send you my resume for opportunities that may come down the road. Who should I address that to?

Is that you?

Could I drop that by to you?

(If yes) Will you be assigning my resume to someone else? Okay, I’ll call you in a couple days so I can find out with whom to follow up, all right?

(If no) I’ll send my resume right over. Thank you. Goodbye.

Note: They’ll most likely tell you their process for applying to positions, just follow what they tell you and then move on.

Send recruiters the Hidden Word Notus Resume™ for maximum effectiveness.

If you want to get a sense of the way the call may sound - click on the clips to listen to this process.

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Public Postings Job Postings are not a high percentage way of finding a position, but with the Notus process in place your odds just went up dramatically.

Aggregate (Mega) Job Boards

Most people are aware of Monster.com and other traditional job classified sites such as CareerBuilder.com, HotJobs, etc. They can be problematic for job seekers and really only a necessary evil for most employers. So, if job boards such as these are a good source to find publicly posted positions, then a process that aggregates 50 times the number of jobs is better right?

SimplyHired and Indeed lead the way in being able to draw all publicly posted positions to one place. In essence it goes beyond a search agent on a job board and actually visits ALL the job board sites, classified ads, and company job posting boards so you don't have to. They are easy to use and give instant answers and a lot of choice - unlike searching on a single-board.

Answering Ads After you’ve found a position you want to pursue, determine if you want to use a DirectConnect through Notus, use the network and reach out through LinkedIn, or contact the company with a phone call.

1. Go to LinkedIn www.linkedin.com2. Login3. Choose the “advanced” link4. Put the name of the company in the “Company” box to ascertain who we know in the network.5. Ask your coach for help if you show a contact at the company AND you want to use a DirectConnect.

Link your coach to the job you want to apply for and tell them there is a contact in the Network.They will determine the best course of action from there.

6. If there is no contact in the Network, you can still link your coach to the position and have themperform a DirectConnect call on your behalf.

7. You can also contact someone directly by clicking on their profile, then click on “get introducedthrough a connection”. Make sure in the area that says what the person is interested in, thecategory of “Job Inquiries” is listed. If it is, then choose that as the category for contact. Then usethis script below as an example of what you can send through to that person.

My name is x and recently I saw a posting on theladders.com for a VP of Operations position with x.As you know sometimes it isn't always easy to be considered for a position using normal channelsbecause there are so many resumes being received on any given job. I fear I will be lost in the mix. . .and so as someone who knows x I wanted to ask for your help and advice as to the best way to beconsidered for this position, perhaps there’s a better way of ensuring I get a real look. I am awarethat you may not be the right person to speak with, but your knowledge on the process and anyhelp/advice you can give would be very much appreciated. The job posting can be found here:http://thisisthejob.html

Thank you in advance for any help or direction that you can offer.

Casting Your Net

1998 – 2011 Notus Career Management Career Insight Sessions 20

8. Lastly, if you want to pursue the position yourself directly, then follow the process outlined below.

1. Get the # of the company (or recruiter) advertising the job and the hiring manager’s name.

a) If it’s just a fax # in the ad or a street address - Google search it to find out the company name.

b) If it’s just an email address in the ad (i.e. hr@xyz.com) then plug in the domain part of theaddress (everything after the @ sign - to see who they are) obviously this doesn’t work if it’s ahotmail or yahoo email address.

c) If it’s a PO Box or a C/O Monster or any other “Blind Ad” or screening organization then justsend in your package (Notus Cover Letter/P2P/Resume)

d) If it says “no phone calls please” or if it is a position you are really excited about you may wantto consider having Notus call on your behalf.

2. Contact the hiring manager (or recruiter).

a) Call up and ask the receptionist if you can speak to the hiring manager for the position listed,that you have a few questions about it.

b) If they tell you yes let me transfer you (then go to “example” below to see how to proceed. (Ifyou get the voice mail of the Hiring Manager, then leave a message saying that you were giventheir name as the person to whom you should direct your questions) not mentioning anythingabout the job.

OR

c) If they tell you that they “can’t transfer you to that person” and that you need to “just apply forthe job in the way that the ad says” – your response should be that you “would like to do so, butyou have some important questions that need to be answered before you can decide if it isworthwhile to apply” – and if they could please let you speak with that person. If they still won’ttransfer you or give you their name, you could (if you wanted to) call back later and ask forsomeone in sales and or customer service – then tell them you must have been transferred tothe wrong place and that they were transferring you to the person in charge of [ _______ ].

d) If they tell you that HR can answer your questions, then talk to the HR person, build rapport andsell yourself, connect with them as much as possible. This is your potential ally within theorganization, the person who may be able to say something to the Hiring Manager andhopefully be the difference in getting an interview.

3. Ask for more details about the job.

4. Show how you fit the position by telling briefly about your related experience or transferableskills.

5. Request a face-to-face meeting to further discuss the issue.

Casting Your Net

1998 – 2011 Notus Career Management Career Insight Sessions 21

EXAMPLE: You: I understand that you are the hiring manager for the sales rep position. Is that correct? Hiring Manager: Yes.

You: Great! Can you tell me a little more about the position and what you are looking for? Hiring Manager: I’m looking for a good closer, someone with a positive attitude, and really strong at building rapport. You: Really, that’s great. I have been an outside sales rep for the past 3 years, had the best closing ratio

of all reps for the past 2 years, and received commendation from the CEO of my company regarding my attention to customer service. Sounds like we could be a good fit!

You: I would love to talk about this opportunity with you further, when can we meet? Hiring Manager: How about tomorrow? (Book the apt.) OR Hiring Manager: Why don’t you just send me your resume and I’ll give you a call after I review it? If they request your resume instead of setting up a meeting, offer to bring one by in person, you may actually get to talk to the hiring manager, even briefly. Make sure you reference the conversation you had with the hiring manager in your cover letter and mention that you will be calling to set up a meeting. This will set you apart from the crowd.

I f al l else fai ls, send in the resume in the tradit ional way (Cover/P2P/Resume) then be

If it would be helpful, here are three examples of Phone Calls on ADS.

on your way.

Casting Your Net

1998 – 2011 Notus Career Management Career Insight Sessions 22

Direct Contacting

Direct Contacting is the process of “directly contacting” companies. Either companies that are Target Companies (employers that are attractive to you because of their size, reputation, location, or product line or companies that are in a Target Industry. You should have determined by this point your target industries and target companies through the “Tree Building” exercise in Charting Your Course.

Direct Contacting is employed when you are clear on what you are pursuing, or after you have confirmed through your ConnectWorking meetings that you are going in the right direction. Remember, you are no longer an information gatherer, as you were in ConnectWorking, you have gathered information and are now using that information to Directly Contact (target) companies and approach your Hiring Manager.

Why Direct Contacting? The 80/20 Rule

• 80% of the companies in the United States never have to publicly post a position, ever, to fill theiropen positions. Think about that for a minute - they are able to fill them through internalemployees, friends of employees, or by their association with industry contacts.

• Which means that 20% of the companies run all of the ads.

In most cases the best positions usually aren’t going to make it through the 80%, someone is going to refer their friend in before they publicly post it. If it is posted, the odds when competing with 300 other candidates aren’t great.

Direct Contacting “Cracks the Code” on that 80% unadvertised market and takes you from being an unknown commodity, to known, and puts you in the right place at the right time!

Casting Your Net

1998 – 2011 Notus Career Management Career Insight Sessions 23

Direct Contacting – Tapping into the Unadvertised Job Market

The approach you'll use to reach out on your target list of companies will depend on the program. It

may be a letter, a phone call, an email or an AR Marketing campaign - your coach will decide.

1. Write a DC letter, Email and or Create an AR Program (your coach will do this for you).2. Target companies from your tree building, postings, emerging opportunities, etc.3. Purify the list via online resources and or through phone calls. For phone calls the script follows.

a. “Hello, I’d like to send some correspondence to the person in charge of [ ____________ ], who should I address it to?”

b. “Hello, I am calling to update a database. Who would be the best contact for the [ ____________ ] department?”

c. “Hello, I am calling with the International Association of [ ________________ ] and weare putting on an event next month and would like to send an invitation to the person incharge of [ ________________ ] . Who should I address that to?”

d. “Hello, I would like to talk to someone in (sales or customer service).” Once transferred,“Hello, I must have gotten transferred to the wrong person. I was trying to reach theperson in charge of [ ________________ ]. What was her name again? And he/she is the(venture a guess as to their title) is that correct?”

4. Confirm spelling of the person’s name.5. Confirm their exact title.6. Confirm address is correct.7. Send out all letters.8. Call and follow-up.

⇒ If you are using the AR Program you will also get email addresses as a part of this process.

At this point it is up to you as a client to decide if you want to call the person you sent the letter to as a follow up.

Here are three examples of Direct Contacting follow up phone calls.

Cast ing Your Net

1998 – 2011 Notus Career Management Career Insight Sessions 24

Summary

There are five approaches to pursuing job leads

1. ConnectWorking

2. Emerging Opportunities 3. Recruiters

4. Job Postings

5. Direct Contacting

Understandability, Believability, Comfortability Ask yourself these questions?

1. Do I understand

2. Do I

the steps and processes in each of the components of the proactive job search model?

believe

3. Do I feel

that they will work if I do them correctly?

comfortable

If you can’t answer yes to all of these questions, go back and review this session again, listen to the phone calls, and continue to role play and refine your processes with your coach.

doing them?