How to get referred
A proven system for building relationships that lead to opportunity
Introduction
You have a 0% chance of getting the job.
The average job posting gets 250 applicants.
1/250 = 0.004
Not great odds.
So, how the heck do you get hired?
GET REFERRED.
Referrals get put at the top of the applicant list every time. Hiring managers have a strong preference for someone that they know personally or someone that their team knows.
Getting referred takes time but if done correctly, you can unlock a ton of opportunity.
These 4 steps can help you get there:
Connect with the right people.
Send the right message.
Nurture the relationship through consistent engagement.
Keep on top of opportunities and follow up.
1. Connect with the right people.
Networking only works if you’re focused. LinkedIn makes it so easy to “connect”, that most of us end up with hundreds (sometimes thousands) of meaningless contacts. Don’t be random. Be specific.
Here are 3 people you must build relationships with:
Peers who work in your target role.
These are the best people to connect with because you can learn a lot from them and they have a lot of influence within the referral process.
Do a search for your target role; filter by people and then select “all filters.” Try to narrow down the list with criteria that relate to you. Can you find someone that has the job you want but also 1) went to the same college? 2) the same bootcamp? 3) lives in the same town? 4) worked at the same past company? You’re more likely to have success if you reach out to people that have something in common with you. A similar background is the best ice breaker.
Here’s an example screenshot. Let’s pretend I’m looking for SOC Analysts that went to BYU (where I went to college).
Recruiters that work at your target company / industry.
Working with Recruiters can be tricky because they get hit up all the time. It’s really hard to get their attention just because of all the messages they get.
Start small. Find 10 Recruiters that work at your target company or that recruit specifically for your target role.
Hiring Managers that work at your target company / industry.
Same idea as networking with peers. Do a key word search for leadership titles and filter by anything relevant to yourself or your target role.
Here’s an example screenshot if I was looking for managers at Dragos.
2. Send the right message.
Ok, so you’ve made a list of people to connect with. Now it’s time to craft a message that will get a response.
Remember, this is a numbers game. You will get ignored by a lot of people. That’s totally normal. I do this for a living and have about a 10% success rate (if I message 50 people, about 5 will end up taking my call).
Here are some ground rules when reaching out to someone for the first time. Your initial goal is to simply introduce yourself and get on their radar.
DO’S
1. Make it personal. Try to call something out about their background or something they’ve posted on LinkedIn. (“loved your post about …”)
2. Keep it short. They are way more likely to read your message if it’s brief.
3. Do your homework. Make sure to research where they work and what their role is.
4. Highlight common ground if possible. You seem less like a stranger if you have something in common.
5. Be transparent and honest about why you’re reaching out.
DONT’S
1. Don’t ask them to jump on a call. It’s too early for that type of commitment.
2. Don’t ask for a resume review. Don’t ever burden the other person with homework.
3. Don’t ask obvious questions that can be googled - “are you hiring right now?”
4. Don’t small talk. It doesn’t work well on LinkedIn.
5. Don’t overwhelm them with information. You’ll have time to tell your whole story later on.
If they don’t respond, don’t give up! Send a follow-up message a week later if you don’t hear back.
Here’ an example message if I was to reach out to someone in my target role.
“Hi [name], thanks for connecting. I hope you don’t mind me reaching out but I noticed you just joined [company] as a [role]. Congrats on that! I’ve been targeting a similar position and would love to hear about your experience getting hired there. I’ve been following [company] news and events and love what I’m seeing with the culture there. I look forward to connecting in the future!”
3. Nurture the relationship through consistent engagement.
For anyone that responds to you, keep the conversation going. If they actively post content, comment to keep yourself visible. Try to add value and be genuine with each interaction. Send follow-up messages every so often.
Consistently putting out content on LinkedIn (messages, posts, comments) keeps your name visible to the community and helps build your personal brand. More eyes on you = more opportunity. Last April I had 3,000 followers and limited visibility. Today I have 30,000 followers and am known around the world. All because I put myself out there.
A great example content engagement is my good friend, Michael Hallmen. Michael and I have been in touch for several months and ended up hopping on a call a while back. He was always very proactive, friendly, and well prepared. I would be willing to recommend Michael if he were to apply to Dragos in the future (or provide a reference for another company if he needed). Here are some screenshots that show what he did.
His initial message to me. I love how he did his homework, provided evidence of his experience, and kept it brief.
Michael shows up in the comments every time I post. He always provides great insights which I appreciate. At first he started out as a familiar face; now he’s a well-known contact I would go to bat for.
4. Keep track of opportunities and follow up when you apply.
Set up job alerts for the companies where you’ve made solid contacts. Be sure to keep track of opportunities that match up with your target role. Message your contact when you apply - if you have a solid enough relationship, they will likely refer you to the Recruiter or Hiring Manager.
Back to Michael, he would reach out every time an opportunity popped up. He ended up getting hired somewhere else, but he was always proactive and prepared to put his hat in the ring.
Closing thoughts
Relationship building is a long game. It can take months of consistent effort to gain someone’s trust. In the short term, keep your goal simple. Try to make 5 genuine connections and work your way up from there. It’s better to have 5 meaningful relationships than 500 meaningless ones.
Good luck out there!