The Suck Less JOB SEARCH BLOG
Some late night math...I have seen roughly 1,040,000 resumes in my career (20 years, roughly 1000 resumes per week). From my work in Corporate Staffing to my current gig, a lot of job seekers have told me about their unique value in the market through their resume or Linkedin profiles. But, is the value unique or is the value general? Roughly two percent of the resumes and Linkedin summaries I see offer a unique value that begs me to ask how they do it, that's only about 20,800 candidates.
If you were hiring a sales leader for your company and you needed someone to help you penetrate the e-commerce market who would you want to meet? Would you want to meet a sales leader with a solid track record? Or, would you want to meet the person that had a pedigree of exploding e-commerce sales?
Every employer has a business mission, a corporate pain point they want to solve. Your job is to identify what that is and offer yourself as the unique solution they need.
Are you sure you are projecting your unique value?
When I have consultations with job seekers they want to know two things:
1) What makes me unique
2) Can I help them get hired
For question 1...
I could say that I help people with their job search. I could say that I have worked 20 years helping people with their job search. I could say that I have had success helping people get jobs. Nope! No thanks! Who cares?!!!
None of those values are compelling enough. I get people hired! That's the value I offer and that is the value I project, always. When I tell job seekers that I get people hired it begs questions. People want to know how I do this. I take them through my pragmatic approach. After I support my claim I am no longer a guy that could possiblly help them. I become the guy that can help them.
and for the second question...
Because my value is strong it allows me to have a take on what I can do. Sometimes I can't help. But, for the people that buy into my value, I get those people hired.
Exercise: Value Validation
Below are summaries written by 5 sales leadership job seekers that applied for the same job. Here's the value that they are promoting on Linkedin.
Summary My specialty is creating and executing Sales & Marketing Strategies that are designed to deliver a Product to the targeted consumer via superior Customer/Trade Selling Strategies and Relationships.
Summary A results oriented direct marketing executive with a strong track record of performance. A highly successful leader providing strategic and operational leadership in the evolving direct marketing industry, for the past 20 years.
Summary Over 10 + years of solution selling, new business development experience and has experience nurturing long lasting business relationships & partnerships.
Summary Over 20 years experience in new business development, new account aquistion and existing commericial accounts.
Summary I 'm most comfortable building relationships and selling into the Enterprise type of customer. I am a hands on leader with many years of successful Sales Management experience and I'm well respected in the industry.
Do you READ a value in these summaries that begs you to ask how they do it? Let's look at the company they wanted to lead sales for...
And the company is looking for a specific value:
Aplegen looks forward to further international expansion - Gel Companyhttps://www.gelcompany.com/pressReleases/Aplegen%20looks%20forward%20to%20...Jun 28, 2016 - PRESS RELEASE. Aplegen looks forward to further International expansion. Aplegen gel documentation systems are now available in over.
To drill down further, the company is looking to explode overseas...serious international market penetration. They want someone with the distribution network and country knowledge to expand their reach overseas. Is this value shown in the above Linkedin.com profile summaries?
No, they are essentially saying that they are seasoned sales leaders but is that what the company wants? Do they want a guy that can sell? Or, do they want a sales leadership specialist that can open up sales overseas?
Think about the one thing you do the best. Then, develop that value as your brand. Identify the companies that are looking for you. This exercise is the foundation of your search. Know what you love to do, project it and identify which companies want it.
PS All 5 candidates are great but they didn't do the thing that they do in their job, sell (themselves).