This is the one question that seems to strike fear in the heart of every job seeker. Not only does it put you, the candidate in an uncomfortable position but the tone of the question itself is deliberately provocative.

However, this is one of the easiest questions to answer if you know the right formula!

First, a little preparation.

You want to take whatever job description you have of the position with you into the interview. If you do not have a job description that is OK.  At the beginning of the interview, you want to ask the interviewer to describe the qualities and skills that the company is looking for in a top candidate. Discretely jot down the highlights of whatever they tell you.  By the way, these are your talking points for the rest of the interview.

When the dreaded question arises…why should I hire you, you simply look down at your notes and state back to your interviewer your understanding of the key qualifications. So you would say something like this:

Well as I understand it you are looking for someone who can….

As they nod their head in agreement you add:

Not only do have have many/all of those skills and qualifications, I hope it’s not too forward to share with you that I am really excited about this position!

Alternative positive statements include:

…I really see myself working here.

…I really want this job!

Though this is a simple technique, be sure not to discount the powerful effect it has. You will have to try it out to see its full effect and I promise you it will be a very positive one.

Usually the intent of the interviewer in asking provocative interview questions is to see how you will respond. Will you stammer? Get defensive? Go on and on? So, a smooth, confident and positive answer wins every time!

Use this simple yet powerful technique to help ace your interviews!

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Networking is one of those dreaded and feared activities that each job seeker must face throughout their career. However, it’s also well known that well over 50% of jobs are landed through some form of networking!

Here are 5 tips to get you started in your networking success:

Tip One: Stand Up and Smile

When networking on the phone stand up and smile! No kidding, it improves your tone and your energy level.

Tip Two: Create a Simple Script

When you are at a networking event or following up on the phone, create a short, simple script and practice it out loud a few times. You will be amazed how much more comfortable and confident you will feel with this extra foundation of support!

Tip Three: Create a List

Create a list of everyone you know to ask them if they have any information on your industry of choice. Your list can include friends, associates, family, people you worship with and people with whom you do business such as your banker, CPA or your realtor.  People I do business with are my favorite networks because I am their customer and people in service industries completely understand the benefits of networking.

Tip Four: Social Networking

Even if you are not on Linkedin or Face book, it’s never too late to sign up! You will be amazed how quickly you can build a network, join groups and get the word out through social networking.

Tip Five: Don’t Ask For a Job

Networking is best done in a diplomatic way that puts the focus of interest on the person you are talking to. This is primarily true when meeting someone for the first time but is also true when asking for mentoring from someone in an industry you wish to get into.

When you are networking with your friends and associates in order to gather information be sure to ask only if they know of anyone in your industry of interest that may be able to give you some guidance. This takes the pressure off and increases your positive responses. If you show up, so to speak, the job interviews will come.   

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Are you wondering if your resume best positions you to land the job of your dreams in a parallel market, new industry or higher level position? One area you want to make sure to check is your key-words.

Resume key-words are simply the words used to describe your hard and soft skills. Many companies today use key-word scanning software to organize and qualify applicant matches with available positions. Even if a company doesn’t use key-word scanning software, it’s still extremely important to mirror the key-words listed in a position as much as possible.

You can quickly and easily make certain that your resume attracts the right attention using the following simple steps:

Step One: Identify Your Favorite Jobs

First, through you favorite job aggregator or niche job board, identify at least two positions that you would qualify as your dream job.

Next, print them out and highlight all of the key-words and phrases that best describe both what you love to do the most and any other strengths and attributes that match your skills. Highlight even those strengths that match functionally, even if the position is in another industry.

Now make sure these key-words are woven throughout your resume, putting special emphasis on the top part of your first page.

Step Two: Use Your Two To Three Best Key-words

You don’t necessarily have to redesign your resume for each job you wish to submit your resume to. In fact, if you are finding this to be necessary for you, you may wish to check your focus.

Many professionally-designed resumes will have approximately three key-words in a bigger, bold font right up at the top of their resume. I call these headline key-words. This is a powerful way to immediately target your resume for each particular job you submit your resume to.

Let’s say you are submitting for a job that stresses operations, global expansions and teambuilding. If these are all matching skills for you then you want to mirror these in your headline key-words. With this method you can very simply shift a few main key-words and get maximum attention from your target audience!

Step Three: Consider a Key-word Only Section

In my resumes I always like to include a keyword-only section. I call it core competencies or skills and abilities. A good list should include three rows of 4 to 5 bullet points per row. In the first row include your strongest competencies, in the middle perhaps soft skills that would include leadership and management abilities and your third row can include technical aptitudes, language skills and/or secondary skills such as leading training programs or creating marketing collateral.

Using these valuable tips gives you a simple easy way to make sure your resume is targeted for the positions you really want!

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Most professionals would love to land their dream job but when it comes to writing a resume that would qualify them to make the jump; they end up stuck with what to say and how to say it.

Not knowing how to create an interest-generating opening statement is a common problem and can quickly lead to job seeker discouragement before the job search even begins!

Here are 3 tips to creating a powerful opening statement that will quickly get you positive attention:

Tip #1 Do Create a Qualifications Summary

A qualifications summary should go at the very top of your resume. It does not explain what your professional objective or goal is, but it does give a clear and powerful overview of who you are and what you can do. Why don’t you want to use a professional objective? Because your resume needs to be focused on what you can do for a company versus opening with a statement that leans towards what YOU are looking for.

Tip #2 Create an Authentic Opening Statement

To maximize your focus and clarity try a simple writing trick:

Begin to write about what you are doing when you are at your very best, followed by your other key strengths and attributes. Do not edit yourself as you freely write up to a page of information. After a quick break, return to what you wrote and begin to highlight the key words and phrases you feel are the most powerful. Your document should be reduced to about half at this point. After another break return to your document a second time and repeat this exercise. Now you have a powerful, authentic and compelling draft statement describing where you really shine!

Tip #3 Use Universal Language

Another common mistake professionals will make is to load their opening statement with industry jargon. Yes if you are a CIO, corporate counsel or a VP of Finance you have very specific language that you use. However your resume has to be written for multiple people in multiple departments. In many cases your resume is being viewed (and thus must be equally compelling) to directors of human resources, division presidents and various managers.

Scan your opening statement for red flags including acronyms that are not spelled out, information on specific companies, too much detailed technical information and sentences that are only decipherable to people intimately associated with what you do.

These key tips will help you to easily create an authentic statement about who you are when you are at your career best, and command the attention of the companies that are looking for someone….just like you!

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Have you heard all the buzz about branding yourself? Are you wondering how to make sure your resume is reflecting your brand? Here are three quick tips to brand your resume so it really reflects you at your very best.

Tip Number One: Understand Your Brand

What is your brand? I believe your brand is simply the promise of an experience that a company will have by hiring you. That promise shows itself through the tone and content of your resume – which your reader garners their impressions of you from.

Tip Number Two: Define Your Brand

A couple ways to define your unique brand is first to think about what you are doing when you are at your best. Brainstorm on keywords and phrases. You are going to want these in your resume!

Another powerful technique is to ask three different people (let’s say your spouse, your co-worker and a friend) to describe you using only three words. As them to be boldly honest and say the first three words that come into their mind!

Tip Number Three: Sell Your Brand

Your brand should weave throughout your resume in words and phrases that best reflect you “doing what you love.” Are you struggling with what information to include in your resume? If you are having trouble with a particular area, just compare it to your branding statements. Does it illustrate you in action using your branding keywords? Is it an important component to the position you are seeking? If the answer is no, delete it!

As you build your brand here’s one additional tip: always track your accomplishments. It’s really hard to go back and remember the goals you’ve reached and the challenges you have overcome, especially if it’s been over a twelve month span of time. Make an effort to track your accomplishments as they occur.

Follow these three tips and you will be on your way to a crystal clear, compelling and unique brand.

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Looking back I have probably coached and written resumes for over 400 executives in all kinds of industries. Here are a few things I have learned along the way that I hope you will benefit from.

1.    Many professionals worry about things that never happen

Most clients I have worked with, shared with me numerous worries they thought would hold them back including: their age, too little or too much salary, the economy, a shrinking industry, too many jobs in the last 10 years and being fired or laid off, just to name a few. I am happy to report that these same executives went to on achieve (and in many cases exceed) their career goals.

How did they do it? Usually through a combination of the following: First through education that the reality of their concerns was often overemphasized to the point of being counterproductive. Second, obstacles were minimized or eradicated through a well planned marketing strategy. And third, through an expertly crafted resume which showcased their strengths that was in sync with their goals.

2.    Many professionals believe they can’t successfully change industries

I love to hear the excitement in my client’s voices when they are shown that successfully changing industries is more about their plan, their resume, their networking approach and the coaching they receive than their experience!

3.    Most professionals feel they interview very well – when they don’t

“Just help me land the interviews and I will do the rest.” I have heard that dozens of times from seasoned professionals that made one simple error. They mistook their amazing charisma and people skills for great interview skills. Believe me, there is a big difference. I have seen first hand how just answering one question the “wrong way” quickly leads to a lost candidacy.

4.    Most professionals can’t write an interest-generating resume

There are multiple reasons for this such as the following: industry jargon used

(a resume needs to be written for people in at least 5 different departments), not being able to write objectively, not being able to craft their resume from

a marketing perspective and too often writing what they have done and not what has happened as a result.

5.    Most professionals didn’t know how much career coaching and marketing would help them – until they got it.  

I can relate to this one especially. I didn’t realize how much a business coach would help me until I hired one. It’s normal to feel this way but if you have ever played sports and had an excellent coach, or studied under a dynamic teacher then you have already experienced the value that a true professional can bring, and the many ways they can help you to reach your full potential.

I hope if you have identified with any of these points, it will help you to quickly and easily take action to shore up areas for improvement. I promise this will result in a much more enjoyable and fruitful job search for you!

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Certainly you have seen wildly successful people who achieved a great deal in their careers – all the while making it look easy. Do you ever wonder how they really got to where they are? Perhaps you think they just had that special something or were super-incredibly dedicated or especially gifted and talented which effortlessly raised them to great heights.

The truth is more often than not high achievers and people that reach their personal and professional goals have a plan and a simple strategy for doing it.

If you have dreamed about changing careers or industries but have held onto that dream for so long and done nothing about it, then I have good news for you. It doesn’t have to be this way!

Here are a few tips to begin to make the shift from dreaming to action:

Tip One: Don’t Push – Be Pulled

To break that inertia that has held your dreams hostage for so long begin thinking and operating from the place you want to be. Accept and embrace that you want to move forward in the direction of your goals. In other words, picture your dream job in your mind, and give yourself permission to step into this world. This will automatically pull you forwards, closer towards your goals.

This can start with something as small as a magazine subscription relating to your new industry, purchasing a book, taking a class or finding and talking to an industry mentor.

Tip Two:  Surround Yourself with Experts

If you put your focus on getting closer to people who are already successful in your industry of choice you will move forward fast! These are the people who have the answers to your questions and if you have ever reached for a goal before, you know that mentoring only has to result in just one idea that changes everything (in a good way!).

Step out of that place of uncertainty and wondering if things really could work and into a place where you can empower yourself by being educated, mentored and empowered by others! The best place to do this is a trade association, social networking group or a group of people in a company who are willing to mentor you.

Tip Three: Invest In Yourself

Do you know why business owners have business coaches or why corporate executives have performance coaches? Because they know that an objective opinion – help from someone who has been there and done that – will help them to easily and quickly solve their professional problems and overcome whatever obstacles are in their way. No one would do it if it didn’t work!

And here is something else they don’t do: they don’t wait until they are ready. They move more often well before they feel or think they are ready! So invest in yourself, in a coach, an expert you need, a seminar or a class to keep yourself always learning and being the best you can be as it relates to your professional goals!

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Do you want a simple yet powerful way to secure bigger job offers?

It all starts in the interview – when money comes up.

If money comes up in the first interview or in a phone interview, and you give up information such as how much you made in your last position or what you are looking for in terms of compensation, then you have successfully steered the focus of the interview….in the wrong direction.

When money is brought to the spotlight before a company has had time to get to know you and all of the value you could bring to them, then how much it will “cost” to hire you will take center stage. And when this happens you will have to work harder in order to compel your interviewers to see above and beyond your price tag.

Not only do you stand to loose your negotiating power by prematurely mentioning money, but the dollar figure you mention will now serve as an immovable backdrop against the successful communication of  your strengths and attributes.

It’s interesting how this works – but its very true.

You might be thinking “Well how do I get around such a direct question about money in my interviews? After all, I don’t want to appear rude and hurt my chances of being invited back.”  It’s wise to be considerate of these points; however you can successfully sidestep these questions and prolong discussions about money for a later interview by using these simple techniques:

Technique Number 1

When you are asked how much money you are looking for, simply state that salary is important to you but equally important are benefits. Ask them since you are on the subject, If they could share their benefit package with you.

This is a simple diversion that is extremely effective.

Technique Number 2

When asked about how much compensation you are looking for or what you currently make, you can share that although you would be happy to discuss money with them, you were hoping to get a better understanding of the opportunity and give them a little more time to get to know you – in order to see if there is a potential fit.

Follow this statement up with asking them “If that is OK.” After all, you are offering not to answer their question so your diplomacy and polite response will help you to successfully sidestep this question until a later interview.

Using these two simple techniques will help you keep a focus on your skills and abilities as they relate to the position you are interviewing for – and set the tone and pace for a bigger and better offer!

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No matter if you are changing industries, changing-up your position, wishing to relocate or just looking to work for a better company, there is one thing you must have to be successful.   It’s a thing that is rarely talked about in direct terms by job seekers, recruiters, resume writers or career coaches. Sure, you can muddle through some job search techniques and develop some marketing collateral to get you pointed in the right direction, but without this thing…your success will surely be limited.  

So, what is this thing?

It is called VIRTUE. The thread that weaves through every job search technique and every interview strategy is truly virtue. And by focusing on developing and increasing your virtue, you stand to improve every facet of our job search.  

 So what kinds of virtue to you need to be a highly successful job seeker? Virtually every kind. They can include temperance, fortitude, kindness, patience, graciousness, politeness, truthfulness, courage, excellence, high morals, high ethics, servitude, honesty, tactfulness, discipline, fairness, flexibility, commitment, diligence, integrity, honor and my favorite: humility.  

A word about humility. Its seems we rarely hear the word humble anymore, especially as it relates to success or successful people. Perhaps that is because in western society humility is erroneously connected with weakness. However the opposite is true. It takes a strong, gracious and grounded individual to express true humility. And humility is one of those beautiful gifts that cannot be hidden. It comes through in a persons tone, their voice, and their mannerisms. It is a prize and treasure to possess humility. Even just a little.  

 A truly humble person stands to greatly impress a key decision maker when introducing him or herself over the phone. A humble person often makes a tremendous positive impression in an interview, for example. And it is often the humble individual who earns the respect of their team or rises up through the ranks to become a cherished and respected corporate leader.

There is a story about a corporate executive who was trying to switch industries and obtain a position in academia. When a key university contacted him about a job, they indicated they needed to see his college transcripts before they could submit his application. Instead of complying, this executive wrote a scathing email to the director of human resources complaining about the overemphasis on the legalities of applying. Needless to day this executive did not even secure an interview.  

 The daily successes and losses of a job search require diligence in achieving your career goals, patience as you move forward each day and kindness to those who agree to speak with you and help you. Each of us had virtues more developed than others. Which ones are yours? Once you have defined them you can LEAD with them in order to maximize your job search success.

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Making sure your résumé is a powerful marketing document is a wise investment in your career. It can set you apart from your competition, maximize the amount of interviews you land and ultimately play into how much a company offers you.

 After all, you are negotiating with potential employers from the moment you connect with them to the time the offer is made. So everything that happens in that window of time plays into your offer…including how well targeted, well designed and compelling your resume is.

Here are five elements you will want to make sure your resume has:

Number one: Targeted format

Your resume must be compelling for the type of position you are focusing on. If you are a sales executive of course you are going to want to quantify your sales skills in terms of territory development, revenue generation, and types of skills associated with sales and secondary support skills such as client management customer service, public relations and marketing.

Number two: Value proposition statement

Under the heading of your resume you should have a value proposition statement. An example of a value proposition statement is a 3 to 4 sentence overview of your focus and your strengths. Here’s an example of a VP Statement for a technology executive:

Innovative & highly competent business and technology leader with 15+ years experience developing creative technology solutions that enhance performance, effect change, drive profits and growth. Proven reputation to:

     Note: A value proposition statement is different from a personal objective statement. A personal objective statement is not the best to start out with on a resume simply because it’s a statement about what YOU want. Rather, share with your potential employer what skills and strengths you have to offer THEM.

Number three: Quantifiable achievements 

This is one of the most important components to your resume. You need to communicate in your resume not just what you do, but what HAPPENDS when you do what you do! This technique also helps employers envision you working with them, helping them with similar challenges and issues.

Number four: Key-word rich content

Key words organized in a group called something like “core competencies” for instance, will do two things for you. It serves to potentially qualify you for more interviews, assuming those companies you are submitting your resume to use key word scanners. Second, key words. i.e., your strengths that stand alone allow the reader to view your competencies independent of any past company associated with it. This has a positive psychological affect as again, it enhances the reader’s ability to picture YOU in the position they are working to fill.

Number five: Two resume versions

You are going to want two versions of your resume. One in ASCII text format and one clean word version. Your ASCII text version is one you will use for all your electronic submissions. This plain text format will hold it formatting and thus look much cleaner on the receiving end. Once you save a copy of your resume in this format, you will want to go in and clean up all the symbols and spacing so it’s readable. Your word version is your clean word copy you can both print out as a hard copy or attach as a word document in an e mail.

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