When I talk with new clients one thing I almost always hear in our first conversation is that they have been sending out countless resumes over the internet with nearly zero response from potential employers.

The internet can be a successful way to find jobs but if you do it wrong you can find yourself feeling burnt-out and anxious from hours of surfing, sending and waiting.

Here are three powerful tips to get your internet job search activity running smooth and easy with lots of great results.

Tip #1: Use a job aggregator

This single tip is worth its weight in gold. Using a job aggregator (a beta search engine) works just like Google. You type in what you are looking for and where you are looking for it and it brings you back results from major and minor job boards, associations and companies. My favorite is indeed.com. It’s super easy and intuitive.

Tip #2: Don’t just use the internet to search for jobs

To truly be committed to making your next career move a really good one you must honor that commitment by using other, non traditional methods to look for jobs. I prefer tapping into the 80% of the job market that isn’t advertised. Through doing this you can quickly identify your target market, best companies and associations to contact, land more interviews and get bigger offers.

It works like this because positions that have yet to be advertised are generally more creative and flexible in terms of what the company is looking for, salary ranges and the hiring process in general is strikingly easier and more informal than the typical rigid HR process a job that has been turned over to them entails.

Now if you are interested in finding out more about the unadvertised market for a very tiny investment I suggest you look at the “Events With Mary Elizabeth” section of this newsletter where I am offering you a very special pre-release price on my new electronic guidebook which is all about the hidden job market.

Tip #3: Delete you other job board email alerts

If you have been jumping from board to board setting up email alerts and accounts now is the time to delete (yes delete) all of your email alerts from the various job boards. This will get rid of all that overwhelm (and lots of junk advertisements) that come into your email in box. Replaced with the elegant and powerful job aggregator that you can easily set up email alerts on – brand new positions that are matches for you will be delivered to your email in box daily.

And one last small tip – I recommend spending no more than 30 minutes each day on reviewing jobs on the internet. Yes you may find your next dream job from the internet but creating a plan to use 2 or 3 other techniques for landing the job you really want will serve you much better than the small 1 to 4% response rate internet jobs generally yield from electronic job boards.

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Ahhhhhh….the mysterious unadvertised job market.

I dedicate this article to all those professionals out there who have heard about the hidden market but wonder why you should concern yourself with it.

This is not only a topic I love because I specialize in showing my clients how to succeed in landing a job using the unadvertised or hidden market, but a topic I can talk all day about! So I am splitting this article up into small, easy to digest sections in order to bring you the straight talk about the benefits you stand to gain by using non traditional job seeking methods.

So lets begin with a true or false:

True or false: With all the jobs listed on the internet today I don’t need to concern myself with any “hidden” job market.

False. That is, if you care about getting more than a measly 1-to-3% response rate from the resumes you send out using major job boards.

In other words, did you send out 50 resumes using job boards and you still haven’t heard anything back? Well by these standards your only problem is you haven’t begun to send out enough resumes yet…yikes!

The good news about these stats is that there are a whole bunch of job seekers out there that just started to feel a whole lot better about themselves. The bad news is that this proves job boards are a really depressing, hard and painful way for the majority of us to land great jobs.

True or false: I should only answer jobs that are advertised – because I will look stupid if I send my resume to a company when I have no idea if they need someone like me.

False. Way back when I had my own executive recruiting firm I remember client companies telling me “we don’t have any immediate needs right now but if you find a superstar please don’t forget about us, we want to see their resume!”

Not only do companies always make time for people who are “superstars” (and a lot of this has to do with the way you market yourself to them) but most companies go through at least five steps to fill a position before they will post the position to a major job board.

Think about it: if you have a key position that just opened up in your company is the first thing you do pick up the phone and call Monster? No of course not!

You get on the phone to a few trusted colleagues. You look to see if anyone already on board is qualified to be promoted to it or alert your staff to refer someone they might know. You launch an intimate grass roots campaign to try and fill this position wwaaayyy before the general public is notified. And if after a few weeks if the position is still not filled perhaps you contact a related association to post the job on their member’s only job board or you contract a recruiter.

True or false: I have heard the interview process is shorter and the salary package can be significantly higher with unadvertised opportunities.

True! Why? Because when you pursue unadvertised jobs you are almost always talking with the company key decision-makers right from the start. You have more creativity to sell your skills and build the value of who you can be to the company. And finally because these interviews usually lack the formality of a full blown-human resource driven candidate-search, your competition is significantly lower AND the salary terms are less likely to be chiseled in stone. I have seen this play out to my clients favor time after time!

True or false. I am not “high enough up” the ladder to seek out unadvertised opportunities. The hidden job market only applies to executives.

False. ANYONE and I mean even if you are right out of college can enjoy the benefits of the hidden job market. These jobs are available on all levels and in virtually all industries.

The trick is to hone your focus so you actually achieve the results you want. (more on that later!)

So why should you care about the unadvertised market? Because for you, it means more job opportunities, more market leverage, less competition, shorter interview processes and bigger offers. Golly, I can’t imagine why anyone would want to keep pumping out resumes via the internet when you can have all of this control over your next career move!

Stay tuned for next weeks article where I will reveal powerful tips on tapping into this market yourself!  

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Now let’s get into the nitty gritty details of how to counter a job offer.

Most professionals, when asked why they don’t counter their job offers share that they are simply afraid they will loose the opportunity.

After helping hundreds of professionals negotiate job offers I am happy to share with you I have never seen an offer pulled as a result of a counter offer.

That’s not to say it could never happen.. but my question would be –all things being equal if a potential employer did that, would you really want to work for them?

But back to point: the first thing to do when you receive a job offer is first off; make sure to get all of the details of the offer.

Then enthusiastically thank them! You might not be thrilled with the details of the offer but now is NOT the time to negotiate! Thank them and ask for a day or two to go over the details of the offer.

Now compare the terms of the offer with your professional goals. How many points does the offer satisfy…starting with the salary?

Make notes on each point of the offer compared to your professional goals. You must determine how important each point is to you. Title them A, B and C. Put the A’s at the top of your list. For example:

A list

Salary offered: $125k

Salary goals: $145k

Vacation offered: 2 weeks

Vacation goals: 4 weeks

Relocation package offered: 15k

Relocation goals: 20k plus temporary housing

When you are ready, connect with your potential employer and let them know you are excited to discuss the offer with them. A key point here is you will do well to smile and be as positive and enthusiastic as possible! If you act somber, concerned or pessimistic you will bring down the energy of the deal and in turn dampen the excitement of your contact person!

So, begin where you left off by thanking them for the offer and sharing with them how excited you are about the opportunity.

Then indicate that you would like to go over a few points of the offer.

If you are negotiating the salary range, always begin there. State to your contact that although everything about the offer is great, you were hoping that the salary range at the level and responsibility of the position would be more along the lines of $­­­­____.

If the salary is in a competitive range for your position you might do well to stay within a 20% negotiation range (You can check salary ranges by title and location using salary.com).

Wait for them to respond to your statement before you say anything else.

If they indicate that is a do-able figure then congratulations! Now you can discuss whatever other points are important to you… be it stock options, vacation time, relocation, bonuses or insurance.

If however your contact states they cannot offer you more – you can do one of two things:

You can state that you are still excited about the position and ask to move forward to discuss a few other components of the offer.

OR

You can state that you are still excited about the position and that you know they can work something out that is a WIN for everyone. Then ask if you can make another suggestion. That suggestion can include a signing bonus and/or a six month job review/raise based on your performance.

Using these negotiations techniques here are just a few successes I have seen my clients have over the years:

5% to 20% average increase in original salary offer

2k to 25k signing bonuses

25% increases in bonuses

4 months relocation housing covered

10% increase in relocation package

…and more!

I hope these simple methods will help you too…ask for and get more money!

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I am always surprised when I am talking to an executive in the midst of an interview…and they share with me how they approached the money topic.

Here are two very common things I hear:

“They asked me how much I needed and I said at least $250k”

“I asked them what they had in mind for their salary package”

What most people don’t realize is that these two statements put ALL the power in the hands of the employer! So, to alleviate these negative events from happening and successfully negotiate the maximum salary package possible, here are several powerful tips:

Tip #1: Never give financial ultimatums before the actual offer is made

The first statement automatically puts the primary focus on the money.

While the value that the executive brings to the company (you know all those things the company should be getting more and more excited about?) takes a back seat!

So save your ultimatums for after the formal offer (more on this later).

Tip #2 Never be the first to bring up money

The second statement simply shows that the executive is willfully putting the money ahead of his or her value to the company – not exactly a motivator for the company, is it?

Tip #3 Focus on the value you bring to the table

The more they want you…the more they will pay to get you. Simple as that.

Remember the last big thing you really, really wanted? It’s funny how we can come up with the money for things we really want because we place its value at the top of our list. And even though people are not things, the emotions that get evoked in a job interview when a company really, really wants someone – are essentially the same.

So the object of your focus should be – what can I focus on that is going to make this company get really, really excited about hiring me? I guarantee you the answer to that is not going to be how much they are going to pay you..unless you have offered to work for free.

Tip #4 Give money ranges

When asked how much salary you need or how much you made in your previous position you can give a range. This does two things: it doesn’t allow the company to fix a salary point on you (i.e. 50k or 100k or 350k) that could very well be too high or too low or just a continual point of focus. You need that potential employer to be focused on how they can get you on board (because of all the great skills and abilities you bring to them – that is going to help them drive revenue, increase productivity or launch a new product, service etc…)

So you can say something like:

“For the last couple years my total compensation package has ranged between ___ and ___. The wider your range the better”

Then you can add:

“Since we are on the subject do you have a range in mind budgeted for the position?”

Tip #5 Don’t negotiate at the time the offer is made

When you are receiving your offer – no matter what the offer entails, keep a straight face! You can ask to have a day or two to go over the offer and get back to them which will give you time to formulate your thoughts. You really need this time to come down from the “WOO HOO I got an offer!” high.

If the offer is your dream offer you can accept it. If the offer is too low you can put a counter on the table.

Anyone can negotiate the best offer possible using these techniques that honor you and the value you can bring to your next career opportunity!

More on specific negotiating strategies in part II!

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Knowing what triggers a company’s interest and quickly motivates them to sit up and take notice of you is powerful knowledge that you can use over and over again.

Of course, each situation is different but the running themes that connect them are the same. Here are several motivators you can begin using to increase a companies interest in you:

Motivator #1 You can solve a problem they have

Perhaps you read about it in a job ad or in a news article. No matter where, a company that has a challenge will appreciate your attention to it and willingness to be either a part of the solution or THE solution!

Motivator #2  You have little, if any competition

Don’t wait for a job ad to post on a major job board before you connect with you companies of choice!

Connect with a decision maker (not human resources) and express your interest and qualifications. Companies ALWAYS have a need for talented people across all departments – so why wait when responding to a job board ad means competing with hundreds of other resumes? Compounded by the fact that over 80% of jobs aren’t even advertised!

Motivator #3 You have a REALLY impressive resume

This is where hiring a resume writer really pays off. One of my clients told me he landed a great interview in a new industry he was targeting. When he got there, the first thing the interviewer told him was “I just had to meet the man behind this resume!” Needless to say, the interview went very well and he got the job!

A compelling resume is just one component of a successful job search, but it is a powerful help to have your interviewer “primed up” by impressing them with a resume that builds the excitement of meeting you!

Motivator #4  You are enthusiastic

You will score BIG BIG POINTS if during your interview you find an opportune time to say “I am really impressed with your company and I can definitely see myself working here” or “I am really excited about this position” or even “I want this job!” Just think about it, would you want to hire someone who didn’t want to work with you? Of course not!

Motivator #5  You are positive

There is no deal breaker like a string of negative questions and answers. People that are critical thinkers have to be especially careful about coming off too quiet or too questioning in interviews (my engineering, technology and finance friends you know who you are J).

You don’t have to be something that you are not – but take a little time to prepare for your interviews putting a special focus on the positive responses you can give, PLUS (and this is a big plus) stories about your accomplishments! Critical thinkers and introverts can display their brilliance and their aptitudes just as easy as outgoing people as long as they take time to prepare for their interviews.  

These are simple but tried and true techniques that are easy to overlook but pay off in more generous offers if you take the time to incorporate them into your job search strategy!

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Did you know that your cover letter (in the hands of a key decision maker) determines whether or not your resume gets read at all?

Cover letters are so critically important to making the right first impression; you just can’t afford to go wrong here.

It can be tempting to want to skimp on really making sure your cover letter shines if you are applying for multiple jobs each week. But the good news is there are some really powerful tips I am going to share with you that will make this task efficient and highly effective!

These are the same tips I apply to my clients’ cover letters – letters that secure them multiple interviews!

Here are several ways to easily get started crafting highly compelling cover letters that get great results:

Tip #1 Shorter is better

I know a career consultant who writes cover letters for 500k+ executives who never uses more than 100 power-hitting words. I fell in love with this technique the moment I heard of it. It makes total sense!

Here’s how to do it:

Write your letter, then come back in a couple hours and take out all of the superfluous words and phrases you find. Next, highlight all of your BEST words and phrases (you will probably have a couple to add or reword at this point). Finally, revisit your letter in an hour and edit any erroneous words just one more time. Now you are left with a tight, crystal clear letter, brimming with power hitting terminology!

You won’t have to do this with every cover letter you write. After you practice this technique a couple times you will quickly learn to get it right the first time!

Tip #2 Simplify your language

Want to know the mark of a really good cover letter? Give it to someone to read who is in another industry. If they are impressed by your accomplishments and can understand what you are communicating, this is a really good sign you have an effective letter! 

Specifically, your letter should be understandable by someone not directly linked to your position of interest. It should be simple and clearly outline your accomplishments.

A big mistake I often see in executive level cover letters is a string of hundred dollar words in a sentence. Check your letter and remove any strings of “eye-glazers” as I like to call them. You will be amazed how this will lighten and brighten up your letter instantly.

Tip #3 Be focused – be clear

You must know why you are writing what you are writing. Either you are writing a general value proposition about your strengths and achievements in a particular role (CEO/COO/VP of Operations etc.) or you are responding to a job opening.

In either case, you want to be completely focused on communicating your maximum value. If you shine in two key areas, write about them and remember to finish your statements with examples of results you have obtained. If you can add a % or $ to those results, that is preferable.

If you are responding to an actual job description, the most important thing you can do is highlight all the key words and phrases in that job description that you match and parrot those key words and phrases back in your cover letter. If you have ever written a job description, you know just how maddening it is to read through a stack of cover letters that mention little, if anything that matches what you are looking for! A resume attached to a cover letter such as this rarely gets read.

Using these three simple, yet powerful, tips will help increase companies’ interest in you as you confidently set the tone and pace for leadership and control, so you can secure more interviews!

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Today so far has been one of those rare days I look up to the sky and ask “could we just start this day over again please?”

At 5 am today, I was snuggled up with my 7-month-old daughter when I felt something crawling on my neck (cringing already, anyone?).

I jumped and woke up my husband to ask him to flip on the light. Much to my horror (and despite that we are very clean people), there was a big, disgusting cockroach sharing my pillow with me. I let out one of those involuntary shrieks that come from deep, deep inside – which made the baby cry as my husband deadpanned, “Oh, like THAT is going to help…”

Needless to say, the day just went downhill from there for some reason, touching on every hot button I have – more crying baby, financial surprises, investment setbacks and I even hit my knee on the side of my desk so hard I let out yet another involuntary scream.

It was like a marathon of irritating and unfortunate events.

About 10 am, I broke down in tears.

Fortunately, I have a pretty great support system. I called my husband, vented and then asked him to pray for me and I also called my Priest and asked him to pray as well. Then I left my office, had a snack, got in the car with the baby and went for a nice walk along the river.

Ah…much better!

There was a time I would have just pushed on through such a bad morning. But some years ago, I realized that working in a bad mood results in little, if anything, positive.

If you are in a career transition (and especially if you are currently not working), you must be especially careful of “bad days.”

Any transition is daunting. A career transition is at the top of the list of things that make us feel vulnerable because so much is intrinsically tied to a job search such as: your sense of self worth, various components of a job search that push you out of your comfort zone, pressure from family or pressure to take care of your family, the unavoidable feeling of “rejection” that inevitably comes with a career transition, and the list goes on.

It’s because of all these complexities that things like hiring a career coach, having your resume professionally rewritten and having a really clear blueprint of your goals and your plans to get there help so much. It lightens the pressure on you, makes your search manageable, saves you a huge amount of time and boosts your confidence.

I have a business coach for many of the same reasons. It helps me maintain my peak performance, crystallize my goals and balance my time. When I don’t do those things I am less effective with my clients and my husband would probably say I’m not as fun to be around.  

So, if you are having a particularly bad day on the job search, don’t delay. Get up from your desk, get out of the house and get your mind off things, even if it’s just for an hour…but even for a day! The time you invest in your mental and emotional health will pay off abundantly.

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I see it too many times. Brilliant, forward thinking executives who miss out on fabulous job opportunities just because their resume wasn’t working for them like it should!

A resume is no place to cut corners on your job search…that’s like going on a first date with someone you really like without getting all cleaned up. Yikes!

Here are five common resume mistakes to avoid:

Mistake number one: Too generalized

If you are an executive you must be able to communicate precisely what it is you bring to the table.

Here is a quick tip on getting specific: what is the ONE key area where you really shine? Is it your industry (that you plan to say in) or is it a function or a process? Once you have that written down, next write down your next two greatest strengths.

Are these keywords right at the top of your resume? They should be.

Mistake number two: Too long

Is your resume more than two pages? Under certain circumstances a three page resume is acceptable (and of course a CV can be as long as you like), but generally you are better served to keep your resume no longer than two pages.

Mistake number three: Too garbled

Word economy is extremely important when it comes to writing your resume. Do you have a long list of bullet points under your job from the 1990’s? Was the position you held at that time about four levels below where you are at now? If the answer is yes, that is a big red flag.

Perception is everything and you really want your potential employer to see you as the leader you are now, not the manager you once were.

Mistake number four: Too plain

Have you looked at a few samples of executive-level resumes? How does your measure up to them? Boxes, arrows and even small charts and graphs which demonstrate your accomplishments are quick, compelling and effective strategies that garner positive attention.

Have you ever looked at a credentialed, experienced resume writers website and seen the testimonials about how Mr. Executive couldn’t get an interview until Mrs. Super-Resume Writer redesigned his resume? It works and it’s a wise (and often tax deductible) investment!

Mistake number five: Too boring

One of the most important things your resume should convey is your accomplishments. They need to be quantified, short and highly compelling!

This is a tough one for most executives. Even resume writers admit they would be hard pressed to write their own resume! 

But you can begin by using a simple template that includes the following: problem, what you did and what happened when you did it?

These stories should detail what you are doing when you are at your very best and LOVING your job! This way you will be honoring your strengths and aptitudes authentically and attracting the right attention!

By avoiding these five mistakes you stand to secure more high quality interviews and reach your career goals more quickly and easily!

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