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Selling Yourself on Paper

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The purpose of any written contact is to offer just enough information to make the reader want to invite you for an interview. Offer too much information or present it in a poor manner and your chances of a meeting are decreased.

Job offers are made only after interviews. With a pre selling job stressing user benefits you will get inter-views. Emphasize abilities needed by the firm. Put the buyer's self-interest first by stating what you can do for the firm. Remember that many skills can be transferred from company to company and even industry to industry. It is up to you to show how your accomplishments can be used.

Think in terms of an employer. Would you make a job offer to a stranger who sent you an unsolicited letter and/or resume to someone who responds to a want ad to someone just on the basis of their written or verbal communications? The answer to all three questions is no!



When many job seekers are applying for one position, well prepared material will help you stand out from the crowd. Study the examples carefully and use the ideas to create your material. The words should be your own. Letters and resumes are highly personal summaries of experience, accomplishments, personality, and education. Keep up-to-date records of contacts and copies of the material used.

The reader of a stack of letters and/or resumes will ask questions as the elimination process operates. Do I want to interview these people? Do these people know who they are, what they want, and what they can do? What talents do these people have? Are they applying for a job which ties in with their talents? Why should I hire John instead of Jane?

The Letter

Individual letters mailed directly to your PRIME list of potential employers is an excellent way to obtain interviews. If an appealing want ad requests a resume, send just a letter which you slant to fit the ad.

Think about your intended reader. What should he/she know about you? What have you done of value to the company? Why should you be seen? What benefits will they gain from your employment? An individually prepared letter sent to someone high up in the company may cause this person to act. You could get a hidden job by replacing a low producer or someone planning to retire.

Tailor letters to fit each specific firm. Emphasize only those skills related to the job to be done and the benefits the firm can derive. Show that you are a producer and aware of the necessity of a profit. Tell just enough to make the interviewer want to see you. Use action words which indicate accomplishments. Letters should be 1 or 2 typed pages in length.

You are writing the letter with the goal of making the reader want to interview you face-to-face. A suggested format for the letter is:
  • Get attention by giving one of your major accomplishments related to the want ad or the company's operation.

  • Indicate why you are writing the letter - in response to the want ad or to show the match between company needs/activities and your skills.

  • Provide examples of your achievements related to the job. DO NOT list activities. Instead show how your efforts produced results and achievements.

  • Close by requesting reader action. Suggest a meeting, give your address, and telephone. Include the area code. Indicate you will telephone his/her office to set up a meeting time. If at all possible, address letters to a specific person in the firm by name and title.
Your letter may bring a phone call. Be aware! A telephone interview will lower your chances for a personal interview. With a phone interview you can easily get a quick turn down. Be polite and pleasant but do not talk for any length of time. Indicate you cannot talk at this time. Instead say you will be glad to answer all questions in a personal interview at a time convenient to the interviewer, or mutually convenient.

The Follow-Up Letter

Use follow-up letters on two occasions: a) one week after the interview and b) three weeks after an initial letter if there has been no contact. You are attempting to stand out from the mass. Keep your name and qualifications in front of those who make decisions. Follow-up letters should be simple, to the point, and less than one page. Use words reflecting on the company environment.

The position may already be filled but organizations remember good potential employees. The company may initiate contact in the future. A possible format for the follow-up letter is:
  • Express appreciation. Give thanks for the interview and the time taken and/or show your continued interest in the available position.

  • Indicate the match between the company needs and your qualifications. Briefly state several key points.

  • Ask for further consideration.
The Letter with Resume

Generally a letter sent with a resume is not as effective as just the letter. Too many details are given or poorly presented. Negative screening methods operate very well if excess information is provided. Note that a mass produced cover letter and its companion mass produced resume will be quickly eliminated.

To cover all potential employers use a brief individually prepared cover letter with a 1 or 2 page functional or directed resume. The letter can be very similar to the follow-up letter. Mail the letter and resume to potential employers of minor interest to you.

An individualized letter serves as an introduction and encourages the reading of your printed resume. The letter is written especially for one potential employer and mentions specific employer needs that you can fill. Feed back to the firm what it is looking for. Stress accomplishments, qualifications, and experience that meet company needs.
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