Marie Zimenoff Career Thought Leaders & Resume Writing Academy and Thomas Powner
People assume that a cover letter is out of style, but it is not true. A cover letter is really about connecting with the hiring manager and starting the conversation to see if the opportunity is a mutual fit – and genuine connection never goes out of style!
Avoid copying your resume information
Writing a letter to the hiring managers helps prove how well you communicate. They will pick up on it if you just copied word for word from the job posting. They can perceive this as lazy, even though it is more likely you just didn’t know what to say.
Review the job description and talk to your network to identify specific areas of concern. Go deeper into the stories that show you have solved similar problems in the past.
Making connection with the company
The employers should feel that you are making a connection with them. How do you connect with the company, its mission and vision, and the products and services it offers? They want to hire a person who really connects to the company’s culture and how it operates. Why do you want to work there?
A client who was recruited for sales wrote in the cover letter: “I noticed in the past three years, your company has been going a little backwards in sales and profits. I would love to be part of that solution to get the company back on track.” This showed the hiring manager that the applicant took the time to really understand the company where it is now.
Cover letters that lack personality and creativity look exactly like every other single cover letter. They are boring. They do not persuade the recruiters. The candidate is the right person for the job, but the letter is just lacking that human voice.
Make your letter conversational. You can talk about yourself and what you bring to the table that makes you relevant. How do you lead teams to be successful? How do you boost sales and drive sales increases? It is an opportunity to share a little bit of your personality by sharing stories or examples.
Following instructions
Discussing salary
You can Google total compensation and do the calculations for yourself, and figure out if that number would make more sense for you to share. Look at four or five websites that give you salary information, and take an average salary rate. It is pretty close to being accurate, but take an average because some of these sites have different algorithms in the back end when it talks about education and years of experience, among others.
Take this example Tom recently wrote for a client, “My current base is $88,000 plus year-end performance bonus. I understand from your job posting that my total compensation will be above your scale, but I believe as the interview progresses, we can pinpoint a salary that fits both of our needs.” He got interviewed and hired at $80,000 plus a bonus package.
Writing for a specific company and its “pain”
The challenge is it really has to be specific. Nobody wants to read a template cover letter. You want to make a connection and speak directly to why you are a good fit for that company. Then the readers (recruiters or employers) know that it was something that is put together just for them.
One of our challenges when we have been writing for a while is that we tend to get overly formal. Maybe we use the same introductions over and over again. We challenge you as a job seeker or a resume writer, to think about how you can put aside some of those formulaic and formatted responses.
Demonstrating your qualifications
When you learned to write an essay, there were always five points that led off with your thesis. These are the main pieces that show you are qualified for the role. Those are directly off of the job description. Any research you can do to make your point as how you demonstrate the qualifications that they are asking for.
You are not going to address all 15 bullets in the job description, but you can bundle those into three or four main areas. Then, communicate your best-selling points towards those three or four areas, reframing things from the resume, summarizing, combining stories, or elongating a story that you talked to briefly in the resume.
When you are closing your letter, you will be asking about the interview like “looking forward to speaking with you.” But, that language is going to be different depending on your role. A counselor might say, “I look forward to speaking with you about this.” A salesperson might say, “I'm going to call you on Tuesday and talk.” Or, “I look forward to talking about this job Tuesday at 10:00 AM.”
In a job search, you are selling your talent, knowledge, experience, education, and what you do for companies. That is your brand value and make sure that it shines on your resume, LinkedIn profile, cover letter, career marketing campaign tools, and any marketing programs.
Listen to the Full Podcast Episode
By Charlotte Weeks
Executive-level clients frequently ask me if they need cover letters. They’re not convinced anyone reads them, and they often wonder if writing them is worth the time and effort. These concerns are not completely unfounded. About one-third of hiring managers will never look at a cover letter, another one-third will go back and look after reading the resume, and the final one-third will go through the resume IF the cover letter catches their attention. Since you don’t know which category the reader will fall into, it’s best to play the odds and include a well-written one. Even if these statistics convince people they need a cover letter, they’re still not sold on the fact that it should be a good one. I’m here to convince you otherwise! Consider the following:
1) Applicant Tracking Systems search cover letters. Keywords are terms that companies use to automatically screen candidates when they receive hundreds of resumes. The cover letter gives you an additional opportunity for including potential keywords.
2) In a situation where there are multiple candidates for each job, it’s to your advantage to use any edge you can.
3) Personal stories can make a difference. If you strongly believe in an organization’s mission, and you don’t bring this out in the cover letter, you could be missing an opportunity. Especially in associations, leaders look for candidates who believe in their cause. In fact, Michelle Obama ultimately got her job with the City of Chicago after Valerie Jarrett (the hiring manager) was moved by her cover letter.
Though writing a powerful cover letter takes time, it may not be as much as you thought. They should just be one page and “less is more” – 3 to 4 paragraphs is all you need. Plus, once you have your first letter written, you should only need to customize a few sentences for each new position.
By Kathleen Sullivan
After an interview, many job seekers dash off a quick thank you letter, relieved that it is over and anxious to move on to the next step in the hiring process. Some do not send a letter at all. A hasty or forgotten thank you letter is a missed opportunity to make a good impression and sell yourself to a potential employer. Here is how to differentiate yourself from others vying for a job by turning your thank you letter into a sales tool.
Show the employer you understand his business needs: Often, a thank you letter expresses appreciation to the interviewer for the meeting – and stops there. Rather than merely thanking the interviewer for meeting, use the opening of your letter to show that he spent his time wisely with you. Acknowledge that you listened to the information he shared about his organization’s goals and challenges by specifically repeating them. Build rapport with him by expressing your mutual interest in meeting these types of challenges. Then, use the next section of your thank you letter to prove that you not only understand his issues, but also have the expertise to help him resolve them.
Demonstrate that you are the person to fill those needs: Make the employer envision you as a problem solver and someone who could be a valuable member of his team. Start this section of your thank you letter by highlighting the top three to five challenges the interviewer described. Next, demonstrate you have the knowledge, skills, and attitude to tackle each issue. Using a bulleted format, propose solutions for each of the employer’s major challenges. Be concrete in describing how you would achieve results. Focus on results that involve making his organization more productive, improving business processes, building morale, increasing performance, bringing in sales or new customers, and saving time and money. Now that the employer can see you as the answer to his needs, go for what you really want.
Ask for the sale: A good salesperson always asks for the sale. Do not leave this critical aspect of selling yourself unspoken in your thank you letter. You have made your case about your enthusiasm about helping to achieve his organization’s goals and your qualifications for the job, so now be direct. If you have just completed a first round of interviews and a second round is being scheduled, express your interest in pursuing further interviews. If interviews are completed and the employer is making a hiring decision, tell him how you have proven why you are the best candidate for the job.
It can be difficult to see yourself as a salesperson rather than a job seeker. However, all aspects of job seeking are a sales process, even a thank you letter. If you leave an opportunity on the table, someone else will take advantage of it. Remember: it is not the best candidate who gets the job, it’s the best salesperson.
The content of most cover letters that come across my desk, both at the University of Wisconsin Law School and in my business, are bland and unexciting. They sound like everyone else’s letters. I call them gray. And gray doesn’t stand out. It just blends into the background. A Little Gray is OkayA bit of basic information is necessary in the first paragraph. You need to communicate what job you’re applying for and where you found out about it. But if you can “wow” your reader in the first paragraph, you are well on your way! Impress them with the most important and relevant qualities you have to offer, and make it clear you know you will fill an important need of the company. Time for a Paint JobThe middle paragraph or two is where you have a chance to show your true colors.
The “gray” cover letters I tend to see look something like this:
“I have spent the last ten years gaining experience in X. At job A, I did B, where I gained experience in C. At job D, I did E, and gained experience doing F. At job G, I did H, and learned J. I therefore feel that I would be an asset to your company.”
I hope you agree with me that it’s time for a makeover! Painting Your PassionStop blending into the background! The cover letter is your opportunity to paint yourself in bright, eye-catching colors — as someone who would bring personality and flair to a position, or true problem solving or negotiating skills, or, at the very least, some passion.
How do you do that? Tell a story that shows them who you are.
If I were writing a cover letter, for instance, I might talk about how I won the trust of a contract manager who had been ready to pull a contract from my organization. One of my clients wrote about how he successfully negotiated a conflict at work and obtained payment from a customer who was refusing to pay. Another wrote about his quest for the perfect problem to solve.
These stories will catch an employer’s eye and paint a picture of a real person, with experience and attributes that reach beyond a list of resume bullets. Take My Advice!I’d like to share with you the following letter, which I received from a student at the University of Wisconsin:
Thanks for our talk earlier today. I appreciated your straightforward honesty. I felt like a naive kid who was suddenly given a cover letter awakening.
Now, I took your advice withOUT a grain of salt. I took it straight and changed most everything. I am ashamed to call the last documents I sent you “cover letters.” I wouldn’t have wanted to interview me. Sad. In these new cover letters, every sentence gives information that cannot be quite gathered from my resume. I really tried to pour some personality and passion into these and keep the reader’s attention. I can actually be proud of these letters.
This student says it well. Give them new information, NOT a regurgitation of your resume. Pour in some personality (purple?), passion (red?) Throw in some anecdotes (green?) And you too will be able to say you are proud of your cover letters.
By Brenda BernsteinThe Essay Expert
Certain words appear in almost every cover letter. I’ve explained below why you don’t want to use 4 of these too-common words and what some alternatives might be.
If you want to make your cover letter stand out, do some editing and make sure to avoid these words completely. You might be surprised at the result.
1. HOPE
e.g. I hope to hear from you soon.
OR
e.g. I hope to be able to contribute my skills to ABC company.
Why not?
Hope springs eternal. The company doesn’t care about your hopes and dreams. They care about what you can do for them.
Alternatives:
I look forward to speaking with you further regarding my qualifications.
My ability to take clear, decisive action will allow me to make an impact at ABC company from day one.
OK, now we’re talking!
2. HONE
e.g. This summer, I honed my research and writing skills through a position at XX law firm.
You and every other person honed something. It’s an outdated and overused expression. Tell them what you did and they will figure out that you honed your skills. If you absolutely must, use “strengthened,” “developed,” or even “sharpened.”
Alternative:
My research regarding constitutional rights violations culminated in a report and recommendations that guided the ACLU in future actions.
It’s obvious this person is using some powerful research and writing skills.
3. DRAWN
e.g. I am drawn to ABC company because of its outstanding reputation and high quality service.
You get drawn to a person across a crowded room. Companies don’t care to hear that you are drawn to them. And a bonus tip: companies with outstanding reputations don’t need to be told that you want to work there because of their outstanding reputations.
The relationship management skills I built while working in a state office are a match for ABC company’s commitment to outstanding customer relationships.
That’s so much better, isn’t it?
4. FEEL
e.g. I feel the relationship management skills I built while working in a state office are a match for ABC company’s commitment to outstanding customer relationships.
Can you see how adding “I feel” at the beginning of this sentence killed it completely? Tell a psychologist how you feel. Tell a company what you can do for them. If you must, use the word “believe” instead of “feel.” But see if you can avoid this type of language altogether.
Delete these four words from your cover letters and I promise you more creative and powerful language will show up.
By Lisa Rangel Chameleon Resumes
Crafting a great cover letter that is customized to each job search application and networking opportunity is a must in today’s career marketplace. Using a one-size-fits-all, general cover letter for all your applications and communications is not an effective means to uniquely presenting yourself in a job search. The following six cover letter tips will help you write a concise, impactful cover letter that will improve your chances of getting noticed and receiving the call for the coveted interview:
Lastly, of course, end your letter with the professional niceties of thanking the person for their time and assertively offering to follow up to set up an interview time. Polite enthusiasm and humble persistence are never out of style and always stand out in a positive light in today’s marketplace.
I absolutely love the process of crafting great cover letters. You may have heard that some recruiters and hiring managers don’t read cover letters, but I would emphasize “some.” For the ones who do (and you don’t know who they will be), and for smaller employers, an impressive cover letter can make a huge difference.
Your cover letter can show recruiters and hiring managers a little bit about how you would show up in an interview. Here are 3 tips that will get you in the door!
The above tips have generated great success getting interviews, and I know at least part of that success is due to the effective, engaging cover letters.
Don’t forget the resume of course, which must be tailored to the job and packed with your accomplishments!
By Brenda Bernstein The Essay Expert
Just about every client I work with lately brings up the rumor they’ve heard that no one reads cover letters anymore. This rumor is ONLY a rumor and if you take action based on it, you will shoot yourself in the foot in your job search.
In an article posted on Work Coach Cafe, a successful job seeker named John relates how the CEO of a company personally reached out to him to thank him for sending a cover letter! In fact, John was the ONLY candidate to send one — most likely because everyone else believed the rumor that cover letters never get read. John made an impression.
The cover letter is your opportunity to show genuine interest and to make a case that you are specifically qualified for this job.
Why would you tailor your resume to a job and then write a generic cover letter? If you are truly interested in a position, it is worth your time to write a unique letter to the company about who you are and why you would make a difference for that company. Do not write a generic letter and send it along with a generic or somewhat tailored resume to zillions of job listings, hoping that you’ll somehow win the numbers game. That is NOT the way to get a job!
Instead, begin building a relationship right from the start with the company that might be your future employer. Imagine yourself in this job and write down what you will bring to the position. Sell yourself.
Anyone can spot a cover letter that is really just a mail merge. Remember: You are a human being and, if you get past the computer scanners, so is the person who reads your cover letter. By writing a custom letter, you reveal your humanity and respect the humanity of the HR person or hiring manager. If you begin early to develop a relationship with that person, you are in great shape to be asked for an interview.
By Amanda AugustineTheLadders
Many of you out there have asked me about cover letters. What do I say? What should I not say? Is there a general one I can use for all my applications? Is there a template you can give me? Do I really have to write one?
Here’s what I think. I’ve talked to a lot of recruiters while working at TheLadders, and about 50% of them say the cover letter is essential. The other 50% admit they never look at them and jump straight into the resume.
So what does that mean for you?
You better write that cover letter! When you’re submitting an application, how do you know what side of the fence that recruiter falls on? Better safe than sorry, right?
I know that as a job seeker, it’s really hard to understand how these recruiters operate. We could talk for hours about recruiter behavior and how frustrating it can be when we don’t hear back or get feedback. But that’s another topic for another day…
Here’s what you should keep in mind for today. They’re busy. I mean, really busy. They’re typically trying to fill a number of positions at the same time, all with hiring managers hovering over their shoulders or bombarding them with emails, wanting to know when they’ll have resumes to review for their open positions.
So it’s in your best interest to make it as easy as humanly possible for a recruiter to quickly scan your cover letter and get the important information out of there. There are a number of ways this can be done. If you’ve come up with something that’s getting you a ton of responses, keep using it (don’t fix something that’s not broken!)
But if you’re struggling with the cover letter, check out one format that I’ve always liked – it’s called the “t-format”.
The main components of your cover letter don’t really change:
The first section introduces you and then talks about why you are interested in the job and company. This is your chance to demonstrate you’ve done your homework and know something about the company or industry. The middle section show why you are qualified to do this job – how does your experience and skill set meet the must-have core requirements of the position? The last section closes the note, showing your enthusiasm and creating a “call to action”. You don’t just ask them to review your resume; you let them know when you will follow up with them about your application.
The t-format comes into play with the middle section. It’s designed to show a recruiter how you stack up against the job requirements quickly and clearly. Recruiters look at a resume for an average of 6 seconds – how long do you think they spend on your cover letter? My guess is not very long.
To write a t-format cover letter, make 2 columns for the middle section: the left column is “Your Needs” and the right column is “My Qualifications”. Go through the job description and pick out what you think are the must-haves for the job.
Remember that a job description will have a long laundry list of ideal nice-to-have skills. Your job is to choose the top 3 requirements that match your experience. If you’re trying to make a career transition and have to get a little creative by choosing a requirement that doesn’t seem as high-priority, so be it. These requirements will become the mini sections under the “Your Needs” column. Now write a little blurb for each of the requirements in the “My Qualifications” column. Try to reference examples of your work that demonstrate how you meet each of the hiring manager’s primary needs.
Don’t forget to make sure whatever you highlight in your cover letter is easy to identify on your resume. You may need to make a few tweaks to the resume to that it speaks more clearly to the must-haves in the job description.
Try this exercise out and compare the cover letter to what you would typically write. Does this seem clearer? Give it a try with your next few applications and see if there’s a difference in the response rate. Remember, since approximately 50% of recruiters aren’t interested in your cover letter, you’ll need to try this out with a number of your applications before you can really determine if it’s making a difference.
By Jack Mulcahy, ACRW Jack Mulcahy Resume Services
Job seekers who gain interviews are those who tailor their presentations directly at the company advertising the opening. They show that the job seeker understands the needs of the company and that s/he offers the solution to those needs. Companies today are seeking people who can show they have a vision for the position and the issues created by the job opening, and can demonstrate their prior experience successfully implementing that vision.
The average cover letter usually goes something like this:
Dear Ms. Blank: In response to your ad in Sunday’s Weekly Blab for a CEO, I wish to express my interest. Throughout my career, I have participated in workflow analysis, performed ATM reconciliations, resolved customer inquiries and differences, and presided over meetings. I have traveled to South America and the Middle East, and discussed markets with customers there. I look forward to hearing from you and setting a time to discuss my qualifications and how I can contribute to your magazine. Thank you for your consideration. Sincerely, Janet Job Seeker
Dear Ms. Blank:
In response to your ad in Sunday’s Weekly Blab for a CEO, I wish to express my interest.
Throughout my career, I have participated in workflow analysis, performed ATM reconciliations, resolved customer inquiries and differences, and presided over meetings. I have traveled to South America and the Middle East, and discussed markets with customers there.
I look forward to hearing from you and setting a time to discuss my qualifications and how I can contribute to your magazine. Thank you for your consideration.
Sincerely,
Janet Job Seeker
The only good thing about this letter is that it’s short. But it also came out of a book. Janet isn’t in there, nor is there any indication she knows anything about the position or responsibilities of a CEO. She certainly shows no vision for the job.
But what if she’d sent something like this:
Dear _________________: If you are seeking a CEO who is interested in a position with an organization that values the status quo, then I am NOT the person for you. My goal is an executive-level assignment where entrepreneurial leadership, turnaround management, vision, continuous process improvement, and organizational development are keys to success. Be it a start-up, turnaround, international expansion, or accelerated growth company, I have the experience, ethics, and strength of character to build, lead, and win. Here are some examples: Transformed the vision, direction, and trajectory of division and increased annual revenues from $200 million in 2006 to a projected $500 million in 2011. Boosted revenue for International & Surgical division 17% in 2010, despite current global economy, while reducing operating expenses $3 million, improving gross margins 190 bps, and growing operating income 38%. Launched sales, marketing, and software operations arms of a start-up medical technology company and created $20 million in revenue. Increased X-Ray sales and marketing volume in US, Canada, and South America 15% in a declining market and improved contribution margin 11%. The list of my career successes spans the Americas, Eastern Europe, MEA and Asia/Pacific markets. I thrive in high-profile, fast-paced, and diverse organizations where I am free to identify opportunities, build relationships, negotiate alliances, and rocket new ventures to unprecedented financial results. If you are in need of a strong and decisive CEO, I would welcome the opportunity to speak with you to better understand your specific needs and more thoroughly detail my accomplishments. As my resume states, I am a “groundbreaking senior-level executive known for successful management by providing clear direction, ownership for key priorities, lofty goals, and firm commitment to those goals.” This is the value I bring to your organization. Sincerely, Janet Job Seeker
Dear _________________:
If you are seeking a CEO who is interested in a position with an organization that values the status quo, then I am NOT the person for you. My goal is an executive-level assignment where entrepreneurial leadership, turnaround management, vision, continuous process improvement, and organizational development are keys to success. Be it a start-up, turnaround, international expansion, or accelerated growth company, I have the experience, ethics, and strength of character to build, lead, and win. Here are some examples:
Transformed the vision, direction, and trajectory of division and increased annual revenues from $200 million in 2006 to a projected $500 million in 2011. Boosted revenue for International & Surgical division 17% in 2010, despite current global economy, while reducing operating expenses $3 million, improving gross margins 190 bps, and growing operating income 38%. Launched sales, marketing, and software operations arms of a start-up medical technology company and created $20 million in revenue. Increased X-Ray sales and marketing volume in US, Canada, and South America 15% in a declining market and improved contribution margin 11%.
The list of my career successes spans the Americas, Eastern Europe, MEA and Asia/Pacific markets. I thrive in high-profile, fast-paced, and diverse organizations where I am free to identify opportunities, build relationships, negotiate alliances, and rocket new ventures to unprecedented financial results.
If you are in need of a strong and decisive CEO, I would welcome the opportunity to speak with you to better understand your specific needs and more thoroughly detail my accomplishments. As my resume states, I am a “groundbreaking senior-level executive known for successful management by providing clear direction, ownership for key priorities, lofty goals, and firm commitment to those goals.” This is the value I bring to your organization.
Throw away the canned cover letter and show some vision for what you can do for that specific company. The results may surprise you.
