Who Else Needs Your Products or Services?

Who Else Needs Your Products or Services?
You want to grow. So you direct the salespeople to make
calls twice as frequently on their accounts. Not much
happens.

Next, you increase your advertising budget by 10 percent.
Not much happens.

Then you increase your promotional budget and customers
increase their immediate purchases, but sales droop as they
work off the increased inventory they are carrying.

There has to be a better way to grow. What is it?

Attract new types of customers to purchase your offerings.

Most organizations answer the question of who else needs
their offerings by describing more of the same kinds of
customers or beneficiary recipients in some other location.
That answer is helpful as far as it goes, but it doesn't
exhaust the potential.

Keep going. Who else?

Rather than just scratching your head, invite customers,
suppliers, distributors, partners, employees, and those in
the communities you serve to help you.

Procter & Gamble (P&G) got a tip from an employee's family
member about a great product available in Asia for removing
scum from bathroom tiles. On further investigation, the
product was discovered to be made of automobile insulation
produced by BASF, which was already a P&G supplier.

It's highly likely that BASF didn't think of P&G as a
potentially large user for its automobile insulation
material. The story ends happily for BASF thanks to that
P&G family tip.

I once met a marketing specialist for a large company whose
job was to find new uses for the company's products that
would attract more customers. When asked how many new
customers this activity had attracted, the specialist
stroked his chin and softly said, "One." When asked how
much product this one customer had bought, the quantity
turned out to be tiny.

Based on its track record, this company would have done
better to have abandoned its inside-out search.

Here are some questions that may help you find new users as
you reach out to your stakeholders for ideas:

1. What other attributes does your offering have that no
one is yet using?

2. What new, valuable attributes could be added to your
offering?

3. How could your offering be adjusted to substitute for
something else?

4. How could your offering be combined with something else
to add benefits for new users?

5. What can you eliminate from your offering to make it
less expensive to use than a currently preferred
alternative?

Good luck with your hunting for new types of customers!

Copyright 2007 Donald W. Mitchell, All Rights Reserved

----------------------------------------------------
Donald Mitchell is chairman of Mitchell and Company, a
strategy and financial consulting firm in Weston, MA. He is
coauthor of six books including The 2,000 Percent Squared
Solution, The 2,000 Percent Solution, and The Ultimate
Competitive Advantage. You can find free tips for
accomplishing 20 times more by registering at:
====> http://www.2000percentsolution.com .

Painting Business - How To Get A Fast Start To Profits

Painting Business - How To Get A Fast Start To Profits
Does it cost a lot of money to get a fast start in the
painting business? In all truthfulness, it will cost you a
fortune if you go about it the wrong way. Going into any
new business without knowing what you are doing is scary.
Believe me, I know from experience. I did it the hard way
and it was a bit rough at times.

I did O.K. stating out. I actually started my painting
business with just a handful of painting tools from my
garage. I had a step ladder and I borrowed an extension
ladder for a while when I needed it. I worked out of the
trunk of my car until I could afford to get a van. No one
seemed to care, so that was cool.

One small glass shop owner owner told me, "Buy tools as you
need them or as the jobs come in." That was good advice.
Each job may require a new special painting tool - so I
would just buy it with my down payment when new work came
in.

Where I really lacked was not knowing how to effectively
estimate new paint jobs. This can cost you a bundle if you
consider the amount of money you could have made vs all the
lost labor spent from under-bidding. There is nothing more
pathetic than seeing new painters giving away their work
and eating up hours of low or no pay. It happens all too
often. Especially with exterior work.

Plus, there is nothing worse than actually making good
money and then all the sudden having business dry up on
you. Especially around the Holidays. Having consistent work
lined up keeps you profitable. It also adds to your
estimating confidence. So knowing how to advertise your new
business effectively is also as important.

So if you really want to know the least expensive route to
go for starting a new painting business or any service-type
business, it is to get educated in the art of effective
advertising and estimating. This way you can make a nice
income right off the bat and keep your business going
smoothly and on a consistent basis.

Ideally this is the first painting tool you need to buy.
Business start-up information from a good source. The right
tools speed up any job. As a matter of fact, I have never
invested in a single painting tool yet that didn't make me
more money. So don't be afraid of spending a little money
on your painting business. Most of the tools are not that
expensive anyway. Your work vehicle will cost you the most.

Just as having the right painting tools will help you turn
your jobs faster, having the right business knowledge will
help you make better and bigger money faster. And you will
be making it on a more consistent basis. Not just busy this
week and slow the next. Instead, we are talking about
having jobs booked up for as much as 6 months in advance.
And you can still take a day off here and there if you want
to.

Getting a good manual written by a professional painter is
the first tool I highly recommend that you should invest
in. It only makes sense (and dollars). If it highlights on
estimating and advertising secrets it is a tremendous
shortcut to profits. This type of painting tool will
definitely put your painting business on steroids.

It is a wise investment in your painting business that I
promise you won't regret. It will pay for itself over and
over again. My first few years as a painter were rough but
you don't have to go through that same amateur learning
process.

Give yourself a fast start to profits today. Your customers
be impressed with your expert service. Your friends and
family will be amazed at your success also. Especially your
wife. And as the old saying goes, a happy wife is a happy
life!

----------------------------------------------------
Lee Cusano has owned and operated his own successful
painting business for over 16 years. He has also helped
many others to start their own painting business with his
"Paint Like a Pro Estimating and Advertising CD-ROM".
Lee also offers a free report titled "How To Gain a High
Success Rate For Getting Painting Jobs". To get it go to
http://www.Painting-Business.com

Make Your Business Card Work Marketing Magic

Make Your Business Card Work Marketing Magic
Your business card is one of the BEST and easiest marketing
tools you can (and should!) use to stand your business out
from all the other businesses that are doing what you do.

There isn't anything that bugs me more than getting a
business card and not being able to tell what the person
does when I look at. It just seems like such a waste of:
time, money, paper, energy (theirs that went into creating
it and mine trying to remember who they are), and it does
nothing to support the bringing about of more business.

Blah.

So if your business card just says your name, phone number,
and website, it's time for us to amp it up!

And another thing, if your business card matches your
branding that's great, but that does NOT need to be the
first priority. I have never, ever, ever heard of ANYONE
saying, "Oh, I couldn't hire that person because their
business card just didn't match the rest of their branding.
It's really too bad." Holding yourself back from networking
or using your business card in any way because it does not
"match," is speaking more to an inner block that's
operating for you than anything else. This is an excuse. So
let's shift this energy from excuse to execution and look
at ways this card will work marketing magic for you, ok?

All that matters is that your business card serves as an
attractor factor to your ideal client. Sometimes all you
get is that one, quick opportunity to 'speak' to your ideal
client. I would highly recommend you make it compelling.
Simple as that.

Here are some ways to have your business card speak (and
work marketing magic) for you:

* Be sure your title speaks about what you do.

* Ask a compelling question that speaks directly to your
ideal client.

* Dare to use the words: You, Your, You're and the like on
your card.

* TELL the reader to go to your website.

* TELL the reader what they'll get when they get there.

* TELL them it will be for free.

* Use the back of the card.

* Use embossed print (make it PHYSICALLY stand out).

* Assure the reader that you can solve their problem, e.g.
'you can,' 'guaranteed,' 'promise,' 'be assured,' etc.

Want to know a secret? I haven't once had a professional
business card made! That's right. Want to know another? I'm
in love with and addicted to vistaprint. The reason? Their
products are of good quality (some better than others) and
affordable, so I can change my business card ANYTIME I want
without a major ordeal or expense and, oh, trust me, I
have. :) So should you, because as an Entrepreneur you are
always tweaking. I also like this service because I can do
the creating myself and really fuse the card with my Core
Value Offer energy while creating it.

Call To Action:

Take your business card in your hand.

Look at it.

Does it truly speak of YOU and all the uniqueness that you
offer in your business? Does it look different from all the
other cards out there or the same?

Now, how do you FEEL when you look at your card? Do you
feel the energy of your business' Core Value Offer?

Do you feel proud when you hand someone your card or do you
instantly apologize?

Make whatever changes you need to make to this simple,
highly effective marketing tool, so every time you hand
your card to someone your heart sings with the joy that is
your business and then let that energy jump-start every
ideal client match.

----------------------------------------------------
Heather Dominick, EnergyRICH(tm) Entrepreneur Success
Coach, has over 11 years of teaching and coaching
experience. Heather's primary focus is in coaching
entrepreneurs to identify inner and outer sources for
attracting clients and increasing business profit. To sign
up to receive your free business building e-course go here
now http://www.energyrichcoach.com

Festive and Effective Holiday Marketing Ideas

Festive and Effective Holiday Marketing Ideas
In addition to being the "Season of Sweets," the period of
time between Halloween and New Year's Day presents a
wonderful opportunity for your company to thank your
customers. It also is a time that you can drive new
business to you. Here is a list of easy and effective
marketing ideas to help you promote your business for the
holidays.

1. Send a Card: Send a holiday card to all of your
customers - depending on your target audience, it can be
for Christmas, Hanukkah, Kwanzaa, or simply "Seasons
Greetings." You can also send a Happy New Year card. But
don't stop there. Don't forget about your vast referral
base. Be sure to send business holiday cards to your
friends, family, associates, and vendors.

2. Send your database a gift: Hopefully, you have a list of
both clients and prospects. Whether these individuals have
purchased from you or not, treat them well. Take the
holiday season as an opportunity to send them a gift. It
can be as simple as a $5 gift card to Starbucks. Small
gestures are what impress people - they work to keep
customers loyal and to convert prospects to customers.

3. Offer a "Something of the Month" club: People are always
looking for unique gifts to give. Why not help them out and
create ongoing cash flow for your company? You can do this
type of gift series with almost anything. Seriously. Did
you know there is a Bacon of the Month club? You could sell
CDs that you record each month, massages, dinners, jelly,
or even a teleseminar series. With a little creative
brainstorming, I'm certain that any business could develop
this type of program.

4. Bundle items as a holiday theme: Sell holiday specials
to entice people to buy bundles of products or services.
Instead of selling single items, offer a theme. For
example, a financial planning company could put together a
New Year's Planning Kit that includes a book, tax software,
and a one-hour consultation. A spa could put together a
Stress-Free Holiday package of a steam bath, facial, and
body lotion.

5. Give a coupon or discount: As both a gift to your
customers and a way to boost your seasonal revenue, why not
offer a discount or send out a coupon that promotes one or
more of your services or products. This could be for a
report, a CD, a session, or a special program. Again - be
creative! People love discounts.

6. Offer a holiday special: You can encourage larger
purchases by offering a holiday special like Buy Two and
Get a Third Item for Free. Here is a different variation on
this same strategy: Tell your customers when they purchase
a certain amount, the will get something for free. For
instance, Buy $100 worth of products and get a free CD.

These are just a few ways that you can both thank your
customers and offer them something special for the
holidays. These marketing strategies also help build
customer loyalty, convert prospects into customers, and
help to bring cash flow into your company. Best of success
to your business!

----------------------------------------------------
Learn marketing techniques to attract new customers quickly
in Author Wendy Maynard's free report: "Marketing
Strategies to Fill Your Pipeline" at
http://www.gomarketingmaven.com/free_report.html

Think Outside The Box - A key Question To Make It Happen

Think Outside The Box - A key Question To Make It Happen
Think outside the box - how to do that? My experience tells
me to look to others, ask the key question "what do you
think?" and then use collective thinking to form a solution
no one person would be capable of coming up with. The most
important belief in thinking outside the box is that the
product of focused thought and collaboration and
communication of a knowledgeable group is the best way to
arrive at new and unique solutions.

That belief starts with the understanding that each of us
has our own set of experiences, beliefs, attitudes and
values - and each is different. Sometimes very different.
And those differences are where strength and competitive
advantage can be found.

A story to illustrate the point:

In an aircraft component manufacturer, safety was a big
issue. Lots of accidents, lots of lost days of work for
valuable employees. The Safety Director was hauled up to
monthly Safety meetings and given verbal beatings about the
bad performance. He did all the safety things - posters,
reports, supervisor training - but nothing changed.

And then the leadership of the organization changed -
safety was just one of many performance problems.

The new leader saw safety improvement as a first priority.
He also saw that outside the box thinking and behavior were
needed. The first act of outside the box thinking was to
recruit the collective genius of the experts already
working in the company. Teams were established to deal with
the safety issues that had caused the most injuries. The
first question each team was asked was " What do you think
is the cause of the problem, and what do you think can be
done to fix it?" The teams were composed of the people that
knew the most about the issues, the people most affected by
the issues, and the people that could most effect change in
the behaviors and conditions that caused the safety problem.

The Safety Director became the administrator and
coordinator of the various team's efforts; the managers of
the areas where accidents, unsafe conditions and unsafe
behaviors existed or had occurred became accountable for
the record of safety in their area; the periodic safety
meetings were conducted by the leader of the organization.

No additional talent was added to make all this happen.

Within a year of this outside the box thinking and
behavior, this business unit became the safest business in
the corporation. I know that happened - I was the new VP of
Administration that worked closely with the new President
to make the changes that made safety performance a real
success. That kind of outside the box thinking - new to
what had been a very authoritarian business - was also
introduced into quality issues, information systems
changes, process improvement and a host of other areas.

In all these cases, the key question that started the
process of improvement was " What do you think?" Behind
that question was the belief that virtually all the issues
in the organization could be solved - or improved - through
the people in the organization. The result was an
improvement in all areas of measurement - safety,
productivity, on time shipments, reduction in scrap and
rework, and increased profit. It wasn't easy - and a number
of people simply weren't able or willing to change their
own behavior and beliefs. They were replaced.

When it comes to outside the box thinking, this approach is
outside the box for many organizations. But it works. And
the challenges of making it work are minimal compared the
the improvements in so many measures of success.

Here are some suggestions to make it happen:

-Start with a problem, issue or condition that has high
visibility

-Assemble a knowledgeable team of experts - the people
closest to the problem and to the potential solutions - the
people who do the work

-State the problem, and make it clear that all
possibilities will be honored

-Ask the question " What do you think?"

-Create opportunity for communication and collaboration

-Assure that filters to communication are removed - assure
that communication flows in every direction - not just
through one point of authority

-Be patient - particularly in organizations where
individual initiative has been squashed

-Be ready to accept some findings and solutions that will
be out of the ordinary

And then watch the energy and accomplishment grow.

Start today.

----------------------------------------------------
Andy Cox helps clients align their resources and design and
implement change through the application of goals focused
on the important few elements that have maximum impact in
achieving success - as defined by the client. He can be
reached at http://www.coxconsultgroup.com or
acox@coxconsultgroup.com

Working With the Wisdom of the Seasons

Working With the Wisdom of the Seasons
Nature's response to the changing seasons offers us wisdom
about how we can make changes in our own lives. These
strategies, which have evolved over the eons, can guide us
to the most effective way to produce the results we are
looking for.

Although our society advocates pushing forward to get
results, nature has a different way—-a way of working
with each season rather than against it.

-- In Fall the goal is to acknowledge that it's time to let
go of the old to prepare for the new.

-- In Winter our focus is to retreat and reflect on what we
want in the coming year.

-- In Spring we take action to make our vision reality.

-- In Summer we celebrate our successes.

You can use the wisdom of the seasons when the calendar
indicates a particular season OR when your personal journey
takes you through a Season. Let me explain...any time you
make a change in your own life, your journey takes you
through several phases that mirror the seasons.

For instance, if you are in the midst of a career change
(or any other big transition), it's likely you are in
Winter. As you wrestle with your options you may feel
confused, lost, and tired. You may feel awkward and
uncomfortable in highly social events. When you don't know
who you are or where you are going, socializing questions
like "What do you do?" "What kind of job are you looking
for?" set you on edge. If given the option, you'd much
rather take time for yourself right now.

As we officially enter winter this week, use these
strategies from nature to ease your own journey toward
spring and your new beginnings.

Hibernating -

One of the ways animals weather the storms of winter is to
burrow in. They slow their bodily functions and their
activity to conserve energy and wait out the cold, wintery
months.

If you are feeling buffeted from the storms of change
around you, take some time for yourself. Set aside some
quiet time during this holiday season to take care of
yourself. Although those around you may be encouraging you
to participate in holiday festivities, you may not be in a
particularly festive mood. Honor where you are in your
journey. Respect your personal desire to be alone or with
close friends this holiday. This phase won't last forever.
When you are clear about your future, you'll be ready to
rejoin the world.

Camouflaging -

When animals must be out and about during winter, their
coats often change to help them blend into their
surroundings.

If you do need to attend social gatherings, you might feel
safer using some camouflage techniques. Rather than drawing
attention to yourself and the fact that you aren't sure
where you are headed with your career, find ways to
participate in the gathering that shield you from questions
and attention. Offer to help out in the kitchen or to take
care of the fire. Associate with the people you feel
comfortable with, those who understand where you are right
now. Do your best to avoid people who make you feel
vulnerable or uneasy.

Staying Safe -

Animals that have migrated during the Fall months are now
safe in a milder environment, which allows them to avoid
the deepest, darkest storms of winter.

If you can, you may want to consider "migrating" for the
holidays! Plan a getaway so that you are far away from the
situations that feel unsafe at the moment. Even a day
outing can do the trick. Although people may react to a
change in tradition, you can choose to explain why you are
going away or just let people know your plans. In either
case, plan to go somewhere that feels safe and comfortable
to you.

Indigenous people around the world, who are in touch with
the natural cycle of the seasons, take time to pause,
reflect, and celebrate during the darkest time of the year.
The focus of their ceremonies is often the return of the
light as the Solstice passes.

As you take time for yourself during the next few weeks,
consider reflecting on what's absolutely true for you.

-- What are you passionate about?

-- How do you want to spend your time?

-- What impact would you like to have on those around you
and on the planet?

-- What work environment is best for you?

Don't worry about HOW you are going to achieve these goals.
Instead focus on thinking expansively about you, your
passions, and your impact. When you know where you are
going, doors and paths have a way of opening up in ways you
can't anticipate at this moment.

Resist the urge to leap into action right away. Allow your
ideas and visions to incubate, grow and evolve. It's likely
you'll notice that your list of ideas weaves together to
create an even larger vision.

----------------------------------------------------
Green Career Expert, Carol McClelland, PhD, is the author
of Your Dream Career For Dummies and founder of
GreenCareerCentral.com. She provides people with an array
of resources, information, and support to help them
identify their dream green career, find a green job, and
advance their green career. Visit
http://www.GreenCareerCentral.com/guide.html to request a
free excerpt of her Green Job Search Guide.

Use These Clever Time Management Secrets for Greater Productivity

Use These Clever Time Management Secrets for Greater Productivity
Taking Advantage of the MINUTES

How can you take advantage of your minutes without being
controlled by the clock? Time management, or life
management, is not about saving seconds and minutes
cleaning the bathrooms and the kitchen faster. I believe
that mind-set only makes you more anxious because you are
trying to beat the clock. That will never happen. Rather,
what can you do when you have one, five, ten, twenty
minutes open between appointments, waiting for a child to
get into the car, or consciously taking the five or ten
minutes to do the following:

Do You Have One Minute?

* Read a favorite, uplifting quote everyday.
* Close your eyes and connect with your inner spirit, power
of purpose, focus, health, love, and creativity.
* Have an imaginary jump rope at your desk and jump rope,
starting with one foot, then two feet and then the other
foot and repeat for the whole minute. This is a great way
to build up strong bones and gets your blood circulated and
oxygen to the brain for better concentration and focus.
* Say daily Positive Mantas, including one for mind, one
for body, and one for your spirit.
* Think positive, loving thoughts and send them out to the
universe. It will help you de-stress and get centered.
* Shut your eyes and breathe deeply for one whole minute.
* Fill a glass of water and drink it.

Do you have Five Minutes?

* Read a few pages of an inspiring book or prayer or
mediation.
* Stretch legs, arms, shoulders, neck, hands, and take deep
breaths.
* Look at your calendar and get familiar with your day and
schedule - perhaps you need to reschedule so that you
alleviate unnecessary stress.
* Return a call (keep it to five minutes.)
* Make a call to a loved one and say "I love you" (keep it
to five minutes.)
* Take your vitamins.
* Do kegel exercises, squats, and lunges while talking on
the phone.
* Clean up email and delete spam.
* Call you significant other and say, "I love you - I was
thinking of you."
* Call one of your children after school to say the same
thing. Those few minutes go a long way in establishing and
reaffirming a loving bond between you and your child.
* Do sit ups for five minutes
* Write a "thank you" card and mail it.
* Make yourself a veggie juice. This is the recipe I use,
but you can modify it if you wish (take five minutes to
make and clean up):

In a juicer, juice

o Three organic carrots
o One stalk organic celery
o Large handful of fresh organic spinach
o One organic gala apple

It's delicious and helps you towards reaching the nine
fruits/veggies a day goal that the Cancer Society
recommends.

If working women use these time management tips, they will
be re-invigorated in mind and spirit and the body will
follow suite.

----------------------------------------------------
Always appreciate fresh new marketing and branding tips to
drive your business several steps forward? Tap Ruth Klein's
expertise at her upcoming Brand and Pitch Boot Camp.

http://www.ruthklein.com/bpbc

Profitably Go Beyond the Scope and Concept of What You Do Now

Profitably Go Beyond the Scope and Concept of What You Do Now
A young married couple, Mr. William and Ms. Dorothy
Hustead, bought a small store in a tiny town near the South
Dakota Badlands. From 1931 to 1936, they struggled through
the Depression serving the town's 326 impoverished
residents.

One day in 1936, Ms. Hustead, bothered by the sound of cars
on the nearby highway heading for Mount Rushmore, persuaded
her husband to expand their business to serve these
travelers. Mr. Hustead put up signs on the highway to draw
visitors to their store, making a unique appeal. The signs
said, "Free Ice Water . . . Wall Drug." In those days
before automobile air conditioning was common, that offer
was a powerful appeal.

Beginning from this humble expansion of its customer base,
Wall Drug now serves more than 20,000 visitors a day during
the summer in its Wall, South Dakota, store and many more
on its Web site.

Let's return to Wall Drug in the 1930s to explore expanding
a for-profit business's scope and concept. People heading
for the Black Hills also needed services.

Wall Drug could have checked car radiators to see if they
needed more water and could have helped tired travelers
make motel reservations, plan side trips to little-known
attractions, obtain referrals to South Dakota physicians
and dentists, and acquire local towing insurance for their
cars.

While the free ice water was welcome to hot, tired
travelers, Wall Drug failed to appreciate that such
travelers were primarily trying to enjoy a nice vacation
and would have welcomed many reasonably priced,
vacation-enhancing services. Wall Drug could have offered
some of those services for free to the travelers by relying
on commissions from motels, attractions, and insurance
companies.

While checking the radiators, Wall Drug would have found
plenty of cars that needed gasoline, oil, filters,
windshield wiper blades, spark plugs, and other minor items
that could have been provided after the radiator water was
checked. The Husteads would have benefited by realizing
that they were also in the business of improving vacation
travel, rather than only selling pharmacy items.

Nonprofit organizations are often similarly too narrow in
their thinking. I have visited many food distribution
centers for needy families, but don't recall ever seeing
such a center that provided a way for the unemployed to
find work.

While hundreds of families are lined up for the groceries,
a separate set of volunteers could be helping match people
to available jobs in the area. Volunteers could help those
with limited reading and writing skills to explore lists
and fill out applications. Cellular phones could be shared
to make job interview appointments.

These centers should see their role as helping the needy to
be able to provide for their own needs. As the Chinese
proverb says, you do more good if you teach someone to fish
rather than just providing a fish for today's meal.

As an example of how more can be accomplished by thinking
about other ways to help, Habitat for Humanity found that
it could multiply its global efforts by encouraging
national organizations to send one-tenth of the money they
raise to other countries.

While a new home in the United States might cost $50,000 to
build, an African home might cost only $500. By sharing 10
percent of the money they raise, a U.S. affiliate can
increase the number of families served by their funds as
many as 10-fold.

In addition, the Habitat families and volunteers learn to
build homes, take care of the homes, and help others build
their homes. In many cases, the families and volunteers can
then find work in home building and related trades. As the
no-interest mortgages are repaid, poor families are also
providing funds for other poor families to use.

What's missing to have the right scope and concept?
Organizations are focused on providing more of what they do
today rather than considering what those who receive the
products and services really want and need. Naturally,
organizations need to focus. Taking on the wrong additional
products and services can create havoc with the economics
of a business or nonprofit organization and leave everyone
worse off.

Copyright 2007 Donald W. Mitchell, All Rights Reserved

----------------------------------------------------
Donald Mitchell is chairman of Mitchell and Company, a
strategy and financial consulting firm in Weston, MA. He is
coauthor of six books including The 2,000 Percent Squared
Solution, The 2,000 Percent Solution, and The Ultimate
Competitive Advantage. You can find free tips for
accomplishing 20 times more by registering at:
====> http://www.2000percentsolution.com .

Resume Writing Solutions for Your Challenging Career History

Resume Writing Solutions for Your Challenging Career History
Do you have a completely unblemished work history? Was
writing your resume a breeze because you are perfectly
qualified with a model career and educational background?

Or, do you find yourself struggling to prepare your
resume...struggling because of some glitch or problem in
your background that you don't know quite how to overcome
in your resume?

* Maybe you are too old...or too young...
* Maybe you have an obvious gap in your work history...
* Maybe you have changed employers too many times...
* Maybe you are a new graduate with little-to-no relevant
experience...
* Maybe you are an executive who needs to explain what
appears to be a demotion...
* Maybe you are returning to the workforce after taking
some time off...
* Maybe you are trying to change careers and your past
experience doesn't relate...

Don't feel alone! It is the extraordinarily rare job
searcher who doesn't struggle with how to deal with some
problem on their resume.

As a professional resume writer I have worked with
thousands and thousands of clients, and while every single
one of those clients is unique, they all have one thing in
common: they have a problem that they need me to solve for
them. How do I do it? The truth is that the solution is
often as unique as the individual client. But, to develop
those solutions, there are six steps that I carefully think
through prior to tackling any new project for a client. As
you work on developing or refining your own resume -- as
you try to come up with ways to transform YOUR troubled
work history into a job-winning resume -- it may be helpful
for you to work through the same six steps.

Step #1 - Know your goal

What is your current career goal? What profession? What
industry? What professional level? Knowing your objective
and your goals for a job search is the foundation of not
just your resume, but of your entire job search. Unless you
know where you are going, you will have no idea what the
focus of your resume must be and you won't even have a clue
how to begin writing it. Don't expect a busy employer to
figure it out for you. Your resume must have a precise
focus and it must convey that focus in five seconds or
less. If it doesn't, it will be discarded. It is that
simple.

Step #2 - Know your audience

Now that you know your goal, you are in a position to begin
thinking about the recipients of your resume. What are the
expectations and requirements of a candidate for the job
you are targeting? What are the problems that a person in
your ideal position is likely to be faced with? Remember
(speaking of problems) that the person doing the hiring has
problems that they are hoping their new-hire will solve.
What are those problems? Do they need to increase sales?
Reduce costs? Increase productivity? Improve efficiency? If
you clearly identify the problems of your target audience,
you can construct an entire resume focused on how you are
the ideal candidate to solve them. Do that effectively and
whatever issue you are dealing with in your troubled work
history will suddenly become a non-issue.

An employee is an investment, and if you can create a
resume that proves you will produce a better RETURN on that
investment than the next guy (even the one with the squeaky
clean work history), doors will swing open to you.

Step #3 - Know your competition

Who is your competition in the job market? What
qualifications might they have that you don't have? What
qualifications might you have that they don't have? For
most situations, I'm not referring to specific individuals.
Obviously you wouldn't want to violate the privacy of any
specific person competing for the same type of job. But,
there is definite value in trying to define your
competition in generalities. What types of qualifications
does the typical candidate have for the job you are
targeting?

Knowing your competition is a key part of Step #4...

Step #4 - Clearly identify the problem(s)

Okay. Now that you know where you are going, know what your
audience is seeking, and know what your competition brings
to the table, you are ready to fully define the problem or
problems that your resume must overcome.

Some of those problems might be obvious. Work-history gaps,
concerns about age discrimination, and multiple job changes
are among the most common. But, having worked your way
through the prior three steps, you may have identified
others. Are there key qualifications you are lacking?
Educational requirements that you don't quite meet? Ways
that your experience doesn't quite stand up to your
competition? Whatever those problems might be, make sure
you define them. In the next step, we will begin to solve
them.

Step #5 - Be willing to throw the rules out the window and
think outside the box

Now, take everything you have ever read or learned about
resume writing and forget it. Well, maybe not everything,
but at this point you definitely do need to begin thinking
creatively and strategically.

Remember that a resume is essentially an advertisement - a
marketing piece - a personal sales pitch. Resumes are NOT
autobiographies! They are personal marketing documents
meant to sell you as the ideal candidate for a particular
position. Everything about the content, the structure, and
the design of your resume should be strategically and
selectively included, excluded, highlighted, or
de-emphasized.

Always be absolutely and meticulously honest, but be
willing to think outside the box and present your
background in a format and structure that will be most
flattering to you in relation to the career goal you are
targeting.

Do you want to be one of a kind? Or do you want to be one
of many? Your resume is meant to make you stand out and
shine. You will NOT achieve this by following some rigid
template and structure that doesn't have the flexibility to
showcase your unique qualifications.

Step #6 - Reframe, reposition, reformat, and redesign

It is really all about how you frame and position your
experience, your achievements, your educational background,
and any other qualifications. Once you get to this step,
you are ready to put pen to paper (or fingers to the
keyboard) and begin writing your resume. Take what you know
about the expectations and the desires of your target
audience, combine this with your understanding of the
competition and the problems you defined in Step #4, and
start writing your resume.

Perhaps you are making a career change into a completely
new profession. Much of your past experience is
transferable, but this might not be immediately obvious to
the resume recipient. How can you "reframe" your past
experience to selectively emphasize the transferable skills
and de-emphasize those that will no longer be relevant?

Is there a qualification you are lacking for the position
you are targeting? Perhaps some other experience you have
had has helped you to develop this qualification in a
non-traditional way. How can you "reposition" that
experience to illustrate the qualification in question?

Maybe you are returning to a career path that you veered
away from ten years ago. Your recent experience is not as
relevant as your past experience. What opportunities do you
have to "reformat" your resume to bring the older skills to
the forefront?

Or maybe you have a couple of big gaps in your work
history. Can you think of a way to "redesign" your resume
to take the visual emphasis off of the chronology/dates of
your experience and place it instead on your achievements
and results?

So, what problems does your resume need to solve? What
issues must you face to transform your troubled work
history into a job-winning resume? As you get started,
remember, it is words on a piece of paper. It is easy to
edit and move things around. Don't be afraid to experiment
(just do it BEFORE you use it in the job market!).

If you aren't sure what the best solution is, create
several versions and ask your friends and family for
feedback before choosing the one you use in your search.
And, if you get stuck, that is what professional resume
writers are here for! We can often provide solutions that
you would never have thought of on your own.

Do you want to use this article in your ezine, website, or
other publication? You are welcome to as long as you use
the following text with it:

----------------------------------------------------
Nationally certified resume writer and career marketing
expert, Michelle Dumas is the director of Distinctive
Career Services LLC. Through Distinctive Documents
http://www.distinctiveweb.com and her Executive VIP
Services http://www.100kcareermarketing.com

Michelle has
empowered thousands of professionals all across the U.S.
and worldwide. Michelle is also the author of 101
Before-and-After Resume Examples
http://www.before-and-after-resumes.com

Know Exactly Who To Target Before Starting Your Sales Recruiting Project

Know Exactly Who To Target Before Starting Your Sales Recruiting Project
Too many times sales recruiters and hiring managers have no
idea what they're looking for in a new candidate before
they start a new sales recruiting project. They will tell
you that they do - they will even show you a written
description of their ideal candidate.

But 9 times out of 10 their description will say something
like:

"10 years industry sales experience calling all C level
executives. The last 4 years must have been in sales
management. managing no less than 10 reps with a total
annual sales goal of $23 million." etc, etc.

Pretty generic right? I'm not making this up. Do a
search on any job board. For fun do a search on "software
sales". Read only the required experience for all 10 sales
positions.

By the time you finish you'll notice that they all say
pretty much the same thing.

Let me tell you - most job requirements do not say anything
about who you're looking for to fill your sales job.
You're looking for the same person that every single one of
your competitors is looking for - and you're probably
offering the same exact compensation package that everyone
else is also.

And to top it all off it will be a total crapshoot if you
hire someone who is successful in the sales job you're
recruiting for.

If you want to raise your chances of finding a good sales
rep who will be successful with your company then you need
to know more about the role you're looking to fill. To do
this start thinking about the sales reps first year.

Start with their first day on the job.What is the most
pressing issue that this sales person must solve for you?
What will they need to do in order to solve that pressing
issue? What will the final outcome be once they solve this
problem successfully.

Repeat this process until you have a list of at least 6-8
problems that this sales person needs to correct.

Only you can know what these problems are. If you don't
then you should find out what they are very quickly!

Once you have this list completed you can start to figure
out the job requirements for your open sales position.
You'll be looking for someone who has been confronted with
these issues in the past and successfully solved them.

That's it in a nutshell.

You will no longer be looking for a "sales rep with 10
years industry experience calling on C level executives."
You'll be looking for someone who has successfully solved
your specific problems in the past. Someone who has "taken
over a territory that has not achieved quota in 3+ years.
The territory consists of contacts who are Vice Presidents
of IT at Fortune 100 companies. The VP level contacts have
accepted meetings but no reason to do business with your
company was ever uncovered."

So when you're recruiting you'll be looking for someone who
has solved issues like this in the past. Someone who has
turned around dormant target accounts and uncovered buying
pains with prospects where non existed in the past.

This is just one example. Hopefully this can help change
your mindset as we head into a new year of sales recruiting
and team building!

----------------------------------------------------
More sales recruiting information and resources can be
found at the sales rep recruiter blog (link below). The
author, Steve Crothers, has been a sales recruiter since
1993, working with companies ranging from start-ups to
multi-national Fortune 50 corporations and helping them
recruit and retain sales professionals, sales managers
through VP Sales. Search current positions or contact Steve
at http://www.salesreprecruiter.com