Don't Send a Resume

1. Your Resume Is Not Your Best Job-Seeking Tool

A resume with a "for everyman" cover letter is junk mail.

Resumes are often ineffective. They are typically generic, biased in favor of the candidate, and look similar to everyone else's. Instead of relying solely on resumes, job seekers should focus on more targeted and personalized approaches. This includes researching specific companies, writing impact letters, and demonstrating value through actions rather than just words on paper.

Alternative approaches are more effective. Consider:

• Writing tailored impact letters to decision-makers
• Creating a "resu-letter" that humanizes your experience
• Demonstrating your skills through consulting projects or trial work periods
• Showing up with ideas and research about the company's challenges and opportunities

2. Research and Target Specific Companies

Draw a forty- or fifty-mile radius. This is the area where you will begin your job search.

Focus your efforts. Instead of sending out hundreds of resumes to random companies, identify a handful of target organizations within your desired geographical area. Research these companies thoroughly, including:

• Their products, services, and markets
• Recent news and developments
• Competitors and industry trends
• Company culture and values

Become an expert on your target companies. This knowledge will allow you to:

• Craft more compelling application materials
• Ask insightful questions during interviews
• Demonstrate genuine interest and enthusiasm
• Identify ways you can add value to the organization

3. Write Impact Letters Instead of Generic Applications

If the letter is carefully written, and your proposed opportunities are reasonably feasible, you will, in most cases, at least get an interview.

Craft personalized impact letters. Instead of sending a generic resume and cover letter, write a targeted letter to the decision-maker at your chosen company. This letter should:

• Demonstrate your research and understanding of the company
• Identify 4-5 specific opportunities or challenges the company faces
• Propose ideas for how you could help address these issues
• Quantify the potential value you could bring to the organization

Stand out from the crowd. By taking this approach, you:

• Show initiative and creativity
• Prove your ability to add value from day one
• Differentiate yourself from other applicants who rely on generic materials

4. Treat Job Interviews as Sales Calls

The job interview is a sales call. You are the product you want the customer to buy.

Approach interviews strategically. Just as a salesperson prepares for an important meeting, job seekers should:

• Set clear objectives for each interview
• Conduct thorough research on the company and interviewer
• Prepare thoughtful questions to uncover the company's needs
• Practice responses to common interview questions
• Be ready to handle objections or concerns

Focus on the customer's needs. During the interview:

• Listen more than you talk
• Ask probing questions to understand the company's challenges
• Demonstrate how your skills and experience can solve their problems
• Be prepared to show examples or demonstrations of your work

5. Demonstrate Your Value to the Company

Always dollarize yourself.

Quantify your potential impact. Whenever possible, express your value in terms of:

• Increased revenue or sales
• Cost savings or efficiency improvements
• Time saved or productivity gains
• Customer satisfaction or retention improvements

Provide concrete examples. Instead of making vague claims about your abilities:

• Share specific instances where you've achieved measurable results
• Use numbers and percentages to illustrate your impact
• Explain how your skills could translate to similar results for this company

6. Ask Thoughtful Questions During Interviews

Interviewers like candidates who ask thoughtful questions.

Prepare insightful questions. This demonstrates your genuine interest and understanding of the company. Some examples include:

• "What are the biggest challenges facing the company/department right now?"
• "How does this role contribute to the company's overall strategy?"
• "What does success look like in this position after 6 months? A year?"

Listen actively and follow up. Pay close attention to the interviewer's responses and:

• Ask for clarification or more details when needed
• Share relevant examples from your experience that relate to their answers
• Use the information gained to further tailor your pitch for why you're the right fit

7. Always Ask for the Job

By asking for the job, you increase your odds of being hired by your target company by more that 50 percent.

Overcome your hesitation. Many candidates are afraid to directly ask for the job, but it's crucial to express your interest clearly. Some approaches include:

• "Based on our discussion, I'm confident I can excel in this role. What are the next steps in the hiring process?"
• "I'm very excited about this opportunity and believe I'd be a great fit. Is there anything preventing you from offering me the position?"
• "I'd love to join your team and contribute to [specific company goal]. How can I convince you that I'm the right person for this job?"

Be prepared for the response. Asking for the job may lead to:

• An offer on the spot
• A timeline for when you can expect to hear back
• Additional questions or concerns that you can address

8. Follow Up and Send Thank-You Notes

Fill the postman's sack with thank-you letters.

Express gratitude promptly. Within 24 hours of any interview or networking meeting:

• Send a personalized thank-you note to each person you met
• Reference specific points from your conversation
• Reiterate your interest in the position and company
• Add any additional information that supports your candidacy

Maintain professional relationships. Even if you don't get the job:

• Thank the company for their time and consideration
• Ask to be kept in mind for future opportunities
• Stay in touch with contacts you've made during the process

9. Maintain a Daily Job-Hunting Routine

You must work every day to get contacts, appointments, interviews, and commitments.

Set daily goals and track progress. Assign point values to different job-seeking activities:

• 1 point for getting a lead or referral
• 2 points for securing an appointment
• 3 points for completing an interview
• 4 points for getting a commitment or job offer

Stay focused and motivated. Aim for a certain number of points each day (e.g., 5 points) to ensure you're consistently making progress. Other daily activities should include:

• Researching target companies
• Networking and reaching out to contacts
• Tailoring application materials
• Practicing interview skills
• Following up on leads and opportunities

By maintaining a structured routine, you'll avoid procrastination and increase your chances of landing the right job.

Last updated: September 22, 2024