Career Action Marketing Plan (Part IV)
- EXECUTIVE RECRUITERS: Remember that you ultimately must rely on yourself and always go with your gut feeling. You know best what is best for you! But still you must choose some other resources to assist in your job search. Accessing the right executive recruiters should be just one avenue to your total job search approach. Select a handful of known, established recruiters. There is a "Directory of Executive Recruiters" published annually by Kennedy Informations, which will help you locate those who have the expertise in your field. And for those of you exclusively in the entertainment arena, all of the major executive search firms now have entertainment divisions. Find out who the person is who heads up that area and contact him or her. Be careful, though and don't spread yourself too thin. And remember that you need to interview them as well. It is very helpful to carve out a relationship with a couple of recruiters. You may not have immediate results, as an executive search firm's mission is to fill a position for a corporation. If there is nothing in-house for them that matches your background, you won't hear from the recruiter. Many firms won't interview you unless they have a job specifically to talk to you about. But forging that relationship will be helpful for any future opportunities that may arise, and it will give you access to someone who knows the business marketplace in your chosen field. Remember, that a good executive recruiter has the power and ability to help change your life.
- COLD CALLING: Decide what companies and what executives you want to talk to and with whom you'd like to meet. You can pick up the phone and call them. To some people this may be intimidating, but oftentimes it works. Try calling after hours when an assistant may have gone home and the executive is more likely to answer his or her own phone. You'd be surprised at how receptive they might be. After all, generally speaking, they have been in a similar position at one time or another during their career. On the other hand, a solid approach is to befriend the assistant - after all the executive assistant is the gatekeeper to power, so you want to make a friend. You can engage in conversation and throw a compliment or two about his or her phone style, and they'll be sure to at least give the exec your message. Be respectful of the assistant's time - if the phone is ringing off the hook, then suggest that you can call back and postpone the dialogue for a different day. Once you've make a couple of these calls, it does get easier and it really is a good way to break into that company that you have your eye on.
- KEEP RECORDS: Be sure to keep files on all the resumes and cover letters you send out so that you can then follow up. I know this sounds elemental, but it is very important. Additionally, keep records of all of your phone calls, including the date you called and the date you finally connected with that executive. If you have any personal information, like hobbies or that you met at a networking cocktail party, make a note of that. It's a good conversational ice-breaker. Also, be aware of any articles in business magazines or trade papers that talk about any company in which you are interested. Find out what associations that company is affiliated with so that you can attend any function they may have.
- FOLLOW UP: Many executives I've spoken to over the years have trouble deciding when and how to follow up. One of the key things to keep in mind, is to try to have a reason for the phone call - don't call just to check in. Perhaps you read an article that would be of interst...well, send it on to that executive with a note. Then a week or so later, put a call into him or her - the likelihood is they will take the call, and you are then in the process of establishing a relationship. Request a short meeting - 15 minutes - with the executive for an informational meeting. Oftentimes that's an easier approach as opposed to waiting for that job to be open.
