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Article from THE-RESUME
Sell Results to Sell Yourself
June, 10 2003
Nothing succeeds like success!
I met a young man recently who was looking for a job in sports marketing. Despite his obvious passion for his objective, he was concerned that he didn't have enough experience to qualify him for that role. After we talked for awhile, it became clear that he did have quite a bit of relevant experience. Prompted by questions to help him think in terms of results, he was soon telling me stories about the
impact he had had in different situations. Far more interesting than a long list of duties and responsibilities, his stories made his resume come alive. We agreed that he would spend some time reviewing his past work experience to identify and polish the stories he would tell to underscore why a potential employer should hire him.
Even more compelling is the experience I had recently at a meeting of an executive networking organization. Started by a group of powerful but out of work executives, these individuals meet weekly to share resources and exchange leads. The meeting started with the typical, "My name is and I was the VP of _____. I'm looking
for an opportunity to _____". The faces sitting around the enormous conference table quickly became a blur. Then the guest speaker asked, "Would anyone like to tell a story to illustrate something he or she is particularly proud of?" The three individuals, who volunteered, in just a few sentences, separated themselves from the herd and became memorable. Granted, the stories needed a little work to maximize their impact but I left that meeting with a connection to those three. In fact, before leaving I went up and spoke to each one and learned even more, so attractive were their stories to creating connection!
Start crafting your stories by reflecting on the results you have produced. Then tell a story about each making sure you position it to demonstrate what skill, gift or special talent you have that produced that result. For example, one very senior executive at the meeting described above told the story of how he got a group of department store workers to accept a new and complex transaction processing system by appealing to their desire to have more control over tracking their commissions. He quickly turned these hostile employees into raving fans, which resulted in a very smooth transition. Obviously, this is someone who could size up a situation and create a strategy to implement change with a minimum of resistance. Build your stories around the results you feature in your resume. Use the following guidelines as you do. (Also see Tools & Resources below.)
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