Richman: How to uncover the hidden job market
Richman: How to uncover the hidden job market
Let’s cut to the chase: The best way to find a job that’s a good match for you is to network. About 75 percent of available jobs are found in the “hidden” job market. So spend 75 percent of your time looking for them there.
Does that mean employers don’t advertise their openings?
They do when they must, but most would rather hire people they know personally or prospects referred by people they know. Most employers would rather save time and money by networking for candidates rather than going through the laborious and expensive process of scanning résumés, fielding and returning calls, setting up phone screens and formal interviews. When they can identify someone through referral, they can fast-track the hiring process.
Then why should you respond to newspaper and online job postings at all?
Since they still represent about 25 percent of what’s available, they’re worth about that same percentage of your time and effort.
What exactly is networking?
Networking is an exchange of information that takes place between job seekers and those who potentially know where the jobs are.
Networking is a “contact sport.” You call people you know or with whom you have a shared interest, and ask them if they would be open to talking to you about who else they know. The idea is that you will eventually be referred to a person who is in a position to hire you — or at least know where a specific opportunity exists.
It may seem like you’re going in circles sometimes when you start penetrating other people’s networks, but the point is to intersect with opportunities that are right for you, multiply your circle of contacts and reach the greatest number of people in the shortest period of time.
Why would they talk to you?
Because they have something in common with you. People recommend people they know, and they typically like people with whom they share an interest. That interest could be anything from opera to fly fishing, from comedy to carpentry, or from dancing to hiking. That commonality invites trust, and trust opens the door to opportunity.
So what should you say when you talk to these people?
Tell the truth, keep it simple and be straightforward. Say you’re looking for a job. Describe what you do (in 10 seconds or less) and why it matters (in 10 seconds or less). Because you have something in common with the people you’re talking to, they’re willing to help. So ask their advice and brainstorm with them about who else you could talk to.
How should you act?
Be quiet so they can ask you some questions and make some suggestions. Be interested in their opinion and keep the conversation going. If the timing’s right, ask for names of people you can contact so you can get closer to your goal.
Stay focused, upbeat, optimistic and appreciative of the person’s time and interest. You’ll get referrals if you’re flexible and easy to get along with, if you can communicate what you want and demonstrate how you make a difference, and if you’re self-aware and comfortable with who you are. Practice those behaviors when networking and interviewing, as well in your job and your life outside work, and you’ll get closer to where you want to go.
Joyce Richman is a speaker and career coach conducting seminars and workshops throughout the United States, and the author of “Roads, Routes & Ruts: A Guidebook for Career Success.” You can reach her at 288-1799 or JERichman@aol.com. Watch Richman’s latest career advice Wednesdays at 6:35 a.m. during “The Good Morning Show” on WFMY News 2.
