For some people, picking up the phone and calling a senior-level executive whom they don't know and have never met is about the most intimidating idea imaginable. We (often falsely) believe that this busy, important person won't want to talk to us.

The truth is that no one gets ahead in this world without the assistance of others, and in order to get help you have to ask someone who is in a position to give it to you. Busy executives are just like everyone else: they have problems to be solved, things to get done, and their own careers to push forward. They are always on the hunt for other people that can help them accomplish those tasks. The trick is to approach them in a way that is non-aggressive and ask for something that they can say yes to. Ask them for help. Ask them for advice. DO NOT just ask them for a job!! Let them know you are looking for a job and that you don't expect them to have or know of an opening, but that you are working on a career change and would like their advice since they are so clearly successful in their respective industry.

• Research companies and collect contact information
  First, make a list of all the companies where you would like to work and pick ten companies from your list. For your first few attempts, you might want to consider practicing with companies that are a bit lower on your priority list. That way, if you make a mistake, it won't hurt your chances of getting a job. Check your contact lists to see if you know someone who works or has worked there (remember the importance of networking).
  
  If you do not know anyone who works for at a particular company, then the receptionist is your best friend. Call the main number and in your friendliest, most charming voice let them know that you need some information. Tell them that you want to send a letter to the person in charge of XYZ department and you need the correct spelling of their name, as well as advice on how to address the letter. Try to get the person's title, direct phone number, and even their assistant's name and contact information.
  
  Do not have the receptionist transfer you to Mr. or Mrs. Big. When you finish getting all the information from the receptionist, thank him or her and move on to the next company on your list. Do this for the first ten companies that you plan to contact.
  
  
• Make your initial contact in writing
  Once you have assembled all your contact information, create a letter that you will personalize for each recipient. In your letter you should indicate that you are in the process of a career change, that you would appreciate a few minutes to get their advice on your career change and, most importantly, that you do not expect them to have or know of any open positions. You just want their advice. Tell them a little about yourself and then include a resume for their reference. Finally, let them know that you will be calling in a few days to schedule an appointment at a mutually agreeable time.
  
  Some people ask if they can do this process using e-mail. The answer is that you can, as long as you are able to get the person's e-mail address from the receptionist or another reliable source. Unfortunately, e-mail spammers have made use of this convenient access tool a mess. One other point is that letters, while slower, are more formal. Our philosophy is that job seekers need always put their most formal, professional face toward those whom the job seeker is trying to impress. Which brings us to another point about using letters: make sure you use good quality bond paper. Print your letters so that the watermark is readable when you hold the paper up to the light. Attention to detail is critical, and to many prospective employers, it can be an excuse to file your resume right into the trash. Don't give them any excuses.
  
  
• After a few days, call to follow up
  The next step is to wait a few days after you have mailed your letters to the contacts. After two or three days, pick up the phone and start calling. Keep in mind that the objective of this phone call is to get an appointment, preferably in person (if they are in the same city as you are), but if that doesn't work than a phone conversation is fine too. Call the main number for the company and ask to speak to Mr. or Mrs. Big. If you get transferred directly to his or her extension and he or she answers, introduce yourself, state that you sent a letter a few days ago and you are following up your letter with a phone call and ask to make an appointment to speak with them.
  
  If they haven't received your letter or they ask what your letter was in reference to, just go right into your speech about how you are in the process of a career change and you are seeking their advice as a leader in their particular field. Many times they may say that they can't talk now but would be happy to talk to you at some point in the future. Go ahead and schedule the appointment. Others may say that they have time right now to talk for just a few minutes, that's fine too. Be prepared for any scenario. Other people, those who are not leaders, will try to give you all the typical excuses like we are not hiring now or offer to forward your resume on to HR. These people don't have a clue what networking is, or what you are actually doing. Your option in this case is to try to explain it to them by repeating that you don't expect them to set you up with a job, all you really want is some advice. If at this point in your conversation they don't open up and start to talk, it's time to say thanks and move on.
  
  In making your calls, you may also get the contact's secretary or assistant. Make friends with the secretary and you should be able to get where you need to go. Let them know that you are calling as a follow-up to a letter you sent a few days ago and that Mr./ Ms. Big is expecting your call. Let them know that you're not selling anything, you represent yourself, and that you're just looking for advice. Be friendly and sincere. Secretaries can smell insincerity over the phone and will cut you off if they think there is the slightest hint of deception. It may take a few calls to get them to put you through, just be persistent. Again, in this case, they will either get it or they won't. Don't take it personally if they don't get it.
  
  One final point about making these calls, don't leave voice messages if no one answers. You don't want Mr. or Ms. Big to know how many times you've called in the past week. If the call goes to voice mail, just hang up and call back later. If you keep getting voice mail for an extended period of time, you might want to hit zero and ask if the individual is in. Perseverance can be an asset if used wisely.
  
  
• If the answer is no, move on and don't take it personally
  Whatever happens, do not take rejection personally. It is not about you. Most executives are busy people, and no matter how nice or professional your letter, it may not be their top priority. They have lots of things going on that you will not be aware of. All you can do is call, be patient and be nice. Eventually, this does work. Trust us.