Recently I was asked how to increase the odds that a resume will
result in a formal interview with the hiring manager. The answer is easy. Find
out what the hiring manager's pain is and sell your solution. Making it happen
takes some work.
The important thing to remember is that while a resume is about
the candidate, it is also about responding to the hiring manager's needs. Good
resumes demonstrate how the candidate can help resolve specific things the
hiring manager needs done by clearly stating the candidates relevant
achievements. It really comes down to taking the initiative to find out what
the needs are and respond to them.
Unfortunately job descriptions rarely portray the needs
accurately or completely. Very often they are boiler plate descriptions that
lack a truly accurate description of a hiring managers' pain, the real problem
to be solved. Normally the hiring manager is the only one who really
understands his or her pain, not an outside recruiter, the company recruiter,
or whoever writes the job description. The best these people can do is to find candidates,
screen them, and recommend them to the hiring manager to review. Why not turn
the hiring process around? Speak directly to the hiring manager before
submitting your resume. Impossible you say? Not if you learn how.
There is no question that having an informal conversation with
the hiring manager before formally applying is the most direct approach to
landing the job. It enables the resume to be edited to be sure it addresses why
the candidate is best suited to help fix the hiring managers key needs. Does reaching
out to the hiring manager always work? No! But it beats applying first and
hoping to get a call. There are several reasons why it works.
·
It establishes a rapport with the hiring manager.
·
It demonstrates taking initiative and action rather than
passively waiting and wondering.
·
It eliminates doubt about how to respond to need.
·
It enables one to edit the resume and prioritize keywords and
accomplishments that are relevant to the need.
·
It gives those who do it a significant competitive advantage
over those who don't by differentiating you from the 'herd'.
·
It also makes writing a cover letter a much easier task by
allowing one to reiterate key points the hiring manager liked from the
conversation.
There is not a better way to achieve competitive advantage and
win the interview.
If you're not getting the results you expected from your search
approach, consider the following:
·
Find out what the hiring manager needs directly from the source.
Make direct voice contact.
·
Don't think only about your own needs when you write your resume.
Think about accomplishments you have achieved that will help the manager solve his
or her problems.
·
Focus on your achievements and the results of your work. How did
the things you have done keep business going smoothly or improve something?
·
Keep in mind a resume is an advertisement, not a biography.
Avoid excessive description of your responsibilities and history. Responsibilities,
positions and even job titles may not be as important as you think if you have
not described the results of your work.
·
Format for skimming, not reading. People glance at resumes. They
don't read them. They skim, quickly glancing for key words, numbers, and
phrases that interest them. Make it easy for them to find the reasons to
interview you. Position the things they are looking for where they will jump
out at the reader.
·
Keep your resume relevant to the hiring managers needs. Avoid
writing paragraphs. Remove words and sentences that are not relevant to the needs.
·
Spelling and grammar are important. So is neat, orderly
formatting. Avoid appearing ignorant or careless.
·
Make sure your resume is compatible with Applicant Tracking
System (ATS) screening software.
The takeaway is this: The best way to increase the odds of
getting an interview is to speak directly to the hiring manager, informally, to
understand his or her needs before applying for the job. Then, by following
good resume and cover letter writing skills and by responding to key needs, you
will be a prime candidate and win an interview.
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