Not enough has been written about that power tool you have on or near your desk, and how it can benefit your job search. No, I don’t mean your laptop; I’m talking about that telephone right next to it. You know, the one with the cord attached to the wall? It’s old-school but it’s effective.

Think you already know how to use a telephone? Think again. Sure, you probably know how to use more of your smart phone’s fancy features than I do. But that’s not what I’m talking about. I’m talking about whom you call, when, what you say, and how you say it.  Follow my advice and you’ll at least be in the top 20% of job seekers, most of whom are out there banging away on leads they see on the Internet.

Consider the Hardware
If you’re like most people, you’ve got at least two phones, a home phone and a cell phone. You’ll have your own business phone, too, but you’ll likely want to avoid that one for a lot of job related discussion.

Some people use a cell phone as their sole instrument. That’s OK, but it’s not ideal. These job search calls are so important that you don’t want to be dropping them—and cell phones do drop calls. Another concern is call quality (as your voice fades in and out with that VP of H/R who called you, so might your chances of actually getting hired). So it might be worthwhile to spring for a landline, or maybe a phone from your cable company. The former is better—landlines are rock-solid—but a cable phone is cheaper, and they usually include unlimited long distance.

If you do choose to employ just a cell phone, make sure you have one of those pocket batteries that allows you to instantly get a charge when the “Battery life is at 10%” notification pops on screen, and keep it with you at all times. Figure out where in your house you get the best reception. Above all, stay in one place when you’re on an important call. If you’re driving, pull over.

Finally, get a good pair of headphones with a corded microphone—especially if you use a cell phone, which usually has inferior audio quality. When you’re forced to use Skype, another form of online voice communication, a high-quality headset can eliminate (or at least reduce) that annoying echo. I prefer a good pair of “cans” on my ears so that I can get all the nuances out of what is usually a marginal-at-best connection.

Phone Networking Protocol
Most scientists (and even some senior executives) think that a job search is something you do on a computer. Updating your LinkedIn page, responding to online advertisements, sending off a CV package to a new contact referred by a friend—these are all valid job-seeking activities, but they’re all preliminary to the hardcore, productive networking that doesn’t start until you talk in person (the first choice) or by the phone (a solid second). I know this sounds old-fashioned, but trust me: The business world still runs by phone and face-to-face. Your computer can hold you back if you hide behind it and never pick up the phone. It might be best to think of your computer as the world’s greatest phone book, a mere accessory for the telephone in your hand.

Convinced that you need to use the phone? Good—but that’s only a start. While anyone can make a phone call, not everyone can use their voice to make a positive impression, or leave a subtle, positive message behind. Skills like that can get you hired. That’s something you need to work on over time, but I can help you get started. This month, I’ll focus on phone protocols when networking. Here is a list of my best advice for using the telephone in your job search.

• Call people you don’t know. As I’ve written many times before, you want to find people on the career trajectory you picture yourself on, but one or two steps ahead. Use LinkedIn, Google, or any other means to initiate a connection. If you can find a phone number, call them. As you know, people in industry get networking calls all the time; it’s a part of our daily work life.
• When making such a “cold call,” always promise you’ll keep it brief, then keep your promise. “John, I’m Bill Flemming. I have a question for you about a project. Do you have 3 or 4 minutes, or would it be better to talk at another time? I promise not to take up very much of your time.” People can take a few minutes, usually, but they’ll turn you down if it sounds like your call is likely to require a bigger time commitment than that. What’s the “project”? Your question for John—who has a background similar to yours—is how he landed his position as a bioprocessing lead at Merck. Networking by phone is just another kind of research—it’s just what you’ve been trained to do as a scientist. It’s gathering information.
• Never ask for a job. Your phone call is really about exploring how other people have made the transitions you are considering. It’s true that if things go well you might agree to follow up by sending along your CV, and that’s OK. But focus the conversation on information gathering; avoid making a sales pitch.
• Call them what they want to be called. If I answer my phone, “Good Afternoon, this is Dave,” you’d best call me “Dave” and introduce yourself by your first name. More than two-thirds of the people you call will expect you to address them by their first names, and this positions you well. You might think it more respectful to address them as “Dr. Smith,” but in doing so you are subtly (and unnecessarily) positioning yourself on a lower plateau. On the other hand, if someone answers their phone “This is Dr. Smith,” that’s your cue to call them by the “doctor” designation. What should they call you? If they’re far more senior than you, they might be expecting some hierarchy. So, one good approach is to leave the decision up to them by identifying yourself by your full name, then mentioning your credentials. “Hello Dr. Smith, I’m Fred Gonzalez, a bioprocess engineer over at ABC Company.” That way Dr. Smith can decide whether to call you Fred, Mr. Gonzalez, or something else.
• The sound of your voice makes a big difference. One of the biggest determinants of successful telephone use is the way you sound on the line. If you speak in a quiet monotone, your job-search results may be similarly monotonous (and not in a good way). On the other hand, you’re unlikely to come across well if you try and fake enthusiasm, either. You need to seem relaxed, upbeat, and authentic. For most people, that takes time and practice. Meanwhile, the advice I give people is to care a bit less about the results of the call. That may sound strange, but if you’re hung up on making sure that every call goes perfectly, your anxiety will be audible. If you care a bit less and just have fun with it, you’ll achieve a better vocal quality, and that will get the attention of the other party.

Next month, I’ll describe today’s best advice on how best to handle phone interviews, and how to follow them up with your new favorite high-tech device, your telephone.

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David G. Jensen
Contributing Editor

David G. Jensen is Managing Director of Kincannon & Reed Executive Search (www.krsearch.com), a leading retained search firm in the biosciences. You can reach Dave at (928) 274-2266 or via [email protected].