Tactics to Be Used By Law Students for Approaching Contacts

Whether you have identified your contacts through library research or attending events, it is important to use a well thought-out process when approaching your contacts for assistance. An approach letter, followed by a phone call, informational interview and thank-you note is most effective. Write a letter then call to ask for 15 minutes of their time for advice. Do not put pressure on the individual to find you a job or to interview you. That may be a long term result, but at this juncture, an informative conversation should be your objective.

Letter of Introduction


Your Name
Street Address
City, State, Zip Date
Contact Name Title
Organization Street Address City, State, Zip Code

Dear:

Bob Smith suggested that I contact you about my interest in career opportunities in environmental law (the legal community in New Jersey, etc.) I am a graduate of XYZ Law School with 4 years experience in...

(Your next paragraph should tell something about your background. Include your prior work experience, current situation, skills, interests, academic history, connection to the geographic region, etc.)

As I venture into the job market, I hope to benefit from the experience and knowledge of others in the field (in New Jersey) who might advise me on opportunities for someone with my qualifications. I would appreciate the opportunity to meet with you for 15 minutes for your guidance. I will call your office next week to see if we can schedule a meeting.

I look forward to discussing my plans with you. Thank you for your consideration.

Sincerely,
Your Name

Letter of Reintroduction

Your Name
Street Address
City, State, Zip Date
Contact Name Title
Organization Street Address City, State zip code

Dear:

It was a pleasure meeting you last week at . (Remind your contact where you met and the nature of your conversation. Restate your interest in the topic.)

(Your next paragraph should tell something about your background. Include your prior work experience, current situation, skills, interests, academic history, connection to the geographic region, etc.)

I would appreciate the opportunity to further discuss my job search strategies with you in order to benefit from your expertise. I will call your office next week to see if we can schedule a 15 minute meeting.

Enjoy the opera next week. (Close with some reference to your prior conversation.)

Thank you again for your help.

Sincerely,
Your Name

Do not include your resume with the letter. The receiver may assume you are applying for a job and may not bother to read the letter thereby missing your request. Simply supply any relevant information contained in your resume in paragraph two of the letter.

Telephone Skills

Nothing is more effective than a well-written cover letter followed promptly (5-7 days later) by a telephone call. Most job seekers never even try to call decision-makers and even those who do, do not do so often enough. The telephone is the most underutilized tool available to the job seeker. With it, assertive candidates can reduce uncertainty and waiting time. It is your responsibility as the job seeker to make the telephone call and schedule a meeting!

Prepare a script so you can clearly and succinctly introduce yourself and articulate your needs. Your ability to present yourself and explain what you hope to gain from meeting with your contact will determine his response to you. Why have you chosen this particular firm and more importantly, this particular person to contact over all of the other possibilities? What specifically do you want to find out? These types of questions will help you to clarify your objectives in networking before you call or write contacts and will increase your chances of piquing their interest in meeting you. You must be prepared to say more than "I have just lost my job and I was wondering if you know of any openings." Consider instead:

"Hello, Mr./Ms. .This is Mary Brown, I am calling at the suggestion of Bob Smith. I sent you a letter last week explaining...(restate the first paragraph of your letter) and I was wondering if you might have 15 minutes next Tuesday or Thursday to meet with me?"

Remember, you do not want to exert pressure on this person to find you a job. You only want to explain the purpose of the meeting and articulate how you believe your contact can be helpful. The objective is to unearth information about them and their job experience.

Choose a private comfortable setting for making calls. Besides your script, keep a pen, pad and copy of your resume and letter at hand. Being prepared will help to ameliorate an attack of phone fright and will prevent you from omitting important information. Your script should include:

• who you are calling (address the person by name)
• who referred you
• why you are calling (to determine the status of your letter)
• how you believe the person could be helpful

As the example suggests, consider giving the listener a choice between something and something, not a choice between something and nothing. For example: "I was wondering if we might meet Tuesday afternoon or Thursday morning," is more effective than "I was wondering if we might meet next week." Even if both times are not convenient, offering a choice avoids complete rejection and steers the interviewer into discussing timing. Remember to confirm time and exact address, including floor and room number.

If the person seems hesitant to grant your request to meet, clearly state that you are not looking for a job with them and that you are only looking for advice and information. If you are still met with resistance, try to conduct the informational interview over the phone. If even that feels uncomfortable, politely bring the conversation to a close and than write a nice thank you letter, again stating your intended purpose. Mention your disappointment in not being able to learn from the person's experience and ask to be remembered for future reference. Enclose your resume with this letter.

Stumbling Blocks: Voice Mail and Secretaries

Perhaps the greatest challenge when using the telephone is reaching your target. The advent of phone mail has frustrated many job seekers. Be prepared to leave a detailed message of why you are calling and state a time when you will call back to alert your contact. Do not simply leave a name and a phone number and expect a person to return your call.

Reaching a receptionist or secretary can provide a unique set of problems. Keep in mind that it is part of their job to screen phone calls. Secretaries are trained to keep the unwanted world away from a busy boss.

Try to take control of the conversation from the beginning, following your script. Sound confident. If requested to give a reason for the call, offer, "She is expecting my call. We have corresponded," or "I am calling at the suggestion of Mr. Smith." If your voice conveys uncertainty, you may be giving the secretary just cause to screen you out.

And, never try to deceive the secretary by saying, "I am a friend," or "it is a personal call." You will only alienate your prospect.
A secretary can be your best ally or your biggest stumbling block. Be sure to get his/her name and establish a friendly relationship. Remember, they have access to your target and are likely to share their impressions of you with the boss.
If you doubt that your target will return your call, indicate that you are going out and ask when might be a good time to call again. If after several calls, none have been returned, do not signal exasperation. This will make the secretary defensive. Instead, apologize for calling so often. Ask if you could schedule a phone appointment to break the cycle of telephone tag. The secretary may be moved by your respect for her time and either schedule a phone appointment, or provide you with information about a better time to call or, at least, push your message to the top of the pile.

If you cannot get the cooperation of the secretary, try calling before 9 a.m., after 5 p.m. or during lunch when your target person is more likely to answer his/her own phone. Busy lawyers are also likely to be in their offices on Saturdays.

Understand that it may take several attempts over a period of weeks- even months to get someone's attention. Keep in mind that the way to get a response to any kind of marketing communication is to create multiple, positive impressions.

You're ready For an Interview

When you can respond affirmatively to all of these statements, you are ready to proceed with informational interviewing.

• I can articulate my strength, skills, motives and goals.
• I am positive and upbeat and fully expect the meeting to be successful.
• I present myself in a professional manner.
• I dress in a way that projects a positive image.
• I am prepared to take charge of the meeting.
• I have specific questions to ask.
• I have prepared a list of target organizations and will readily ask for referrals.

See the following articles for more information:

• 21 Major Interview Mistakes to Avoid at All Costs
  
  
• The Best Way to Prepare for a Job Search and Interviews
  
  
• How to Talk About Other Interviews in Your Interviews
  
  
• How to Answer the Tell Me About Yourself Interview Question
  
  
• How to Answer the Do You Have Any Questions for Me Interview Question