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you he’s not in charge of hiring for the department you want. This is frequently the case with personal referrals. No matter. You’re inside. They don’t know what (and really don’t know who) they want anyway.

4. Always send a thank-you note to the person who referred you. If you’re hired, send flowers. The referrer will refer you again—not for the flowers, but because you value her.

It’s not what you know, but who you know.

True, you know!

Do 18: Surveying to Get Instantly In

Talk to an offeror right now! Well—as long as it’s during business hours.

Why does taking a phone survey work so very instantly? Because the offeror:

1. Is flattered at being asked

2. Likes the power of participating

3. Is interested in the subject (we’ll see to that)

4. Can use the results

5. Doesn’t have to take the time reading, completing, and sending back a form

That’s why the completion rates on phone surveys are five times higher than those on written ones. Many close to 100 percent.

This is how to do it.

Choose a Riveting Subject

The best survey subjects for instant interviews are salary and opinion.

The reason is self-interest. If the offeror is an owner, she either wants to be competitive or wants to express herself to someone who actually might care.

Salary and opinion surveys are also popular for people like you, since the media likes to report them. This boosts your credibility and exposure (if you decide to formalize them).

Write a Short Survey

This shouldn’t take more than a few minutes with our guide:

Salary Survey

____________________________(date)

Respondent (Offeror)_________________ Title ____________________

Business Address____________________________________________

Phone _______________Fax ______________E-mail ______________

Hello Mr./Ms.______________.My name is_________________with

________________(think of something)_________________. You’ve been

selected to participate in our annual salary/opinion survey. I understand

that you’re a/an (title of job) and I’d like to ask you a few questions.

It should take less than five minutes. Of course, we’ll be pleased to furnish you with the results. Is this a good time for you to talk?

Salary Survey Questions

For a salary survey, ask:

How long have you been in this job? What are your three primary duties? How many people do you directly supervise? What is the exact title of each job? What is the salary being paid for each job?

Opinion Survey Questions

For an opinion survey, ask:

How long have you been in this job? What do you like most about your job? What are your three primary duties? How many people do you directly supervise? What are their job duties? What attributes do you like to see in them? Are you looking to hire anyone now? What qualifications are important to you? What makes you want to hire someone? What opportunities for advancement exist for someone you hire?

Close with an Appointment

Ask tie-downs like:

That appears to be exactly the opportunity I’m looking for! Why don’t I come over and we can meet personally?

I’d like to discuss this further with you since I know someone who fits exactly. It’s me! How about our getting together for a few minutes tomorrow morning?

It sounds like I can do a lot of good working for you! Let’s get together tomorrow and discuss it. I’ll be in your area tomorrow morning between 9 and 11. What time would you like to meet?

Then go over and grant her wish! (Do 1).

Do 19: Reading Between the Classified Ad Lines

It’s so easy when you work backward!

The newspaper help-wanted classified ads look like an organized listing of job openings. The ads are in neat columns, alphabetically grouped, and often numbered by a code for the position. (Same with an Internet job board.)

Organization begins and ends in the newspaper’s word processor. The ads are a totally unpredictable, random, free-for-all.

But at least the advertisers have put their money where their mouths are—they’re paying for responses. That means you can