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Put the Interview Ball in Your Court!Oct 26 '01 Write an essay on this topic.The Bottom Line Candidates who can successfully steer an interview toward their strengths are usually very successful in winning offers from hiring managers. Here's how. As a professional headhunter, I make my living by controlling the hiring process. I help my candidates get job offers that they want to accept. Every day, I see candidates with varying interview skills, and part of my job is to teach them to hone those skills into offer-winning material. Here are some tried and true tips I use to get a candidate to create a win-win situation in an interview setting. Groundwork * The interview process can be tedious and frustrating for all concerned. * The mysteries involved in a typical job/candidate search can be eliminated if you know how to get around them. * Hiring managers would prefer a streamlined process to get at the information crucial to their making a hiring decision. (That's why I have a job). * Hiring managers are often not very good at getting that information. Candidates who can subtly help them to get it win in an interview situation. Hiring facts * Most interviews in my experience hinge about 50% on technical qualifications for the position, and about 50% on a candidates' "chemistry" or match with the interviewer, company, corporate culture, and goals. In my industry, it is even more skewed toward match over skill. * Candidates can and should control about 50% of an interview if there is to be a true meeting of the minds. * Today's hiring market is not your father's job search. Candidates have more options than ever before. Candidates should have two goals in every job interview 1) To secure the best offer of employment possible. An offer gives a candidate options. No offer means no options. 2) To determine whether the company is a good match for his/her goals and aspirations, in order to decide whether to accept that offer or continue looking. OK, so how do I get that offer? Overall interviewing tips * All interviewers regardless of industry look for a sharp, professional attitude and appearance, high energy level, lots of questions. * Obviously, but just in case, a full business suit, crisp, is imperative, not a sweater set or blouse/shirt and tie only. Details are important; for example, shiny shoes, ironed shirt, clean fingernails, an overall pulled together look. Only conservative clothes, hair, makeup, and jewelry are appropriate. If you'd wear it on a date, it probably isn't appropriate. * Do not wear perfume or cologne; if you get nervous, the scent can intensify - I've had candidates blow interviews because their cologne was distracting! * Come prepared with a notepad with questions to ask outlined on it (more on this later), a pen for taking notes, and several copies of your resume to each interview. Start each interview with a firm handshake, a big smile, and make sure you maintain good eye contact throughout the interview. Eye contact generates trust. * Express passion and a love of your industry or job in general. Do not tell them about all the other interviewing you're doing for positions that are unlike this one. That does not say "well rounded" to an interviewer; that says "red flag - s/he's all over the map and doesn't know what s/he wants". The Actual Interview 1) Not a negative word about a past opportunity, OR BOSS!. If you worked for Hitler himself, find a way to find something, anything, good to say about it. Answer questions with a positive, upbeat attitude. Maintain eye contact at all times, and keep smiling! Anything that might be perceived as negative needs to be simply stated in one sentence, with no dwelling on it. Tell your therapist, not the interviewer, how bad it really was. 2) Be positive, definitive, and direct with your answers. Do not seem evasive, be upfront and matter of fact. 3) Do your homework, via the internet, talking to friends and family, site visits, etc. and SHARE WITH THE INTERVIEWER what you know of the company. Be very prepared to answer why you are interested in working for a particular concept over their competition. 4) If asked for your career goals, be specific; good employees gave goals and accomplish them. Have a plan with time frames that are appropriate but not rigid. I.E. Well, If I were hired today, my first goal would be to become great at doing exactly (this job). I would hope to learn enough to advance to an x in a year,two,five, or so, and then set my sights on becoming a z. Obviously, your theoretical "plan" should not "outgrow" positions which will be available at the company you're interviewing with! 5) Money - DO NOT discuss money in a first interview! They will try and get you to, knowing a candidate is most nervous and willing to compromise in a first interview. On the application form you fill out, there will be a box with "salary expected". DO NOT write a figure, write "open" or "negotiable". * Do fill in your past salaries, without embellishing even a penny - they do check! When the subject of money comes up, and it will, answer "I don't look at my career only in terms of money. If we both feel this would be a good match, I would be looking for a fair and reasonable offer for my experience level." * Do not seem evasive, but above all, do not give a specific dollar amount. The minute you say a number, negotiation goes out the window. If pressed, refer to your salary history, and indicate that you have been accustomed to make a salary in a certain range, but rule nothing out. 6) How to begin the interview. Most candidates sit through an interview, fielding questions and hoping their answers are hitting the targets. A much more time effective way to interview is to get some control over it. The interview will start off with icebreakers, chat about your trip, the weather, etc. Once the interview actually starts, as EARLY AS POSSIBLE, ask this question: "Can you tell me what skills and experience you are most looking for in filling this position? What do you need most to round out your team right now?" That will make them lay their cards on the table, so to speak. Obviously, your response to their answer should be "Great! I will bring to the table (x,y, and z that they mentioned) - hopefully that will really complement what you are looking for ." 7) How to "close on objections". If you want the job, you NEED to ask this question. About 75% of the way through, before you feel the "Q&A Session" starting, ask the interviewer "I am really excited about this opportunity,and I feel I have the skills you are looking for. I can do (x,y and z from before). Do you have any concerns about my experience or qualifications for the position at this point?" - fact one - interviewers do not like to tell a candidate to their face they aren't qualified. They'll start talking themselves into you. - fact two - this may give you a chance to clarify something, anything, you may have said that didn't go over well. You will misunderstand at least 1 question, or answer poorly. Maybe now you can fix it. Post Interview Q&A Scenario: It's going well. You might be The One. The interviewer asks if you have any questions for him/her now. You have two choices. Giggle nervously, sit like a bump on a log, and say not really, we about covered it. Or, you can pull out your notepad loaded with probing questions you prepared the night before. Which do you think is more impressive? * Ask loads of questions about specifics of how they run their company, what challenges they face, how they stack up with their competition, growth opportunities, etc. Where are they looking to be in 5 years? Where is the interviewer looking to be in 5 years? * Ask the interviewer about their background and why they chose this company. * Ask about their training program, their expectations and goals for employee performance, typical obstacles new employees face in that department, etc. * Ask as one of the last questions "Why do candidates usually choose to work for your company over the competition?" This turns the tables. Before they are even sure if they want you, they are challenged to sell the opportunity to you, and will do so as second nature, getting more excited about it as they go. It gives them a chance to highlight the positives to you in a nutshell, and subtly reminds them that you have options too. * ASK FOR THE JOB! At the end, get a business card for a follow up thank you. Shake their hand, thank them for taking the time to meet with you, look them right in the eye, and say "I am really excited about this company, and I would like to pursue this. What is the next step?" If you don't ask, you don't get it. This will let them know you know what you want and will pursue it. You have no idea how few candidates actually say they want the job! Follow Up * More on that thank you note - SEND IT. NOW. Not tomorrow. NOW. Have one in your car when you enter for the interview. Fill it out and mail if before getting home. They will have second thoughts after you leave. Squash them with a professional, enthusiastic, prompt follow up. Email or fax are other possible options, but nothing beats an actual notecard thank-you. When you leave an interview, make it your #1 priority to know what comes next. Push for it. Ask. You should know what the next step is, and when the next step comes. Politely ask "when should I expect that to happen?" if they try and be vague about it. This gives you the answer to your next question, what do I do now? What do you do Now? Hopefully, you get an offer. Then you decide if you want to take it. Some final tips: * Juggling offers isn't easy to do without burning bridges. A bird in the hand is worth a lot in the bush if it's the one you want. - If you hold out on your dream job and risk losing the offer to see if your #2 choice might pay a few more dollars a week, you need more help than I can give you. - If it's a decent job, but you could be happy elsewhere too, make a list of pros and cons, versus pros and cons of what's still out there. - If you don't want it, but want to see what they'll offer you, don't waste your time and gas on pursuing it further. Go online and look up salary ranges. * If you don't get it - call and ask, politely, if you might be considered for future positions. Express disappointment but no bitterness. Send another follow up thank you note, saying you are disappointed you didn't get the job, but would still like to join their team, and would truly appreciate being considered for any future openings. THIS is called networking, and it works! Happy interviewing!  |
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