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As mentioned in my holiday career show, the direct approach consists of contacting hiring managers to uncover hidden opportunities. This approach can generate results quickly but does have a higher rejection rate relative to traditional methods. However, there will be times when a hiring manager shows interest. Likewise, this career guide article will explain the actions you can take to generate interviews or business discussions.

Direct Approach Revisited:

The direct approach consists of identifying up to 150-200 predominantly small and mid-sized companies; since you should have a better chance of having a position created for you at one of these firms relative to larger ones. 150-200 companies are prospects that you need to qualify by identifying 7-10 firms that have a need for your expertise. After interviewing with these 7-10 companies, your goal is to receive 1-2+ job offers per your career guide.

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You can initially contact the president, CEOs, or owners of these companies. If these individuals are not interested, you could contact 1-2 more senior executives at the same firms if you choose to do so. This action will demonstrate your persistence and interest in the company which may benefit you in the future; since “no does not mean never.” For example, you can convert rejection from a CEO into an interview if another senior executive agrees to meet with you.

View this article Even if You Agree to Disagree: Job Hunting is Just Like Selling Part 1 of 2 for a sample script you can use when you successfully reach the senior executives or hiring managers.

Hiring Manager Discussions:

There will be times when a hiring manager asks you something similar to this: “What do you do?” Or “Tell me about your background?” Since you do not know what needs this hiring manager has, you need to make sure you do not screen yourself out. I respond by stating, “I generate revenue and profit growth for companies across various areas of a business such as strategy, operations, marketing, and sales.” Since I am a generalist I throw out a wide net and mention a goal for most (if not all) for profit businesses: revenue and profit growth. Thus far this response has worked like a charm.

The next question you can expect to receive is: “Can you send me your resume?” If you contacted this hiring manager by phone instead of email, you are going to ask for his or her email address. Now keep in mind you want to uncover any hidden opportunities and want to send over a customized resume. So you should state and ask this: “Sure I will get my resume to you later today. By the way, what are some of the business functions where you currently have unmet needs?” The majority of a time, a hiring manager may state that he or she is looking for X or X professionals. Of course, you want to ask a few more questions to learn more about any suitable position. Finally, ask for a time to go over your resume with the hiring manager after you send it.

Resume Customization:

Customize your resume by highlighting your relevant experiences that should be beneficial to the hiring manager. In the objective section of your resume list the title of the suitable position (if appropriate). Next prioritize your relevant quantifiable accomplishments and results in order of high to least importance. Ideally these accomplishments should be in bullet form to catch the hiring manager’s attention and to improve the structure and layout of your resume.

If the hiring manager has several opportunities you may be interested in, be selective by applying to only one of them. Of course choose the position you believe will give you the best shot to maximize your strengths and create value. Once you have the face to face meeting and impress the hiring manager, both of you can decide on the best position for you moving forward.

Follow Up:

After a day or two (or at the time the hiring manager agreed to), contact the hiring manager to go over your resume. Depending on your comfort level, you can state that the purpose of your call is to set up an interview for the open position you applied to. Answer any of the hiring manager’s objections and set up a date and time for an interview. If the hiring manager declines the interview request, ask for permission to stay in touch and for anyone else he or she recommends you speak with.

Feel free to register for JobRadioUSA’s Career Show newsletter via the subscribe box to the upper-right of this page. To review the previous newsletter click here: JobRadioUSA Newsletter Volume #5. In conclusion, feel free to comment and ask questions below.

Remember the knowledge of many is richer than the wisdom of a few. Therefore, be active in JobRadioUSA’s job search tips career community and entice others to do the same.

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