The Seven Keys to Successful Job Lead Generation
Generating suitable job leads is one of the most difficult and important stages of the job search process. You can be the best interviewee in the world but you will not acquire job offers if you lack appropriate opportunities.
Since the job search process is ultimately a numbers game, more suitable job leads in your pipeline will result in more opportunities to interview and to subsequently generate job offers. Below is a 7-step approach to successful job lead generation.
1. Identify Your Target Market:
Identify 20 targeted companies in your desired geographical regions and industries that may have a need or problem that can be successfully met by your expertise. To identify these companies, you can use business directories like Dun & Bradstreet, lists such as Fortune’s “100 Best Companies to Work For”, company review sites such as Glassdoor.com, and so on.
2. Identify Your Potential Prospects:
Determine the senior executives who are in charge of your targeted business unit for your 20 companies; for instance, the CMOs if you are seeking positions in marketing. These are the individuals who can make hiring decisions or at least refer you to the appropriate hiring managers depending on your experience level. The quickest way to acquire this information is to dial the main number for each company and ask “Who is in charge of X (the department you are targeting)?”
3. Prepare Prospecting Scripts:
Create call and/or email scripts to use when you contact previous and/or current employees (including hiring managers) of your targeted companies. These scripts should include an introduction, purpose, WIIFT (what’s in it for the individuals you contact), responses to common objections or rebuttals, and/or closing.
If you want to gather information about a company from current and previous employees, you could state: “Hello my name is X and I’m a fellow X member who is thinking about pursuing opportunities with your company. The reason I am contacting you is to ask a few questions to determine if I should begin my pursuit. Do you have a few minutes to talk?”
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