How to Get a Referral Interview-A White Paper – How to find a job
The Referral Process
An important part of the process of finding a new job or career is self marketing. It is vitally important that you are “out there” working the market. The intent of this chapter is to provide you with some guidance and suggestions for self marketing.
Why do this yourself?
- You will accomplish more handling your own marketing than you will sitting behind your computer screen searching job boards and websites for good openings.
- You will see many jobs on the boards that you read and know you could handle well, and you are right. But your chances of getting one of those jobs is minimal.
- Once posted, the job is no longer a talent search…it is a requirements match.
- If you respond with a resume, it is unlikely you will get even a basic acknowledgement that your resume was received.
- Even if you are interviewed, you may not hear anything again.
- When you are self-marketing, you must keep refining and improving how you present yourself to others. You will continually get better at it.
- It is a numbers game. The more people you speak to, the more likely and faster you succeed. Why do you get so much direct mail at home and work? Because it works. The percentage return may be low, but if you send out enough letters, you will find people that will be interested.
Self marketing is not just mail, it is talking to people. Your resume cannot respond to a question and it cannot ask questions that might yield information about the needs of the employer. The goal is to combine both approaches. There are a couple principles here that are worth remembering;
- Finding a job is a sales process: You must be the solution to their need
- Finding a job is your problem: You MUST NOT hand off any of the responsibility for your job hunt to another person. Be clear about that with yourself and your potential contacts.
In a buyers market, where there are lots of “sellers” around (that’s you!), the common advice is to “network”. It is good advice. Yet, put yourself in the buyer’s shoes. How many people can you actually help find a job? But, if you could visit with people and provide information or advice without the residual responsibility of continuing to help, wouldn’t that be easier? The answer to that one is a obvious; Make it easier on people to help you.
The following 5 step approach is designed to be a guideline, not an absolute. Your relationship with another person may call for a slightly or completely different approach.
The 5 basic steps of the referral approach
- Find a name
- Write a letter
- Make a call to follow up to the letter and set an appointment
- Conduct an interview
- Send a thank you note
Find a name
Where do names come from? Here is a short list.
- Media
- Newspapers
- Radio and TV reports
- Business or trade magazines
- Research
- D&B
- Book of Lists
- Manufacturer’s Directories
- Fact Book
- Personal Contacts
- Neighbors
- Friends, Family, and any employed people you know.
- Your Doctor
- Dentist
- Lawyer
- Financial Planner
- Insurance Agent
- Other professionals with whom you’ve done business
- Former customers, clients, and vendors.
- Hobby-related organizations
- Country Club
- Religious affiliation
- Social, Service, Arts Organizations, etc.
- 10 most influential people you know well.
- 10 most influential people you don’t know well.
- Universities – yours
Write a Letter
Direct Approach Letter sample
Your Return Address info
Name, Title, Company, Address, City, State Zip
Dear Mr./Ms.________________:
The letter should be deliberate and short;
(The Reason for the letter)
Recently I began conducting research into the ______________ (general industry category) industry. During this research, it became clear to me that your company is recognized as a leader in this area. I am writing to you because of your experience and expertise in the _______________ (more specific industry sector) sector and hope you will be willing to share some of that insight with me.
(The Presentation)
I am seeking information about the (general industry category repeated here.) because it seems to be an arena for significant growth.
(The Hold Harmless)
I am hoping you would be open to a discussion about your observations of the industry. Some of the questions I would hope to discuss are:
- What trends do you see for your industry over the next 3 to 5 years?
- What are the main challenges your particular company will face in the next 3 to 5 years
- What skill sets are in the highest demand in your industry?
(The Close)
Your time is extremely valuable, I promise to keep my questions brief. I was hoping to be able to reach you on Tuesday around 1PM or we could set something up that fits your schedule better.
Sincerely,
Signature
(Typed name)
Do not attach your resume, bring it with you.
Make the Phone Call
The first task may be to get past a “gate keeper”, someone who believes it is their job to protect their boss from all outside callers. Object is to sound like you have talked to your target a thousand times
- Candidate;
- ”Hi (name of gate keeper), would you please connect me to (name of target person)? He/she is expecting my call”.
- Gate keeper;
- ”May I tell him/her what this in regard to?”
- Candidate;
- “Yes…it’s about a letter I sent last week and he/she is expecting my call.”
If you can’t get past the gate keeper, you may have to enlist their help. When you get your target person, either directly or through the gate keeper,
- Candidate;
- ”Hello Mr./Ms. (name of target person). How are you today? This is (your name). Did you receive the letter I sent you (whenever it was)?
- Employer;
- “Yes I did.”
- Candidate;
- “Great. As you can see (go to #5 below)”
- or
- Employer;
- “No I didn’t.”
- Candidate;
- “Well, you should get it shortly. What it pertains to is (go to #5 below)”
- Or
- Employer;
- “Yes I did, but I sent it to our HR department…they deal with employment situations.”
- Candidate;
- “Well, thank you very much for doing that, but that was not my intent. Rather, (go to #5 below)”
- Candidate;
- “I’m attempting to learn about the (Employer’s specific) industry, and as your company is a leader in that field, I hoped that I might take a few moments of your time and ask you a few specific questions. (Name), I’m going to be in your area either ________ or ________. I was wondering what would be a convenient time for us to have a 20-30 minute conversation.”
The employer may ask where you got their name. You must always be honest with everyone you meet in the job hunt. Tell them.
- Candidate;
- “Your name was given to me in a conversation with _______”
If the name came from your own research, you can say either of the following:
- Candidate;
- “Well, as I said, I am doing research into your industry, and the name of your company keeps coming up, and I did some searching to find the best person to talk to.”
Or
- “Well, your name came from ______ .
- Employer;
- “Are you looking for a job?”
- Candidate;
- “I’m open to opportunities, but not necessarily with your company. I am trying to learn more about your industry as it has many appealing aspects. I was hoping I might engage you for 15 or 20 minutes to ask you some questions. Would (day, time) or (day, time) be better for you?”
- Employer;
- “Why don’t you go ahead and ask me the questions now on the phone…I have a few minutes.”
- Candidate;
- “Great, I’d like to…What do you see as the future outlook…the positive and negative trends for your industry (segment, etc) in the next 3-5 years?”
Engage them for roughly 5 minutes
- Candidate;
- “You know Mr./Ms. (Name), this is great, but I was not expecting to be able to get this time right now, and I have another commitment I need to get to. I am wondering if I could finish this up in person either (day, time) or (day, time). This is really valuable information. What time is convenient for you?”
Conduct the Referral Interview
Preparation
- Review your resume thoroughly, so you know what “achievements” you have listed.
- Think about the company and the industry, and create a list of questions that you would like to have answered.
- Choose questions that make sense in terms of what you may already know about the industry.
- Choose questions that are likely to get the employer talking, and the answers to which are likely to provide a chance for you to demonstrate some your cross-over or transferrable skills.
- Write your questions out and have them in a small portfolio.
- Have half a dozen copies of your resume.
- Make sure you have a pen that works so you can take notes.
Purpose
- Demonstrate your potential value to any organization
- Demonstrate that you have knowledge, skills, abilities, and interests that are usable in positions and industries that are not EXACTLY like what you have been doing all along.
- Build a network of people with whom you have established rapport and who would acknowledge either 1 or 2 above.
Generally, you are in control of the Referral Interview. You asked for the meeting to gather information about an industry, an industry niche, and/or a particular career path. Always, however, be flexible. For example, it could happen that when you show up for the referral interview, the company has already decided they might want to hire you and wants to interview you. After verifying the seriousness of an opening, GO FOR IT! If there is no opening, and they just think that is what you are expecting, go back to your original plan, as follows.
For a typical Referral Interview, consider following this process:
| Action | What to say |
| Start with 1-2 minutes of introductory chatter. | |
| Ask for permission to use subject’s desk to take notes… | “Do you mind if I take a few notes? Do not ask to use any portion of their desk. Bring a note pad. |
| Have multiple copies of resume in a portfolio. | |
| If subject has resume, note it by saying… | “I see you have my resume. Did you have any questions for me?” |
| If subject does not have resume out, simply provide one… | “Here is a copy of my resume in case you were curious about my background.” |
| …” Have questions written out by hand or printed out with room to take notes. Go right into questions. | “As you know, I have a number of questions for you. What do you see (Q#1)…” |
- Questions 1 and 2 are designed to get subject talking and comfortable. Listen for information you can use for questions 4-6. Use Question 3 as a filler while you think and mentally prepare for 4-6.
- Stay focused on the industry.
- Do not ask for a job.
- Do not ask for reaction to your resume.
- Be sure the first questions you ask are the questions you put in your original letter.
Questions for Referral Interviews
What do you see as the positive trends in your industry? (5-10 Minutes)
You are seeking 2 or 3 items where your specific experience will fortify the positive trend. This will connect their momentum to your résumé. Do not use them yet, just make notes. Later you will show the employer specific areas in your résumé that connect to a potential solution for them.
What do you see as the negative trends in your industry?
Same as above
What are your responsibilities here at (company name)?
The purpose of this question is to see if you would report to this person or they to you.
If you have something that will be a good fit;
You raised _____________. Look at item _______on my resume. (Point and tell.) Is this the kind of thing you can use in this industry?
Physically point to something on your resume
You also raised _____________. In my previous work, I ____________. That is item _________ on my resume. (Tell and point). Is this the kind of thing you were referring to?
You also raised _____________. In my previous work, I ____________. That is item _________ on my resume. (Tell and point.) Is this the kind of thing you were referring to?
What skills or talents are required to be effective in this industry?
Which of my skills are strong compared to other job hunters in this field
What companies might be interested in hiring someone with my background?
What qualifications and personal attributes do you seek in a new hire?
Can you see any reason why I would not fit in this industry/career path?
Who else should I be talking to?
You have been very helpful. May I keep you informed about my progress?
If good interview, call back in week or two and update
If not good interview, go home, send thank you note and move on
Write a thank you note
Jackson Stevens Resumes