Cold Calling Your Way Into a New Job

Here you are at your desk, staring at your job leads list, which lists the names, addresses, and telephone numbers of businesses that can use your skills and services.

You start dialing the number of your first entry. But what will you say to the person who answers? Usually, job seekers ask if there is a job open for them. Almost always, the answer is "No." If there were openings waiting to be filled, these would have been announced in help-wanted ads or given to the Personnel Department. In both cases, the result would be a large number of competing applications and a quickly-filled position. Also, most employers are reluctant to inform a stranger about an opening over the phone when their plans aren't certain. They may not be sure they want the job filled yet. They may be trying to fill it with someone they know, or with someone who's been recommended by a personal acquaintance, or even with an existing employee working in another position.


Another obstacle is that the person who answered the phone— perhaps a secretary—usually does not know what positions may be opening up, and may simply refer you to the Personnel Department. This department, will usually ask you to come in and fill out an employment application form but not grant you an interview. So if you ask, "Do you have any jobs open?" the answer is almost always "No," or "I'll connect you with Personnel."

The Job Club has a different approach.

Talk to supervisors and reporting authorities

The first step is to talk to the head of the department in which you would like to work. Do not ask the secretary who answers the phone about openings—she or he probably is not authorized to tell you, only to refer you to the Personnel Department. And do not talk to the owner (unless it is a small business) —owners often are unfamiliar with the needs and probability of openings in the departments under them. Instead, ask for the department head, and suggest that it is about a personal matter. This is the person who knows who is likely to be leaving, and whether the company needs your skills; this is the person whose recommendation can get you hired.

Ask for an interview to discuss possible openings

When you get the department head on the phone, do not ask if there are openings. Instead, ask for an interview to talk about possible openings. This gets the department head off the hook—he or she can refrain from admitting that there is an opening, but a tentative one that is being left open until "the right person" is found. A department head who sees no possibility of any opening will probably tell you so, not wishing to spend time needlessly. But if the person does agree to talk to you, this usually means there is some sort of current or future opening. The department head may very well say something like "We don't have anything right now," but still be willing to speak to you since past experience has shown that an opening may occur at any time, and if so it would be preferable to fill it as soon as possible with a known quantity (you).

Schedule the interview as soon as possible

If the employer agrees to talk to you, set an exact time for the interview, and try to arrange it for that same day or as soon thereafter as possible. Since you want your interviews to take place in the afternoon or late morning, suggest that time slot—for example, "I can make it to your office between i and 2 today; would that be convenient for you, or would later be better?" or "Would sometime this afternoon be convenient for you?" Don't set the date too far in advance—you may miss a job opportunity that exists right now, or be without any interviews that afternoon, or be cancelled if other appointments come up for the employer.

“We have no openings right now”

If the employer tells you there are no jobs open right now, repeat that you still would like to talk about openings that might come up in the future, and that you understand you are not being interviewed for an existing opening.

“We have no possible openings now, and none is likely in the future”

Even employers who have no possible openings now or in the future and who refuse to arrange a discussion can still help you greatly. Since they are in the same general area of work as you, they usually have much information about what other businesses in the same line of work are doing.

Ask the employer to suggest other places you can contact that might be hiring. If a place is mentioned, ask for the telephone number, approximate address, and the person to ask for when you call. Also ask if you may mention to that person that this person suggested you call. The process of obtaining this information will get you a new job lead and a personal introduction, even if the employer has no possible openings. Lastly, ask when you might check back about possible openings, and write that date down immediately on your list of leads.