Your story makes a difference to everything you do in your life. Whether that story is for clinching a new business deal, for securing a new job, or to negotiate something which is important in your life. Whatever the circumstance, your story has the power to impact your life, and others’ lives, in untold ways – but only if you tell it the right way.

It’s the way you tell your story and what you do with it that counts.

And when I talk about stories, I’m not talking about from the time when you were born, to now, and how you got here (although sometimes, dependable on the situation, that too can count but it’s outside the scope of this article!).

I’m talking about the results-oriented ‘stuff’ you have collected along the way and which is marketable or attractive to whatever audience you are targeting to.

What do you want to achieve in your life, your business, or your career? Firstly, it’s really important to define this; otherwise, your stories will not be relevant or, at the other end of the scale, you just won’t be able to define any stories at all that relate to whatever you want to do or whomever you wish to target to (and even if you’re applying for a job you’re targeting to someone or some particular function). To learn more about defining your purpose, click here.

So what do I mean by stories?

Stories are like a movie. Your own personal storyboard where you have achieved results for whatever it was that you were doing. Most folks have achieved quantifiable results or, if they can’t be quantifiable, they are classified as great nonetheless. Never discredit what you have done or are doing.

Stories are the proof that people need to determine whether they are getting a return on their investment from hiring you (whether you are an employee or a business owner). We all think this way – like it or not.

For a client, this is proof that your skills promise to do whatever it is that you do (i.e. your xyz service on average increases staff productivity by x%); and for an employee who is looking for a job, an employer can expect that your $___ salary is going to equate to an additional x% in revenues (or whatever the job function is).

The first step is to have a brainstorming session to unearth your stories. The second step is to re-work your story and ‘tell’ the story in an attractive, authentic, honest, and ethical way.

The first step is the most important step of all – even if you feel you don’t have the ‘storytelling’ skills to get it on paper. Do it anyway. I challenge you to be the Captain of your ship and take charge as, at this stage, it is the thinking process to discover your own unique stories that will steer your ship to success, not the initial words you write on the page. If you don’t have the wordsmith skills, you can always hire someone to do that for you (i.e. the second step). It is the first step which makes all the difference. If you would like support to unearth your stories, then consider enlisting the support of a friend or engaging the services of a professional coach.

When you have defined your stories and written them in a compelling way, your marketing material is geared toward your audience and results in more favourable outcomes and a win/win scenario for all concerned. For a business owner, your marketing materials may be a proposal or a flier or other advertising collateral; for a job seeker, your marketing materials are your résumé / CV, cover letter, portfolio and other strategies.

Let me give you a couple of examples:

For a business owner, you may be a consultant who provides online IT database solutions to small business owners in the xyz market. From feedback received from your clients, with the database solutions that you provide, on average you boost their staff productivity in xyz area by x%. One of your stories can be a case study where you provide some background information on a client. Describe what their pain was. What were their challenges? As a result of the issues they were having, what repercussions was it having on their business? What solution did you come up with? And as a result of implementing that solution, what quantifiable results did your client achieve? If you don’t know any of this, then make a commitment to start surveying your clients to find out the answers to these questions. This then makes a ‘story’ that you can tell to prospective clients to quantify the results they will achieve from commissioning your services. This can be so much more powerful than simply stating in your advertising material that you help small business owners in the xyz market in gaining better productivity by deploying xyz database solutions. Anyone can say this. It is your story with the results behind it that make the difference. Always align yourself as a solution to their problem in your story. What opportunities are you missing out on because you are not aligning yourself as a solution to the client’s problems?

For an employee, you may be a Safety Officer with a background in assessing site conditions and designing new programs and strategies (and thus, lower accidents / incidents and mitigate risk to your employer). In your job seeking marketing material (i.e. your résumé / cover letter / etc), you would align the results you have achieved in your employment with the pain (or expected pain) that your future employer will experience. For instance, within the industry your research may have revealed a high incidence of sprains and strains which accounted for 60%+ of injuries. You would therefore include your stories that related to this aspect; asking yourself of your current and previous employment: what type of sprains / strains did I identify? What were the repercussions to my employer if I didn’t identify it or do anything about it? What did I do after identifying the risk? What were the results after I implemented my new strategies (i.e. what reduction in injuries – % wise – did I achieve)? As an example: your story may go something like this: Reduced incidence of sprains and strains from a high 80% down to a low 32% by: – Analysing occurrences of incidents to determine cause. – Investigating the site to review job processes. – Undertaking a job redesign that involved modification of a task through mechanical assistance (this task alone equated to 80% of the incidents with half of those being back strains). – Delivering training to 132 staff in manual handling. – Implementing refresher courses for all staff. This is so much more powerful than simply stating that you have been successful in reducing sprains and strains on site (with no quantifiable results or the process on how you went about it). Always align yourself as a solution to their problem in your story. What opportunities are you missing out on because you are not aligning yourself as a solution to the company’s problems?

Again, if you need help don’t be afraid to ask for it. Enlist the support of a friend or a professional coach. Then when you have defined your stories and if you feel your wordsmith abilities don’t do you justice, engage the services of a writer – seek the help of a professional to make your stories shine. Your stories are important, deserve to see the light of the day, and market your true potential! They will take you on a journey that realises what you dream and hope for.

The way we tell a story is the most important of all. ~ Nullah, from the screenplay ‘Australia’.

What story did you tell in a compelling way that set you on the path of your dreams? How did you share it with others that gained results? Please share so others can learn and gain inspiration!

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9 times out of 10, the little ‘what if’ has some scary story to tell you or some other negative message.  The voice doesn’t care that you’ve made up your mind. Until ACTION is taken on your decision, it’s going to sit there and annoy the hell out of you until it has you in a spin and questioning the original decision you made in the first place!

Sound familiar? Don’t worry, it DOES happen to all of us… even if you’re a positive-minded person.

So what can you do about it?

Firstly, I don’t believe you should be ignoring the little ‘what if’ scenarios that are whispered to you. They pop up for a reason and if they’re being whispered into your conscious mind
then they are most definitely working in the background in your subconscious mind.

Ignoring the ‘what if’ whispers, or indeed, allowing them to run amok in your mind without addressing them, is giving cause for your subconscious to continue to feed on the negative scenarios, without you even really knowing about it. Until you wake up one morning – before you have taken action on your decision – and emphatically declare that your original decision was a stupid idea and you’re just going to keep on moseying along just like you are, thank you very much! Or, you take action, but you haven’t entered into the action with gusto because there is some part of you that doesn’t believe.

Our minds are very powerful and your brain has no idea what is truth and what is fiction. Or what is grounded and what is outlandish. I’ve demonstrated this in my article ‘Your Brain
Believes What You Feed It’ which you can read here.

If you’ve made a clear decision to take action and you’re experiencing distracting ‘what if’ scenarios, here’s what you can do:

1) Keep a notebook or journal by your side at all times. Divide the page into two columns.

2) Observe your inner voice and the ‘what if’ scenarios that are coming to your mind.

3) Don’t ignore the ‘what if’ and give your subconscious mind an opportunity to feed on it and blow it all out of proportion. Instead, open your notebook and in the first column write
down your ‘what if’ (or ‘what would happen if…’).

Sometimes, when we write down our ‘what if’ scenario, it doesn’t look as big as we first imagined it in our mind.

4) After you have written down the ‘what if’ scenario, on the opposite side in the next column, imagine the opposite of what you have written down.

To give you an example…

If your ‘what if’ went something like: “What if I end up hating my new job or the people I work with?”
On the opposite side, you may write something like: “What will happen when I’m suddenly working with a great bunch of work mates?”

5) Once you’ve written down the opposite of your ‘what if’ scenario, spend a minute or so in jotting down the RESULTS of that thought. Don’t over think it – this should be a fun
exercise… jot down what quickly comes to your mind without wondering about the ‘how’ or whether it’s even a real possibility.

So with the example above, it may look something like this:

“What will happen when I’m suddenly working with a great bunch of work mates?”
- Increase my happiness and enjoy my work.
- Have new energy that results in me networking more efficiently… I then gain 10 new contacts each month.
- Secure a good rapport with my team mates that leads to us winning $20k more in new business each month.
- Get recognised for my expertise; XYZ newspaper has written a profile about me in the Social Pages.

And so on… you get the picture

6) Once you’ve written down your RESULTS, cross out the negative ‘what if’ scenario in the first column.  Just put a bold line through the whole thought. You can even take it one step
further and do what I do… I cross it out, then in capital letters I write things like: ‘What a silly idea!’ or ‘You are the weakest link – Goodbye!’  Sounds nuts, I know… but you’ll
be surprised how wonderful it feels – quite liberating really!

By following the steps above, you’ve successfully turned around a negative ‘what if’ scenario and fed your mind with something positive.  Writing it down and imagining the key results
works wonders.

To entrench the new positive in your mind and totally eliminate the negative ‘what if’ scenario, consider practising visualisations with the results you recorded in your notebook. Put on some relaxing or light meditative music and take the time to sit quietly for 30 minutes and transport yourself to that new, positive scene. Play it out in your mind and really feel it, see it, hear it, smell it, touch it.

“The secret of making something work in your lives is first of all, the deep desire to make it work: then the faith and belief that it can work: then to hold that clear definite vision in your consciousness and see it working out step by step, without one thought of doubt or disbelief.” ~ Eileen Caddy

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Those little saboteurs that sit on our shoulder and whisper into our ear. I’m sure you know what I mean.

It usually happens when you’ve got an idea to do something that is out of the norm – out of your comfort zone – like stretch yourself for a new position. Then suddenly, wham! There it appears… like a ghost from the dark of night. Invisible, but there all the same.

Suddenly, your idea that seemed so fabulous two seconds ago has suddenly taken on a dark, odd shape and you are suddenly convinced that no matter what, you are doomed to failure – never mind that your idea two seconds ago was so full of promise.

That little pesky guy sitting on your shoulder is whispering into your ear; telling you all these stories… most of them starting with ‘what if’ that then expand into 300-page novels that would put JK Rowling to shame! In fact, they are such wonderful ‘words’ of art that you start to believe everything the little guy is saying to you.

The truth is, the pesky guy sitting on your shoulder is scared. They’re wondering what’s going to happen if suddenly you have a new life. They like sitting on your shoulder exactly the way it is, so they don’t want you to change and they want to hold you back. They will go kicking and screaming to the bitter end until, finally, you give the pesky guy the flick once and for all.

Harbouring a safe haven for the pesky guy on your shoulder isn’t something unique. You are not alone. If you search for it, you will find that many people throughout history have also faced a pesky guy on their shoulder.

So how do you remove the pesky guy to unleash your hero within?

There are many facets to that question… each person is unique with differing talents, ambitions, and backgrounds. One answer does not fit all.

I have provided some tools I use with my clients in my coaching practice that you may find of benefit in discovering self-limiting beliefs.

Download The Tools Here

Take time to reflect upon them, and be prepared to do some homework and partner with someone you trust to discuss what you find – in an objective, unbiased manner.

Great things do not happen within oneself by reflection alone. Great things do not happen alone.

When making changes and stepping out on a new journey, it is vital you have a cheering squad, an accountability partner, and a truth maker to assist you.

And remember to enjoy the journey.

“No one remains quite what he was when he recognises himself.” ~ Thomas Mann

Wishing you a fabulous journey! And let me know what you think of the tools and how they have assisted you – I would love to know!

Best wishes,

Tara West

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Your Life Purpose works hand-in-hand with your values and, the two combined, give you the unwavering belief in what you stand for and ensures you live your life by design, not someone else’s making – you are happier and fulfilled when doing what’s most important to you AND expressing it in every part of your life.

Richard Lieder, who wrote ‘The Power of Purpose’ said it best:

“Purpose is the conscious choice of what, where, and how to make a positive contribution to our world. It is the theme, quality or passion we choose to center our lives around.”

Here are 3 steps to defining your Life Purpose:

1) No-one can define your life purpose for you. Your life purpose is something within you which firstly begins in deciding that YOU matter – YOU are unique and different from everyone else and YOU are special. For 15 minutes each morning, take some time out to sit in a room free of distractions. Look upon this time as an opportunity to sit quietly and concentrate on just being in the moment. Observe your breath and let your mind empty itself of trying to sort out the day’s problems. Instead, focus on you and experience a comfort within yourself. This may not come naturally at first and you may find your mind filling with your ‘to do list’. When you do, stop, concentrate on an object in the room or the nice scenery outside and clear your mind.

2) To find out what matters to you and define your life purpose, it requires delving into your life from various angles to discover any matching themes. Block out an hour in your diary, then find a nice quiet spot to answer these questions. In doing so, listen to your inner intuition – the little voice inside you. What does it immediately say to you? Write it down and forget about making the words or sentences perfect. Just jot down what comes to your mind.

* What do you love doing in your spare time or when working?
* What activities are you currently doing that you enjoy?
* What do you naturally do well?
* What are your 10 greatest successes throughout your life so far? (Note: this isn’t what someone else thinks, this is what YOU think)
* What causes do you feel passionate about?
* What are the 10 most important lessons you have learned in life?
* What things do people normally ask your help for?
* If money was not an issue, what daydream would you be fulfilling right now?
* Imagine you are writing your own eulogy. What things do you want to be remembered for at the end of your life?
* Picture yourself at 80 or 90 years old. You are happy, content with life, and feeling very blessed at everything life has gifted to you. Your mind wanders to your family, your friends and other relationships and you give a happy sigh… your heart skips a beat remembering everything you have achieved in your life. Reflecting on everything your life has been made up of over the last 80/90 years, what matters to you most?
* How would your life be different today if you knew it was impossible to fail?

3) Once you have answered your questions it is time to look for the common themes that have emerged. What patterns do you see? What seems to matter the most to you? If you are unsure of what the patterns are or what they mean, then consider asking a family member, friend or coach to help you in defining the themes.

Once you have defined your life purpose, don’t let it sit in your head. Next step is to write your Mission Statement. By writing down your own personal mission statement that is your life purpose, you are giving yourself permission to live by your life purpose and providing a tangible reminder each day of who you are and how you are living your life by your own design.

A Mission Statement is made of three parts.

1) Your talents and values – this is the essence of who you are

2) What you wish to accomplish and what contributions you believe you bring to the world – yourself and others

3) Quantifying your life purpose – the measurable results you wish to achieve by living out your life purpose – i.e. how will you know when you are truly living your life purpose?

When writing your life purpose use positive words and eliminate such things as “I should”.  There are no ‘shoulds’ in a life purpose… your purpose is made of ‘I will”. Express yourself in the present tense, even if you may not necessarily be living all aspects of your life purpose in the present tense, at this point in time.

For brainstorming purposes, this is a great site to view what other folks have come up with for their personal mission statement:

http://www.missionstatements.com/personal_mission_statements.html

Once you have written your Mission Statement that clearly expresses your Life Purpose, don’t hide it in a draw.  Display it proudly on your wall where you can see it everyday. If you wanted to take it one step further – and why not? – then consider getting your Mission Statement designed and printed, then framed. The design could encapsulate in a visual way how you live your life purpose.

I just love what George Bernard Shaw has to say about a purpose:

“This is the true joy in life, the being used for a purpose recognised by yourself as a mighty one; the being thoroughly worn out before you are thrown on the scrap heap; the being a force of Nature instead of a feverish selfish little clod of ailments and grievances complaining that the world will not devote itself to making you happy.”

Are you waiting for the world to make you happy, or are you going to design your own purpose and mission in life to make yourself happy?

Best wishes,

Tara West
Certified Professional Coach

Working with a coach can assist you in uncovering your true potential and accelerate your success. Click here to learn more.

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A resume and cover letter is a great tool in your job hunting toolbox, but there are times when you need to go outside of the box and market yourself in a totally different light.

Since 1992, I have been stating that a job seeker needs to market their services to an employer, just like an employer markets their services / products to a consumer.  This is still true.  However, what if you took it one step further?

Have you ever been prospected by a sales rep who whipped out a chart full of wonderful statistics to prove what they were saying was the real deal?  This is an interesting point and one you can use to your advantage, assuming that you have exceeded your own workplace targets or outstripped your peers.

A job performance chart is a new tool for your job hunting toolbox that you can utilise, irrespective of whether you are seeking an internal salary increase / promotion, or whether you are attending an interview at a new company.

How do you put it together and how does it work?

First, you need to collect as much data as possible on your key performance indicators (KPIs) or targets – whether they be personal or team orientated or both.

As an example: one of your KPIs may be a target of acquiring 20 new sales per month with total revenue of $100,000.

Next step is to document all of your KPIs and achievements on a worksheet so you can quantify the results.  Quantifying with numbers is something managers relate to – so use it to your advantage.

As an example:

• In January you may have acquired 22 new sales for the month with a total revenue of $125,000; or
• You may have acquired 15 new sales for the month but achieved total revenue of $155,000 (so even though your total sales did not meet the new sales target you exceeded the revenue target).

In quantifiable terms this would equate to (respectively):

• 10% above target for new sales and 25% above target for revenue.
• 55% above target for revenue.

If you don’t know how to arrive at a percentage between the two figures (i.e. quantifying), then follow this simple formula:

• Figure subtracted by Figure
• Divided by the first Figure
• Multiplied by 100 = %

For example: target = 20 new sales; achieved 22.

• 20 subtracted by 22
• Divided by 20
• Multiplied by 100 = 10%.

If you want further clarification on this there are some great mathematical sites on the Internet which explain it in further detail in layman terms.

Once you have quantified your achievements, next step is to produce a job performance chart or graph of your accomplishments – this is a powerful tool you can use at a meeting and / or interview.

It clearly outlines what you have personally contributed to your organisation, thus demonstrating your true worth to the company and what you have added to the bottom line.  This is a great bargaining tool when requesting a salary increase / internal promotion, as well as something you can use at an interview.  Consider it as your own personal marketing document.  There is no right or wrong way in putting together your chart – present it in a way which works for you.  There are numerous charts you can utilise to display your data.

For every achievement that you cite, you could also include the team’s “average” achievement, or indeed, a colleague’s underperformance (excluding names of course!).

Here is a simple example:

Of course, to make this work really well you should be diligently documenting all of your achievements – don’t leave it to memory (can you recall your achievements from a year ago?).

Every week or month (whatever works for you), jot down your achievements so you have a ready access of information at your fingertips when you need it.

Be bold in your approach when demonstrating your true worth and take the time to present yourself in a positive light.

It could mean the difference between getting a new position in 2 weeks as opposed to 6 months, or indeed the difference between a $50k salary or a $65k salary.  Have a think about what you are potentially costing yourself in monetary terms.

Good luck and happy job hunting!

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As an active job seeker you are in a position to market yourself as a solution to that company’s problem(s) by demonstrating you are results-oriented as opposed to task-oriented.

How do you do that?

Let’s take the example of my client, Adrian.  Adrian is a Safety Officer with a background in assessing site conditions and designing new programs and strategies to lower accidents / incidents and mitigate risk to his employer.

Adrian came across an advertised role for a Project Safety Officer for civil projects that involved: induction and safety training of staff; investigation and reporting on incidents / accidents; identification of safety issues; and monitoring of subcontractor OH&S compliance.

When compiling his marketing documentation (that is, his résumé and / or cover letter), Adrian outlined what his position entailed, along with a brief list of tasks he performed in that role.  Whilst Adrian had correctly tailored his documents to mirror the tasks outlined in the job advert, his documents were just that – a list of tasks.  It was informing the hiring manager that he had undertaken the core responsibilities of the role they have available, but it wasn’t telling them what results his employer obtained as a result of undertaking those responsibilities.

So there was no compelling “call to action” for the hiring manager.  No results, so the hiring manager isn’t seeing a solution to his problem and is left wondering what Adrian can do for them.  Anyone with the right training and experience (limited or otherwise) can perform the role, but at the end of the day, what is it about Adrian that sets him apart and leaves the hiring manager hungry to learn more?

I encouraged Adrian to grab a piece of paper and divide it into three columns.

In the left column, I asked Adrian to write down the “problems” this company faces in regards to safety; including any risks they may have, industry-specific legislation and codes, and so on.

In the middle column, corresponding to each problem or point he has noted, I asked Adrian to jot down what strengths, skills or knowledge he brings to that problem or point he has noted.

Then in the right column, I challenged Adrian in thinking about examples from his past or current employment where he came up with solutions, or obtained results – but it had to correlate to the problem and the skills / knowledge he identified in-line with that same problem (such as the problem he wrote in the first column and the skills / knowledge he noted in the middle column).

It went something like this:

Adrian was then able to rework his documents from:

• Successful in reviewing and implementing risk management procedures (task-oriented and placed under an “achievements” heading)

to a results focused achievement:

• Reduced incidence of sprains and strains from a high 80% down to a low 32% by:
• Analysing occurrences of incidents to determine cause.
• Investigating the site to review job processes.
• Undertaking a job redesign that involved modification of a task through mechanical assistance (this task alone equated to 80% of the incidents with half of those being back strains).
• Delivering training to 132 staff in manual handling.
• Implementing refresher courses for all staff.

So Adrian is now proving to the hiring manager that he is results-oriented by citing a quantifiable outcome, along with brief facts on how he did it.

In the original job advert, it didn’t say anything about a high incidence of sprains and strains.  All it stated was “investigation and reporting on incidents / accidents and appropriate implementation of risk management procedures”.

But Adrian took it one step further by thinking about the problems the employer would be facing within that industry, and then aligning his document with solutions / outcomes he has achieved for his past and / or current employers.

When the hiring manager received Adrian’s application, they were blown away by the results he had achieved for his employer and they were keen to get the same results for them!  Adrian’s document resonated with the hiring manager because it “spoke” to him directly about the issues his company was faced with, and ignited a spark about what Adrian could do for them.  There was no way he could ignore Adrian’s application as Adrian ensured he positioned himself as a solution to their needs / problems.

Incidentally, Adrian got an interview and secured the job.

What opportunities are you missing out on because you are not aligning yourself as a solution to the company’s problems?

I encourage you to take the time in thinking about what problems your potential employer may face by following the example I have provided in this article – irrespective of your profession.  Only by defining the problems are you then able to cite some quantifiable (and quality) information that positions you as a subject matter expert and a solution to their needs.

If you would like some help in this area a coaching call will work wonders!  Alternatively, if you would like an expert resume writer to put it all together for you, then check out our interview-winning resume writing service.

Happy solution thinking!

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Imagine you’re a product amongst several other products sitting on a shelf, and that hiring managers are walking up and down the isle, just glancing at each product and reading the packaging to determine which one they will choose.  When you look at it this way, your resume is the same thing.

When you are prospecting employers, what is the message you are imparting?  Why should they hire you above everyone else?  What makes you so different from the next candidate? What value are they going to receive when employing you?  These are powerful questions to ponder and your answers could very well complete your USP and give you a competitive edge over your competition.

So what, exactly, is a USP?  The Wikipedia has an excellent definition.  Visit: http://en.wikipedia.org/wiki/Unique_selling_point

You’ve more than likely come across a USP without even realising it was a USP – they are usually slogans.  Some of these may be familiar to you:

• Aussie Résumés: Career services that win jobs.
• Avis Rental Car: We’re number two. We try harder.
• BMW: The ultimate driving machine.
• Budweiser Beer: Where there’s life, there’s Bud!
• Cadbury’s Dairy Milk Chocolate: A glass and a half in every pound.
• Castlemaine XXXX Lager: Australians wouldn’t give a XXXX for anything else.
• Castrol Motor Oil: Castrol – liquid engineering.
• FedEx: When it absolutely, positively has to be there overnight.
• Friends of the Earth: Think globally, act locally.
• Gillette: The best a man can get.
• Kentucky Fried Chicken: Finger-lickin’ good.
• Nestlé: Have a break. Have a kit kat.

And the list goes on.

How to put together your USP (or, for the purpose of your resume, what I call your “Profile”)

Firstly, start analysing your attractive points from an employer’s perspective. What compliments do you regularly receive from employers?  Do you get rewarded for doing a certain function particularly well?  What are you revered for amongst your peers?

Jot down as many positives as you can come up with.  Once done, rank them in priority according to what an employer would find the most attractive; for instance, it may look something like this:

Next, define your values; what matters to you and drives you to succeed.  Without clearly defined values you could be aimlessly wandering different paths which don’t truly connect with you at a deeper value.  This can lead to unhappiness within the workplace and, ultimately, your personal life.  When you step out on your path with purpose and confidence, you find your true calling in life and something you are very passionate about.  Find something you are passionate about and you will never “work” a day in your life.

You can weave a value into your written USP (or what I call a “Profile” in a resume / CV).  A high proportion of employers look favourably upon this as it demonstrates your commitment to yourself and what you believe in.  What is the message imparting?  I cannot answer that as it would differ according to the circumstance, the position itself, and the employer reading it (i.e. their different perspective on things). But for instance: honour, integrity, faith, stick-ability, someone who holds themselves accountable for their actions – these are all attributes that come to my mind when I see someone who has cited their values, as they are prepared to put them out there for all to view and stand by them. What is your take on it?

Then, inform the employer of what results they can get by employing you. Determine your accomplishments. Are you a professional who has won awards within your field?  This may set you apart from everyone else.  Why hide it right on the last page?  Shout it out in your USP!  If you’re an award-winner, no doubt you generated positive publicity for your employer… the prospective employer is thinking you could do the same for them. Are you a results-focused individual who consistently exceeds targets for your employer by X% annually?  Are you renowned within your profession for something in particular?  Are you accustomed to managing multi-million dollar budgets or large teams?  Do you get results in some other way?

Basically, in a nutshell you’re telling the hiring manager what you do for your current employer and what you can now do for them.  Dangle a carrot!!  If you want to be right out there (and in particular, this would work well very well for certain professions), you could even come up with your very own slogan… John Citizen: I’ll increase your member base by 50% within the first 6 months. If I don’t, you can fire me.   Of course, to use something like this you would be very confident in your skills!  Dare to be different The power is all yours if you believe in yourself and are not afraid to shout it from the rooftops.  Take a leap of faith.

Once you’ve done all that, it’s then time to craft your very own Unique Selling Proposition.

In a competitive job market you are selling yourself sight unseen. No one else is going to do it on your behalf.

The key to attracting the hiring manager’s attention is tell them what you’re good at and what they can expect in return.  If they receive 500 applications and you’re only one of a handful who has done this, you are placed in a positive position which, in turn, results in more interviews – fast.

Good luck analysing your strengths and accomplishments and don’t forget to have fun whilst putting it together! But if you’re short on time or just don’t have the inclination to do it yourself, check out our interview-winning resume writing service.

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Qualified candidates are often overlooked for a position simply because they didn’t adequately display / demonstrate their qualities in the application itself.  

Never assume that the hiring manager will understand what you do in your current job or what you performed in previous roles – and more importantly, don’t expect them to interpret or decipher the information you have in the context of the role being applied for.

A prime example is provided below:

Graduate Accountant:

Let us assume you are applying for graduate accountant roles, in addition to accounts payable / receivable type of positions.  You will need to tailor your application to suit both vacancies.

For instance, if you were applying for an accounts role and your resume was tailored for a graduate accountant role you would either: a) appear overqualified; or b) demonstrate a passion for graduate accounting roles – to a hiring manager this means you are not passionate about an accounts role and you will only stick around until you find something better.

If you take into consideration the correct formatting of a resume, this is what will differ:

* Your profile
* Your tertiary knowledge section (i.e. your projects, finance knowledge, etc) – this section won’t be needed at all
* Your employment history section

What you should be looking at for each application, irrespective of your profession:

• Cover Letter: this can be the most vital part of your application as the hiring manager wants to determine your skills and knowledge – only obtained by specifically addressing their requirements as advertised in the job advert.  If you have inserted some generic information in your letter that briefly touches on your employment history, communication skills and teamwork, then this letter won’t work for you.  If the job advert has specific attributes and skills that are needed for the position then you need to be addressing it in the cover letter.  Better still, if you have some gutsy achievements as it relates to the skill / attribute in question, then include it.
• Profile: it should contain a similar title to the vacancy.
• Attributes: these should be framed around the requirements – if you’re not addressing something then include it.
• Job titles.
• Key accountabilities (current role): if, for instance, you’re applying for a marketing role and your current role incorporates both sales and marketing and you have a list that encompasses this, then review it and move the relevant tasks to the top of the list. You may also want to consider removing some altogether which are not relevant, thus putting a focus on what really matters.
• Key achievements: if, for instance, you are applying for a chief financial officer role and your current role incorporates both finance and operations management, review your achievements and insert the finance-related achievements at the top of the list.  Never remove achievements which may not relate to the role; but you may wish to consider condensing them somewhat.  Achievements are always great to have as they demonstrate a proactive attitude and the ability to obtain outcomes for your employer.
• Prior employment history: you may have to expand on a previous position which relates really well to the one you are applying for.
• Voluntary involvement.
• Personal achievements.
• Referees.

If you’re not gaining enough interviews, objectively look at your approach and start tailoring each and every application – it WILL result in more interviews!  Job hunting shouldn’t be rushed – there isn’t a quick method and time and effort on your behalf will pay off in the end!

Employer Comments from the Aussie Résumés Employer Survey:

“Most applicants do not seem to read the advertisement. When requesting specific skills and / or qualifications I would expect applicants to address these requirements specifically in their resume. It is not always possible to read a cover letter so all important information should be listed in the resume itself.”

“I look for key points in the candidate’s history that match job criteria – this could be a competitor’s company name or job title match.”

“This is a selling document. It must give me enough knowledge to make an interview seem worthwhile.”

“I hate to see people with qualifications but poorly written resumes – i.e. They have not taken the time to get advice on how the resume should be structured.”

“The more professional the resume the greater appeal to me as the Job provider. I generally give each resume 2 minutes of my time. It’s a very short window of opportunity.”

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If you’re serious about securing a job, you’ll certainly treat it like a job and stack everything in your favour.  This can mean:

1. Asking your family to be your personal cheering squad – seriously; you’ll need it!  There’s nothing better than someone who’ll pat you on the back when you’re down and suffered a few rejections.  They’re the ones who should be giving you pep talks and carrying you through the hard times.
2. Creating a schedule; a plan of attack.  If you’re unemployed, this should mean you put in at least 7 hours a day in finding a job – treat it like your full time job.  If you’re employed, spare at least 20 hours a week – that is, treat it like a part time job.
3. Developing a strong relationship with your local job network provider or recruitment firm.  Bug them (within reason!).
4. Networking with your friends and acquaintances.  Get in their face and tell the world you’re available!
5. Forming a mentoring / coaching relationship.
6. Conducting extensive research about various companies, your industry, and your occupation.  Keep your knowledge current and up-to-date.

Getting back to point two above.  I can well imagine the gasp of horror when you read it.  Spend 7 hours a day on job hunting?!  But how?

If you’re currently spending half an hour each day in looking at job ads on the Internet and buzzing off the same old application each time, please stop!  Challenge yourself, your thinking, and you could halve the time it takes to find a job!

Halve, hey? It is possible.  It all comes down to your approach.  Think about it – there are thousands of businesses out there… do they all advertise? No. Jobs are secured by other methods.

I have previously raved on about the ‘marketing’ aspect of your resume; and your job hunt is no different.  Just as you should always look at the aspect of ‘why’ a hiring manager should employ you (eg: looking at it from the employer’s perspective), you should take an employer’s approach in seeking a job.

So how do businesses try and gain your custom?  Predominantly, advertising.  You can do the same thing.  Listed here are some fantastic methods to help you – something which could halve your job hunt!

1. Telemarketing: do you know which employer impresses you?  Who would you like to work for?  Undertake some telemarketing!  Personally phone the businesses you would like to work for and advise of your availability and what you have to offer.
2. Direct Mail: plan an effective public relations campaign.  Again, targeting the employers you personally admire and would like to work for, put together a killer cover letter and / or resume and post to the business.  Ensure you phone the organisation to gain the hiring manager’s name – personalise your mail!  An alternative to a cover letter and resume is your very own marketing / promotional flier. Be creative.  Dare to be different.
3. Personal Marketing: again, targeting the employers you would like to work for, personally call into these organisations and offer your services to the hiring manager.  Don’t be frightened to take this approach.  Sure, half the time you may not get past the receptionist – but take the ‘glass half full’ (not empty) approach.  It’s the other half which counts.  Make sure you have a cover letter ready which thanks them for their time; summarising your strengths and abilities as discussed with that person.  This is similar to a letter you would send out after an interview.  If you can’t get past the receptionist leave your own personalised ‘calling card’ – similar to a business card.
4. Personal Advertising: we’ve expanded on ‘being an individual’ in our Résumé Guide and the different methods you can employ to get noticed.  This includes placing an A5 flier on community noticeboards (including the pizza joint – hiring managers do go out and read things like that; they too kill time whilst waiting!), or inserting a short advertisement in your local newspaper.
5. Opportunity Development: join some clubs to network. Ensure you have your ‘calling card’ ready – on the front you should have a headline which screams your area of expertise, along with your contact details; on the back concisely list your key attributes, skills and achievements.

Then of course you have the more traditional methods, namely applying for advertised vacancies and / or posting your particulars somewhere on the Internet.

Attitude counts for a lot these days – the five marketing points above will certainly demonstrate your initiative and attitude to a hiring manager.

If you were a hiring manager who was just that day thinking about putting someone on in the next couple of weeks, and you were suddenly presented with a super-duper résumé which demonstrated all the qualities, skills and qualifications you were looking for – don’t you think you would give that person a call? You bet.

Good luck

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Employers contacted by Aussie Résumés have included (amongst others):

• AC Nielsen
• Adelaide Bank
• Australian Public Service Commission
• Bankers Trust
• Bounty Gold Mine
• Chadwick Personnel
• Department of Human Services
• Department of Public Works and Services
• L’oreal
• Mirvac Hotels
• Pegasus
• Sony Australia Ltd
• Stamford Hotel
• Transfield
• various shire councils

They responded in regards to vacant advertised positions, including:

• Accountant
• Administration Co-ordinator
• Auditor
• Customer Service Officer
• Driver
• Environmental Scientist
• Executive Officer
• Human Resources Officer
• IT Support
• Marketing Manager
• Media Researcher
• Medical Practice Manager
• Operations Manager
• Personal Assistant
• Receptionist
• Sales Assistant
• Sales Manager
• Storeman
• Supermarket Manager
• Teacher
• Technical Support Officer
• Trainee Engineering Manager

Here are some common mistakes as highlighted by employers.  It could be costing you an interview!

Profile

Forget the section labelled “Career Objective”.  Latest survey results were very surprising indeed, revealing that 99% of employers want to see a Profile section in your resume and NOT a career objective!  The survey also revealed that your profile (or something similarly named) needs to contain the right mix of information.

Page Length

Asia Pacific employers prefer (in fact demand) a résumé of 3 to 4 pages in length.  If you’re living in Australia and seeking a job in the APAC region, then opt for the Aussie way and not the Yankee way!  If you are applying for a position in the US or UK, their market is different to ours and we can assist in this area. Only 2% of our respondents wanted to see 5 or 6 pages (this was for special circumstances), and only 1 respondent wanted to see 1 or 2 pages!

To quote one employer “usually any less than 3-4 pages does not give a clear picture of past experience and skills”.

Date of Birth

There is no legal requirement for you to supply your date of birth. This was an area where we saw a dramatic change compared to previous surveys. Results from the Aussie Résumés Employer Survey was quite surprising: 38% stated yes they did like to see date of birth, 47% stated “it doesn’t matter”, and 12% said they don’t want  to see it. (3% of participants didn’t respond to the question.)

(Note: this is a debatable issue and needs to be considered for your particular circumstance.  It is a sad fact that some employers will, and do, discriminate based on age. There are many contentious issues and factors to be considered.  We would be happy to offer more opinion on this subject to our clients.)

Phone Referees

If your resume states “references available upon request” or similar, you may be doing yourself an injustice. 99% of surveyed employers want to see a list of phone referees, compared to 95% from the last survey.  (Note: employers should not be contacting your referees without prior permission – usually obtained at interview.  However, you must also be aware that this isn’t a perfect world!)  Most government positions require a list of two or three phone referees, on application. Our latest survey revealed a new trend as it relates to referees – as a client of Aussie Resumes we provide you with advice in this area.

To quote an employer: “Referee names and contact details should be provided.  Failure to do so indicates something to hide.”

Graphics & Borders

Unless you’re in a role which requires a great deal of creative flair such as: website designer; graphic artist; photographer; etc – stay away from graphics, photos and fancy fonts, no matter how desperate you are in gaining the hiring manager’s attention!  This was one area specifically commented on, time and time again.  (This also applies to IT applicants who insert Microsoft logos.)

Enlightening Employer Comments

“In the recently advertised position, we received over 350 resumes. The resumes that were automatically excluded were the ones that had spelling mistakes, unprofessional email addresses, any that had an inappropriate photo attached, anywhere they had used Monster or Seek resume services.”

“Spelling is critical. I often shortlist people who can spell liaison / liaise correctly.  Everyone seems to use this word but so many spell it incorrectly.  To me it demonstrates an attention to detail.  Also, if I receive a resume without a covering letter I don’t even respond to it.”

“Having just received over 500 applications for a part time IT support officer job, addressing the selection criteria in the covering letter was of paramount importance.  If I had to wade through each CV to find the details, I was immediately put off.”

“The more professional the résumé the greater appeal to me as the job provider.  I generally give each résumé 2 minutes of my time.  It’s a very short window of opportunity.”

When we asked employers about what bugs them, this was the response from just one employer!

“Plastic folders, career goals, attributes not backed up by proof or specific examples (i.e. loyal, hardworking), spelling and grammatical errors, résumés that are obviously the same from job to job applied for with just the job title changed (or sometimes forgotten to be changed), attached testimonials and certificates (pages of them!), irrelevant personal interests, really long résumés.”

We think that really sums it up!!

As reflected by our employer surveys, it is CRITICAL your resume, cover letter and / or selection criteria contain the correct information.  The above is just a small representation of our survey results.  We were very excited by the results from our latest employer survey as trends have definitely changed!

Why would you guess (or include incorrect information) and potentially jeopardise your career prospects?

We’ve done all the legwork to ensure you have the correct information employers demand.  Our clients love our resumes but, even more importantly, so does their new employer!

Want to blow away your competition and put yourself ahead of the pack? Check out our interview-winning resume writing service.

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