In a traditional job search, most candidates will spend the lion’s share of their time scanning the myriad of job boards and company websites, clicking and applying online. This method has been ingrained in many of us since the days when we would scour the classifieds in the local newspaper and then fax—yes, fax—our resume for consideration.

Then, as now, once this action has been taken, we consider our work done and passively wait with anxious anticipation for a response—a response that may never come.

In a nod to windmill-chasing Don Quixote, the iconic character from Miguel de Cervantes’ 17th-century novel, we start the vicious cycle again: search, apply, and wait. Quixote is a character who embodies the pursuit of lofty and unattainable ideals, often to the point of absurdity. He famously mistakes windmills for giants and charges at them with his lance, fully believing he is engaging in a noble quest.

Similarly, job seekers often find themselves in a cycle of applying for positions that seem perfect, only to be met with silence, as if their applications have disappeared into a proverbial resume black hole.

With our souls crushed, we know that there has to be a better way.

Building a Targeted Company List: Your Roadmap to Hidden Opportunities

In my coaching sessions with job seekers, we always stress the importance of approaching one’s search with the zeal of a commission-chasing sales professional. Like any good salesperson, research starts before action. Build a list of targets and then work the list to completion. This ancillary approach can be applied in a similar fashion when conducting a job search.

We recommend beginning with the development of a list of 15-25 targeted organizations. A portion of these targets will align with your industry background, your applicable skill set, or your geographical preference for your next role. At times, you may also include a company that you have seen with a particular opening, but in many cases, no known opening might exist for the majority of these organizations.

In a sense, this will help you uncover the “hidden” job market, where 70% of opportunities truly exist. Networking your way into an opportunity can be more successful than applying online and waiting for a response. This proactive approach will elevate you into the top 5% of job seekers. And regardless of the market, we all need to improve our chances.

The Power of Networking: Reaching Out to C-Level Executives

The key idea is to build this targeted company list and research 2-3 key executives at each organization. Depending on your background, these targeted execs could be the CEO, COO, CFO, CIO, or CHRO. But yes, these are C-level targets because we are going to step out, step up, and introduce ourselves to the top leadership at these targeted companies.

Emails can be found via ZoomInfo, D&B Hoovers, Discover.org, or similar lead research sites. Or, as an extra tip, perform a Google search with “@companydomain.com email” and upon review of the search results, you can quickly determine the company’s email format.

The Art of the Introduction: How to Approach Executives

When introducing yourself to these targets, your best bet is to never start with “I’m looking for a job.” When you approach someone in this fashion, unfortunately, they often clam up as they are not 100% sure they can help, even if they have the desire. Rather, your goal here is to find some commonality in their background, career, or interests and reference a desire to learn more about their journey and to pick their brain as you further your career.

Simply put, this is all about networking.

Additionally, as we shared in Rethink the Resume, sharing your Project Portfolio in the introduction will be a little more disarming than immediately sharing your resume. Granted if they have an opening, it will come up. And if there is genuine interest, they will request a copy of your resume.

Leveraging Your Network: Warm and Soft Introductions

There are other benefits as well to building this targeted company list.

You can share your prospect list with those in your network, as they might have one of your targets as a connection and can make a warm or soft introduction. A warm introduction is where someone knows someone well and there is influence that could be used to bring the two parties toward a conversation. A soft intro would be the case where there is only a high-level connection, and this can be more about sharing your interest but without a committed expectation for a response.

As you navigate this step, keep a tickler of responses and follow up accordingly. But cross them off and then move on. Add another company to your list and continue your hunt. While an opportunity may not exist today, it might in the future.

The key here is to build your network with people who hire people that do what you do.

This is the fifth in a series of articles for my upcoming book, “How to Hack Your Next Job Search”. For my readers, I will be sharing insight, observations, and specific coaching on how best to conduct a job search. These strategies are simple, yet diverge greatly from most traditional approaches. It is my goal to share a proven process and cultivate a mindset that will elevate you into the top 5% of job seekers in any particular market or industry.

I. Deciding to Take Action | How to Hack Your Next Job Search

II. Approaching Your Search Like a New Job | How to Hack Your Next Job Search

III. Begin With Realistic Expectations | How to Hack Your Next Job Search

IV. Rethink the Resume | How to Hack Your Next Job Search

V. Uncovering Hidden Job Opportunities | How to Hack Your Next Job Search

VI. Addressing Gaps in Employment | How to Hack Your Next Job Search

VII. Ace the Interview | How to Hack Your Next Job Search

VIII. Defining Your Personal Brand | How to Hack Your Next Job Search