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Suggested Interviewing Techniques
We would like to provide you with some suggested "Do's," "Don'ts," and some "Perspectives" to consider before participating in any job interview. These guidelines were developed based upon the input of actual hiring authorities and independent recruiting firms, and after careful study of former client interview techniques, hiring management feedback and final results.
DO
Demonstrate enthusiasm for the industry, company, job, and the person to whom you would report.
Ask each person who interviews you to specifically describe what he/she is looking for regarding: education, attitude, communication skills, etc. Ask this question even if the interviewer is not the hiring authority (you might ask what he/she thinks the hiring manager is looking for). This critical question should be addressed early in the interview so that you are clearly aware of management's needs and can assertively address those needs. This also minimizes the chance that you will be placed in a defensive/question-answer position.
Demonstrate how well you fit the requirements (criteria) described by each interviewer (with related examples from your prior experience, wherever possible). At the end of the interview, re-emphasize your fit and indicate that you feel you can make a significant, early contribution to the company.
Ask questions which only relate to the job, company and industry. Show that you have done your "homework." Prepare yourself before interviews by getting as much information as possible from business libraries, recruiters (when applicable), the Internet, and by studying annual reports, 10-K's, company/product literature, news articles, etc., when available.
Defer to management's judgment and your "confidence that any salary offer would be reasonable and competitive" – in the event that an interviewer asks about your salary requirements too soon in the selection process. Delay discussions of compensation until you've established your "value".
Mail or deliver a brief, typed follow-up letter to the key hiring authority within one day of the interview. The letter should indicate:
Appreciation for being considered for the open position.
How well you liked the personnel who interviewed you; the job content and challenge; and the quality of the company.
Your strong feeling that you effectively meet the requirements (criteria) of the job, and your confidence that you could make a significant contribution to the organization (with examples from your discussion of related prior experience, wherever possible).
A final "thank-you" and a statement that you look forward to hearing from him/her, with a firm follow-up date and a commitment to call him/her if you don't hear from the hiring authority first.
DON’T
Present yourself as passive, indifferent or being on an exploratory, fact-finding mission – unless this is truly an "informational interview.
Assume you know what the interviewers are looking for – and proceed to discuss your "attributes" without making a direct inquiry.
Ask questions about personal benefit plans, tuition reimbursement, or other self-oriented inquiries during initial interviews – before mutual interest has been established.
Initiate salary conversations in any interviews until after you've received a clear indication that the hiring authority is prepared to offer you the position and compensation is the only matter yet to be determined.
Communicate directly with client personnel after interviews are over, if you were referred by a recruiter/search firm – without the knowledge and encouragement of a representative of the firm.
PERSPECTIVES
Companies are typically looking for enthusiastic, dedicated, hard-working and conforming employees. To demonstrate passiveness, indifference, nonconformance and (personal) self-serving motives will jeopardize the drawing of an offer. Candidates should do all they can to draw an offer in order to reaffirm their interviewing skills and market value. Whether that offer is accepted will ultimately be your decision, but without it – you have no decision to make!
Salary Negotiating Rules
Research to find out what the given range is in your job target area, then go for the top of the range.
Whenever possible, get the employer to name the salary figure first.
If a range is given, name the top of the range.
Never accept an offer when it is given. Tell the employer you will consider it and get back to him.
Do think about it. Be wary of accepting the first offer which comes along.
If the offer you get is lower than your target, talk it over and negotiate. The people who make the best salary are those who are willing to ask for it.
Overcoming Objections
Here is how to overcome employers resistance:
Anticipate the employer’s objections and think of how you will respond.
When you are given an objection, don’t run from or ignore it – acknowledge the comment so the employer knows that you “got it”.
After you have acknowledged the employer’s objection, continue to let him know what you have to offer him and why he should see you.
Some Objections to Expect:
“We’re not hiring right now, please call back in 90 days.”
“You’re overqualified for this position.”
“This position requires a college degree.”
“You don’t have enough direct experience.”
Main Point To Know
The interview is the main event – the person-to-person contact that can produce job offers for you. Treat each interview as an important opportunity and go for the offer, even if you are not sure whether you want to work there or not. It is easy to turn down offers!
The interview is a structured meeting, not an informal discussion. There are rules and strategies to follow. Don’t treat the interview lightly. Be responsible for your results.
Take as many interviews as possible – and practice with friends and family in role-playing. Experience has shown that the more you practice, the better you will do.
Keep firmly in mind that you are a problem-solver, and have much to offer to potential employers. Make sure that they know this. You are not asking a favor, you are offering a benefit.
Don’t take the first thing that comes along – even though it might be tempting. Use this opportunity to get what you want for yourself. Know that the underlying question in the employer’s mind is, “Why should I hire you?” Keep the answers to this in mind constantly.
Do not be deterred or let disappointment slow you down. The more you keep going, the better your results will be. This has been proven.
In some jobs, the wages or salary will be pre-set by a bargaining unit or government scale. However, in many jobs what you earn will depend upon your ability to negotiate. Be willing to use negotiating strategies to get the best for yourself.
Call or e-mail to set up a Free 30 Minute Initial Career Consultation, or invest $100 towards a Two Hour Strategic Career Coaching Session that can be applied towards additional services.
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