Submitted by Steve Klubock,
Career Services International
How do you increase the odds the market will see your value and make a bid (in the form of an interview and eventual job offer)? In some ways, your job in getting a job is to force the company to see its own self in a product advertisement (that being you). Is my twisted logic making sense? Put in another way, once the company makes a connection, you will find yourself in the right position for the next step.
Let’s break it down a bit by comparing common commodities to this concept and how the average consumer/company defines a need to possess. If we were to find living room furniture and feel certain it would fit our current décor, and, most importantly fit through the door, we probably would purchase the piece. If not, we would walk on by. Likewise with a suit of clothes; if we can see ourselves in the suit and if it matches the style we are looking for, chances are, we would buy it.
So how do the above examples apply to selling yourself to complete strangers during the worst job market in 60 years? How do you get the market to see itself in you?
Warning: Attitude realignment may be required.
If you are selling, (and you most assuredly are) your presentation must be about the buyer (company) and his/her needs. With this as a mindset, your skills, education, contributions, and potential must be presented in terms of company need. Thus leading to the next question: how do you figure that one out?
Your résumé needs to present the value package as a solution to the present (and potential) problems challenging the market today and more specifically the company you are targeting. Rather bluntly, your value proposition is the foundation to open doors of communication and resolution.
Time for an exercise: Call ten industry leaders and ask them, point blank, what are the top three priorities or challenges affecting their labor force and what is it they value most in an employee. After about five calls you will see a common thread.
Next, look at YOUR career history and see where you have addressed these areas and how you are marketing those sought after qualities. Take note of what you hear (great knowledge during interview sessions) and know the buyer will ONLY be interested in the product (you) if what you bring can be internalized within the overall goal of the company.
Surely you are not a piece of furniture or made of fabric, but the lessons learned can be used to your advantage. Make sure your resume takes advantage of the top third of the page by highlighting VALUE. These first few lines of information (Problem, Action, and Result) are the basis hiring executives use when evaluating candidates.
Keep a pulse on the industry you are pursuing and mirror company needs to what you bring to the table. In today’s labor saturated market, packaging is almost as important as the product itself.
Wishing you success.
Thanks Steve, your 20+ years experience in career management is much appreciated.