Do you submit a cover because it's considered "good form?" Or because it's a necessarily evil...just one more chore on the job hunting to-do list?

Do you send a thank you note because it's the polite thing to do? Is it a ridiculous relic of a simpler time that ought to be retired?

Newsflash...

Writing a cover letter isn't an empty exercise.

Sending a thank you note isn't just a quaint custom.

There's a reason for each...and that reason has nothing to do with convention or tradition or habit.

Cover letters and thank you notes are sales tools. Important sales tools. How successfully you execute each one may be the difference between getting the offer and coming up empty handed. Put on your salesperson hat. No hat? Get one. For the duration of your search, you are in sales - doesn't matter what you do for your "day job." Approach this process as you would if you were prospecting for a new customer.

So - the cover letter and thank you note are your sales letters.

The cover introduces the product (you) to the prospect (the hiring manager). It tells the prospect how your product is going to solve his problem. (This of course means you need to have thoroughly researched the prospect - just like any good salesperson would.) It highlights how your product is better than what the competition is selling. It plays a critical role in helping you secure the sales meeting (the interview).

The thank you is the recap. You send it to the prospect after the sales call to reiterate the product features and benefits - to reinforce why he should make the purchase. It's your last chance to "make your best case."

Hmmmm...these letters aren't just meaningless exercises designed to waste your time.

Take these two steps seriously. They're critical elements of a successful search.

Rebecca Metschke helps professionals improve their marketability. The author of The Interview Edge ( http://www.TheInterviewEdge.com ), a comprehensive career guide to career management, she also writes a daily blog posting strategies, tips and advice for those whose careers are in transition ( http://blog.TheInterviewEdge.com ). You're welcome to friend her on Facebook.