>>戳我獲取更多實用求職面試干貨

想知道如何更容易受潛在老板青睞？通過購買動機來為你說說：當你為引起購買欲望所付出的努力是具有說服力的，那么你的購買者（將來的雇主）就會希望“擁有”這件產(chǎn)品（你的工作績效）。

Desire is created when you:
（購買）欲望產(chǎn)生于你這么做的時候：

Show why the employer needs you.
展示雇主需要你的原因。

Show how you can satisfy the need.
展示你如何滿足雇主的需求。

Prove your superiority in fulfilling the need.
證明自己在實現(xiàn)這一需求的優(yōu)越性。

When your effort to create desire is persuasive, the buyer (your boss-to-be) will want to “own” the product (your services).
當你為引起購買欲望所付出的努力是具有說服力的，那么你的購買者（將來的雇主）就會希望“擁有”這件產(chǎn)品（你的服務）。

Why You Buy
購買的理由

Your decision to buy a product is driven by different needs and wants, such as the following:
你所購買產(chǎn)品的欲望受到不同的需求與愿望所驅(qū)動，比如下面這些：

  • Prestige
    產(chǎn)品的信譽
  • Security
    安全性
  • Convenience
    便捷度
  • Comfort
    舒適性
  • Fun
    趣味性
  • Health
    健康度
  • Greed
    期待值
  • Guilt
    負罪感
  • Vanity
    虛榮心

Why Employers Buy
雇主購買產(chǎn)品的理由

Employers also have motivations to “buy.” Among them are the following:
雇主購買產(chǎn)品也有他們的動機，其中有下面這些：

  • Make money.
    賺錢。
  • Save money.
    省錢。
  • Save time.
    節(jié)省時間。
  • Make work easier.
    節(jié)省功夫。
  • Solve a specific problem.
    解決某一特定的問題。
  • Be more competitive.
    使公司更具有競爭力。
  • Build relationships/an image.
    建立聯(lián)系或形象。
  • Expand business.
    拓展業(yè)務。
  • Attract new customers.
    吸引新顧客。
  • Retain existing customers.
    維系現(xiàn)有顧客。

Finding your boss-to-be’s “buying motivators” might take some digging. Research the Internet, industry publications, company newsletters, and annual reports. Call friends in the industry. Network online. Interview company employees, customers, or competitors. In short, develop a list of specific needs and interests the company has; then address those needs in your résumé or cover letter. When researching, categorize your findings according to these TOP issues:
想要了解將來的老板的“購買動機”也許得深入挖掘一下了。你可以搜索網(wǎng)絡，瀏覽行業(yè)出版物，公司簡報以及年度報告。你也可以給業(yè)內(nèi)的朋友致電，在網(wǎng)上建立人脈，與公司的職員，顧客或競爭者見面交談。簡而言之，你得擬出一張該公司特定的需求與意愿列表，然后在你的簡歷或求職信中提及這些需求。當你在瀏覽這些資訊的時候，請根據(jù)以下這些首要指標把信息分門別類：

Trends—the company’s five-year financial trends, strategic direction, and industry trends
趨勢——此家公司5年的金融趨勢，策略方向和行業(yè)趨勢。

Opportunities—new ideas on the drawing board and company priorities
機遇——繪圖板和公司首要項目中的新理念。

Problems/Projects—competition or challenges that are keeping the organization from being as productive or profitable as possible—projects the company needs help implementing.
問題/項目——那些阻礙公司機構生產(chǎn)力發(fā)展或盈利的競爭與挑戰(zhàn)，以及公司里需要幫助實行的項目。

Example：例子：

Addressing Buying Motivators Worked for Mario
來看看購買動機對Mario的作用有多大

Mario heard that DataSafe Company was growing by leaps and bounds. The company specialized in data security and disaster recovery. He’d read about the company in the Business section of the newspaper. (This is a great source of job leads.) A star salesman, Mario wanted to be part of the action with this local company that had made Fortune’s list of fastest-growing companies.
Mario聽聞DataSafe公司正在跨越式發(fā)展中。該公司專營數(shù)據(jù)安全與數(shù)據(jù)災難復原業(yè)務。他早已在報紙的商業(yè)版面得知這家公司的情況了。（這是很好的找到工作機會的來源。）作為一名明星銷售員，Mario希望成為這家本土公司躋身財富快速發(fā)展公司列表行動中的一份子。

Mario made three calls: one to an employee in the company, one to a customer, and one to a competitor of the company. Asking a few pointed questions, he found out what the hot buttons were for DataSafe: territory expansion and product launches. Although he had extensive experience in both areas, his résumé didn’t show it. The following section shows how rewriting just a few of his accomplishments homed in on his boss-to-be’s needs.
Mario分別給他們打了三通電話：公司員工，客戶和該公司的競爭者。通過提出一些特定的問題，Mario發(fā)現(xiàn)DataSafe公司的當前要務在于：行業(yè)版圖擴張與產(chǎn)品發(fā)布。盡管他在這兩個領域里都擁有豐富的經(jīng)驗，但是他的簡歷并不能突顯他的優(yōu)勢。下面兩張圖，顯示了Mario通過僅僅修改他的幾個個人成就來迎合潛在雇主的真正需求。

Notice how Mario introduces his accomplishments with words that specifically address his target company’s needs. He also uses check boxes instead of more traditional bullets. They give the reader the subconscious impression that “yes, this candidate has everything I need.”
請留意Mario是如何使用語言明確地通過展示公司需求來介紹個人成就的。同時他也使用了方框打鉤的小圖標而不是傳統(tǒng)的項目符號。這樣能給閱讀簡歷的人有這樣一個潛意識印象：“沒錯，這位求職者符合所有的要求。”

文中從“雇主需求”出發(fā)，就把一份大眾普通的簡歷改造成了有效的，能符合雇主需求的簡歷。通過這樣的簡歷變身，必然能在眾多簡歷中脫穎而出，給招聘者留下深刻印象。

本文節(jié)選自《Resume Magic》簡歷魔術（共609頁）中從各種角度結合豐富例子，讓簡歷變得不平凡，像施了魔法一般，奪人眼球。

>>戳我獲取完整版《Resume Magic》及更多實用求職面試干貨

?

聲明：本雙語文章的中文翻譯系滬江英語原創(chuàng)內(nèi)容，轉(zhuǎn)載請注明出處。中文翻譯僅代表譯者個人觀點，僅供參考。如有不妥之處，歡迎指正。