Cover letter is as important as the resume

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Dear Joan:
Thanks for your informative column. I read them every week and clip and save them. I may have missed it in the past but I would like to see an article on what to include and not to include in a cover letter. My husband has an excellent resume but he composes and I type his cover letters.

I'm interested in the length of the letter, etc. What is your opinion of a statement like this in a cover letter? "My salary of $_____ would be insignificant in comparison to the profits I can produce for your company as my past performance with ____________Company has demonstrated." Is it too much?

My husband has excellent qualifications but as you know, the job market is fierce. He has gone through his third lay-off due to the economy and we are fighting and hanging on desperately. Thanks for your help.

Answer:
You're wise to be concerned about the cover letter-not just the resume. Often, job hunters spend their time and money writing and printing their resumes but then ruin it all with a poorly written cover letter.

Employers look upon the cover letter as a work sample. They know your resume probably took hours to prepare but a cover letter is more representative of the kind of correspondence you would generate day-to-day, once on the job. It is also the place where you draw their attention to special skills and experiences that most closely match the job.

First, the appearance: They should be typed on high-quality bond paper that matches your resume. Typos, poor grammar, misspelling the employer's name or the company name are mistakes you can't afford to make. If you aren't sure, call the company to get the right spelling. One page is the standard length.

One way to write the opening is to "hook" the employer's interest with the primary quality or skill asked for in the ad. For example, if the ad is for a marketing specialist who has at least five years experience, open with "I'm a seasoned marketing specialist..." If you've been referred by someone, mention their name in the first line: "Mr. Tom Jones, Vice President of ACME, suggested that I contact you regarding the position of..." Mention the specific job for which you are applying, in case there are several.

In the second paragraph, mention why you are interested in working for their company. Any research you do will set you apart because so few people take the time to find out anything about companies they send resumes to.

At least 60 percent of your letter should describe the results and skills that you think will be most attractive to the employer. The closer they match the requirements of the job, the better. Analyze the want ad and call anyone who might know more about the job. These results don't have to be big to show that you are qualified to do the job. For example, a student might say, "As editor of the college yearbook, I doubled the number of pages, introduced color photos for the first time and came in on budget and deadline."

Be very careful about using the cover letter to explain why you are out of work. If you do, choose your words carefully. Make sure your comments sound upbeat and positive. A negative remark about a former employer or a "poor me" approach is bad form and will guarantee that you'll be unemployed indefinitely.

The cover letter is the place to discuss salary requirements-but only if the employer asks for it. Your statement about the salary being "insignificant in comparison to profits I can produce" may come across as too boastful and presumptuous. Instead, your husband can create the same affect by listing the results that helped him generate profits. For example, "Developed work cells by product line which reduced lead times by 50 percent."

In the closing paragraph, ask for an interview. For instance, "I look forward to the opportunity to discuss my qualifications and how I could contribute to ACE Manufacturing."

By paying attention to details and tailoring the cover letter to each job you apply for, you will significantly increase the number of interviews you receive.