Entrepreneurial E-Summit: Capture, Communicate & Close · Entrepreneurial E-Summit: Capture,...

Entrepreneurial E-Summit:

Capture, Communicate & Close

Capture Clients, Communicate Your Value & Close the Sale

Brought to You by

The Resume Writing Academy www.resumewritingacademy.com

Wendy Enelow &

Louise Kursmark

July 31, 2009

Sales Closing E-Summit www.resumewritingacademy.com

4-Step Marketing & Messaging Process

1. Identify your target market and clientele.

2. Determine where your target market can be found.

3. Identify strategies to put your message in front of your target audience.

4. Create a step-by-step and well-prioritized action plan and timeline to execute strategies.


Sales Closing via Phone or In-Person

Letter 1 Hi, Bryan: Thanks for contacting me about your resume! My first comment to you after reading through everything is ... “Wow, your resume could be great!” But, you’re right ... it needs a lot of work and even more work if you want to transition out of the industry. Bottom line is that you’ve got some great information in the resume, but the presentation, strategy, positioning and more need a lot of help to make you more competitive in the market. Plus the laundry list of achievements is overwhelming and actually detracts from all that you’ve accomplished. There are so many other writing strategies and formats to use to communicate the wealth of your experience and success, while making your resume much more inviting to read and a much better presentation of “who” you are. I’ve been writing professional and executive resumes for 30 years and have worked with hundreds of people in the healthcare, pharmaceutical, biomedical and related industries. In addition, I’ve written 25+ books on resume writing and other career topics and hundreds of published articles. And, I’m the co-founder and director of the Resume Writing Academy and have been training resume writers for about 10 years now. So, I guarantee that I can make a remarkable difference in the quality, writing, impact and presentation of your resume. If you’ve visited my website (www.wendyenelow.com) you already know about my process – free consultation (allows us the opportunity to meet via phone, chat for a while, see if we’re a good match, explore some of your career objectives, discuss pricing and services, and more) to resume interview to resume proof to final resume delivery – in about 7-10 days. Rush services are available if necessary. I’ll give you an exact price during our free consultation but can tell you that my writing fee would be between $xxx and $yyy. If you’d like to move forward, let me know when you’re available to schedule a few minutes for the free initial consultation. Thanks again for contacting me. Wendy


Sales Closing via Phone or In-Person (continued)

Letter 2 Hi, Maurey: Thanks for contacting me about your resume! Let me begin by commenting how impressive your achievements are. Impressive, interesting and global. Great stuff! However ... you knew that was coming! ... the overall presentation of the resume, the content, the tone, the formatting, etc. ... all could be remarkably better. And, as you probably already know, there is vastly too much information. Fortunately, one of the things I do best (as do most resume writers), is take a huge amount of info and consolidate it dramatically. You’ve got a great portfolio of key skills (e.g., tech support, call center management, logistics, project management). The resume challenge becomes how to better “merchandise” all of that information, showcase your most notable achievements (as they relate to your current objective), and create a resume that is strong, memorable and well-positioned. I’m not much for writing long-winded email messages. Instead, I’d much rather chat with you – a free consultation, so to speak. We can talk about your objectives, your job search, the response you’re getting to this resume (if much), and what I would recommend we do, why, how much, etc. It’s then that I’ll give you an exact price that will range somewhere between $xxx and $yyy. Are you available for a phone consultation at 2 pm today (Thursday), 12 noon tomorrow (Friday) or 10 am on Monday? Let me know what works for you and we’ll go from there. Thanks again, Wendy



Telephone Script Wendy Well, Louise, I’d delighted that we’re getting a chance to talk for a few minutes today. Prior to

our scheduled conversation, I did take some time to review your existing resume very carefully and, in fact, jotted down quite a few notes, questions, ideas and more. As I mentioned to you in my email, I honestly believe you have the perfect combination of experience for the position of Vice President of International Marketing for Dow. So, first and foremost, how’s your job search been progressing to this point and how is your resume working for you? Are you getting many interviews? (NOTE: Of course, he’s not getting interviews or he wouldn’t be reaching out to me!)

Louise Well, Wendy, things aren’t moving along as I had expected and I’m getting few interviews. I

wanted to be comprehensive and include all of my experience so I figured it was okay to have a 6-page resume, but everyone tells me its too long and that’s why I’m not getting interviews. Others are telling me that I don’t have enough achievements in there, so how am I supposed to add more achievements AND shorten it? As you can tell, I’m quite frustrated by the process.

Wendy Let me ask you a couple of questions. How old are you, are you only interested in a position in

International Marketing, what is your salary objective, and are you willing to relocate? Louise Why are you asking those questions in particular? Wendy Because they give me a better sense of who you are and where you fit in, so to speak. Louise Okay. I’m 45 years old, willing to relocate pretty much anywhere worldwide within reason, and

would expect a base salary of $250,000 with a large bonus. Regarding position, almost all of which I’m going to look at will involve international marketing although it might have a different title, such as Global Brand Manager or VP of Marketing Communications.

Wendy Okay, with that said, let me take a few minutes and talk to you about your current resume –

what I like about it, what I don’t like, what I’d recommend that we do and how I would propose to do it. Those few quick questions that you just answered provided me with a wealth of information about how I want to position you; namely as a very senior-level marketing executive with solid expertise across the entire marketing spectrum – from product development to brand creation to product portfolio management to marketing and advertising communications to key account relationship management – all wrapped around this very unique and extensive international experience. (NOTE: Starting to capture the client!) Your resume will be great!!! You have so much wonderful information from which to work, but much of it is so deeply buried in your current resume that no one can find it.

For example, in your summary, you focus more on your strong oral and written communication

skills than you do on your success in building and leading high-performance global marketing organizations that have introduced hundreds of new products in both B2B and B2C markets. (NOTE: With that comment, the client is almost crying with glee!). The way that you have it formatted and presently is much too elementary for a client with your qualifications. (NOTE: I hear another whimper.)

Next, if you look at your job descriptions, you’ll see that you have way too much information under each position, particularly positions from 15, 20 and more years ago. I care almost nothing about those positions other than you had them, they were with prestigious companies like IBM and HP, and you were quickly promoted through them. That’s it. The rest is irrelevant


at this point in your career. In fact, what you have on 1 full page, I’ll cut down to 2-3 lines at best.



Telephone Script (continued)

Relative to the more recent job descriptions, I want 2 things – substance and success. First, I want to know the challenges, issues and/or opportunities of each position and/or each company. Were they a start-up or turnaround, were they launching next-generation products, were they thwarting aggressive online competition … what was the deal? And, then, what did you do and how well did you do it? If you can share that info with me, I can write a resume that will be rich, powerful and effective. But, I need your help and that’s why it’s a partnership … I ask the questions, you provide the answers, I write the resume and you review it for 100% accuracy. Together, we put on the final polish and then you’re set to hit the market. (NOTE: At this point in the conversation, I would mention an additional 2-3 specific examples from their resume in what they said and how I would change it, or remove it, or do something different with. This is your chance to get their mouths watering for more!)

Now, let me explain about the process. I begin with a very detailed telephone interview to capture all of the additional information I need. You should easily be able to answer any of the questions I ask during the interview, but you’ll want to have your PC or a pen and pad available to jot down a few notes of additional things you might need to send me – usually numbers and percentages regarding specific operations, regions, products, organizations and the like. Also, in advance of our interview, if you have extensive lists of affiliations, publications, media appearances, public speaking engagements and the like, please send me a quick-and-dirty list of them. Chances are that I won’t use all of that information, but I do want to have it all so I can best summarize, consolidate and leverage it to your advantage. Expect to spend an hour or two on the phone with me (NOTE: My goal is always an hour or less, but having them expect it may go up to two makes them feel important!) so I have plenty of time to get everything I need from you. Then give me about a week and I’ll forward the proof for your review. In fact, I can have a proof for you next Thursday. Your job then is to review the proof very, very carefully and jot down any comments, changes and questions. Please remember that when reviewing your resume proof, nothing I do is arbitrary – from where I position your email address to how I list your early work experience to whether or not I date your education. Nothing … absolutely nothing … is arbitrary!!! After you’ve reviewed the proof, we’ll discuss any changes, I’ll finalize the resume and you’ll be all set to go either that day or the next. I guarantee you that I make the process easy and painless! So, would you like to get started now or would you rather schedule a more convenient time for our interview?

Louise I can’t do the interview now, but can we schedule for tomorrow at 10 am? Wendy Yes, tomorrow at 10 am is perfect. Please give me a call then at 434-299-5600. As an FYI, I’ll

ask you for a credit card number before we get started. When we’re all finished, I’ll mail you the receipt. And, Louise, if you find that your schedule changes, please call or email and let me know in advance so I can adjust my schedule accordingly. We can also chat about cover letters, executive bios, LinkedIn profiles, targeted recruiter mailings and other executive job search services I offer – as appropriate – whenever you’re ready for that discussion. Thanks and I promise you’ll be absolutely delighted with your new resume. (NOTE: If the client wants to discuss all of the other services, I will do it at that time. If not, I’ll wait until they get their resume proof.)


Sales Closing via Email

Email 1 Jack, thanks for contacting me about resume writing and related services. I would be delighted to work with you. It would be most helpful if you would send your existing resume so that I can get a better sense for your needs and how I might be of help. You can attach the Word document to a return email, or fax to 877-791-7127, or copy and paste the text into your email message. I will review it and respond with comments and suggestions. In general… I work with executive-level clients, using both telephone consultation and customized worksheets to clarify your career goals, expand on your draft, and give me a sense for “who you are” and your greatest strengths/unique selling points. My expertise is knowing what to ask to get the information I need, then shaping that information into a compelling presentation. Once I’ve completed the draft, you have the opportunity to review it and ask questions before we create the final version. Turnaround time is about xxx; fees range between $xxx and $yyy, depending on the complexity of the project, and I will provide a precise quote upon viewing your existing resume. I can also help with cover letter writing, online profile development, job search strategy development, resume distribution, interview skills coaching, and other services to support your search. Most often we begin with the resume and discuss other services once that project is underway. I look forward to receiving your draft. Best regards, Louise


Sales Closing via Email (continued)

Email 2 Hi, Rhonda, thanks for sending your resume for review. I was really impressed with your background – what an interesting career you have had! I’m excited about transforming your resume into a great marketing piece to really showcase that background and your many successes. My primary concerns with your resume are: (1) It is too long and too text-dense. Readers need to be able to immediately determine “who you are” and what you have accomplished. If they can’t grasp this key information in a quick glance, they will move on. (2) Your accomplishments are buried in dense paragraphs and indirect language. In today’s very fast-paced business culture, readers simply won’t take the time to really read the resume as I had to do to learn about your wonderful successes at IBM and Computer Associates. This information needs to “shout” rather than “whisper” from the page – your resume is no place to be subtle! (3) Your introduction/profile sounds generic and vague – as if it could be written about nearly any executive. This all-important initial section of the resume needs to clearly communicate your executive brand – the impressive things you have done and the unique person you are. Here is the general strategy/structure I recommend to make your resume more powerful and more effective: == Introduction: Lead off with a powerful summary to provide a strong introduction to who you are and what you offer… a quick “snapshot” / executive branding statement / positioning piece that sets the stage for the experience and accomplishments you will detail in the rest of the resume. As mentioned, Rhonda, this needs to be “all you” – not applicable to any other individual. == Accomplishments: The most powerful and most important element of your resume, your unique achievements must stand out as a focal point. As well, to be credible and to create impact, achievements must be specific and should be quantified as much as possible. Rhonda, as noted above, I had to really dig to find out what you have accomplished. The numbers (when provided) are buried at the end of long sentences and lengthy bullet lists. == Position descriptions: While “what you did” is not nearly as important as the results you obtained, it is essential to provide a crisp description of the scope and responsibility of your jobs. Often it’s helpful to relate the specific challenge, circumstances, or situation that existed when you took each position -- this helps place achievements in context and often increases their impact. You can view the sample resumes on my website (http://www.yourbestimpression.com/samples.html) to see these strategies in action. In general… I work with executive-level clients through telephone consultation and customized worksheets to clarify your career goals, expand on your draft, and give me a sense for “who you are” and your greatest strengths/unique selling points. My expertise is knowing what to ask to get the information I need, then shaping that information into a compelling presentation. Once I’ve completed the draft, you have the opportunity to review it and ask questions before we create the final version. Turnaround time is about xxx. The fee for writing your resume would be $xxx. This investment encompasses the entire process – consultation, writing, and review/revision; deliverables include MS Word and ASCII text files as well as a package of laser prints. Your satisfaction is guaranteed. If you would like to move forward, or if you have additional questions about your resume, additional documents, or any of my recommendations, please get in touch at any time. I would certainly enjoy working with you. Best regards, Louise


Overcoming Objections

1. Price resistance

Let it go. Explain value. Push away. Explain pricing rationale. Never negotiate! But:

l Bundle services. l Unbundle services. l Provide an alternative service. l Empathize. l Provide context. l Walk away.

2. Need to work face to face

3. Need to work with someone who has specific expertise in their profession or industry

4. Want a guarantee


7 Sales Rules to Live By

1. Do not make the assumption that a referral is a CLOSED sale.

2. Use keywords to close.

3. There is no single pricing formula.

4. If you don’t experience some price resistance, your pricing is too low.

5. Build a revenue-generating referral network.

6. NEVER do work before you’ve gotten your money … NEVER.

7. Trust your gut instinct.


ADDITIONAL REVENUE STREAMS TO FAST-TRACK YOUR INCOME

Writing Services (you make all of the money)

• Linked-In Profiles (and profiles for other online social networks) • Executive Biographies / Leadership Biographies / Career Biographies • Accomplishment Profiles • Project Profiles • Web Resumes & Web Portfolios • Thank-You Letters • Follow-Up Letters • Networking Letters • Elevator Pitches • Business Plans • Business Financing Proposals • Marketing Brochures (e.g., for consulting or entrepreneurial clients) • Speeches • Books • E-Books • Articles

Coaching & Counseling Services (you make all of the money or you get a referral fee)

• Career Planning & Skills Assessments • Interview Coaching & Preparation • Job Search Strategy & Planning • Salary Negotiations • Network Coaching • Online Identity Strategy

Career Training Programs & Recorded Products (you make all of the money)

• Live Training Programs • Conference Presentations & Keynotes • Teleseminars, Webcast, Podcasts • Training Academies • Audio & Video Recordings • E-Books

Third-Party Services (you share the money with the provider or get a referral fee)

• Mailing Campaigns (www.profileresearch.com or www.executiveagent.com) • Reference Checking Services (www.allisontaylor.com) • Job Search Management Tool (www.jibberjobber.com) • Resume Referrals • Coaching Referrals


SAMPLE RESUME CRITIQUE CHECKLIST

FOCUS Résumé is focused on career direction that client desires YES NO Résumé is written to highlight strengths as they relate to client’s focus YES NO Experience and abilities are tailored to enhance career focus YES NO All unnecessary information has been excluded YES NO FORMAT Résumé is in correct format for client’s career history YES NO Résumé is visually appealing and easy to read YES NO Résumé is in a visual format that is suited to client’s industry YES NO There is sufficient white space in the document YES NO Résumé is free of errors in spelling, punctuation, grammar and syntax YES NO Résumé is in a modern format YES NO Résumé is OCR and/or electronically scannable YES NO CONTENT Résumé is powerfully written with correct industry-specific language YES NO Résumé includes specific, quantitative achievements YES NO Résumé effectively communicates client’s professional worth YES NO Résumé builds on client’s experience and abilities YES NO Résumé negates or lessens the impact of detrimental factors in client’s employment, professional, or educational history YES NO All employment gaps are handled well YES NO Résumé sells client’s skills, abilities, and potential as the best candidate YES NO


SAMPLE CLIENT AGREEMENT Date: Client Name: With authorization indicated by signature below, Your Company Name agrees to provide the following services: == (list the services and fees you and client have agreed to) == (service/fee) == (service/fee) TOTAL FEE FOR SERVICES SELECTED: $_____ ========================================= DELIVERABLES == MS Word documents (emailed) == ASCII Text resume (with explanation for use) == xx laser prints (mailed) == (additional items you might provide) ========================================= CREDIT CARD AUTHORIZATION / WORK AUTHORIZATION I hereby authorize Your Company Name to charge my credit card as listed below the total fee for services selected. I acknowledge and understand that fees are for services/production and as such are neither cancelable nor refundable. Provision of my credit card number and my signature indicate full authorization to proceed with the work. I acknowledge that it is my responsibility to review and proofread all documents, and I understand that corrections, changes, and edits will be made after my review and with my input. I also acknowledge that if I do not follow up with corrections, changes, and edits within two weeks of receipt of the work, I may incur additional charges (at standard hourly rate of $xxx) to finalize the resume and any related documents. Name as it appears on card: Card number: Exp. date: CVC code: Billing address: Signature of cardholder

========================================= PUBLISHING AUTHORIZATION I give permission for the content of my resume to be published in articles, columns, books, and industry-related publications, at the discretion of [Your Name], and with the understanding that ALL IDENTIFYING INFORMATION (name, address, name of employer, and so forth) WILL BE FICTIONALIZED to protect my confidentiality. If I do NOT give this authorization, I have "x'ed out" this paragraph.


SAMPLE CLIENT CHECKLIST

YOUR COMPANY’S LETTERHEAD

JOB SEARCH & CAREER MARKETING CHECKLIST

Now that your resume and cover letter are complete, you are ready to launch your search! Take a few minutes to review all of the options below to create a well-‐positioned and proactive job search campaign, and then use the checklist to track and schedule each service/activity.

COMPLETION/ACTIVATION ITEMS DATE

_____ Professionally Written Executive Resume _______________________

_____ Professionally Written Cover Letter(s) _______________________

_____ LinkedIn Profile _______________________

_____ Interview Training & Coaching _______________________

_____ Salary Negotiation Training & Coaching _______________________

_____ Job Search Training & Coaching _______________________

_____ Company Direct Mail or Email Campaign _______________________

_____ Venture Capital Email Campaign _______________________

_____ Executive Recruiter Email Campaign _______________________

_____ Internet Resume Posting Services _______________________

_____ Netshare, Execunet or Ladders Subscription _______________________

_____ Reference Checking Services _______________________


SAMPLE MARKETING FLIER

470 Park Avenue South, 10th Floor ▪ New York, NY 10016 www.careersolvers.com ▪ [email protected]

Toll Free: 866-333-1800 ▪ New York City: 212-579-7230

What’s your digital footprint?

If your clients can’t answer that, their job search campaigns are in big trouble!

Today’s job seeker needs a robust and digitally distinct web presence to compete for positions in the 21st century. According to a recent Execunet survey, 86% of recruiters do a “Google” search on candidates and reject 44% of candidates based on what they find out about them online. Before your clients launch their search campaigns, they must ask themselves 4 key questions.

§ Do you exist online?

§ Are you a “John Doe” who is difficult to locate online because there are many people out there with the same name as you?

§ Is the information about you online relevant to your professional identity and is it accurate?

§ Is there any damaging information about you that a hiring manager could uncover? Career Solvers specializes in creating branded online identity packages and services to move you from digital dud to digital rock star. Each of our packages includes:

1. Comprehensive audit of your online identity. We will scour the Internet to uncover all mentions of you. Based on our findings, we will make specific recommendations to you to build your online identity and network, and create a strong and sustainable digital footprint.

2. Traditional and online bio. We will write a powerful, well-branded bio and position it strategically across multiple online identity and networking sites to quickly build your value proposition, expand your visibility and reach out to key decision makers and hiring authorities.

3. Profile creation. Once your online audit and bio are complete, we will place your profile on up to five online identity and networking sites, those with the “right” tone, culture and community to match your brand and support your job search. Specifically, we will manage all aspects of profile creation, including content, passwords, links, image uploads, and signature lines.

4. Online identity management coaching. We will teach you how to effectively maintain your online profiles and optimize their value in just minutes a day! And, you’ll enjoy both our tele-coaching session and electronic tips sheets … great and lasting resources!

To learn more about our online identity services and receive a custom price quote, contact us directly at [email protected] to discuss your specific needs. © Career Solvers 2009


SAMPLE MARKETING FLIER

Profile Research, LLC

Your Job Search Solution For Well-‐Targeted, Well-‐Positioned and Successful

Direct Email Campaigns to:

ü Expand Your Visibility ü Open Doors ü Generate Interviews ü Capture Job Offers

Job search today is more competitive than ever before. To ensure your success, you need a competitive market advantage. That’s what Profile Research, LLC is all about … providing you with the information and tools not only to compete, but also to succeed and win! One of the best ways to favorably position yourself against other qualified candidates is to reach out to the companies that you want to work for and the recruiters who hire for them. Profile Research’s customized job search campaigns get your resume and cover letter in front of the hiring managers, HR leaders and decision makers at:

l The nation’s leading employment recruiters

l Companies hiring individuals with your skills and qualifications

l Venture capital and private equity firms in need of top talent

Easily customize your campaign based on:

ü Profession ü Industry Specialization ü Geography ü Size of Company (Revenues or Employees) ü Compensation ü Type of Recruiter (Contingent or Retained)

In business since 1987, Profile Research has helped more than 3,700 professionals find great new opportunities in hundreds of career professions and industries. Contact Bob Bronstein directly for information about designing your winning job search campaign!

[email protected] 800.776.0927 or 215.643.3411


SAMPLE CLIENT SERVICES FLIER

ENELOW ENTERPRISES, INC.

WENDY S. ENELOW, CCM, MRW, JCTC, CPRW The “Executive’s Resume Writer & Career Coach”

Executive Career Services

Executive Resume Writing Services Executive Resumes Executive Biographies Executive Leadership Profiles LinkedIn Profiles Accomplishment Profiles Web Portfolios / Career Portfolios Speeches & Elevator Pitches Cover Letter Writing Services

Corporate Cover Letters Ad-Response Cover Letters Recruiter Cover Letters Venture Capital Cover Letters Thank-You Letters

Targeted Email Campaign Services Recruiter Campaigns Venture Capital Campaigns Corporate Campaigns Executive Career Coaching & Counseling Services

Interview Coaching & Preparation Job Search Strategy

More Details: www.wendyenelow.com Library of Free Career Articles: www.wendyenelow.com/articles/?page_id=6

Email: [email protected] Phone: 434.299.5600


SAMPLE PRINT ADVERTISEMENT

RESUME WRITING ACADEMY The Nation’s Premier Resume Training Organization

www.resumewritingacademy.com

Founders and Trainers: Wendy S. Enelow and Louise M. Kursmark – Master Resume Writers

Position yourself as one of the top resume writers in the nation!

The Resume Writing Academy trains and develops top-flight resume-writing professionals who will achieve eminent status in the careers industry based on their unique ability to write and design resumes that get candidates noticed, interviewed, and hired. The first comprehensive, strategically focused resume training program, RWA is guaranteed to improve your resume strategy, writing, and design skills whether you are a beginner or an experienced writer who wants to strengthen the breadth and depth of your expertise.

COMPREHENSIVE TRAINING: ü 8 Weekly Teleseminars and homework assignments with detailed feedback to build your skills step-by-step

ü 3 Independent Learning Programs to strengthen your capabilities in your specific practice areas ü Path to Certification—successfully complete our rigorous program to earn the prestigious ACRW credential

2 WAYS TO ATTEND:

ü Group Class with Live Instruction (Next start date: September 17, 2009) ü Individual, Self-Paced Class with Audio Instruction (Start anytime you're ready)

Join Our Growing List of ACRWs (Academy Certified Resume Writers) l Georgia Adamson, ACRW – A Blue Ribbon Resume l Penny Aipperspach, ACRW – North Dakota State University

Career Center l Cathy Alfandre, ACRW – Catherine A. Alfandre, LLC l Carol Altomare, ACRW – World Class Resumes l Janet Beckstrom, ACRW – Word Crafter l Ann Boyer, ACRW l Nancy Branton, ACRW – People Potential Group l Tammy Chisholm, ACRW – MBA Resumes – Advanced Career Marketing l Dian Davis, ACRW – Career Dreams l Eva Desmond-Lugo, ACRW – EDL Coaching Services LLC l Jewel Bracy DeMaio, ACRW – A Perfect Resume.com Inc. l Robyn Feldberg, ACRW – Abundant Success Career Services l Julianne Franke, ACRW – Breakthrough Connections l Lucille Gaertner, ACRW l Abby Locke, ACRW – Premier Writing Solutions l Patrick Moore, ACRW l Loretta Peters, ACRW – Enterprising Careers, LLC l Debbie Shalom, ACRW – Amazing Resumes and Coaching Services l Reya Stevens, ACRW – StandOut Resumes l Marjorie Sussman, ACRW – Dover Productions l Ilona Vanderwoude, ACRW – Career Branches l Rosa Vargas, ACRW – CreatingPrints

“I am VERY glad I attended… learned new things and reinforced skills I already had… fresh approaches that I hadn’t thought of or considered before—very important to keep from getting in a rut!” – Georgia Adamson

“I just realized that it is the highest quarter I've ever had! I shocked myself... I strongly believe the good $$$ situation is because of my completion of your class, which sharpened my actual resume writing skills, but most importantly, shored up my confidence about commanding the prices that I do for the quality of work that I deliver.” – Jewel Bracy DeMaio

Visit our website to see more testimonials, a detailed program description, and registration information.

Or call Wendy Enelow (434-299-5600) to learn more about what RWA can do for you!


SAMPLE FLIER FOR INTRODUCING NEW PRODUCT/SERVICE

CUSTOMIZED “CRIB SHEETS”

Ever been stumped when writing a resume?

Not sure how to strategically approach the project or how to structure and present the information?

Unfamiliar with the client’s profession and industry? Confused by all the technology? Concerned about writing at the senior executive level?

OR

Have you written a resume and your client is not satisfied?

What about a client who is not getting any results? Is it your resume or another factor?

THE SOLUTION: Individually written “crib sheets” include 2-3 pages of notes telling YOU how to write the resume and giving YOU very specific examples of what to do and why. Each project is custom written to your needs and your clients’ qualifications, experiences and career objectives. NOTHING IS PRE-PACKAGED!

I guarantee the crib sheets will significantly reduce the time you have to devote to the resume.

THE PROCESS: It’s Easy! Step 1. Fax or email the client’s information (or resume) along with your notes and a clear statement of the

client’s career and job search objectives. Include project due date. Step 2. Follow-up with a phone call to me to acknowledge receipt and provide a quick verbal overview of the

issues challenging you and/or your client. Step 3. Use the crib sheets as the foundation to write the resume. The vast majority of the content and

structure will be right there for you! THE BENEFITS: • Client Satisfaction. You and your clients will benefit from my expertise in resume writing and career

marketing. • Client Referrals. A happy client is one who refers all of his/her friends, colleagues and associates! • Great Learning Resource. Once you’ve seen firsthand how I approach a military conversion, write a

resume for a senior-level finance executive, transition a professional from chemical manufacturing to technology, or any number of other special circumstances, you’ll understand the underlying strategies and “tricks.” Thereafter, you won’t need me! You’ll be able to do it on your own.

THE COST & CONTACT INFO: $50-$75 per crib sheet (depending on complexity of project). Contact Wendy Enelow at 434-299-5600 or [email protected].


SAMPLE TRAINING PROPOSAL

ENELOW ENTERPRISES, INC. 2265 Walker Road

Coleman Falls, VA 24536 Phone: (434) 299-‐5600 Email: [email protected] Fax: (434) 299-‐7150

TRAINING PROPOSAL

Submitted May 1, 2009 to:

Veterans Employment & Training – Virginia Employment Commission

Course Topic:

Expert Resume & Cover Letter Writing For Military-to-Civilian Career Transitions

Full-day, on-site training program integrating lecture, presentation and writing exercises/activities to enhance the resume and cover letter writing competencies of TAP and other personnel. Program focuses heavily on the strategy and process of resume writing to effectively merchandise an individual within the marketplace. This workshop integrates all of those concepts – the words, the look, the feel, and the message of a resume – and demonstrates how to utilize them to each and every job seeker’s advantage. KEY PROGRAM COMPONENTS: I. Resume Writing – It’s ALL About Strategy (exercise) II. Grammar 101 – Essentials For Every Good Writer (exercise) III. Resume Formats – What Works, When & Why IV. Resume Design – Getting A Competitive Edge V. Technology & the E-Resume – Basics You Must Know VI. Cover Letter Writing – It’s ALL About Strategy! (exercise) VII. Cover Letter Formats & Design – What Works, When & Why TRAINING FEES: Trainer fee for full-day program is $2500, plus travel and lodging (2 nights) expenses. Full-day program generally runs from 8:30 am to 4:30 pm, including 1-hour lunch break. However, schedule is completely flexible based on your specific hours of operation and personnel requirements. Program can be completed in a 6-7 hour period. AUDIO-VISUAL REQUIREMENTS: Overhead projector and screen


SAMPLE PRESS RELEASE

FOR IMMEDIATE RELEASE Contact: Susan Whitcomb

888-449-7474 (Pacific Time) [email protected]

FREE JOB SEARCH HELP FOR KATRINA VICTIMS

September 20, 2005 – Individuals whose jobs were swept away as a result of Hurricane Katrina can obtain free job search help from professional career consultants across the country. Volunteers For Careers is offering no-charge assistance with resume writing, job search strategy, and career transition advice to evacuees from the Gulf Coast and others who experienced job loss as a direct result of Katrina. “People lost much more than their homes in this tragedy,” says Volunteers for Careers director Susan Whitcomb. “They lost their entire means of livelihood. Helping evacuees find new jobs quickly is essential to getting the Gulf Coast region, and the country, back on its feet.” Volunteers For Careers was initially formed in response to the September 11th, 2001 tragedy. Their volunteers helped thousands of job seekers in the regions and industries affected. The initiative has now been re-launched and expanded to help those in need from the Gulf Coast. Hurricane Katrina victims can register to obtain free services at www.VolunteersForCareers.com or by calling 800-513-7439 toll free. They will then be matched with a volunteer career practitioner who will contact them directly, working with them via phone, e-mail and/or in person as each situation requires. It is the objective of all Volunteers For Careers workers to help these displaced individuals return to the workforce as soon as possible. Career services practitioners — counselors, coaches, consultants, resume writers and others — who wish to volunteer their time and expertise can also register at the organization’s web site. Volunteers For Careers is a collaborative effort of leading career associations nationwide, coordinated by Career Masters Institute (CMI) in collaboration with the Association of Career Professionals International (ACP), Association of Online Resume and Career Professionals (AORCP), National Career Development Association (NCDA), National Resume Writers’ Association (NRWA), Parachute Associates, and Professional Resume Writing & Research Association (PRWRA), with the support of technology companies Databasepro.net and AcornCreative.com. For more information, contact:

Susan Whitcomb, Director 888-449-7474 (Pacific Time) – [email protected]

Wendy Enelow, Associate Director 800-881-9972 (Eastern Time) – [email protected]

C.J. Hayden, Media Chair 877-946-4722 (Pacific Time) – [email protected]

www.volunteersforcareers.com # # #


SAMPLE MEDIA TALKING POINTS

WABC – Sunday, Nov. 4, 2009 – Morning Show INTRODUCTION Wendy Enelow (pronounced EN – L – O) has worked as a professional resume writer and career coach for the past 29 years, helping individuals prepare for and manage successful job search campaigns. She has written more than 25 books on resume and cover letter writing, interviewing, keywords and other career topics. She is the Founder and Executive Director of the Career Management Alliance and the Resume Writing Academy, and speaks to audiences nationwide, including her presentation this Tuesday at the New York Times “Salute Our Heroes” veterans job fair. TALKING POINTS – RESUME WRITING

• Write to the Future & Re-Weight Qualifications • Combine Creativity with Foundational Elements • Sell It; Don’t Tell It • Rock Your Resume with Keywords

TALKING POINTS – COVER LETTER WRITING

• Be Creative • Give Yourself Competitive Distinction • Highlight Notable Achievements & Transferable Skills • Be Assertive; Not Passive

TALKING POINTS – JOB SEARCH

• Create a Multi-Channel Job Search Program • Capitalize on the True Value of the Internet • Use Recruiters to Your Advantage • Optimize Your Networking Success

TALKING POINTS – INTERVIEWING

• Drive on the Two-Way Street • Use a Bullet-Point Mindset • Take Notes • Send Thank-You Letters Immediately

TALKING POINTS – PREPARING FOR CAREER FAIRS

• Know Why You’re There (and it’s not what you think) • Bring Resumes • Start at the Back of the Room • Capture Names & Business Cards

TAKING POINTS – VETERANS IN TRANSITION

• Define Your Target Audience • Be Inclusive; Not Exclusive • Avoid Military Lingo & Acronyms • Translate Transferable Skills

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