Developing Your "Communications Materials"

TIP 6:   Saying The Right Things To The right People


A. Your Cover Letter. Whatever you do, don’t use a generic cover letter. You
need to develop a new letter for each organization you contact – one addressed
to that all-important hiring authority your research and telephone calls uncovered.
As our book points out, you want to make three impressions on this person – although,
by the second impression, he or she will know who you are, what you want, and the
benefits you can bring to the organization. Make certain the benefits you spell out in
the cover letter are expanded upon in your resume. Above all, keep the cover letter
short, easy-to-read, and tailored to your recipient so he or she recognizes immediately
what you have to offer the organization. During Step 2, you’ll be enclosing a powerful
resume. Make certain it highlights, supports, and builds on the benefits included in this
cover letter.

B. Your Resume. Typically, 30 seconds is about as much time as the typical HR
Manager spends reviewing your resume. This is how long it takes to briefly scan
a resume and determine if the company is interested. This is why we want to target
that person with the hiring and firing authority, not someone who handles support
staff functions. On the off chance you are responding to a classified advertisement
for a job – and you researched the proper contact – still use the cover letter approach,
but tailor it and your resume so they reflect and highlight the skills the company specifies.
In either case, don’t assume anyone will deduce from your experience or job title that
you have the required skills, and can offer the desired benefits. You must mention your
skills and resultant benefits, specifically. Write your resume so it easily can be understood
by your main contact or someone in the HR department. As illustrated by the sample
resume contained in “Knock 3 Times,” it’s best to summarize your technical skills at
the top of the first page. Remember, many people may be reading your resume on-line
or from their e-mail in-box, so you must design it so the most important part – which
is your list of job skills – fits into the first section where viewers see it without scrolling
down. If this information appears at the bottom of the page, they might never see it.
Again, refer to our sample resume as an example of the most current “best practices”
in preparing and formatting.

C. References. Don’t put reference names on a resume you send to an organization.
This enables the organization to check your references prior to the interview. Make
certain you contact your references in advance, and find out what they might say
about you before supplying their names to prospective employers. You can always
ask a friend to call and pretend to be an employer, and see what they have to say
about you. Don’t provide your list of reference unless or until the interviewer asks
for it. Typically, this will be as you conclude the interview. When the interviewer
asks if he or she make contact your references, consider this as a positive sign.
However – once again – be certain your references know they may be called,
and you know what your references will say about you if called.

What Is An Informational Interview?

TIP 5:  An “Informational Interview” is an effective way to gather data first-hand
on an organization for which you’d like to work. Once you’ve settled on the type
of job you’d like to have, it’s fairly easy and extremely effective to arrange
appointments and meet with decision-makers in the career areas in which
you’re interested. One extremely positive aspect to this type of interview
is that it eliminates the typical stress of having to answer specific questions.

Instead, you’ll find yourself on the asking end – which is where you need
to be to display a keen interest in the work being discussed. You need to
make certain the people you talk with are aware of your background,
interests, abilities, and goals.

Be sure to ask questions about the organization’s products, services, jobs,
and types of specific responsibilities and duties. If you have a type of job
in mind – say you want to work in the public relations department – you’ll
need to know the types of writing and people skills required.

Don’t ask for employment at this time, just give and seek information about
yourself and your job search. Make certain to ask for guidance and further
referrals. Typically, an informational interview can generate two or three
more solid contacts. Also, be sure to leave a favorable impression – and
immediately follow up with “thank you” letters to all involved.

By following this process, you generally can develop an extensive contact
and job lead list over a fairly short period.

What Is Networking?

TIP 4:  Your best results will come from networking! A recent study by the Department of Labor reports that at least 63% of job positions filled were filled directly or indirectly as a result of networking! Keep in mind what we said earlier – 75% of job opportunities are never advertised, not interviewed for on college campuses, not posted at veteran placement offices, not listed with Employment Security Offices, or with executive placement firms and headhunters.

Three-fourths of all jobs are filled without us knowing about them! And you ask, “How?” and “Why?” Mainly because doing so is fast, simple, and free. With networking, initial screening is accomplished by someone who is known and trusted by the prospective employer – typically a current employee, relative, close friend, or an associate of one of these individuals. He or she hears about a job opening – and knows you are unemployed – and puts two and two together. Although, it’s more like one and one – you and the hiring organization! “Networking” means tapping your various contacts to uncover employment opportunities.

Chances are, you’ve built up a network of such contacts: family, friends, other relatives, neighbors, church members, co-workers, competitors, members of professional, military, and alumni associations, members of local community projects and local government – and anyone else who comes to mind. Make certain to stay in touch with your network, through telephone calls, cards and letters, and e-mails. Keep them apprised of your activities, timetable, and accomplishments. It would not hurt to do them small favors or just be helpful – favors don’t have to be extravagant to be appreciated. Often, word of mouth will help the news spread from one person to others. Persons who are part of your network may very well know of job openings that exist, of which they can make you aware. However, they can only do this if they know you’re looking! When you ask such people for help, keep in mind that you’re asking for their endorsement as a good candidate for employment.

Once again, remain positive. It takes time to build a network, and get your name into circulation.

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