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By Judit Price

The job search process is often a long and frustrating exercise. While rejection is disheartening, for many people the greater frustration is their inability to even reach the right people. It is one thing to lose; after all competition is heavy. But not having a chance to even play in the game can be even more frustrating. So what can a job seeker do to increase the odds you can play? How do you get your name or your resume or even your voice in front of that critical HR person, recruiter, or even the hiring manager to promote your skills and get that coveted interview? Well, it isn't easy, but getting past the gatekeeper, the receptionist, secretary or assistant is crucial to increasing the odds you will be considered.

In most cases both the manager and the gatekeeper view screening calls and mail as both necessary and beneficial in ensuring the efficiency of their operation, eliminating a constant cacophony of sales people, fundraisers, mis-directed job seekers and others who would "waste their time." To these people, you are one of the great mass of unwelcome intruders, and until you change that perception, you're lost.

While I strongly discourage dishonesty, which can have seriously negative repercussions, there is a point at which being too candid and straightforward can be harmful in trying to get to the right person. For example, rather than explain you are seeking a job (a word you should never use), looking for information or help is both appropriate and frequently successful. When gatekeepers perceive you are trying to sell something, that's when they get defensive. But, ask for help or information, and people can be remarkably supportive and informative. The key is positioning yourself to tap into the natural propensity that people have to be helpful.

That means the approach is critical. You don't want to alert them that you are a job seeker who wants to talk to their manager. Rather, enlist them as an ally and approach the problem from a more general perspective, such as looking for guidance and information. Find out the gatekeeper's name and be bold in asking for help directly. You will be amazed how a personal approach and a little informality can set a tone that puts them at ease and keeps their guard from coming up.

Naturally, you have to provide a plausible reason for the call. Rather than say you are calling to talk to the manager, be somewhat indirect. "I understand the Mr. Smith may be looking for someone to help him solve a special need and I wanted to just let him know that I can help." The key is to treat people with respect, create a connection by enlisting their help in solving their manager's problem, and provide a reason for why the gatekeeper will want to help you. Remember, at all times you are speaking with a professional and an individual … a resource to help you solve your problem, not an impediment.

Calling at odd hours can also be effective. Gatekeepers are usually 9-to-5 employees, with a lunch break. Managers frequently arrive at work early, work past 5 pm, take lunch at their desk, and even frequently work on Saturdays. Consequently, these odd hours can be an excellent time to call. Not only are they often available, but these times are also lower pressure, without the normal hassle associated with 9 to 5. As a result, the manager may give you some quality time to discuss the job. At the very least, you can request an appointment for another, more convenient time.

Opinions on voice mail vary. While I do not recommend leaving countless voice mail messages, I do recommend one or two. Use the messages to identify yourself and briefly explain why you're the best person for the job. If you do actually speak to the right person at some point, you can assume there is some degree of familiarity with you and your credentials, and you can move on to substantive matters. And, by the way, people tend to respect persistence as long as it remains professional and doesn't go too far.

If you use voice mail, your pitch must be the best it can be. Prepare it carefully and then practice, practice and practice. However, never read it from a script (unless you are a professional actor); people can tell.

Networking can also help at great deal. When the gatekeeper or manager understands that someone they know, knows you, you immediately gain instant credibility. Consequently, good networking, rapport and solid preparation can go a long way in getting you the face time so critical to finding that special job.

Finally, don't be afraid. Pick up that phone, dial the number and talk. You may not succeed, but if you don't get the tryout for the team, you will never get to play.

Judit Price is an employment and career transition consultant and coach in private practice with over 20 years experience. She holds a Masters Degree in counseling and is a Master- level Certified Career Guidance Professional, Career Development Facilitator Instructor, International Job and Career Coach, and Certified Career Master. She authored a Career Life Development Portfolio book for adults and high school students, published by JIST Publishing.

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