The Hidden Job Market

Session overview

• Hidden job market

• Networking

• Canvassing letter

• Telephone canvassing

Did you know?

According to the Australian Bureau of Statistics, 78% to 82% of jobs are found through the hidden job market. (2006)

Are you missing out?

The hidden job market

Describes job search sources and leads that are not in the public domain

Access them by using:• networking• canvassing letters• telephone canvassing

• Networking works for everyone.

• Networking is the only way to access some fields/jobs.

• Every person you know is a valuable contact.

• Networking is about reaching out and developing a team of ‘helpers’.

Networking

Great networkers…

• listen• don’t interrupt• ask you questions about yourself• make eye contact• make you feel special• follow up when they say they will• ask instead of expect• remember snippets from previous

conversations • use open questions.

Canvassing letters

The purpose of a canvassing letter is to:

• show the employer what you have to offer• get the employer interested in meeting you.

Key elements of a canvassing letter

• Personalised approach.

• Appropriate to you and your marketplace.

• Sales orientated.

• Considers the employer’s point of view.

• Clear and concise.

• Accurate.

• Follows basic business etiquette.Adapted from Pauline Charleston,

Tap the Hidden Job Market, Choice Books, Australia, 2002.

Note: We did not use the

word interview. If you ask

an employer for an

‘interview’, very often

they will say ‘No’ straight

away.

Telephone canvassing

• Telephone canvassing (or telesearching) means calling employers directly to market your skills to their business.

• Your objective is to get a meeting with them.

The Yellow Pages

What is the easiest way to identify suitable employers in your local area?

Look up the Yellow Pages!

‘If I had five hours to chop down a tree. I’d spend four hours

sharpening the axe.’

Abraham Lincoln

Developing a phone script

A phone script will help you feel prepared for your telephone canvassing and give you guidelines for what to say during the call.

You don’t have to stick to your phone script word for word. It is more like a flowchart, listing things to say during the conversation.

1. Ask for the name of the manager.

Hello, my name is Joanne Citizen. Can you please give me the name of the Nursing Department Manager?

2. Ask to speak to the manager.

Is Ms Smith in? May I speak with her, please?

3. Introduce yourself and explain the purpose of your call.

Hello Ms Smith, my name is Joanne Citizen and I believe you manage the Nursing department at Springfield General Hospital. I am an experienced nursing assistant and would like to discuss employment opportunities in your hospital. Would you have a moment to discuss this with me?

4. Once you have their attention, sell your skills and benefits to the employer.

I have three years experience in ward nursing and one year in intensive care. I have recently updated my qualifications and have been praised by all my past employers for my dependability and quality of nursing. In my previous position I was responsible for training new staff and I am skilled in workplace training methods.

5. Ask for an opportunity to meet.

Rather than take up too much of your time today, is it possible to meet you with you to talk about my experience and qualifications in more detail?

6. Set up the meeting.

That’s great! I’m sure you’re busy at the moment but do you have a few minutes tomorrow afternoon? I could be there at 3pm. If 3pm isn’t good, would 8.30am on Friday the 6th be better?

7. Thank them and repeat the details of the meeting.

Thanks for your time. I look forward to seeing you Friday the 6th at 10am.

After the call

• Keep a record of the call and your follow-up actions.

• Complete your follow-up actions on time.

• Reflect on your call and identify areas for improvement.

• Stay positive.

Summary

• The hidden job market is all about being proactive.

• Don’t wait for the jobs to come to you.

• Use your network, canvassing letters and telephone canvassing skills to open doors.