Feature Article: Promoting the Value of Hiring a Resume Writer in Your Initial Consultation
By Donnella Tillery, NRWA Newsletter Assistant Editor
We've all been there—an initial discussion with a potential client about their resume, bio, or cover letter. You took the time to conduct an intake call, researched the new role or position they want to secure. You’ve created the contract and sent them an invoice for the deposit.
Then, a day or even a few hours later, you get a call or email, “I’ve decided to use a free resume service. Thank you for your insight.” For a professional resume writer, this is both disappointing and frustrating, not just because you lost the business but because you know your expertise could truly capture the person's talent and help them get to interviews faster.
So, what can we do about this problem? We need to spend more time selling the value we offer our clients. It’s overwhelming for a client to understand all the details—time, costs, process. But it’s essential to differentiate yourself from free services and other writers.
Here are five ways you can use your free consultation to sell your value to your clients:
- Explain how you capture their unique story and personality to get more response. A free service can’t do this for your client. They may receive a cover letter, but it’s not going to make a memorable impression. Technology doesn’t replace craft. You can also help them strategize how to leverage accomplishments and skills.
- Describe how you can capture the human element alongside the ATS optimization. Job seekers must work with the technology tools companies use to screen candidates. That’s a given. However, a professional helps them balance the keywords with a real story, and you help your clients check all the boxes required by HR.
- Upsell your value as a coach who helps them stand out during the interview process. Many resume writers also provide coaching or interview services. Don’t shy away from discussing your extended services such as interview coaching, strategy sessions, and application assistance. You can do this in a nonaggressive way that sparks interest. You’re a partner in their job search, not just a writer. Sell that value and boost your income!
- Share skills and talents your clients can leverage that they may be too close to see. This is probably the best tool a resume writer has in an initial discussion. Use probing questions to help them see the value of hiring you. “Have you considered?” “I see transferrable skills to supply chain…did you know that area is struggling to fill roles?” I've worked with quite a few clients that can humbly admit their weaknesses, but they don’t realize their real strengths and what they should highlight in their experience.
- Be frank and clear that you know your stuff. If you specialize in military, healthcare, or any type of resume service, share that with the potential client. Clients are probably unaware that many types of resumes require understanding the nuances of formatting and style. You can be a resource on how to leverage these tools!
Overall, the consultation should be about your clients’ needs, but you are a KEY to their results. We all want to help and make our clients shine and excel. Use that consultation to spell out the value you offer as a resume consultant. That beats free every time.
