How the Hidden Job Market Found Me! "Pull Method of Marketing"

Guest blogger Sharon Cohen, MA, CPRP is a Global MBA CareerAdvisor at Robinson College of Business in Georgia State University and an Executive Career Management Consultant.
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These days everyone is trying to find job-leads, find sales-leads, find any kind of lead! However, if you use the “pull method” of marketing, employers will come to you. Read the true story below.

As a Global MBA Career Advisor, at Robinson College of Business, I am always trying to attract employers to our college. With 7,600 Business students, GSU is the largest Business College in the Southeast and therefore we need a LOT of employers to mentor students and hire graduates. Our Career Management team spends a lot of time marketing, to attract employers and students to our 20-30 Career Events each semester. Over the summer, we do all of the Project Management, logistics and planning for our Executive Career Coaching, Mock Interviews, Business Career Round Tables, and Career Expo. Often, as Career Advisors, we either overuse the “Push method” or only use this method to attract employers and students. The 500+ job seekers, on my case-load each semester, are also guilty of overusing the “push method" during their job search.”

http://www.doshdosh.com/push-marketing-vs-pull-marketing/

“In Marketing; there are two main ways of promoting a business model in order to reach a target market. In push marketing, you ‘push’ your content or product towards the audience which may or may not be aware of it. Conversely, in a pull-marketing scenario, the customer ‘pulls’ your content or product towards themselves, because they are interested in learning more about it. Pull-marketing largely involves the active development of a highly visible brand. This encourages customers to actively seek you out, because they believe you can fulfill their needs. Methods commonly used include blogging, media interviews, conference speaking, syndication of your content and word of mouth.

A series of events happened to me last week, which leads me to question the efficacy, of over-reliance on the “Push” method of marketing. Last Tuesday, an employer, Ms. Simone Tapp, who I had never met, never marketed to, and never spoken to - contacted me via LinkedIn. Ms. Tapp is the Human Resource Director at Reed Construction Data, a Division of Reed Business Information.

http://www.reedconstructiondata.com/mkt/us-project-leads-1/?aid=google_rcd

This is a multi-national company with branches throughout the USA and Canada. Her division is based in Norcross, GA and they do aggregate research on new construction starts: both residential and commercial. Then, they market these databases of information. This data is highly desirable for people in city planning, construction, real estate and the construction supply industry.Though, I didn’t’ know her, she knew about me. As the old adage goes, it’s not who you know, but who knows you.”

Here is her LinkedIn message:

Subject: Job opportunity for your students/clients

Hi Sharon –I see that you are presenting ideas on Accessing the Hidden Job Market. Our company has available opportunities in sales, research and IT and I wondered if there was an opportunity to get this message out to any interested candidates?

Regards,
Simone Tapp (HR Director)
www.reedconstructiondata.com

Ms. Tapp researched me online and read my profile on LinkedIn. She knew that I taught business students at Georgia State University and knew that one of the 13 courses I teach is “Accessing the Hidden Job Market.” She may have also read my micro-blog on Twitter, my I-Google page, my personal blog or this Blog. Through her research, she discovered that the students, alumni and business professionals who I teach, are her target demographic of job candidates! She invited me to partner with her.

Ms. Tapp asked to present Hidden job opportunities to students, attending my workshops on “Accessing the Hidden Job Market!” I couldn’t have created a better scenario, if I had tried to “Push” my workshop on a dozen employers! What is better than connecting eager job seekers, with an eager employer, who wants to hire them. Win-Win.

I think that my personal branding, both online and live must have reached a critical mass. Last week, 2 other well-known, employers, also contacted me. They also wanted to partner with me and provide opportunities for my students. Additionally, about a dozen Alumni and a numerous, Global MBA's contacted me. The majority of them heard about me through my LinkedIn groups, my Discussion Threads and my Blogs. Some also saw me present at community workshops or may have met me at community networking events.

A sea change has occurred in the way employers and candidates and the people who broker between them operate. It will never again, be “business as usual” for Career Advisors, Recruiters and Human Resource professionals. This online revolution and online social networking phenomenon, is like Shakespeare’s tempest. Either enter the tempest or be left on the shore. Employers are sourcing candidates, products and services by using online methods. This is now the preferred way to do business. Employers often make the first contact, online, through a shared group or website.

In summation:

Access the Hidden Job Market – using the Pull Method of Marketing

1. Develop a Personal Brand and actively maintain it.
2. Create quality, profiles on the top Business Networking sites such as LinkedIn, use Twitter or blog about your area of expertise.
3. Use online methods to find your target audience.
4. Build relationships and contribute to your communities: live & online.
5. Become an SME Subject Matter Expert. Consider retraining if necessary.
6. Don’t overuse the Push Method of Marketing. Use the “Pull Method” of attraction to bring in business, job leads.
7. Be patient, the Pull method takes time…