How to Be The Sales Pro Your Employer Wants - Part One

So how does Peter hit his numbers so early in the quarter? How does
Lauren stay on the `Top 10 Producers' list year after year after
year?

Are they smarter than you? More personable, outgoing and likable?
Absolutely not. So how come they outperform the rest of the sales
team? Let's take a look.

Bottom Line = Results
Outside sales is a results-oriented business. There's no one
watching over your shoulder, you often make your own schedule (at
least some of the time) and you can punch out early after a
particularly difficult day. All good stuff.

Your job success comes down to numbers, straight and true.
Typically, especially within companies that maintain a large
marketing and sales division, field representatives are assigned
sales quotas that must be met weekly, quarterly, annually – it
changes from position to position. Hit your numbers, you're a hero.
Miss your quarterlies and the division manager wants to have a
little chat. Tough.

So, the question is: Are you reaching your quotas? All of them all
of the time? Are you exceeding the expectations of your employer? If
not, it's time to determine how to move up the sales ladder to
become an asset your company just can't afford to lose.

Know Your Territory
Jim works for a large commercial insurer that specializes in
coverage for new- and used-car dealerships. He has a four-county
territory, rarely visits the company headquarters and delivers the
best numbers of any rep in the region. Oh, and his assigned
territory is in the boonies!

"When I was first given the territory, I went to the library and
went through every town telephone book within my (four-county)
territory. I made a list of every (car) dealership…even the real
small, mom-and-pop used-car businesses."

Jim spent a day at the library and three days entering his findings
into his home office database. "Then I started dialing. I called
every dealership – over 218 individual dealers – not to sell them
anything. In my business, people don't want to do business over the
phone. I just called to introduce myself and to let the owners know
that I'd be stopping in."

For the next two months, Jim drove the Crown Vic down rural roads
and through the small communities that made up the bulk of his
territory. Along the way, he stopped for what he calls `handshake'
visits. No sales, no questions and "…certainly no pressure. I just
wanted to say hello and let them know I was there. I left a business
card. That was all the selling I did at first."

Know Your Client Base
The day of the hard sell is long gone. People don't want to be
pressured; they want good value for their business buck, not a lot
of hype.

Jim is a model of the successful sales rep. The first thing he did
was study his territory and develop his own database, instead of
using the database provided by his employer. That's initiative.

However, he didn't stop there. He spent time working the territory
and developing personal relationships with the auto dealership
owners that made up his client base. No selling yet.

He took a low-key approach. He e-mailed and sent out mailings to
everyone listed in his computer. He didn't push. Instead, he worked
to develop relationships with potential clients. He developed a
rapport and first-name friendships with as many clients as he could.
And he made this a part of his work everyday. "My goal is to do at
least one thing everyday that has the potential to make a sale," Jim
said during a telephone interview. "That way, I create 365 new
avenues each year. Now sometimes…it takes a whole day…I play in a
couple of golf tournaments with clients…other days, it's just a cold
call. The key is to do one thing everyday. Just one thing."

Jim also makes regular stops at the web sites of potential
clients. "You can learn a lot about businesses by studying their
(web) sites. It gives me an inside look at the thinking and business
approach of the company owners." Jim recommends regular study of
client web sites, "especially news releases…they keep me current on
what each dealership is doing."

Know Your Product and Service Offerings
This may sound obvious, but there are reps who don't read the manual
or study the latest catalog or marketing materials. That's like
working with one hand tied behind your back!

If you don't know your product line inside and out:

- you won't be able to educate potential customers on the advantages
of your goods and services.
- you won't be able to answer clients' questions.
- you won't present a confident, knowledgeable image.
- you won't establish client trust (key to successful closings).
- you will miss underdeveloped sales opportunities.
- you'll never become a "Top 10" producer.

Deliver the Goods
There are so many different aspects to a rep's job. One key aspect
is service. Yes, new business development is important, but
servicing existing clients is how you grow your territory.

Surprisingly, sales isn't about selling. It's about educating,
training and servicing businesses. If you think of your work
strictly in terms of hitting your numbers, you're not seeing the big
picture. Sales will come when customers and clients recognize your
value and the value of your products. That's education, not sales.

Follow Up for Success

Record the Day
	 When you finally get home after a long day, take a few
moments to jot down some notes. To whom did you speak – name, title
and company. What were your impressions of the company, the
interviewer and the prospects for gainful employment?

	 Even though you're beat and suffering brain fade, take 10
minutes to jot down some key notes while the adventure is still
fresh in your mind.

Follow Up – Fast
	 If you promised a list of references to an interviewer, get
them out, along with a nice note expressing your appreciation for
the company's interest and the interviewer's time. Don't wait on
these. In some cases, your response time is being measured. Be there.


Thank You Notes?
	 Absolutely! Think of it as another chance to put your name
and credentials in front of that HR rep. Some suggestions, however.

	 Send a handwritten note, and use professional, high-quality
note card stationery. Scratching out something on 3-hole binder
paper just won't create the image of professionalism you're looking
for. If possible, use stationery with contact information as part of
the printed letterhead.

	 As with any typed document, the note should be letter
perfect. So, type it out on the computer, run a spell check, proof
for grammar and punctuation, then copy it over neatly on the good
stationery – in pen!

	 Use the note to jog the reader's memory. Be sure to mention
something specific about your meeting – that funny anecdote or
answer in more detail a key question the interviewer asked. The note
should put your face and the words together in the mind of the
reader.

	 Sell a little. You don't have to provide your entire
professional history, but you can certainly mention experience of
specific use to the company and other resume gold stars. Just keep
it short:

	 "After reviewing the materials you provided, I'm more
confident than ever that I can meet and exceed the expectations of
XYZ, Inc. My 10 years of experience as a field manager will
transition perfectly into the HQ position under discussion,
providing "eyes from the field" in-house."

	 That should do it. Finally, close with a `thank-you', `yours
truly' and sign your full name.

The Bang for Buck Equation
	 You get good bang for your job fair buck, so it's a resource
you should use during any job search. The key is planning,
preparation and implementation. You also pick up a couple of side
benefits by following basic job fair protocol.

	 First, you'll feel more confident – ahead of the pack
because you've done your fact gathering, developed a professional
PEP and worked the floor with laser precision. Hey, you are good!

	 Second, you've met more key people in marketing and sales.
There are lots of stories of people who landed a job two or three
years after meeting someone at a job fair. It could well happen to
you. So, meet, network, interview, surveille and take notes. There's
a lot to learn and a lot to see at any well-organized job fair.

	 Finally, if you can ace eight interviews in a day, than that
single, follow-up interview will be a walk in the park. Think of job
fairs as opportunities to practice your interviewing skills, your
people skills, and as a showplace where you're the star.

Working a Job Fair
	 The key to making the most out of a job fair is planning.
There are steps you can and should take before, during and after
your trip to the fair.

Prepare for Success

Do Some Research
	 Start by doing some research and information gathering.
Obtain a list of company attendees. Out of the 60 or 70 businesses
with representatives staffing booths, chances are you won't want to
see them all, so cull the list down to the 10 to 15 companies that
most interest you!

Use the Internet
	 Next, log on to the Internet and visit the web sites of your
prospective candidates. Develop a feel for the company, its mission,
objectives, management hierarchy – anything you can glean from a
thorough examination of each web site. Download the company's annual
report for even more background. This research will, no doubt,
eliminate a few contenders, paring your list to 10 companies or
less. Step one completed.

Develop a PEP
	 Next, put together a professional employment portfolio (PEP)
to hand off to company reps. Your portfolio should include a
flawless (absolutely flawless) resume, a cover letter or letter of
introduction and, if you've got them, a statement of professional or
academic accomplishments – everything from your Phi Beta Kappa key
to regional sales leader six months running. A professional business
card should round out the package. Don't use the computer printout
kind – they look cheesy.

What About References?
	 If you have written references, put them in there, though in
middle- and upper tier career strata, hard copy references are more
the exception than the rule. Instead, provide a sheet with reference
contact information: name, title, e-mail address and telephone.

Looks Matter
	 Your PEP will represent you back at company HQ so all
documents should be professionally printed on the best stationery
you can afford. It should be watermarked, slightly textured and
either white or off-white. Skip the flowery letterhead your mom gave
you for your birthday. That PEP should look professional in every
way. Neat, spotless, mistake-free and unfolded. Instead, place your
portfolio in a plain manila envelop so the documents aren't
separated.  Label with your contact information.

Get Professional Help
	 If you've already got a resume, update it. If you don't have
a resume (and you don't know the difference between an employment
objective and unemployment insurance) hire a professional resume
writer to develop the perfect resume to shine a spotlight on your
career highlights.

Plan Your Job Fair Strategy
	 Plan your day. Some company reps at job fairs will let you
make an appointment. If so, do so. Then, plan your other visits
around those appointments.

	 You can usually pick up a map of the venue showing the
locations of exhibitors' booths. If you can get one before reaching
the front door, use it to plan your day to avoid running from one
side of the hall to the other 12 times.

Welcome to the Job Fair. Please Dress Nice.
	 What to wear. Female or male, go with a suit. Let's face it,
if you show up wearing your Metallica t-shirt and a neck tattoo, you
can kiss goodbye that regional sales position. It's just not going
to happen. Go with your best business suit. It's expected.

	 Other suggestions:

		 - Don't wear perfume or cologne.
		 - Don't wear the funny tie your kid gave you.
		 - Don't wear new or uncomfortable shoes; you'll be
walking – a lot.
		 - Leave your overcoat in the car; it's just one more
thing to carry.
		 - Suit pressed, shoes shined, faced scrubbed clean,
just like mom said.
		 - Carry an attachÈ case, even if you have to borrow
one.

Bring Your Own Food
	 Bring your own food. Forget the $4 wiener or the corporate
smorgasbord at the end of aisle 5. Bring bottled water, fresh fruit,
some nuts – in other words, keep it light so you stay quick.
Remember, you're performing. You want to be alert, sharp and nimble,
so eat in between interviews, stay hydrated and you'll look fresh
all day long. (And you won't get cake crumbs all over the Brooks
Bros. suit.)

Bring Your Own Pad and Pen
	 You're having a great interview, the interviewer gives you
his personal number and extension…and you sheepishly ask to borrow a
piece of paper and a pen. Not very professional. Bring paper and pen
to take notes and write notes for others.

Sleep Well
	 The night before the event, go to bed early and get up a
little earlier than usual. If you can prepare without the stress of
a ticking clock, you'll look and feel better for that first
interview. Leave in plenty of time to get there when the doors open.
Show them you're a go-getter.
Implementing Success

	 You arrive cool, calm and collected. You've got your PEPs,
some extra PEPs, some gorp, bottled water and a whole lot of energy.
Time to get busy.

Refresh Your Memory
	 Before introducing yourself to a company rep, quickly review
the information you've gathered on the company. The mention of a new
product launch shows you know the business and may score you some
points – especially if you're the only one who brings it up. Try
to `personalize' your interviews, making them relevant to the
employer's needs.

	 Gather your thoughts, collect yourself and approach with
purpose and confidence.

Face Time
	 This is what you've prepared for, what you're there for.
Don't wander up, as though you're just browsing. You're there
because you want to talk to them.

	 During your discussions, ask appropriate questions.
Remember, an interview – especially an initial interview – is a give
and take, so ask away. You've got nothing to lose. However, keep
your questions on point. Don't ask about the fabulous, annual,
company retreat in Hawaii – stick to how you can help the company,
not how the company can help you.

	 Never bad mouth your past employers. Everything about the
interview should be positive, upbeat and energetic.

	 If foot traffic is slow by the booth, take your time. No
rush. You and the HR rep can talk about the business in general,
expand on your professional experiences and establish `contact'. You
want to stand out from the crowd. You want that rep to remember you
as s/he goes through that stack of resumes. So, if time permits,
take advantage of it. But also remember, that this is your
preliminary contact with the company and your goal? An in-house
interview. So no pressure, no hype.

Take Frequent Breaks
	 Be sure to take breaks in between each interview. You need a
few minutes to clear your head and freshen up a bit. Again, looks
count at the job fair.

	 It's also a good time to review your notes on your next
company interview. Remember, try to personalize each interview by
showing you've done your homework. Very impressive.

Hand Out Those PEPs
	 Everybody gets one. In some cases, you'll see a resume drop
box at the front of the booth. Now, it may not be a company on your
top 10 list, but who knows? You drop a resume in the box and get a
call from your old college roommate – the HR Director. You're in.


Work the Floor
	 Don't be afraid to strike up discussions with other job
seekers. You'll be amazed at what you can learn, especially in a
small industry. Who's hiring, who's firing, where `Old Lou' is
working now, which companies are there to hire instead of just
fishing – meet the competition. You'll learn a lot and get some
networking in. Oh, and don't forget to exchange business cards in
case something comes up a month from now.

The Good, The Bad andÉthe Good, Again

	 Given that the average employee will hold down 6.4 different jobs during his or
her career, you can almost bet that you're going to attend a job fair at some
point, if you haven't already had the pleasure. You see job fairs are a mixed
blessing, with good and bad points. Here's how you can maximize the positive and
mitigate the negatives of job fairs.

The Upside to Job Fairs
	 In three words: convenience, convenience, convenience. Where else can you get
some face time with ten potential employers in six hours? That's a real plus.

	 Job fairs bring employers and employees together - kind of like speed dating.
You
stop by a booth, shake hands (remember firm, but not too firm), drop off your
resume, get five minutes to describe 15 years of solid work experience - before
moving on to the next interview, three booths down. It's a long day, no doubt
about it. But job fairs are anything but a waste of time. In fact, they're a
valuable
resource for finding that perfect position. That's a big plus.

	 Job fairs tend to be regional: The Bay Area Job Fair, the New England Job Fair,
Colorado Careers on Parade and so on. This is a good thing. It gives you the
opportunity to focus on positions that don't require uprooting the family (or
yourself) with a move across country. Another plus.

	 Finally, job fairs are great places to network - to meet people who know people
who know of a company looking for someone just like you. Perfect! Meet anybody,
meet everybody. You never know where it'll lead.

The Downside to Job Fairs
	 Ever eat a $4 hotdog or a $2 cup of really bad coffee. You have if you've been
to
a job fair. The food tends to be dreadful, but then we're not here to eat, we're
here to find the next, perfect position. Even so - $4 for a hotdog? There ought
to
be a law.

	 Another downside? You'll be meeting with human resources personnel who have
already interviewed 82 people that day, they're tired, they want to get back to
the hotel, and unless you've got a squirting flower boutonnire, you may get
lost
in the sea of faces, names and resumes.

The Upside to Job Fairs, Part 2
	 It's important to remember - no one ever got a job at a job fair. What you can
get is your foot in the door - an interview. And that's what you shoot for - an
interview where you can really strut your stuff.

	 If you know what to expect, if you plan your day at the fair with military
precision, you can make an impression and you can make a difference in the
direction of your job search. You'll also maximize the positives and lessen the
impact of the 'cattle call' aspect of some job fairs.

Question:
In one of your cover letter articles, you mentioned using
the same header for the cover letter as the resume.
Shouldn't my cover letter be in business format, according
to what I was taught by my English teacher?

Answer:
When I referenced "utilize the same font, margins, and
headers as the resume," I wasn't referring to content. What
I was referencing was the visualness of the cover letter in
relation to the resume. By using the same formatting (font,
margins, headers), both documents appear "related" and
uniform ... much like company promotional material possesses
the same logo, font, taglines, slogan, and so on.

As far as content, yes, your cover letter is still a piece
of business correspondence. The business on the table is you
acquiring employment. There are distinct differences amongst
business writings today versus that written years ago,
however. Today's content is (for lack of better words)
anti-stuffy. No longer should you use standard lines, such
as "Please find my resume attached in response to..." It's
all about being fresh and unique.

Your comment about English teachers made me remember
something that one of my colleagues wrote a year back about
grammar and language being "alive." To some degree, resumes
(and sometimes cover letters) don't utilize proper grammar.
These documents now use slang and made-up words that are
appropriate within a certain industry. They're sometimes
littered with fragments, numbers are used instead of
spelling them out (1 to 9, for example), and professional
resume writers try to eliminate select words such as and,
the, and an.

The reason for the above is simple: a resume and cover
letter are job-search marketing materials. The keyword to
hone in on is marketing. The object of these documents is to
sell the jobseeker. Yes, they should be as grammatically
correct as possible but that's not always feasible.

WHAT DO YOU RECOMMEND FOR MY HUSBAND AND I? WE'RE LOOKING
TO RELOCATE AND BECOME EMPLOYED WITH THE SAME EMPLOYER.
SHOULD WE UTILIZE ONE COMBINED COVER LETTER, OR DO YOU
RECOMMEND SEPARATE CORRESPONDENCE?

I'm on the fence post. At first thought, it sounds unique.
You'll quickly learn that I love approaches that are "out of
the norm." But upon second thought, I'm wondering how the
"package deal" might come across to hiring personnel. I have
a third option, which will likely be better all-around. Track
down a recruiter that deals with the aviation company you're
both eyeing. You might not need to worry about a cover
letter whatsoever. Start networking to get at least one or
two connections with the company. Both of you will have a
much better chance of getting in together, in my opinion, if
you network your way in rather than sending a cold-contact
(introduction) letter. Of course, you can't go wrong with an
old-fashioned call to the company too. Ask what they prefer.
It will also give you the chance of introducing yourself and
planting your name in someone's ear. ;)

What's the general rule regarding the use of cover letters in response to online
job
postings by email?

Emails are brief and to the point. So, content typically
seen in a cover letter would be too heavy for an email in my
opinion.

When I send a resume by email, I utilize a chopped down
version of the cover letter. Content from the first and
second paragraphs seem to always be best suited for the
email body. I cut out formalities like "please accept my
resume in response to..." or "My skill set matches the XYX
position on your website, therefore, I ..." Actually, I
don't utilize these intros within my cover letters anyway.
They're just boring and outdated. I'm all for fresh and
unique ... yet remaining professional and on-target to what
the hiring company wants to see and know.

Now, if you're at the company's website you might handle the
cover letter differently. Let's say the site enables you to
upload an intro or cover letter. Then, I'd utilize the
entire content from the letter ... tweaked specifically for
the recipient, of course. Ensure that it speaks directly to
them.

My book "The 20-Minute Cover Letter Fixer"
http://www.resumebycprw.com/cover-letter-fixer.htm offers
some really unique strategies on writing a great cover
letter. If you'd like some examples to go along with it, my
book "Designing a Cover Letter to 'WOW' Hiring Personnel"
http://www.resumebycprw.com/cover-letter-book.htm offers
over 50 cover letter examples. They're designed to get you
started, and then, you can take the tips from the front of
the book to write a cover letter that will be unique to you
... and the employer. Getting noticed is all about standing
out from the crowd. It'll be the best eighteen bucks you'll
ever spend.

Are you worthy of a raise? That's the question to ask
yourself, because that's the question your boss is going to
have in the back of his mind.

The best approach would be indicative of the relationship
you have with your superior. If it's more casual, mention
your intentions in passing and schedule a meeting to talk
further at a later time. If you have a very professional
relationship with him, and maybe that person isn't very
approachable, an internal memo would likely work best that
states your request while you wait for a response, or simply
request a meeting time so you can offer a full presentation
on why you deserve a raise.

How the topic is initiated is secondary to what you do once
the ball is in motion. Here's an article I wrote on the
subject, which you should find very helpful:
http://www.resumebycprw.com/resume_a2.htm. It talks about
negotiating a raise, promotion, better job title, or bonus.

I once had a client say to me, "Everyone's been fired at
least once in their lives." At first, I chuckled. Then I
realized that yes, a good chunk of workers were either fired
or left upon mutual agreement between themselves and
their bosses. Go ahead, check it out. You'll be amazed at
how many of those around you left their jobs on mutual, or
less than favorable, terms. It just happens. Not every
employment "marriage" is meant to last.

Honesty is still always the best policy. Explain that the
position and you weren't a good match from the start; and
while you kept making an attempt at doing a better job, your
employer didn't provide enough time for you to live up to
the potential and needs required for the role. Provide
details on why you didn't perform well in the position (that
is, if those tasks aren't required to the current job you're
applying for). Or, explain how you overcame the demands or
how you learned new techniques for accomplishing them.

Teena Rose is a columnist, public speaker, and certified/published resume writer
with
Resume to Referral. She’s authored several books, including "20-Minute Cover
Letter
Fixer" and "Cracking the Code to Pharmaceutical Sales."

Many college career offices and some resume books are emphatic that it is vital
to have an
objective in your resume. The objective section is the first section after the
header and
states your job search or career goal. A traditional objective statement is one
sentence
that succinctly states your goal in terms of a position or type of company for
which you
would like to work.

An objective statement is very limiting and is often the weakest portion of the
new
graduate resume, coming in a position on the resume where you want to project
the most
power â€" the top half of the first page. If you limit yourself with your
objective to one type
of job, you are greatly handicapping your prospects for success since most new
graduates
are quite flexible in the type of position they are seeking or the company for
which they
would like to work. By using an objective statement, you are narrowing your
opportunities
at a time in your career when you truly have all sorts of choices.

Objective statements tend to be weakly worded and poorly considered. Most new
graduates sense that employers are not so much interested in what the candidate
is
seeking in a job, but rather interested in whether the candidate’s background
meets their
needs. An objective, in its very nature, is not employer-focused. As a result,
most new
graduate job seekers write very poor objectives.

Let’s look at this example: “Objective: To apply my skills and enthusiasm in
business to
meet the needs of a progressive company.” What does this objective actually
say? Does it
address the needs of the employer? Does it give any information about the
candidate?
Would any job seeker NOT consider him- or herself enthusiastic when vying for a
new job?
This objective statement is a very typical, ineffective piece of writing that
all-too-often
appears in new graduate resumes.

If an objective statement is not the best choice for a new graduate resume, then
what is? A
better choice for the beginning section of a new graduate resume is a
summarizing
statement or paragraph. Three to five lines of text (not necessarily complete
sentences)
that summarize the qualifications that a new graduate has to offer an employer.
If the new
graduate has specific qualifications that provide an edge over the competition,
that
information should appear in the summarizing statement of the new graduate
resume.

Examples of information that might give a new graduate an edge over other
candidates
might be bilingualism, scholarship receipt, internship experience, leadership
experience,
or high honors. If you have worked your way through college, financing your own
education, that is a plus factor that shows dedication and work ethicâ€"traits
an employer
would be seeking. Employers also like to see prior military experience since
often that
translates into maturity and leadership abilities. All of this information would
be good to
have in a summarizing statement.

Avoid cliché or overused phrases and words in a summarizing statement on a new
graduate resume if possible. Some examples would be “enthusiastic”,
“detail-oriented”,
“people person”, “goal-oriented”, and “dedicated”. These phrases
have been used so much
in resumes that readers no longer give any credence to them and consider them
fluff.
Choose better words that more powerfully paint a picture of your qualifications.

Keep your summarizing statement to a summary, not an expository paragraph. If a
piece
of information does not contribute directly to positioning you as a candidate to
be
interviewed, it should not appear in the summary and maybe not even in the
resume.
Within three to five lines of text, you need to capture the reader’s attention
and generate
the desire to read the entire resume rather than scanning it cursorily and
putting it in the
‘maybe’ pile.

An example of a well-written summary:

“Hands-on experience in civil projects involving environmental and
construction aspects
of the engineering field. Superior knowledge of computer systems, design and
analytical
projects. A mature student achieving high academic honors while maintaining
part-time
employment; scholarship recipient and former military member.”

This summary was for a resume of an engineering student seeking an internship
with a
high-profile civil engineering firm. In approximately four lines of text, the
summary gives
a good picture of his strengths and the unique qualities he possessed that would
make
him stand out in the crowd. It won him several interviews with leading firms
including an
interview with the Army Corps of Engineers (due to his mention of his military
experience).
He later was hired by the company he interned with and is now a junior partner
in the firm.

It is doubtful that a weak summary or an objective statement would have had the
effect
this particular summary had in making his resume stand out in the crowd. If he
had simply
used “Objective: Civil Engineering Internship” it is almost certain he would
have had a
longer, more difficult search. As it was, he gained an internship within two
weeks of
beginning his application process. Speed is an asset when vying for the limited
number of
internships that are available for students and this summary definitely sped up
the process
for him.

When constructing your new graduate resume or resume for an internship, remember
to
consult with an expert in resume writing for the best results. Most experts will
tell you to
ditch the objective statement and go with a powerful summary statement to reach
out and
grab the attention of the hiring manager. The top half of the resume is the most
important
part of the resume and it must not only introduce you to the reader but also
make the
reader want to pick up the phone and call immediately. Can an old-fashioned
objective
statement do that? Hardly.

Teena Rose is a columnist, public speaker, and certified/published resume
[http://
www.resumebycprw.com] writer with Resume to Referral. She’s authored several
books,
including "20-Minute Cover Letter Fixer" and "Cracking the Code to
Pharmaceutical Sales."

From the time children are old enough to talk, grown-ups persist in asking the
foolish
question, “What do you want to be when you grow up?” Most of the time, a
four-year-old
will answer something like, “a fireman, a policeman, or a dancer.” Little
children want to be
heroes and fairy tale characters because these are the larger-than-life
characters that
populate their worlds. It is rare to encounter a preschooler who plans on a
career as a
nuclear physicist or a sous chef.

As children grow up and mature, they will answer the question more along the
lines of
their interests. A typical preteen will answer, “jet pilot, NFL star, or movie
star” as their
chosen career field. A high school student will start to consider the career
question in a
realistic manner but usually from the point of view of what career is popular or
what career
pays well, such as, “physical therapist, doctor, or lawyer.” The career
choices have changed
as they have grown and experienced more of the world, but are still idealistic
to some
degree.

As college students, these recent-high school students are required to decide at
the
beginning of their college careers what career path they want to pursue. When
naming a
major course of study, a college student usually is still in the “doctor,
lawyer, chief
operating officer” mode and decides to select a career path based on career
popularity and
income potential. Interest starts to play a role at this stage, but many
students find it
difficult to translate interests into careers or employment. The choice they
make will
determine the course of the next four years of college study and set their
investment
toward a specific career path.

Is it possible to successfully make a career choice and plan an education to
achieve that
goal at the tender age of 19? Obviously it is because many people go straight
through
college to become physicians, engineers, and other professionals with never a
hesitation.
It is interesting to note, however, that 80 percent of college graduates never
work in a
career related to their major field of study. The average American will also
change career
fields at least three times during his lifetime. Such statistics bring into
question the value
of choosing a career path as a freshman in college.

June Rankin* grew up confident that she was going to have a career as a
veterinary
surgeon. As soon as she was old enough to legally work, she gained a part-time
position
as a veterinary assistant for a local veterinarian. She took the ACT in her
junior year and
scored a composite of 29. Offers of scholarships started to arrive. She was
confident of her
chosen career path â€" four years of pre-vet and then acceptance into the very
competitive
veterinary medicine school of her choice.

What June did not take into consideration was her natural abilities. She had an
IQ that put
her in the “gifted” range and had worked for five years in a hands-on
veterinary practice
where she had seen nearly every type of procedure and participated in most of
them. What
she couldn’t do was balance a chemical equation, work the trigonometric
equation for a
hyperbole, or understand derivatives in calculus. Her natural abilities were
simply not
math-oriented.

June ended up failing miserably at the beginning of her college career,
finishing up on
probation status with the university and very frustrated with her studies. She
considered
hiring a tutor but realized at best she would achieve a C average, not good
enough to be
competitive in the race for veterinary school admission. In the end, she changed
her major
and the following semester made the Dean’s List â€" she had found her natural
abilities. She
went on to success in a career field in which she loves to work.

June learned a good lesson early on â€" do what you do well and career success
will come.
Unfortunately, many invest large sums of money and time in education only to
discover
after graduation they hate their new career. An investment up front in career
assessment,
ability testing, and research of careers would be an investment that brings huge
returns
while saving a great deal in wasted time and funds.

All successful people, however they define career success, all say they chose
their careers
because they love the job and because they are good at doing it. It is
impossible to be
truly successful in a career and hate it. (If you hate your career, you are not
successful.)
The key is to find activities you like to perform, find out in what tasks you
are naturally
skilled, and then find a career that combines the two.

Research, introspection, testing, and investigation into career options can help
you achieve
career happiness. A career coach or career counselor can lead you through the
process of
finding your career niche. If you find yourself past college and in a career you
do not like,
it is time to start planning a career change. A career coach can support you
through the
process of career transition without career upheaval. Invest now in professional
coaching
or counseling for your career and bask in job happiness in the future.

*not her real name.

Teena Rose is a columnist, public speaker, and certified/published resume
[http://www.resumebycprw.com] writer with Resume to Referral. She's
authored several books, including "20-Minute Cover Letter Fixer" and "Cracking
the Code to Pharmaceutical Sales."

Everything has a market. If you could go back in time thirty years and tell
someone people would actually be buying water in 2005 for prices higher than
gasoline, you would probably be severely ridiculed. Go back fifteen years and
tell someone that you would actually be able to purchase air in an oxygen bar
and they would think you had been hitting the sauce. Water and oxygen are
interesting products because they are readily available, free, and vital to
life.
There has been a demand created for them out of, well, thin air.

The basic principle of selling air or water is the same as selling an
entry-level
career in which you have no experience. Entry-level workers are cheap,
plentiful, and easily found. As a new graduate/entry-level worker with little or
no real experience, what can you do to sell your experience to employers? The
same as if you were selling air - package it well, market it effectively, and
create a demand.

Packaging your budding entry-level career is the first and most important step
to getting your start. How you present your background and education in an
entry-level resume is the make-or-break point. You have 35 to 60 seconds to
pique the interest of the employer in your non-experience. The entry-level
resume should be hard-hitting and aggressively written in order to gain that
attention.

The key is to find your point of individuality and play upon it. Each brand of
bottled water has a Òclaim to fameÓ whether it is that the water is from a
mountain spring, or it is flavored, or it is vitamin-enriched, etc. You can do
the
same thing with your entry-level resume. Do you have an exceptional academic
record that can be highlighted in your entry-level resume? Do you have an
internship that adds value to your degree? Have you worked your way through
school and financed your own education? There is something in everyone's
background that is notable and can be used to advantage in an entry-level
resume.

Appearance is also key to a resume. People are drawn to attractive things - it's
human nature. By packaging your qualities in an attractive, eye-catching
format, your entry-level resume will automatically have an advantage over your
competition. Appearance can be more than pretty whiz-bangs in a Word
format. Even database-friendly entry-level resumes can be made more
attractive with the strategic use of spacing, font size, and placement of text.

Marketing yourself as a valuable entry-level hire is the second component of
success. How do you go about getting your entry-level resume to employers
who are seeking trainable workers? With the Internet, sending out your entry-
level resume is very easy, but are you sending to the correct people? An
indiscriminate resume blast may not be the best selection if you have set strict
parameters on relocation preference. You need to find out who would be in the
market for entry-level workers with your education and who might be a good
match for your career goals. A little (gasp!) homework might be in order!

Finding out about employers and selecting those in the market for entry-level
personnel is called market research. A little research on employers, their
goals,
and the work opportunities they offer will assist you in being more focused in
your hunt for that first ÒrealÓ job. It will also provide insight on how best to
approach a company. Knowing what the employer wants helps you to position
yourself as the best choice. Just as product manufacturers do market research
before they launch a new product, you can do the same to better market your
entry-level career.

Creating demand is the third aspect of marketing your entry-level career.
Personal career branding backed by solid research and an excellent entry-level
resume will compel potential employers to contact you about joining their
teams. Demand can also be further enhanced during the interview by being
well-prepared, mature, and knowledgeable. An entry-level candidate who is
eager, open to training, and flexible is desirable by employers.

As an entry-level job seeker, you essentially are selling ÒairÓ - lack of
experience. To do that, you must create a great package (a resume), market it
strategically, and create the demand. Most people take air for granted and
laugh at the thought of paying for it. Put those same people at the top of Pikes
Peak where the rarified air of 13,000+ feet is thin and most will pay for air at
the oxygen bar at the summit cafŽ. Air can be very valuable to those in need.

Written by Alice Hanson, a contributing writer for Resume to Referral http://
www.resumebycprw.com
Alice is a resume writer and a retained search recruiter for the real estate and
development
industry. She routinely recruits architects, civil engineers, financiers, credit
analysts and
property managers. You can reach her at alice344@....

Many people think they are hiring a typist when they hire a resume writer and
gasp when
hearing quotes of $250 - $400+ from certified resume writers. Our purpose is to
delve
and to project the value our clients always deliver to their employers. If you
are looking for
a cut-and-dry union trade job or entry-level work to pay the rent, odds are you
can write
your own resume. A list of skills and job longevity will suffice. If, however,
you seek a
competitive professional position, are newly graduated and confused about your
future, or
want to change careers, the services of a certified resume writer will speed
your search,
help you make the right points in an interview, and produce an enticing document
that
makes the phone ring.

In hiring a writer, you will complete an intake interview â€" or questionnaire -
especially
designed to bring out your value. By going through the resume writing process,
you gain
confidence by explaining your qualifications to an outside party, the resume
writer, who
then creates a strategic marketing brochure that clarifies â€" within just 6
seconds of
reading - why you are the very best candidate of all the candidates in that
employer’s
resume stack.   If you can see yourself as well as an outside person can,
don’t hire a
writer.  But if you want an objective outsider to mesh your work history with a
knowledge
of what employers want, a resume writer will ask the right questions and frame
it
powerfully on paper.  Your resume and your interviewing will be stronger by far.

As a Certified Resume Writer since 2001 who has written over 1,000 resumes for
20+
different industries, I commonly help clients overcome these problems:

1) The “Stuck” Job Search. Have you written your resume lately?  You think
to yourself,
“Why won’t this write itself?” and “What should I write to stay on two
pages?” Keeping a
resume to two pages is easy when you know what points to include.  A resume
writer
knows that to write a great resume, you need to strategically present your best
projects
and accomplishments, accurately chronicle credentials and career history, and
encase
those facts in perfect English and with appropriate formatting for flawless job
application.

2) “I don’t want to brag.”  Are you better than the next candidate in the
resume pile? So
often, I write a resume that contains things the client told meâ€"their
accomplishments, the
projects they achieved and the strengths they demonstrated on the jobâ€" and
they look
amazed that the resume is about them. “This looks too good!”  In reading it,
they start to
smile.  “It is me â€" but some of these things are so easy.  I never would
have included
them.”

3) What do recruiters really want to see? Working with a resume writer will
propel your job
search past “writers block” and uncertainty about “what employers really
want to see.”
Recruiters tell me that a majority of the resumes they receive have no focus, no
quantitative accomplishments and don’t match the job description. To gain
focus, you
need to network. If you do not have the time to network to find out what a
“program
manager” for Microsoft does, hire a resume writer. We commonly write resumes
for your
peers and directors of companies you’re targeting. A seasoned professional
resume writer
knows the points to include on your resume to make you look credible to your
targeted
employer. A certified resume writer who has written countless resumes for
professionals in
your field understands the keywords, skills, accomplishments, and challenges
that your
next employer is looking for.

4) I’m underpaid and deserve a promotion. Underselling your skills is a sure
path to a
lower salary and lesser opportunities. Good resumes support good salaries.  If
your
resume fails to show your progressive growth in managing people, problems and
resources, you are not ready to apply for the next opportunity.  Keep an updated
resume
on hand at all times.  The economy is improving.  Recruiters will be calling. 
Are you
ready?

5) “I think I’ve written a good resume myself but I need it to look
better.” These words
truly make a resume writer cringe. Often, the caller is either unwilling to let
go of the
resume writing process and wants validation (for free) that they are doing it
right, or is
trying save money by doing part of the writing themselves then asking a
professional to
format and “fix” the words â€" expecting to pay secretarial rates. While
thrift and self-
initiative are both commendable traits, this method seldom results in a good
resume.

Invest in yourself. Aim for a resume that markets you. Let a professional resume
writer
work with you full circleâ€" assessing and finding themes in the benefits you
always provide
an employer, writing about your strengths in a truly strategic fashion, and
formatting a
quality piece that sells. Truly, can you really afford to write your own resume,
especially
when most writers guarantee interviews in 30 days or they will rewrite your
resume free?

6) How do I write a resume if I want to change careers?  A resume writer
understands how
an interior designer is like a database program manager.  Do you?  Both
professions
involve creativity, design, computer skills, teaming with vendors, tracking and
maintaining
project costs and data, and maintaining archived project information. If I were
to present
the interior designer for a career in program management, I would write a resume
that
shows accomplishments in her old career that related to the traits I just
mentioned above.
The rest of her career history would be minimized and condensed on the bottom of
the
resume â€" or left out altogether, if possible. You can write a successful
career changer
resume if you fully understand the requirements and accomplishments in both
jobs.  If you
are unsure about the full needs of your next “dream job” or are experiencing
difficulty
writing about your old experience in the jargon/language of your next new
industry, hire a
resume writer to help sort out the qualities and accomplishments that need to
appear on
your resume.

7) How do I choose a resume writer?  Resume writers are easy to find on the web,
in the
phone book and by referral from friends and hiring professionals.  A certified
resume
writer is a member of a national professional organization, such as the
Professional
Association of Resume Writers (PARW), the National Association of Resume Writers
(NRWA),
or Career Masters Institute (CMI), which test its members for competency and
hold their
members to standards for ethics and product delivery. Writers usually collect
the entire fee
in advance before starting to write your project, and most accept credit cards.
Many
resume writer’s work exclusively over the phone and the Internet.  A few
writers still like
the client insight and interaction gained from working in person, but as it
takes longer to
work with people face to face, costs are often a bit higher than those you find
on-line.
When hiring a professional, go beyond “how much?” Ask how long they have
been in the
business, if they guarantee their work and what they know about your field. 
Because of
confidentiality, few will be able to provide references from existing clients
(top executives
always ask for this, but it is a hard request to honor). Most good writers,
however, are
affiliated with other good career professionals and publish authorized resume
samples/
testimonials from customers on their websites.

Written by Alice Hanson, a contributing writer for Resume to Referral http://
www.resumebycprw.com
Alice is a resume writer and a retained search recruiter for the real estate and
development
industry. She routinely recruits architects, civil engineers, financiers, credit
analysts and
property managers. She can be reached at alice344@....


You have your resume on screen and you’re looking at it, but one nagging
question keeps
popping into your head, “What are the things I should and should not be
doing?” Let’s
explore 10 steps to an on-target resume.

1. There is no such thing as a “general resume.” To target your resume, you
need to
practice. Write a separate chronological or combo-style resume for each job
title you seek
(private sector recruiters heavily prefer these formats).  If you don’t know
what you want to
do next, write a functional resume that describes your skills, then seek the
help of a good
career coach â€" or work with your network â€" to develop a list of possible job
titles that fit
your passions. Using all the techniques I’m about to mention, write a powerful
resume that
presents your value to employers for each of those targeted job titles.


2. One page?  Not always. You’ve probably heard that resumes shouldn’t be
longer than
one page. If you are fresh out of college with less than three years of job
experience, this
is generally true. Otherwise, beware! Many top execs still write resumes like
those that just
got out of college. To stay in one page, mid-level and upper-level careerists
often
undersell themselves by leaving out the challenges, progressively complex career
responsibilities, and solutions they have created that are so tantalizing to
their next
employer. Write all you need to write to display yourself as a problem solver,
innovator,
achiever and organizer.

Alternatively, a resume is NOT a life story. A resume IS a one- to two-page
description of
how you fit a specific job title.  Read job descriptions to collectively
understand what your
target job requires and only include relevant information. The more you know
about the
type of job you want--and the requirements inherent in that job--the better your
resume
will be.  If you have two solid pages of relevant facts and achievements related
to the job
title, highlight them. Remember to ask yourself, “Will this statement help me
get the
interview?” Obviously, you want to only include things that lead to a
“yes” answer.


3. Objective Statements should be clear, not cute. When you write an objective
statement, make it stand out. Be creative and clever, but don’t be
“cartoony” cute. Your
objective statement shouldn’t say, “A challenging position that will enable
me to
contribute to organizational goals while offering an opportunity for growth and
advancement.” This statement is overused, excessively general, and takes up
space. Be
clear and concise about what you do or your area of specialty.


4. Stress actions and results over job skills. Don’t turn your resume into an
encyclopedia of your work experience. In other words, don’t let it be a boring
book of job
descriptions and skills you performed. While using a job description is a good
jumping off
point, go deeper. What you should do is add accomplishments, special
recognitions, or
promotions you received while in that job, and some problems or challenges you
and/or
the organization faced and how you overcame them. Go through your current resume
and
at the end of each bullet point ask, “with what result?”  If you can answer
that question
with a quantitative answer, include it in your resume.

5. Be concise. Don’t use 10 words if you can say it in 5. In other words,
don’t put in
extra words if you don’t need them. If you can say, “The cat, that has black
fur with a
touch of white, is meowing on the fence,” you can probably say, “The black
and white cat,
is meowing on the fence.” While this may shorten your sentence a few words,
imagine an
entire page of the first example and how much valuable space it is taking up.
Keep your
message short and simple.

6. Be consistent. Choose a pattern of spacing, an order of information
presentation, or a
format of highlighting, and be consistent throughout the entire resume.

7. Delete pronouns. Remember your resume is a form of business communication, so
you should get rid of any statement containing “I” or “me.” Instead of
saying, “I created a
strategic marketing plan for corporation X,” you should write,  “Developed a
strategic
marketing plan for corporation X.”

8. Be available. Always keep your contact information current. Does that sound
silly? It
isn’t. In a rush to get their resume out, many people send it out without
checking their
personal information. Stay professional.  Don’t use your employer’s email
address on your
resume, as it is a misuse of corporate resources. In addition, if your resume is
foxylady@..., think about getting a new email address for your resume.

9. Typos-Eliminate them! One slip up can cost you an interview. Proofread your
resume
and then have others proofread it as well. Ensure your resume is free of all
spelling and
punctuation errors, especially if you are seeking an upper-level position or
even an
administrative one.

10. Don’t take it personally. When your resume is proofed, don’t be upset
when it comes
back with red marks. Everyone makes mistakes, even the best of the best. After
all, it’s
better to get it red marked by friends than a prospective employer.

Most importantly, relax. Sell yourself. You can do it! Tell your best truths
about your work
life.  Now is not the time to be humble. Remember this is a reflection of you.
So, don’t be
afraid to highlight yourself and talk about YOU and the highlights you have from
your
working world. Your next employer is waiting.

"I've been a stay-at-home mom for the last couple of years.
I have a two-year gap on my resume that I don't know what to do with.
Can you help me design a resume that will gain me employment?"

To begin, you should visit www.resumetoolbox.com; it's a sister site
to ours that offers some in-depth guidance on designing your own
resume. It doesn't tell everything, but it does offer up enough advice
to be dangerous. <wink>

Here are effective job-search strategies for you:

(1) Visit your local unemployment or career center. They have staff
who are specifically trained to help people in your situation. Plus,
they're free and very informative. They oftentimes possess
relationships with several hiring managers and recruiters in your
area. In brief, they can be a huge asset to you.

(2) To get you back in the workforce quickly, register with your area
temporary agencies. These employment companies are terrific resources
for placement in short-term roles (usually a few days up to several
months) that will help you add new employment to your resume. They're
fun too. You'll get to "taste" the different types of positions out
there, determine which companies treat their employees the best,
and sample various job responsibilities. Since you haven't worked
since 2003, even brief positions will offer up new value and help fill
in the gap in your resume.

(3) Don't overlook your network; the family next door, friends of your
parents, your dentist, your child's pediatrician ... and basically,
everyone you come in contact with over the next several weeks. Ask
them a simple question: do you know of anyone who is hiring? You'll be
amazed at the responses you'll receive. Because each of those people
have their own network, it's like asking 15 people at once whether
"they're hiring."

I've had five positions in the last two years. I'm not sure how to
reflect those position my resume. Can you offer some advice?

Wow, you've been in a number of positions within a short time. Do you
plan to leave your current position soon? Since you're seeking my
guidance, I'm guessing that you're considering abandoning your current
position as well.

I'm going to be blunt. When there are a number of short-term positions
on a resume, it reflects a person as a "job hopper." It's challenging
to overcome because companies invest time, money, and resources into
training a new employee. When that employee up and leaves, the company
views the situation as somewhat of a bad investment.

A growing problem then surfaces for you. Companies that view your
resume for employment will immediately see that list of short-term
positions; and some may not even notice or care, while others will
think of you as a job hopper or someone they can't take a financial
risk on. It's the later that you need to be concerned about.

Chances are you're not a bad investment. You're probably great at what
you do. You and I know that it's likely because you haven't found the
right employer. Understandably, hiring managers aren't always
forgiving of that however.

Unlike a decade ago, a good amount of time to spend in a position
today hovers around two to five years. Employees don't "marry"
companies as they once did. It's scarce to hear of someone today who's
been with the same employer for 10, 20, or 30 years, am I right?
Jobseekers now look at themselves as value entities, and respond by
vying for the best work options; companies who offer the best
salaries, the best benefits package, profitable stocks, and the most
flexibility.

Since you're merely job hopping, and not taking your employment
seriously, you're hindering the perceived value that employers will
receive when considering you for employment. What I'm saying, your
job-hopping will likely come back to bite you.

"I'm having problems with my references.  Some of the individuals on
my current reference sheet are no longer reachable.  What can I do?"

Keeping a list of fresh references for prospective employers will
enhance your candidacy.  Employers need to verify your performance and
work ethic by contacting personal and professional references.  If
outdated and unavailable contacts are provided, you're somewhat
"shooting yourself in the foot."

Over time, people move on and leave employers.  With foresight,
request a letter from each direct superior so you have endorsements in
your files regardless of where your reference moves to, and even
covers you should that reference subsequently retire or get out of the
industry.

Providing reference letters are great, yet employers will also want an
updated list of people who can verbally vouch for you.  Company reps
can pose questions and discuss a person's abilities and capabilities,
obviously something that can't be done with a letter.  On those
occasions where you're "poor" with professional reference, utilize
personal ones that can consist of acquaintances who aren't related to
you.  You must have some of those, right?

"I recently interviewed for a non-profit position and was thrown aback
when asked if I considered myself a thrifty person … I've never been
asked that before." — Sherrie G., St. Marys, PA

It takes a unique type of person with a certain mindset to work for a
non-profit group because money is always tight.  If several non-profit
directors were pooled and let loose on our government, they'd show us
how it could be run using a fraction of the money currently allocated.
  Stretching dollars (to go beyond what everyday people believe is not
humanly possible) is what non-profit professionals do on a daily basis.

Asking how thrifty you are with personal funds was probably a way to
gauge how thrifty you'd be while on the job.  Frugal shoppers, bargain
hunters, and coupon clippers are people who can produce the same
results with less money; a characteristic that was probably important
to the person who interviewed you.

Send a note to the person who interviewed you, indicating that you've
had time to reconsider his question.  Provide him with examples of how
you saved considerable amounts of money in your personal life and see
if that has any effect.  It's worth a shot, don't you agree?

"In a recent interview, I nearly fell asleep.  The interviewer went on
and on about the company, the position, and the overall goals of the
department.  I think he spoke one long sentence that took 20 minutes
to finish … and I don't believe he took one breath during that time.
When I left his office, I thought I was a shoe-in because if the
company would hire him, they would surely hire me.  It's been three
weeks, and I haven't heard a thing."

Interviewers are sometimes inexperienced and nervous so they perform
many of the same blunders that interviewees do.  Was the interview for
a lead position? It would have been a great time for you to display
your ability to take an ineffective situation and turn it around.
Conversations can become lopsided.  Even though the interviewer should
have recognized that, next time step in with a number of questions or
comments.  It should be a two-sided conversation; not have the
elements of a seminar.

Since the interviewer continuously spoke during your meeting, it's an
indication that he was trying the "sell" the company to you rather
than the other way around.  Generally, candidates are the ones selling
themselves to the company in order to land the job.

Instances when the company is small and there may not be substantial
employee turnover, an interviewer can poorly handle interviews.  He is
likely looking for another "family member" to bring aboard instead of
hiring the most qualified person for the job.

I suggest cutting him some slack.  I'll agree, it wasn't the most
optimal situation but it was an experience for you.  Since it's only
been three weeks, consider sending a small note or possibly calling
him to discuss the interview.  If the interviewer is on the fencepost
about making a decision, something as small as a phone message or
email could change that for you.

"I'm a couple of days away from facing multiple interviewers for an
engineering management position.  This is going to be a first for me,
since I've partaken in one-on-one interview sessions only.  What
should I expect?"

Group interviews can have two or more company reps in attendance,
ranging from department supervisors and managers to executive
personnel and owners.  These group-style interviews can be beneficial
for both sides because it eliminates the need for individual
interviews with each person who is part of the hiring team.  Think of
the process as "speed interviewing."  The forum also enables members
of the interviewing team to later discuss candidates and make a hiring
decision based on a collaborative analysis.

Like one-on-one interviews, group sessions can get off track and make
it challenging on whom to focus your answers on: the individual asking
the question or everyone in the room.  Focus your answers towards the
person asking them, and connect eyes with all persons while speaking
so each person in the room feels a part of the conversation.

Practice for a group interviewing session much like you'd prepare for
any type of interview.  Forecast topics of interest to the
interviewers, and prepare thorough answers.  Good luck!

Interviewers are clued to the fact that candidates dodge this question
by providing strengths instead of weaknesses, so the best way to
answer this question is by providing a fixable weakness; one easily
transformed after action on your part.

Example: Resolve the inability to use particular software by
volunteering to take a software class at a local community college or
technical center in the evening.

"I'm trying to add pizzazz to the answers I give during an interview.
  Do you have suggestions?"

If your resume is crafted correctly, it can serve as a great reference
sheet during the interview process.  Selectively pulling key points
from the content that reflect your ability to solve issues, cut costs,
and increase revenue can certainly transform mundane answers.  Be
careful not to recite words verbatim from the resume because your
answers should be unique and accentuate the paperwork the interviewer
has already reviewed, not be a verbal commentary of it.

Preparing your answers several days before the scheduled interview
will help you formulate answers to varying questions.  Create canned
answers, but make them unique — and avoid sounding rehearsed.

Since you've gone on several interviews your resume isn't the
problem,
it's your interviewing skills.  Interviews are nothing more than
meet
and greet sessions to ask questions and discuss a possible merger
between the two parties.

Your resume served as the "introducer" that got your foot in
the door
to the interview.  Since you've been invited through many office
doors, the focus now shifts to what is happening while you're in
the
room.

A number of variables can cause an interview to go sour: appearance,
attitude, and scope of answers.  If you want to know exactly what the
problem is, ask a friend or family member who can be candid with you.
  People who aren't afraid to speak what's on the top of their
minds
are the best ones to contact when you need honest answers.

The interviewer wouldn't have brought you into an interview
unless you
were qualified for the position.  It's likely that something
happened
or possibly something crucial wasn't said during the meeting to
sway
the interviewer in your direction.

To ensure you're always using a cover letter properly, let's review its intended
purpose. A
cover letter primarily connects your resume to an open position.  To understand
the
importance of such a connection, you only need to put yourself in the position
of a hiring
manager for a day.  Hiring managers, recruiters, HR personnel and others within
the hiring
realm, see several dozen — or potentially a hundred or thousand — resumes per
day.
How receptive would you be at matching resumes up with the positions open within
your
company?

What's great is that a cover letter need not only spell out how you're a perfect
fit for the
position, but can also address salary issues, employment gaps, and any other
qualification
discrepancies, along with willingness to travel, availability for interviews,
and provide a
catalog list on how your career history matches the company's requirements.

Use a cover letter about 95% of the time.  The only exception is when the resume
is hand-
delivered to a hiring manager or when a phone or in-person discussion resulted
in
agreement to have the resume dropped by.

Below is a list of errors to avoid when sending a resume to hiring companies:

SLOPPY COPY: MARGINS, FONT, PICA, AND WRITTEN MATERIAL.  The first impression
given
to any hiring agent is based on the overall appearance of your cover letter
because it's the
first item seen before proceeding onto the resume.  If a cover letter arrives on
that
person's desk without consistent margins, font, pica, and without effective
writing, your
document has the potential of being "dead in the water" before the reader even
thinks of
turning the page.

LISTING UNRELATED SKILLS OR QUALIFICATIONS is probably the most common mistake
candidates make.  A highly skilled and educated person is wise to mention
significant
achievements that pertain to his or her current position or title.  Listing
irrelevant
information in the cover letter can actually leave a negative impression; so
revolve every
sentence in your letter around the company's needs and expectations of you.

NO CONTACT NAME LISTED.  By not listing a contact name, this shows lack of
detail, not
to mention, allowing the document to float around the office rather than sitting
on the
desk of the hiring agent. What if no contact information is available? Make a
phone call to
the company, or ask someone in your network for a contact name. Anytime you can
add a
personal salutation to your correspondence, you increase your chances of it
being seen by
the right person.

INCORRECT OR INCOMPLETE ADDRESS. Double-check everything — even if you pulled
the
address from the phone book, a classified ad, or the company website. Check two
different locations to verify that the address you're listing is 100% accurate
and complete.

IMPROPER BUSINESS FORMAT.  The lack of proper business format is another common
mistake.  Use acceptable business format margins (.75" to 1.0" left and right)
and knowing
when to indent and double space. To add an additional amount of flair to your
letter,
utilize the same font, margins, and header as with your resume. When viewed as
an entire
package, it will look very professional and consistent.

By following these simple dos and don'ts, the art of creating a cover letter
should become
somewhat painless.  One last word of caution, however. Before sending any
document,
ensure to proofread, proofread, and proofread! A person can never be too careful
when
the fate of a great job is on the line.

- - - - - - - - - - - - -
Learn how to write and design an amazing cover letter at
www.resumebycprw.com/cover-
letter.htm.
- - - - - - - - - - - - -
Written by Teena Rose, CoverLetterCentral.com http://www.coverlettercentral.com
Teena Rose is a certified and published resume writer and author of "The
20-Minute Cover
Letter Fixer" and "Cracking the Code to Pharmaceutical Sales."

Too many unprofessional, unfocused, and canned cover letters are floating around
the
job-seeking population.  So are you surprised when I tell you that a fair number
of hiring
managers don't bother reading them?

Although I've seen no official survey on cover-letter readership, it's rumored
that
approximately 40% of cover letters aren't read. A number of reasons could be to
blame;
and frankly, who wants to spend valuable time reading a cover letter that sounds
like it
was written for the company next door too?  Stock cover letters can kill your
job-search
efforts, making the task of finding a new position nothing but a treacherous
expedition.

Adding to the anxiety for jobseekers comes the question: who's reading them and
who is
not? You could take the chance of not sending one, but then you'll "diss" those
who are
expecting a cover letter. The only option is to send one every time to ensure
that your
resume is always properly represented.

Writing a great letter takes time.  Time that jobseekers oftentimes don't want
to allocate
after spending hours tooling their resumes to perfection. Much like the resume,
however,
your cover letter must "sing" to the receiver. If it doesn't, you're soliciting
employment on
deaf ears. The best way to avoid sending a junk cover letter is to ask yourself
a series of
thought provoking questions:

• DOES YOUR COVER LETTER USE A PERSONABLE APPROACH?
Since you were an infant, hearing your name encouraged some reaction from you.
Everyone loves to hear their name from time to time, so don't be afraid of
intertwining the
contact's name into the content in one or two key areas.

• DOES YOUR COVER LETTER INCLUDE SPECIFICS?
How often do you incorporate company-specific details, such as a problem the
company's
facing that you intend to resolve, or maybe to congratulate them on a newly
received
contract or recent merger?  Keep an eye on target companies by reading daily,
weekly, and
monthly newspaper publications available in your area. In order to maintain the
pulse of
your industry, read everything about the industry that you can get your hands
on. Think of
it as private investigating. Make notations of specific details you want to
mention in your
next piece of job-search correspondence.

• DOES YOUR COVER LETTER USE LAYMAN'S TERMS?
Write your cover letter using conversational tone: a writing technique that
utilizes
sentences similar to those spoken.  Have you ever noticed that we sometimes
write with a
very structured tone and utilize words that we would rarely use in everyday
conversation?
With a conversational tone, the content should attract readers because it's
immediately
different from the dozens, hundreds, or thousands that the company has
previously
received.

• DOES YOUR COVER LETTER USE SELECT KEYWORDS/KEY PHRASES TOO?
Much as you designed the resume, weave select keywords and key phrases pertinent
to
the position into your letter as well.  The sole purpose of the cover letter is
to reflect that
you are a ringer for the position.  The hiring company is looking for a good
marriage
between the open position and potential candidate, so pulling out key points
from the
resume and placing them prominently in the letter can help introduce the broader
skill set
contained in the resume.

• DOES YOUR COMPUTER HOUSE FIFTY COVER LETTER VERSIONS?
If fifty cover letters are what you'll need to get the job done, then the magic
number is
fifty.  Focus your energies on the company's wants and needs, not on your own. 
With a
less than favorable job market, we're definitely in a company market versus a
jobseeker's
market from the 90's.  Hunted down and offered high salaries, IT professionals
reaped
great positions with limited or no working experience. Sometimes it didn't seem
to matter
if their resume was written in crayon.  The days of jobseekers being in high
demand (I'm
not referring to all industries, of course) are no longer the case because
employers can
now sit back and "cherry pick" candidates of their choosing, while placing the
need for
great cover letters in higher demand.

Don't be intimidated by the depth of work involved in designing a great cover
letter. Think
about your job search in terms of quality not quantity.  Sending countless cover
letters and
resumes is a very time-consuming process that has proven repeatedly to be a
waste of
valuable time and money.  Jobseekers could find employment quicker if they took
a
consolidated and thorough approach to their search rather than blanketing their
efforts
with diluted methods (i.e. mass emailing).

Jobseekers sometimes become desperate when jobs seem scarce, and they resort to
quick
and ineffective techniques to securing a job.  Writing cover letters that you
would want to
receive, if you were on the other end of the spectrum, is a good rule of thumb
to follow.
Outline all the core elements that are pertinent to each specific company, using
language
and specifics that speak directly to the reader and ensuring it displays you as
a perfect
match for the opening.  With these select techniques, you're destined to secure
more
interviews and more job opportunities.

- - - - - - - - - - - - -
Learn how to write and design an amazing cover letter at
www.resumebycprw.com/cover-
letter.htm.
- - - - - - - - - - - - -
Written by Teena Rose, CoverLetterCentral.com http://www.coverlettercentral.com
Teena Rose is a certified and published resume writer and author of "The
20-Minute Cover
Letter Fixer" and "Cracking the Code to Pharmaceutical Sales."

The following was excerpted from "The 20-Minute Cover Letter Fixer."

A cover letter serves as a "middleman" or connector between the resume and a
job, along
with being an introducer, an answerer of questions, and a speaker for your
candidacy.
The letter shouldn't regurgitate the same wordage included in your resume;
however, it
should refine necessary information.

Let's say, for example, that you're applying for a planning position.  You
possess the
necessary credentials for the position, yet that information can only be found
within the
middle or lower half of your resume.  In addition to tooling your resume to
highlight this
experience, weave key elements about it within the cover letter.  A person can
never be
too diligent when it comes to relaying relevant work history.

Other uses for a cover letter include:

• Relocation choice or willingness to travel

• Salary requirement, if requested by company

• Schedule requirement: part time, full time, telecommute, contract

• Alternate form of contact or availability for interview

• Answers to questions posed by the company

• Reflect work experience in replacement of education requirement

• Explain employment gaps or other career blemishes

• Highlight key points that match the hiring company's requirements

To benefit your candidacy, stay away from cliché documents that resemble those
of other
candidates.  How do you know whether your letter is unique?  Generic letters are
easily
noticeable; and oftentimes, you already have a gut feeling that something "just
isn't right."
Stay away from a traditional letter and completely ditch your outdated ideas on
what
makes up a good letter.

The five tips contained in "The 20-Minute Cover Letter Fixer" add flair to what
can typically
be boring correspondence.

- - - - - - - - - - - - -
Learn how to write and design an amazing cover letter at
www.resumebycprw.com/cover-
letter.htm.
- - - - - - - - - - - - -
Written by Teena Rose, CoverLetterCentral.com http://www.coverlettercentral.com
Teena Rose is a certified and published resume writer and author of "The
20-Minute Cover
Letter Fixer" and "Cracking the Code to Pharmaceutical Sales."

A job-specific cover letter is one of the most promising to send because the
company is
hiring! You know this because the company told you so; possibly, through an
online job
board, help wanted ad, or a posting at the local unemployment office. You know
that the
company is aggressively seeking someone with your skill set — and that shows
great
promise.

Jobseekers typically want to focus their efforts on those who are actively
seeking new
employees. In comes the need for a job-specific cover letter.

Before continuing, however, learning what not to include can make a "loser"
letter into a
"winning" one. Jobseekers seem to make the same mistakes. Maybe it's because
they don't
routinely job search, so their knowledge of conducting an effective job search
dwindles
between jobs. You should write a cover letter with these cautions in mind:

• Don't tell the prospective employer more than what they care to know.

• Don't tell them about your volunteering, extracurricular activities, or your
personal
hobbies, unless you feel it will add to your value.

• Don't let your content stray away from the scope of the job announcement.

Before starting to write, and to avoid these "don'ts", print the job description
and break
out a highlighter. Dissect the job description by highlighting the nouns
strategically hiding
within the text. By doing this, you not only verify that you possess all the
skills and
qualifications that the company is seeking, but you also ensure that each of
them are
prominently or strategically listed within your job-search materials (i.e.
resume, cover
letter).

Nouns aren't difficult to locate. Take a purchasing agent position, as an
example. Nouns
(AKA keywords) would include procurement, inventory management, and vendor
auditing.
Once you have a clear indication of these keywords, keep them in mind when you
begin to
write your cover letter. It's all about reflecting you as the perfect person for
the position. If
you possess the skills they are seeking, then it's simply a matter of ensuring
your cover
letter meets the company's expectations.

The next step is to strategically weave the words into your sentences. Be
careful. Use only
those that are relevant to your career history, and ensure each are adequately
spaced
throughout the content so hiring managers don't feel you're being blatant.

Consider using different word variations, if the need calls for it. Some
descriptions can be
reworded and shuffled around — and although they mean the same thing, it will
help you
shy away from plagiarizing the company's job description.

Let's say that a human doesn't review your cover letter, but maybe a management
system
stores it instead. Inserting select keywords into your resume and cover letter
will definitely
increase your chances there too. Amidst the dozens, hundreds, or thousands of
jobseekers all vying for the job that's intended for you, selectively inserting
keywords is
great for both real and computer eyes. Keep that in mind when designing any
portion of
your job-search materials.

- - - - - - - - - - - - -
Learn how to write and design an amazing cover letter at
www.resumebycprw.com/cover-
letter.htm.
- - - - - - - - - - - - -
Written by Teena Rose of Resume to Referral http://www.resumebycprw.com
Teena Rose is a certified and published resume writer and author of "The
20-Minute Cover
Letter Fixer" and "Cracking the Code to Pharmaceutical Sales." Use Resume to
Referral for a
high-end, high-quality resume and cover letter package.

Sending a letter to a company, which may not have publicly advertised positions
is called a
cold-contact letter. You're contacting them to introduce yourself with the hope
that it may
spark an interest and result in a warm lead (also known as an interview). For
obvious
reasons, a cold-contact letter will generate the fewest leads, so paying special
attention to
the content and adding a couple unique elements will increase your return rate.

Understanding the obstacles, too, will help you determine how to best handle
them and
result in additional responses to your correspondence.

Obstacles could arise from sending your cover letter and resume to a strained
hiring
department. Or maybe, a position doesn't exist for you or your skill set doesn't
match
their needs even if they were hiring. The point is, if you're determined to
conduct a cold-
contact campaign, don't be overly concerned when you receive few responses.

It seems cliché or redundant to mention researching the company before
forwarding your
documents, but it's amazing on how many jobseekers fail to do just that. It's
pivotal that
you take a "quality, not quantity" approach to your job search. Focusing your
efforts on
targeting, researching, and applying to a small and specific list of employers
will generate
a higher return from your efforts. By researching potential employers, you're
reflecting to
the company that you're serious about joining their team … so much so, that
you're
willing to dedicate your personal time to learning about their company.

Unlike correspondence written a decade ago, the tone of letters has changed in
today's job
market. Incorporating a conversational tone to your letter will help readers
relate to you.
It's difficult to explain what exactly writing in conversational tone is other
than to say it's
similar to how you speak. You'll ditch many of the stuffy, stock fragments that
once
existed, such as, "Please find my resume attached in response to the position
advertised in
the Dayton Daily News." Instead, start your letter with, "A few months back, I
met with
John Brickman at the business exposition in Vancouver. I was stunned by his
knowledge of
the robotics industry. I realized, after speaking with him for only a few
minutes, that
Jackman Technologies, Inc., was a perfect fit for my skill set — and let me tell
you why."

Don't design the letter to have a heavy or light appearance. You're shooting for
something
that is within a "happy" medium. When you're finished writing, sit back and
examine your
words. Let it sit overnight, if necessary. Always analyze every fragment and
sentence
you're using to determine if there's a better or more effective way of
presenting yourself.
It sounds a bit obsessive compulsive, but unfortunately, you REALLY DO have just
one
chance to make a great first impression.

Ensure that you're not wasting your time, or more importantly, the company's
time. If
you're a software engineer and the company you're targeting outsources their
entire
system needs, then you're wasting time vying for employment with that company.
Know
your viability factor before adding any company to your target list. Make a
courtesy phone
call, if necessary. If you place a call, ask for a contact name too. Why not
kill two birds with
one stone?

Do your legwork before sending any cold-contact letter. Every jobseeker finds
themselves
sending this type of letter from time to time, yet do yourself a favor by
cultivating the info
you'll need to design a letter that outshines those used by others. A good rule
of thumb to
follow is "be innovative, not imitative."

- - - - - - - - - - - - -
Learn how to write and design an amazing cover letter at
www.resumebycprw.com/cover-
letter.htm.
- - - - - - - - - - - - -
Written by Teena Rose of Resume to Referral http://www.resumebycprw.com
Teena Rose is a certified and published resume writer and author of "The
20-Minute Cover
Letter Fixer" and "Cracking the Code to Pharmaceutical Sales." Use Resume to
Referral for a
high-end, high-quality resume and cover letter package.

A follow-up letter seems like a last-ditch effort on the part of a jobseeker, am
I right? Ah,
but wait! The act of sending this kind of letter can actually sway a company in
your
direction.

Companies don't always make hiring decisions when expected. Sending your
follow-up
letter a few days or a couple weeks after the interview can actually reflect
your ambition
and dedication to the employer. In some cases, it will reflect you as a more
viable,
dedicated, and persistent option to employers.

List new and unique content, and avoid regurgitating exact details contained in
your
original cover letter or those spoken in the interview whenever possible.
Instead, keep it
fresh by expanding in directions that put new angles or views on your work
history.

A follow-up letter is referred to as a reintroduction or thank-you letter —
although a
thank-you letter is oftentimes only a few sentences versus the typical 2-3
paragraphs
used in a follow-up letter.

Keep in mind that few jobseekers actually send a thank-you or follow-up letter.
Therefore,
when it actually occurs, it can sway a hiring manager's decision in your
direction.
Remember, it's all about who looks the best in the eyes of the employer. Here
are just a
few reasons for sending a great follow-up letter, along with suggestions on what
to
include in it:

(1) Thank the interviewer for his time. Everyone likes to be recognized and
thanked, even
if the "tree fails to bear fruit." Send a follow-up letter even on those
occasions when the
interview didn't go as well as expected.

(2) Refresh the interviewer's memory concerning a particular topic you talked
about in the
interview. It helps to relate to the interviewer; and by bringing up a
previously discussed
topic, you can draw the interviewer's attention on to you … even if only for a
minute.

(3) Forum to reinforce knowledge, skills, and abilities brought up in the
interview. Don't be
afraid to restate what makes you a prime candidate for the position. It doesn't
hurt to
mention it, because maybe the interviewer missed something relevant about your
skill set.

(4) Address new information that wasn't originally brought up; e.g. you may have
recently
learned the company plans to expand marketing efforts in France. If you speak
French,
noting that in your follow-up letter would definitely be a smart move.

(5) Sometimes small gestures open a door to bigger rewards, such as a second
interview.
Receiving follow-up correspondence from a jobseeker can keep the line of
communication
open between the hiring company and the jobseeker.

(6) Spell out transferable skills not brought up in the interview. If you sat
through the
entire interview and left with a less than favorable feeling about the outcome,
then
detailing how your current skill set is relevant to the open position can build
a bridge
between your current, or most recent, position and your target position.

Don't overlook any opportunity you have to increase your chances for employment.
The
hiring process is much like a dance. Fail to dance (and dance properly) in order
to woo the
judges, and your chances of winning diminish. It's always best to stray from
what the bulk
of jobseekers are doing, so that you draw attention to yourself whenever the
opportunity
arises.

- - - - - - - - - - - - -
Learn how to write and design an amazing cover letter at
www.resumebycprw.com/cover-
letter.htm.
- - - - - - - - - - - - -
Written by Teena Rose of Resume to Referral http://www.resumebycprw.com
Teena Rose is a certified and published resume writer and author of "The
20-Minute Cover
Letter Fixer" and "Cracking the Code to Pharmaceutical Sales." Use Resume to
Referral for a
high-end, high-quality resume and cover letter package.

Throughout the years, cover letter writers have used different terminology for
the types of
cover letters. The names coined oftentimes mimic the purpose of the letter; i.e.
cold-
contact letter and follow-up letter.

No doubt, your job search will require separate letters that utilize different
wordage
depending upon the overall intent of the letter and in accordance with the
recipient. It's
about pushing the right buttons that will provoke action — almost pressuring the
reader
to pick up the phone and make a call to you.

Here are select cover letters you may need throughout your job-search campaign:

• COLD-CONTACT COVER LETTER
A letter sent to a company, which may not have publicly advertised open
positions is
called a cold-contact letter. You're introducing yourself to the company with
the hopes
that your resume will arrive at an opportunistic time. With that, it may spark
enough
interest to result in a job interview. For obvious reasons, a cold-contact
letter will generate
the fewest leads. Your correspondence will be faced with too many obstacles,
such as a
strained hiring department, the potential that a position doesn't exist for you,
and
possibly, your skill set doesn't match their needs even if they're hiring. A
cold-contact
letter is also known as an introductory or broadcast letter.

• JOB-SPECIFIC COVER LETTER
The most promising cover letter to send is the one sent for an open position.
The
company is seeking a new recruit and you're perfect for the position; therefore,
you shoot
off a letter that highlights the key mentionables of your career in relation to
the company's
needs. A job-specific letter is also known as an ad-response letter.

• REFERRAL COVER LETTER
Probably one of the best producers, a referral letter means that you've been
referred to the
company through a mutual acquaintance. It's best to mention your referrer within
the
body of your letter, and preferably, place their name as prominently towards the
top of the
content as possible (first sentence would be great!). A referral letter is also
known as a
networking or sponsor letter. Since networking is still king when locating prime
employment opportunities, a referral letter represents your best chances.

• FOLLOW-UP COVER LETTER
A follow-up letter seems like a last ditch effort on the part of a jobseeker,
but it can
actually "make" your candidacy. Companies don't always make hiring decisions
when
expected, so sending a follow-up letter a couple weeks after the submission of
your
original resume and cover letter or a few days after an interview can actually
reflect your
ambition and dedication to employers. In some cases making you a more viable
option to
employers. When sending a follow-up letter, list new and unique content whenever
possible. Try not to regurgitate details contained in your original cover
letter. Instead,
expand upon details that put new angles or views on your work history. A
follow-up letter
could be referred to as a reintroduction or thank-you letter — although a
thank-you letter
is oftentimes only a few sentences, you could take a different approach by
including 2-3
paragraphs instead.

The terminology may throw you, but their meanings aren't a mystery. Be sure to
utilize
unique content regardless of which letter type you use. The one complaint that
hiring
managers have with jobseekers is that they oftentimes receive letters that are
obviously,
and sometimes blatantly, canned. When sending a letter, whether the content is
canned or
unique to the specific company and recipient, be sure that the reader is left
with the
impression that the letter was written specifically for him … no exceptions.

- - - - - - - - - - - - -
Learn how to write and design an amazing cover letter at
www.resumebycprw.com/cover-
letter.htm.
- - - - - - - - - - - - -
Written by Teena Rose of CoverLetterCentral.com
http://www.coverlettercentral.com
Teena Rose is a certified and published resume writer and author of "The
20-Minute Cover
Letter Fixer" and "Cracking the Code to Pharmaceutical Sales."