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How to Write a Job Application Letter (With Examples)
What Is a Job Application Letter?
Tips for writing a job application letter, how to get started.
- Writing Guidelines
- What to Include in Each Section
Simple Formatting Using a Template
Tips for writing an effective letter, sample job application letter, sending an email application, review more letter examples.
Do you need to write a letter to apply for a job? Most of the time, the answer is yes. Even when employers don’t require a job application letter , writing one will help you highlight your skills and achievements and get the hiring manager’s attention. The only time not to send one is when the job listing says not to do so. It can help, and it definitely won't hurt to include an application letter with your resume.
A job application letter, also known as a cover letter , should be sent or uploaded with your resume when applying for jobs. While your resume offers a history of your work experience and an outline of your skills and accomplishments, the job application letter you send to an employer explains why you are qualified for the position and should be selected for an interview.
Writing this letter can seem like a challenging task. However, if you take it one step at a time, you'll soon be an expert at writing application letters to send with your resume.
Melissa Ling / The Balance
Before you begin writing your job application letter, do some groundwork. Consider what information you want to include, and keep in mind that space is limited.
Remember, this letter is making a case for your candidacy for the position. But you should do more than just regurgitate your resume. Instead, highlight your most relevant skills, experiences, and abilities.
Analyze the Job Posting
To include the most convincing, relevant details in your letter, you'll need to know what the employer wants.
The biggest clues are within the job advertisement, so spend some time decoding the job listing . Next, match your qualifications with the employer's wants and needs.
Include Your Most Relevant Qualifications
Make a list of your relevant experience and skills. For instance, if the job ad calls for a strong leader, think of examples of when you've successfully led a team. Once you've jotted down some notes and have a sense of what you want to highlight in your letter, you're ready to start writing.
Writing Guidelines for Job Application Letters
Writing a job application letter is very different from a quick email to a friend or a thank-you note to a relative. Hiring managers and potential interviewers have certain expectations when it comes to the letter's presentation and appearance, from length (no more than a page) and font size to style and letter spacing . Keep these general guidelines in mind, but always stick to any explicit instructions in the job listing or application portal.
Length: A letter of application should be no more than one page long. Three to four paragraphs are typical.
Format and Page Margins: A letter of application should be single-spaced with a space between each paragraph. Use 1-inch margins and align your text to the left, which is the standard alignment for most documents.
Font: Use a traditional font such as Times New Roman, Arial, or Calibri. The font size should be between 10 and 12 points.
What to Include in Each Section of the Letter
There are also set rules for the sections included in the letter, from salutation to sign-off, and how the letter is organized. Here's a quick overview of the main sections included in a job application letter:
Heading: A job application letter should begin with both your and the employer's contact information (name, address, phone number, email), followed by the date. If this is an email rather than an actual letter, include your contact information at the end of the letter, after your signature.
- Header Examples
Salutation: This is your polite greeting. The most common salutation is "Dear Mr./Ms." followed by the person's last name. Find out more about appropriate cover letter salutations , including what to do if you don't know the person's name or are unsure of a contact's gender.
Body of the letter: Think of this section as having three distinct parts.
In the first paragraph , you'll want to mention the job you are applying for and where you saw the job listing.
The next paragraph(s) are the most important part of your letter. Remember how you gathered information about what the employer was seeking, and how you could meet their needs? This is where you'll share those relevant details on your experience and accomplishments.
The third and last part of the body of the letter will be your thank you to the employer; you can also offer follow-up information.
Complimentary Close: Sign off your email or letter with a polite close, such as "Best," or "Sincerely," followed by your name.
- Closing Examples
Signature: When you're sending or uploading a printed letter, end with your handwritten signature, followed by your typed name. If this is an email, simply include your typed name, followed by your contact information.
- Signature Examples
Overwhelmed by all these formatting and organization requirements? One way to make the process of writing a job application easier is to use a template to create your own personalized letters. Having a template can help save you time if you are sending a lot of application letters.
Be sure that each letter you send is personalized to the company and position; do not send the same letter to different companies.
- Always write one. Unless a job posting explicitly says not to send a letter of application or cover letter, you should always send one. Even if the company does not request a letter of application, it never hurts to include one. If they do ask you to send a letter, make sure to follow the directions exactly (for example, they might ask you to send the letter as an email attachment or type it directly into their online application system).
- Use business letter format. Use a formal business letter format when writing your letter. Include your contact information at the top, the date, and the employer’s contact information. Be sure to provide a salutation at the beginning and your signature at the end.
- Sell yourself. Throughout the letter, focus on how you would benefit the company. Provide specific examples of times when you demonstrated skills or abilities that would be useful for the job, especially those listed in the job posting or description. If possible, include examples of times when you added value to a company.
Numerical values offer concrete evidence of your skills and accomplishments.
- Use keywords. Reread the job listing, taking note of any keywords (such as skills or abilities that are emphasized in the listing). Try to include some of those words in your cover letter. This will help the employer see that you are a strong fit for the job.
- Keep it brief. Keep your letter under a page long, with no more than about four paragraphs. An employer is more likely to read a concise letter.
- Proofread and edit. Employers are likely to overlook an application with a lot of errors. Read through your cover letter, and if possible, ask a friend or career counselor to review the letter. Proofread for any grammar or spelling errors.
This is a job application letter sample. Download the letter template (compatible with Google Docs or Word Online) or read the example below.
Sample Job Application Letter (Text Version)
Elizabeth Johnson 12 Jones Street Portland, Maine 04101 555-555-5555 elizabethjohnson@emailaddress.com
August 11, 2024
Mark Smith Human Resources Manager Veggies to Go 238 Main Street Portland, Maine 04101
Dear Mr. Smith,
I was so excited when my former coworker, Jay Lopez, told me about your opening for an administrative assistant in your Portland offices. A long-time Veggies to Go customer and an experienced admin, I would love to help the company achieve its mission of making healthy produce as available as takeout.
I’ve worked for small companies for my entire career, and I relish the opportunity to wear many hats and work with the team to succeed. In my latest role as an administrative assistant at Beauty Corp, I saved my employer thousands of dollars in temp workers by implementing a self-scheduling system for the customer service reps that cut down on canceled shifts. I also learned web design and timesheet coding, and I perfected my Excel skills.
I’ve attached my resume for your consideration and hope to speak with you soon about your needs for the role.
Best Regards,
Elizabeth Johnson (signature hard copy letter)
Elizabeth Johnson
When you are sending your letter via email include the reason you are writing in the subject line of your message:
Subject Line Example
Subject: Elizabeth Johnson – Administrative Assistant Position
List your contact information in your signature, rather than in the body of the letter:
Email Signature Example
Elizabeth Johnson 555-555-5555 email@emailaddress.com
Review more examples of professionally written cover letters for a variety of circumstances, occupations, and job types.
CareerOneStop. " How Do I Write a Cover Letter? "
University of Maryland Global Campus. " Cover Letters ."
How to Write an Effective Application Letter [with Example & Tips]
By Sheila Kravitz
11 min read
An application letter is a vital document in any job seeker’s arsenal, at the same level of importance as resumes and cover letters. It’s often an applicant’s first point of contact with recruiters and hiring managers .
So, how do you write an effective job application letter to highlight your skills and experience, capture the potential employer’s attention, and increase your chances of getting a job? These are the questions that we’re going to answer in this article while also giving you concrete examples and expert tips that’ll make your letter shine.
Without further ado, let’s jump right in!
Key Takeaways
An application letter is a document similar to a cover letter or a resume that job seekers submit when they are interested in a role .
The document is similar to a cover letter example , and it should follow business letter formatting .
Before writing an application letter, you should research the company and read the job ad to find out which skills and qualifications are needed.
An introductory paragraph should be attention-grabbing , highlighting the amount of work experience you have and at least one highly impressive accomplishment.
The middle portion of the document should be all about your skills and achievements relevant to the job.
A call to action toward the end of the letter increases your chances of being invited for an interview.
What is a Job Application Letter?
A job application letter is a document that’s in many ways similar to a cover letter. It’s written and sent with the purpose of applying for a job . As such, it should convey valuable information about your skills, experience, and motivation for the role that you’re applying for.
However, while a cover letter is a supplementary document to a resume , a job application letter is typically a standalone document and should be sent without additional attachments. As a result, it needs to be longer and more detailed than a cover letter.
Still, an application letter should be a concise, one-page document that serves as an elevator pitch. Use it to get in touch with potential employers and make a lasting first impression that can secure you an interview and expedite the hiring process.
The Best Way to Format Your Job Application Letter
The best way to format your job application letter is to follow the business letter format and layout . This includes organizing the information in a specific way and ensuring that your document is visually clean.
Here’s how to arrange the information in your application letter:
Job Application Letter Format
Contact information
A formal salutation
A catchy introductory paragraph
The middle portion, with your skills and achievements
A closing paragraph with a call to action
A cordial letter closing with your sign-off
This is the optimal structure to follow when writing a job application letter, as it gives hiring managers the chance to see what they want to see exactly when they want to.
Now let’s see how you can create an impeccable layout for your application letter:
Job Application Letter Layout Guidelines
Your document should be one page long .
Choose an appropriate font for your application letter, like Calibri or Helvetica.
Set the font size between 10 and 12 pt.
Adjust margins to at least 1 inch on all sides.
Use 1.0 or 1.15 line spacing and insert an additional line between paragraphs.
Align text to the left or use justified alignment.
A Step-by-Step Guide to Writing a Perfect Application Letter
Let’s learn how to write an application letter for a job with a step-by-step guide that’ll show you how to craft every part of it.
#1. Research the Company
Researching the company is the first step before you even start writing your application letter . This is crucial, as your document has the best chance of garnering attention from hiring managers if it’s tailored and relevant to the position that you’re applying for.
That’s because every job is different, and even similar roles within the same industry require different sets of skills and experiences. By looking into the organization that you want to join, examining the job ad, and paying attention to the requirements, you’ll be able to pinpoint exactly what hiring managers and employers look for in candidates .
After that, you’ll be able to lean on those experiences, as well as the hard and soft skills that you know are necessary for the job. That’ll set you apart from other candidates with generic application letters that don’t entirely match the posted requirements.
#2. Write an Introduction
Writing a strong introductory paragraph is one of the most important steps in the process of crafting an application letter. It’s your way of grabbing the reader’s attention and persuading them to check out the rest of your document.
Hiring managers are busy professionals and sometimes merely skim through application letters , spending just a couple of seconds on each. That’s why you want the first few sentences to be as captivating as possible.
Use this paragraph to mention the position that you’re applying for, emphasize how much experience you have , and highlight one or two particularly notable accomplishments.
Here’s an example:
Introduction Example
I am writing to express my interest in the architect position at Sky Vision Inc., as advertised on your website. With more than 11 years of experience in residential design and project management, as well as a Global Award for Sustainable Architecture under my belt, I am confident that I’ll be able to contribute to your esteemed organization and lead your large-scale projects.
#3. Emphasize Your Skills & Achievements
Once you have the hiring manager’s attention, it’s time to impress them with your unique skills and achievements . Remember that the goal is to be as relevant as possible, so focus on those accomplishments that indicate how you are going to perform in their company should they hire you.
One of the best ways to make this part of your application letter pop is to use numbers for quantification . They add measurable value to your accomplishments, adding credibility to them and making them stand out in the eyes of hiring managers.
Let’s see that in an example:
Emphasize Skills & Achievements Example
I have a proven track record of handling more than 50 projects from inception to completion, within budget, and with no missed deadlines. One of my biggest accomplishments was carrying out a $35 million project and achieving a delivery time 13% faster than the industry standard.
#4. Say Why You’re a Good Fit for the Role
In addition to accentuating your skills and experience, you should stress that you’re the perfect person for the role you’re applying for. This builds on the summary of qualifications that you already talked about to show potential employers how they are going to benefit from hiring you .
To achieve this goal, you can point out the moments when your previous employers prospered from your work , such as how you helped them gain new clients, boost their revenue, improve their business, and more.
Why You’re a Good Fit for the Role Example
Exceptional skills in design software like AutoCAD and Revit, coupled with a commitment to green and user-centric architecture, garnered me a 96% user satisfaction rate and an increase in the company’s repeat business by 67%.
#5. Close Your Letter With a CTA
You should take the opportunity to include a call to action (CTA) toward the end of your application letter. A CTA is a marketing term describing something created to elicit a response .
In terms of an application letter, a CTA can be an invitation for hiring managers to contact you for a job interview . This one simple sentence can vastly improve your chances and secure you the next step in the hiring process.
Close the Letter With CTA Example
Thank you for your time. I would love the opportunity to discuss my qualifications over an interview and explain further how I could contribute to your organization.
Let’s put what we’ve learned into practice and check out a complete application letter example :
Application Letter Example
3 Tips for Crafting an Effective Job Application Letter
Let’s wrap it up with a couple of expert tips that’ll help you craft the best application letter for a job vacancy:
Job Application Letter Writing Tips
Show that you’re interested in the company. Mention something specific about the organization that you want to join that compelled you to apply to them in particular. That’ll set you apart from the competition, as it shows true passion and indicates that you’re already familiar with their work.
Address the reader by their name. Greeting the reader by their name creates a connection right from the get-go. It’s a great way to build rapport and show that you went the extra mile to research the company.
Write a new job application letter for every position. Don’t submit the same application letter every time you apply for a new job. Even slight modifications can still make your document look generic. For maximum chances with recruiters, your best bet is to write a new one every time.
Final Thoughts
Writing a strong application letter is a skill in and of itself. It represents a combination of research skills, communication skills , writing skills , attention to detail, and more. However, learning this ability is crucial, as it opens doors to invaluable opportunities and helps you move your career in the right direction.
Fortunately, learning to write this document is not that difficult once you understand the basics . The format and layout remain the same, regardless of the career or role that you’re applying for. One application letter sample works for any position; you just need to adapt it to suit your needs.
That’s why we’ve provided step-by-step instructions and a complete example of an application letter, arming you with all the knowledge you need. Best of luck getting the job of your dreams!
Application Letter FAQ
#1. when do you need a job application letter.
You need a job application letter when you’re applying for a role , and you want to stand out among the competition. This document serves as a testament to your skills and experience, and its goal is to portray you as a qualified candidate who’s perfect for the job.
#2. Is a letter of application the same as a cover letter?
A letter of application is not the same as a cover letter , but they share many similarities. The two documents have the same formatting, and both convey valuable information about your competence. However, a cover letter supplements your resume, while an application letter is a standalone and more comprehensive document.
#3. How do I write an application letter that stands out?
To write an application letter that stands out, focus on the skills and accomplishments that are relevant to the job that you’re applying for . Use an attention-grabbing introductory paragraph and include a call to action toward the end. Finally, leverage numbers to add measurable value to your achievements.
Create your cover letter once, use it everywhere
3 Examples: How to Write an Effective Application Letter
By Status.net Editorial Team on November 15, 2023 — 9 minutes to read
Your application letter should be a clear reflection of you, your skills, and your aspirations. It’s essential to tailor it to the specific job you’re applying for and showcase how you meet the requirements. Stay with us as we walk you through the tips, tricks, and best practices to make your letter shine. By the end, you’ll have the knowledge and confidence to navigate the job application process with ease.
Step 1. Introduction: Expressing Interest
The opening line.
Your opening line should grab the reader’s attention, briefly introduce yourself, and express your interest in the position. This is your opportunity to make an excellent first impression, so keep it clear and concise. For example, you could start with:
“As an experienced marketing professional, I was thrilled to see the opportunity for a Marketing Manager position at X Company.”
Revealing the Source of Information
Next, it’s important to mention where you found out about the job opening. This helps recruiters understand where their outreach efforts are effective and demonstrates that you’ve done your homework. Reference the specific platform, such as a job board or company website, or mention the person who referred you to the position. Here are a couple of examples:
“I came across this position on LinkedIn and believe my skillset aligns perfectly with the job requirements.” or
“Jane Brown, the Sales Director at your company, suggested I apply for this role, as she believes my experience in customer service is a great fit for the team.”
Step 2. Body: Detailing Qualifications
Pitching your skills.
When writing an application letter, it’s essential to showcase your skills. Start by listing the most relevant ones based on the job description. Be specific and mention how you’ve used these skills in previous projects or work settings. For example:
“As a project manager, I have successfully managed teams of up to 20 members, ensuring timely delivery of projects while maintaining a high level of quality.”
Use bullet points or bold text to make your skills stand out. This way, the reader gets a clear picture of your capabilities.
Referencing Your Experience
After listing your skills, provide details about your work experience. Start with the most recent position and include the name of the company, your job title, and the duration of employment. Focus on the responsibilities that match the job opening. For instance:
“During my tenure at X Corp as a marketing executive, I was responsible for coordinating marketing campaigns, managing social media channels, and conducting market research.”
Don’t forget to mention any relevant internships or volunteer work. This information will help paint a complete picture of your expertise.
Demonstrating Your Achievement
Lastly, highlight your accomplishments and show the potential employer why you’re a perfect fit. Use concrete examples and mention any quantifiable results you’ve achieved. For example:
“At ABC Inc., I initiated a cost-reduction program that saved the company $50,000 within six months.”
You can also mention any awards or recognitions you’ve received for outstanding work. This demonstrates that your contributions have been valued and recognized by others.
Step 3. Concluding Your Letter
Seeking further communication.
By the time you reach the end of your application letter, it’s important to express your desire for further communication with the potential employer. This shows that you’re genuinely interested in the opportunity and eager to continue the conversation. Example:
“I am excited about the prospect of contributing to your company’s goals, and I would appreciate the opportunity to discuss this further with you. Please don’t hesitate to contact me at your earliest convenience. Thank you for considering my application.”
Final Goodbye
After expressing your eagerness, close your letter with a polite and professional farewell, addressing the recipient by name where possible. This is not only courteous, but it also leaves a positive and lasting impression. Example:
“ I look forward to your response and the possibility of working together. Once again, thank you for your time and consideration. Sincerely, [Your Name]”
Proper Letter Ending
The complimentary close.
Start by choosing an appropriate complimentary close for your application letter. This part signifies the end of the main content and should leave a professional impression. Some common examples are “Sincerely,” “Best regards,” or “Yours faithfully.” Keep in mind that it’s best to stay formal, so avoid using casual phrases like “Cheers” or “Take care.”
After the complimentary close, press enter twice to leave a space for your signature. This space provides room for your actual signature if you’re submitting a physical letter. If you’re submitting electronically, this space can act as a visual cue that your letter has reached its end.
While signing an application letter, be sure to include your typed full name. Don’t forget to include your relevant contact information, such as your email address or phone number. This will make it easy for the recipient to get in touch with you if they have any questions or require additional information.
Here’s an example of a proper letter ending for your application letter:
[Space for physical signature, if applicable] Your Full Name [email protected] +1-234-567-8901
Post-Writing: Proofreading and Correcting
After writing your application letter, it’s essential to proofread and correct any errors or inconsistencies. This process will help ensure that you submit a polished and professional document that impresses potential employers.
Correcting Grammar and Punctuation
First, focus on your grammar and punctuation. A well-written letter that follows proper grammar rules is more likely to capture the reader’s attention and convey your message effectively.
- As you’re reading through your letter, keep an eye out for missing or misplaced commas, semicolons, and other punctuation marks.
- Check for sentence fragments or run-on sentences that make your message unclear.
- Look for subject-verb agreement issues, as well as any awkward phrasing or wordiness.
- Ensure consistency in tense and voice throughout the letter.
Checking for Spelling Mistakes
Your next step should be checking for spelling mistakes. Misspelled words can distract the reader and make your application appear less polished.
- Run your text through a spellchecker; most word processing programs have this feature built-in.
- Take the time to read through your letter carefully, word-by-word, to catch any errors the spellchecker may have missed.
- Double-check the spelling of names, addresses, and other specific information to make sure they’re correct.
Examples of Successful Application Letters
When writing an application letter, it’s essential to tailor it to the specific job posting . Check out these examples to help you create a winning letter for different scenarios.
Dear [Hiring Manager],
I’m excited to apply for the Sales Representative position at [Company Name]. With my proven sales record and strong interpersonal skills, I believe I would be a valuable asset to your team.
In my previous role at [Previous Company], I consistently exceeded sales targets and established strong relationships with clients. I’m confident that my experience and passion for sales will contribute to the ongoing success of [Company Name].
Thank you for considering my application. I look forward to discussing my qualifications and how I can contribute to the growth of [Company Name].
Sincerely, [Your Name]
As a creative and skilled Graphic Designer, I am thrilled to apply for the position at [Company Name]. My expertise in Adobe Creative Suite and concept development aligns with the requirements laid out in the job posting.
In my previous role at [Previous Company], I created visually appealing and engaging content for various marketing campaigns. My designs helped increase brand recognition and lead to a 20% increase in social media engagement. I am eager to use my talents and contribute to the visual identity of [Company Name].
I look forward to the opportunity to discuss my skills and portfolio with you. Thank you for considering my application.
Best regards, [Your Name]
As an experienced Office Manager with a strong background in time management and organization, I am eager to apply for the position at [Company Name]. Your commitment to efficiency and supporting your employees is in line with my work values.
During my tenure at [Previous Company], I streamlined scheduling and developed procedures that led to a 30% reduction in office expenses. My proactive approach to problem-solving and ability to create a productive work environment contribute to my effectiveness as an Office Manager.
I am enthusiastic about the opportunity to contribute to the success of [Company Name] by enhancing office operations. Thank you for considering my application.
Frequently Asked Questions
What are the key components of an application letter.
An application letter should include the following key components:
- Contact information: Start by writing your name, address, phone number, and email address.
- Salutation: Address the recipient professionally, using their name when possible.
- Opening paragraph: Introduce yourself and state the position you’re applying for.
- Body paragraphs: Highlight your relevant skills, experience, and accomplishments.
- Closing paragraph: Reiterate your interest in the position, provide your contact information, and thank the reader for considering your application.
- Sign-off: Use a polite closing, such as “Sincerely” or “Best regards,” followed by your name.
Can you provide a step-by-step guide on writing a cover letter?
- Review the job posting and research the company to understand their needs and values.
- Write your contact information at the top of the letter.
- Use a professional salutation and address the recipient by name, if possible.
- Craft an engaging opening paragraph that states the position you’re applying for and how you learned about it.
- Write body paragraphs that showcase your relevant skills, experience, and accomplishments, drawing connections to the requirements mentioned in the job posting.
- In the closing paragraph, restate your interest in the position and thank the reader for their time.
- Sign off with a polite closing and your name, followed by your phone number and email address.
What are some tips for writing an effective application letter?
To write an effective application letter:
- Tailor the content: Focus on the skills and experiences that are most relevant to the specific job posting.
- Use strong action words: Highlight your achievements using action verbs, such as “managed,” “achieved,” or “developed.”
- Proofread for errors: Thoroughly check your letter for spelling and grammatical errors before sending.
- Maintain a professional tone: Write your letter with a confident and respectful tone, avoiding slang or overly casual language.
How do you customize your cover letter for different job positions?
Make sure to modify your application letter to suit the specific job and company you’re applying to. Analyze the job posting to understand the key requirements and skills the employer is looking for. Emphasize how your experiences and abilities address these needs. Research the company to understand their values and culture, and incorporate that knowledge into your letter to show you would be a good fit for their organization.
What are some common cover letter mistakes to avoid?
Some common mistakes to avoid in cover letters include:
- Not customizing your letter for each job or company
- Focusing too much on yourself and not on the needs of the employer
- Including too much information or making the letter too long
- Repeating your resume verbatim without providing more context
- Failing to proofread for spelling and grammatical errors
How can I make my application letter stand out from the competition?
To make your application letter stand out:
- Use a compelling opening to grab the reader’s attention.
- Show enthusiasm for the position and the company.
- Make sure your letter is well-organized and visually appealing, with a professional font and layout.
- Tailor your letter to the specific job and company, focusing on the most relevant skills and experiences.
- Offer examples of your achievements to demonstrate your ability to succeed in the role.
- Proofread your letter to ensure it is error-free and polished.
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Video: Online Job Applications: What Happens After You Submit Your ResumeLearn how keyword technology impacts hiring, what recruiters look for, what it takes to get to the interview, and tips for w…
An application letter sample for any position that’s better than most others out there. Step-by-step guide on how to write an application letter for a job. Tips on setting the proper letter of application format. Save hours of work …
A job application letter is sent or uploaded with a resume when applying for jobs. Here's how to write a job application letter, plus samples.
A cover letter, also known as an application letter, is a three- to four-paragraph memo to employers explaining your interest in the job and company and your fitness for the role. It's typically submitted along with your …
Discover what an application letter is, when and why you need one, and get tips on crafting your own. Plus, find a sample to help you write the perfect one.
To write an application letter that stands out, focus on the skills and accomplishments that are relevant to the job that you’re applying for. Use an attention-grabbing introductory paragraph and include a call to action toward …
Make sure your letter is well-organized and visually appealing, with a professional font and layout. Tailor your letter to the specific job and company, focusing on the most relevant skills and …