Archive for September 2010

The #1 Way to Identify Your Target Market During a Job Search (written by Career Expert, Pete Leibman)

September 30, 2010

It may sound strange, but being more narrow with your search will make it easier for you to get your dream job.  Focus will force you to determine exactly where you want to work, it will give you a sense of direction and purpose, it will prevent you from feeling overwhelmed, and it will make it much easier for people to know how they can help you. 

After you get a general idea of the type of work you want (i.e. a job in sports marketing in the Washington, DC/Baltimore area), you need to zone in even further by identifying a target market of 25 ideal employers that meet all of your search criteria.  By selecting 25 companies, you will be working with a manageable number without being too limited.  (While you will have a concentrated effort to get hired by one of these companies, you should also pursue other relevant positions in your industry.) 

There are a variety of ways you can research companies.  However, the most thorough, least expensive, and fastest way to generate your top 25 list is through, the world’s largest database of updated, downloadable information on companies and their employees.  The web site is free, and their directory features full contact information for more than 4 million businesses and 22 million business professionals, including job titles, company names, web sites, mailing addresses, email addresses, and phone numbers. 

Primarily used by salespeople to find contact information for key prospects, is also an essential platform for a job search.  Like a salesperson, you need to identify the decision-makers at companies that are the best fit for your product: you!  

Here is an easy, 4-step process to find your top 25 potential employers through  This process only takes a few minutes.

Step 1: Go to and create a free account.

Step 2: After creating and signing in to your account, click on the “find company” button.

Step 3: Enter your relevant search criteria (i.e. your ideal geography, industry, sub-industries, company size, and so on), and click “search.”  Just start somewhere.  You can always broaden or refine your search.

Step 4: Scroll through your search results, and identify your top 25 companies. 

Again, your goal is to generate a list of your top 25 potential employers, based on your ideal location, industry, and so on.  You can always modify this list later on. 

Tune in tomorrow and next week to learn what to do after you have identified your ideal target market of employers…

-Pete Leibman

Career Expert and President of Idealize Enterprises

Follow me on Twitter @peteleibman


The 3 Parts of a Dream Job Sales Plan (written by Career Expert, Pete Leibman)

September 29, 2010

Every great salesperson takes the time to design a well-constructed sales plan before trying to sell his product.  As a job-seeker, you need to do the same because you are also a salesperson: you are selling yourself!  There are 3 parts to a “Dream Job Sales Plan:” 

  1. Identify Your Target Market.  You have to determine who your customers are before you can “sell” them.  Find the top 25 companies you would want to work for (based on your selected geography, industry, and so on).
  2. Identify Your Current Resources.  Do not take your current contacts and affiliations for granted during your job search.  Make a list of every person and group you are connected to right now.
  3. Identify the best ways to impress people with “buying power.”  “Buying power” is the ability to hire you or the willingness to refer you to another person who has the ability to hire you.  I got my dream job to work for an NBA team after college because I found someone with “buying power.”  He did not have a job for me, but he connected me with someone who did.  Determine how you can get yourself in front of the right people.

Tune in later this week and next week to learn how to create each part of your “Dream Job Sales Plan.” 

-Pete Leibman  

Career Expert and President of Idealize Enterprises  

Follow me on Twitter @peteleibman

4 Reasons Why A “Sales Plan” Will Get You Hired Faster (written by Career Expert, Pete Leibman)

September 28, 2010

A well-designed “sales plan” will get you your dream job much faster, and it could save you hundreds of hours of wasted effort.

Did I take the time to create a “sales plan” when I was a student looking for a job?  Of course not.  No one told me why it was important, and no one told me how to do it.  As a result of not having a plan, I was completely disorganized.  I also felt “overwhelmed,” “defeated,” and “frustrated” most of the time.  Unless you want to feel the same way, it is absolutely essential that you create a “sales plan” for getting your dream job.

If you were to run around in a circle for an hour, you would be exhausted, but you would not have gone anywhere.  This is also true when looking for work.  Certain activities will take you much further than others.

If you approach your job search strategically, you will save yourself hours, weeks, and maybe even months of unproductive searching.  In addition to the fact that taking the time to plan will get you hired much faster, there are 4 other reasons why a plan is essential for job search success:

  1. A plan gives you a sense of control and prevents you from feeling overwhelmed.  Is there any worse emotion than feeling like something is out of your control?  Unfortunately, that is how most job-seekers feel.  A plan puts you in the driver’s seat and leaves you feeling empowered.
  2. A plan keeps you positive. Momentum is essential for achieving any goal, and the hardest part of job searching is getting started.  Creating a plan will give you initial momentum to go out and execute your plan.  It will also show you all the resources you have on your side.  The result will be a much more positive outlook.
  3. A plan gives you focus.  By taking the time to design a plan, you will be more organized and more focused.  Focus leads to confidence, and confidence leads to better performance.  
  4. If you don’t plan, you could end up anywhere.  While it might be fun to go on a road trip without a detailed itinerary, it will not be enjoyable to approach your job search with the same spontaneity and lack of direction.  If you do, you could end up with a job you did not even want.  This is why the majority of Americans hate their jobs.  Most people never take the time to plan how they can find their dream job.

Do you want to get your dream job faster?  Then, take the time to plan how you will get it!  Tune in tomorrow when I will discuss the 3 parts of a dream job “sales plan”…

-Pete Leibman

Career Expert and President of Idealize Enterprises

Follow me on Twitter @peteleibman

10 Reasons Why Networking is the Most Efficient Job Search Strategy (written by Career Expert, Pete Leibman)

September 7, 2010

When I was a senior in college, I tried every job search strategy that existed.  I went to job fairs, I applied to jobs online, I submitted my resume to job banks on company web sites, I participated in on-campus recruiting, and I applied to jobs listed in newspapers.  Despite investing a ton of time, and despite having a terrific academic track record and lots of work experience, my efforts yielded little success. 

The turning point for me occurred through networking; connecting with the right people ultimately got me my dream job to work for an NBA team after college.  Networking also landed me a very high-paying job in 2008 when I decided to try a new career at the start of the recession.  Because most young professionals make a number of mistakes when networking, many inaccurately view networking as intimidating, time-consuming, and ineffective.  However, here are 10 reasons why networking is actually the most efficient and best way to search for a job: 

  1. Employers also have fears about the hiring process.  Employers are worried about hiring the wrong person, and hiring someone through a personal connection eases this fear. 
  2. Employers have less time and money to spend on hiring.  It takes a lot of time and money for an employer to attend job fairs, work with head-hunters, and post/manage jobs posted online.  Hiring someone through a personal connection saves an employer time and money, 2 things that are even more valuable in a recession.
  3. Networking allows you to find “hidden” jobs.  Because of reasons #1 and 2, many jobs never even make it “public.”  Networking allows you to learn about job opportunities that are not even advertised.
  4. Networking allows you to find jobs with less competition.  Advertised jobs have a lot more competition because they are so visible.  Networking allows you to be places where your competition is not looking.
  5. Networking allows you to stand out from the competition.  Even if a job is advertised, networking allows you to differentiate yourself from other candidates.  The best way to stand out in a stack of resumes is to never be put in the stack in the first place.
  6. Networking allows you to bypass “screeners.”  While each company will be different, employees in HR and recruiting roles are rarely the final decision-makers in a hiring process.  Instead, they are usually responsible for screening out candidates, so that the real decision-makers have fewer people to evaluate.  Networking allows you to get connected to the real decision-makers, thus avoiding the screeners often found in HR and recruiting departments. 
  7. Networking can lead to a job being created for you.  Even in recessionary times, employers are always looking for the right people.  Position yourself as the right person through networking, and you might be able to have a job created for you.  This happened for me in 2008 right when the recession was getting started.
  8. Networking makes the interview process much easier.  During a typical interview process, employers ease their fears about hiring the wrong person by “testing” candidates in a variety of ways.  However, when you are being interviewed after being brought in through a personal connection, the interview process is much more relaxed.  (Note: you still need to be well-prepared!) 
  9. Networking can help you start at a higher level and with higher pay.  Again, because employers feel there is less risk in hiring you when you endorsed by someone they trust, and because you have saved them time and money on having to go through other hiring channels, you can often negotiate a higher position and starting salary than if you are offered a job after going through traditional channels.
  10. Networking can give you more credibility when you start your job.  Instead of being “the guy we found on Craig’s List,” you’ll be “the guy that our Vice President recommended,” or “the girl who was a top salesperson with Jim at ABC company.”  In other words, you’ll start out at a higher level in the minds of your colleagues and superiors. 

 In summary, there are a lot of different ways to search for a job.  However, networking is the most efficient and best way!  Make sure networking is your primary job search strategy!

-Pete Leibman

Career Expert and President of Idealize Enterprises

Follow me on Twitter @peteleibman