How do I contact Decision Makers?
It helps to establish a mutual interest
One of the most daunting tasks of the FIT method is figuring out the most effective way to get a decision maker’s attention. These are busy professionals, often running their own business or larger teams. I’m going to approach this discussion from a FIT method basic, control what you can control.
Outreach during your Structured Networking campaigns takes effort, commitment, and focus. For each campaign you are committed to driving for meetings at no more than three or four companies, looking for a key person to can connect with. Inconveniently, this situation adds weight to your inquiries, whether email or phone calls, making sure you aren’t perceived as just asking for something with nothing in return. These initial attempts are often like catching an egg, in that, you get one chance to do it...
I’m sure you’re now saying, “Great… I need call asking for something, but I can’t appear to be asking for something.” So how you do balance this inequality? The answer is Showing Interest.
Interest is a less talked about, but powerful emotion. I believe in work settings it’s often the dominant emotion. If a decision maker feels you made an effort to engage and have a genuine interest in the company, the role, and helping to move the company forward, you will likely knock down one of the first roadblocks. The first roadblock is to establish rapport and make a connection.
Imagine you’re a hiring manager and you get this email:
Dear Hiring Manager,
I need a job and want to meet to see if you have any open positions. I’m a recent graduate.
Please let me know.
Sincerely,
-Joshua
I’m not going to go on about why this might work, but humans a typically turned off from situations where they are asked for some and can’t see anything in return. A couple of points:
Opening line is asking for something without context or connection.
Very few reasons were offered why the message was sent, making the receiver work hard to figure it out.
No contact information was given and repeated, again making the receiver work hard.
In general, the message implies that the receiver is just means to a personal end, without considering the company, it’s people and culture, and the receiver.
How do we avoid these basic tendencies? The strategy in the FIT method is to structure inquiries and phone calls in a specific way. This format follows:
Connection: Something on the company or on the contact you dug up in your research, e.g., new initiatives, strategies, papers given, events, investment in technologies or services. This is an opener and the hook.
Introduction: Basically, your elevator speech.
The Ask: This is a request for a meeting, for them to review your application or resume, or both.
As mentioned before, you are trying to tap into the Hidden Job Economy and establish that you FIT at a prospective company. You are attempting to connect with a decision maker for a meeting, or minimally an agreement to recommend and share your resume with peers that might be hiring.
Here’s a redux of the above email:
Dear Mr. Jones:
My career management efforts and research led me to ACME Corporation, and I was impressed with your company’s new initiative in sustainable supply chain management and logistics described in the latest Supply Chain World magazine. I see that you are responsible for this effort and noticed that your initiative is expanding nationwide.
My name is Joshua Smith and I’m a recent Supply Chain and Logistics graduate from Perdue, concentrating on Sustainability of Supply and Risk Reduction. Most of my projects and papers were focused on this area and I have a deep passion for continuing this work. I want to contribute to a company that has a similar commitment.
I was hoping I could arrange a short phone call to learn more about ACMEs efforts and possible career opportunities. My phone number is (321)555-1234 and my email is jsmith@email.com.
I appreciate your time and I’ve attached my resume for your consideration.
Best Regards,
-Joshua
If you contrast this email to the first email, you can see that Joshua with making an effort to connect by mentioning a recent article in an area of interest the receiver is responsible for. Joshua gives some context on why he’s reaching out and shares his passion and desires to continue to contribute to the work. Then he asks for a short meeting to discuss the company and possible opportunities.
Remember the goal is to leave the impression that the receiver is getting something for making the effort to read the email and engage. If the receiver is developing a position or positions to support the expanding initiative, the sender is helping to solve that problem.
Remember hiring for a position is just like buying something. Most people buy something to solve a problem (you’re hungry, you need a more reliable car, my phone won’t upgrade). Companies hire for specific positions because the problem is that they don’t have enough people to do the work. Your job is to convince that you are a FIT to solve that problem.
About the FIT Blog
The FIT Blog adds depth and understanding to the Launch Success FIT Method. Think of it as a resource to learn more about the methods before signing up with Launch Success. It’s also intended as a resource during and after you’re engaged in the process. We provide definitions and examples on some of the foundational ideas, like the FIT Mindset and explaining Your Vision and Balance. What the FIT Blog reinforces most is that you control more than you think and can have a path forward towards independence and financial security.
About Gary Ainsworth
With over 30 years in working in technology and worldwide operations, and nearly 10 years as a certified executive and career management coach, I’ve gained insights in how companies hire and how career seekers increase their probability of getting hired. I’m committed to helping younger, less experienced professionals understand and unwind what’s holding them back in their careers.
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