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April 8, 2014
Best of TZM: Get More Interviews in 2014
If you’ve been puzzled about why the resumes you’ve sent haven’t generated more interviews, this tip, known and used by direct response marketers, may be just what you need.

It’s well known that HR only gives most resumes a very quick look before moving on to the next one, yet even if your resume gets to the hiring authority, you probably won’t get a response.

That hurts. Especially when it’s for a position that you know you can handle. 

Most people assume the problem has to do with their resume, so they tweak it or even write a new one, but the results don’t change.

To understand what the real problem is, consider this example involving someone we’ll call Pat Speer. I’m willing to bet that I could write a full-page ad, single spaced, and Pat Speer would read every word in it. Even if Pat is busy or has a short attention span, Pat will read this ad.  Why?

Because the headline would be: THIS AD IS ALL ABOUT PAT SPEER.

Yes, you say, but how exactly does that relate to me trying to get more hiring authorities to read and give my qualifications a fair reading that will influence them to contact me about coming in for an interview? The problem really is your resume. You see, your resume is all about you, whereas the hiring authority is mainly interested in himself or herself

Furthermore, your resume is about the past, whereas the hiring authority is mostly concerned about the future and how to deal with his or her business challenges and problems.

Now that you know this, what should you do to make it far more likely that you’ll get more interviews? Simple. Instead of firing off a resume, next time, send only a letter — directly to the hiring authority. In it, tell him or her about some of the ways that you could help them reach their business financial goals faster…as the result of your education and experience.

Do not include a resume because you want to be evaluated based mainly on your capabilities, not how many jobs you’ve had, your age, etc., which they would focus on if you included a resume. If your letter strikes a chord and they contact you for an interview or just a copy of your resume, at least you’ll know you’re already partially pre-sold, and chances are they’ll be more understanding about things that they might otherwise use to eliminate you from consideration.

It’s not your resume; it’s your communication strategy that can make the difference between staying where you are and getting to where you want to be.

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Tom Kellum is a job hunting consultant, helping people's dreams come true since 1987. He specializes in providing a personal job-landing service based on proven marketing strategies and methods. For more information, email him at careerkeysman@gmail.com.
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