Yes, and you might be surprised at how much impact a single sheet of paper can have. You know business etiquette requires a cover letter. You may not realize that your cover letter could be key in getting your resume placed in the "call this candidate" stack. It is more likely to land in that stack if it is a well-crafted letter that grabs the reader's attention, highlights achievements that could add value to a company, and compels the reader to take action. So polish your written communication skills, consider the impact of the words you choose, and use the following tips to create a dynamite door-opener.

IT'S NOT ABOUT YOU
To put yourself in the proper frame of mind to draft a cover letter, substitute the word "company" for "country" in JFK's famous statement: "Ask not what your country can do for you - ask what you can do for your country." Most companies couldn't care less about what you want; the primary interest is how you can utilize your talent to positively impact a company's bottom line.

USE A QUESTION TO PLANT A SEED
If your letter begins with a question that can be answered "no," your resume will probably remain unread. Consider how a simple shift in focus might entice the reader to continue reading:

1. "Could you use a sales executive with national account management expertise?"
2. "If the revenue pipeline is full but you don't see results on the bottom line, I can help."
3. "Could your company benefit from increased sales and market share?"

1 assumes the reader is looking for a salesperson

2 addresses a common problem for any business - transforming pipeline dollars into bottom-line results. The statement also indicates that you can help the company.

3 poses a question that can be answered positively by the reader.

If the opening of your cover letter contains a question or statement, be sure the second paragraph of the document contains supporting information.

TMI
Most cover letters contain far too much information. You certainly don't want the reader wasting time wading through a detailed account of your education, career accomplishments, and other information. Your goal should be to get the reader to the resume quickly.

Cover letters should include:

• Contact information
• Opening paragraph - an attention grabber
• Second paragraph - supporting information for the opening
  (a few select achievements or skill sets)
• Powerful closing paragraph - requiring the reader to take action
  (whether it's turning the page or picking up the phone)

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