Navigating the Hidden Job Market

How do you tap into the hidden job market? First, list all the jobs you've always wanted to do and some industries you'd like to work in. Next, list some companies you may have heard of in those industries. Now rank these jobs according to their appeal to you, remembering, of course, to use a measure of realism.

Make a list of friends, family, former schoolmates or former colleagues who may have any connection with the jobs, industries or companies you've identified above. Get their phone numbers. (Remember, even if your contacts are in different jobs now, if they once worked in industries or careers you're interested in, these people can provide valuable contacts.)

Next, call the people on your list. Don't be shy. Be pleasant, friendly and undemanding. Keep your voice confident.

It helps to say you're considering a move into a new industry, not that you're desperately looking for a new job. Don't tell people how long you've been looking for a job or out of work. Always be upbeat. Look for an opportunity to tell a joke or be lighthearted. Nothing helps bond like laughter.
Even if a person doesn't seem to be much help, remember to ask each person if they know of anyone else in that industry you should call. Ask if they have that person's phone number. Always ask if they have any advice for you. Most people love to give advice. You don't have to take their advice, but something they say may be helpful.

Remember, what you are doing is creating your own job bank network, a collection of sources who are going to help you get your dream job. And if the thought of making these calls makes you nervous, remember this: Many of your contacts will be glad to help you get a job, thinking that you may then be in a position to turn around and help them eventually. That's why a good way to end one of these calls is by saying "Thanks again for all your help. Let me know if I can ever return the favor."

Let's practice.

Maybe you want to get into the entertainment field. You've heard from some of your former classmates at UCLA that Sally Smith, a person who also went to UCLA, has been working at Fox in Los Angeles for more than a year. You don't know her well, but you have mutual friends and may have met before.

Let's make the call:

"Hello, Sally? This is (your name), We met at UCLA. I'm a friend of (name of mutual acquaintance). Are you swamped right now? I'm living in Los Angeles these days (or I'm interested in moving to Los Angeles) and wanted to ask you a quick question."

There are two ways this conversation can go from here:

• No. 1:
  Sally: "Oh yes, I remember you. Actually, I am swamped. Can you call me back?" You: "Sure thing. When is a good time?"
• No. 2:
  Sally: "Oh yes, I remember you. Actually, now is great." With that door opener, here are some possible questions you could ask:
  You: "Wonderful. Well, I am very interested in getting into the entertainment field and am thinking about Fox. How is it working there?"
  You: "Is the company in an expansion mode? I'm especially interested in getting involved in the television side. Who are the best people to talk to there?"
  (Don't ask for spellings, addresses or titles. You can call the company and get those later.)
  You: "Do you hear much about the other studios? Are they expanding?"
  You: "I know this is a tough business to get into. Do you have any suggestions?"
  You: (Only if the conversation is going well) "Well, thanks so much. I know you are very busy, so I don't want to keep you on the line. How are the next few weeks for you? I'd love to take you to breakfast or lunch and hear more about your job at Fox! We could catch up on UCLA news."
  You: "Thanks again so much for your help. Please let me know if I can ever return the favor. Here's my number in case anything comes up."
  Remember, these types of conversations will seem tough at first, but will get easier. Always follow up with a short and sweet thank-you letter. And, don't get discouraged if some calls don't go well. As with anything, you have to start with small steps.