To land the job you want, it always helps to learn what not to do from the mistakes of others. Perhaps you’re making one of these errors that may be derailing your success:

• Having no specific job in mind. Today’s competitive marketplace requires you to do a lot of soul-searching before you talk to an employer. Too often, job hunters think that the employer will use their valuable time to see where you could fit into their organization. Not so! Changing careers can be a long and stressful process, but having a clear job target (such as fund-raiser or sales rep) will allow you to develop the self-marketing campaign that advertises your specific abilities to do that job. To clarify your goals, read books, take a career class, or make an appointment with a career counselor. Many people try to skip this self-assessment phase — you can’t. You must know what you are looking for in order to find it.

• Using a long, general resume. A one-page resume that touts specific abilities, skills and the results achieved on your previous jobs is what gets employers’ attention. Fifteen seconds is all the time you’ve got to get your message through. Older workers can shorten their resume by simply focusing on their last five to seven years of employment. Demonstrate accomplishments, starting every sentence with action verbs such as developed, initiated, produced, analyzed and implemented. Be sure your resume shows results.

  Use numbers and statistics to aid your resume’s effectiveness. Instead of saying “budget management,” say “managed $10 million budget.” Be sure to mention any cost or time savings and productivity enhancements. One administrative assistant I worked with on her resume insisted “she only did her job.” But on further questioning she revealed that she reorganized the department’s filing system, saving 10 hours per week. That’s a big deal when you consider that it amounts to a savings of 520 hours per year.

• Bringing up money first thing. Nothing kills a cover letter faster than the job hunter who says, “I want $30,000 a year” when salary history wasn’t even requested. Read the ad thoroughly. Don’t waste your time (or the employer’s) if they advertise $10/hour and you won’t accept less that $15. Mishandling salary issues is one of the biggest mistakes job hunters make. Always keep in mind the adage, “whoever mentions money first loses.” It’s safest to use a range if asked a tough salary question. A good response would be: “According to the American Marketing Association, the average salary for jobs similar to this is between $39,000 and $55,000, and I would expect to be paid within that range.”

• Not preparing for the interview. There is no instant reply when you go into a job interview. Only one person will land the job, so you must present your best self. Research the employer. Prepare and write out answers to interview questions that you might be asked. Practice answering them. Identify your five top selling points to stress throughout the interview. Employers put significant weight on professional attire, so dress conservatively. Non-verbal messages are important, so smile often and be sure to maintain good eye contact. The interview may be your only opportunity to learn more about the company to determine it is a good fit for you. Create a list of questions to ask to learn more about the organization and job duties.

• Using only the want ads. According to the Department of Labor, 85 percent of all jobs are not advertised. Two-thirds of all jobs were found using referrals and contacts. Begin by doing a little market research. Go to the library and read about new trends and who’s hiring. Then create a list of at least 25 prospective employers. Use your current contacts — friends, family, former co-workers — to aid you. Determine who the hiring manager is, then write or call that person directly. Skip mailing unsolicited resumes to personnel. Their job is to screen, not hire.

Robin Ryan’s books include 60 Seconds and You’re Hired; Winning Resumes, Winning Cover Letters; and 24 Hours To Your Next Job, Raise, or Promotion.