and when he replies “yes” (because there’s always room) you set the meeting.

If the response is still negative – if you feel you hit a road block – you will need to employ strong telephone technique. Part of your initial preparation is to become familiar with telephone techniques. You can read my career advice piece “overcoing Phone Phobia”  You can also find other useful telephone techniques there and on other career sites.

In conclusion, many people assume that if a company isn’t actively looking then there is no job. It is the experience of many job searchers familiar with the steps listed here, that tells us otherwise. Take the time and carefully prepare and you, too, may say otherwise.