Use This “Trick” to Access the Hidden Job Market and Accelerate Your Job Hunt

A widely-shared statistic about the job market is that 85% of available jobs are not posted online — they’re part of the “hidden” job market.

Why don’t employers post their jobs online?

• Sharing available jobs internally is less expensive than posting them online.
• Drawing from an internal pool reduces hassle and risk.
• Avoiding job boards helps restrict public knowledge of business changes.
• Referrals often lead to high-quality applicants.

Now, consider this: About 90% of job-seekers I’ve coached only used job boards to look for work before meeting me. In other words, it appears that 9 out of 10 people are fighting in a cluttered ring for 15% of available jobs.

Wouldn’t you rather frolic through a rolling field of untapped career possibilities?

Who wouldn’t, right? But, how can you possibly apply for jobs you don’t know exist? Well, that’s the “trick.” But it’s really not a trick at all. Your magic bullet is simply connecting with people “in the know” by asking them to tell you their stories.

Notice I didn’t say “networking,” which is such a tired concept of building relationships to get something from people. I said “connecting,” and I mean forging new acquaintanceships to give people something (the opportunity to tell you about themselves). You can develop rapport, gain vital information, and establish a network of advocates by showing a genuine interest in people.

A Step-by-Step Guide to Getting an “In” with Awesome Organizations

• Identify five or so companies you’d like to work for. Some selection criteria may include the company mission and vision, current events, what you’ve heard about working there, and the nature of the work you expect you’d be doing. Don’t worry about whether there is a job posted that would suit you or not.
• Mine LinkedIn for employees of these companies that work in your field at your level or one level above. You can do this by typing the company name into the LinkedIn search bar and then clicking on the link that says, “See all ## employees on LinkedIn ->.” From there, you can further filter your search or sort through the entire team.
• Send a message to connect with employees and managers at the businesses you identified. The more people you reach, the better, although I’d recommend not contacting six people in the same department, as you could appear to be a spammer. The message you send should be something like:

Dear (Name), I’m exploring career possibilities, and your role at (company name) seems very interesting. Would you be willing to take a few minutes out of your day to tell me about how you landed here and how you feel about it? I would greatly appreciate the opportunity to hear your story and get some advice. Are you around for a quick call or video chat this week?

• During your call, don’t pitch. Gather. Prepare some questions you’d like to know about the company and the person’s role before your call. Pay special attention to the content of the conversation. If it turns to you, return the spotlight to the person you’re speaking with. The purpose of this call is to listen, not to talk.
• Follow up with a thank-you note via private message or email. Express that you appreciate the person’s time and insights. If the job sparks your interest, you can ask a question like, “Since our conversation, my interest in (company name) has grown. How would a person like me go about getting a job with your organization?”

Notice that this is an open-ended question that doesn’t allow for a “yes” or “no” answer. If you say, “Do you have a job for me?” the answer could very well be “no.” Instead, by asking “How would a person like me go about getting a job here?”, you invite further discussion.

• Keep in touch. Jot down a few notes about your new contact during your call, and set a reminder to follow up quarterly. When you reach out, make yourself memorable by sending an article, meme, or image related to the conversation you shared.

What to Expect from this Approach

Connecting takes time and thought, but the rewards can be both immediate and lasting. By nurturing relationships with 20–30 people at interesting companies, you’re vastly expanding your prospects of securing meaningful work aligned with your values while enhancing your web of allies for future opportunities.

If you’re hesitant about “bothering” people, don’t be. Most people enjoy helping others. In fact, Time Magazine lists helping others as the secret to happiness. I’m not sure if I’d go so far as to say that this means you’re doing people a favor by asking for help, but, at the very least, you’re not causing any harm.

Just do it. Ask for help. Grow your contacts and snatch up an unlisted job!