Developing New Leads

Class Location: The Internet.

Description: This course is designed to teach you how to balance your budget while looking for a full time job.

Objective: Learn how to find a permanent job sooner, while managing your money.

Not every cold-call will lead to an interview. Sometimes, the company really doesn’t need to hire, or you may truly not be the person for the job. That doesn’t mean your effort needs to be futile. You can still turn the dead-end into a different lead if you ask the right questions.

Most professionals will happily offer assistance if you present yourself in a professional manner. Even though that person might not have a job for you, he or she will know others in the department, company, or field. She’ll likely be glad to point you in the right direction as long as you ask.

There are a number of questions you can ask to develop a new lead. Be very specific with your questions. Questions like, “How’s business these days?” are vague, and the person will probably resent your wasting her time. Some valuable questions follow:

• "Who else in the company might need someone with my skills?"

• "Do you know someone in the industry who might have a lead for me?"

• "Which companies in the area are expanding the most quickly? Whom should I talk to there?"

• "Is your company expecting to expand or begin new projects that might create an opening?"

These types of questions will help you uncover the hidden job market. They lead to referrals from the in-crowd, many of whom know of job openings before they become public. Be sure to thank the person who gave you the lead, and make sure she doesn’t mind if you use her name. Her permission gives you a huge advantage—a personal introduction to the new contact. Also leave your number with the initial contact. You’d be surprised how often these contacts will call you back with a lead.

Follow up on every lead you get. Just because you get one interview, doesn’t mean you don’t want others. An interview doesn’t guarantee an offer. Ideally, you’ll have your choice of great jobs.