During a job interview our focus is mostly on what is asked and how we verbally respond to those queries. Ironically, only 10% or less of what we communicate is verbal; the rest is body language and the tone. With 90% riding on the invisible, the unknown, and the unmanaged, it is no wonder that we are often surprised at the outcome of an otherwise “good” interview.

Some pointers below:

1. Dress code: Always dress up and not down; you should feel special but relaxed. Wear something that you know works for you; do not wear something brand-new to an interview.
2. The Handshake: Relaxed firm, not clammy; smile. Ask to be seated; take charge.
3. Seating erect and confidant, 10-15° forward/alert. Men/Women knees together. Do not cross legs.
4. Practice some easy icebreakers: Observe the office or comment on the lobby.
5. Legs relaxed, but no spreading or bopping up and down of a leg. Even though your legs or feet may be hidden from the interviewer’s view, if you are nervously moving them or bopping them it will be apparent to the person sitting across.
6. Breathing with the others, deep and quiet. Smile often. Know your own nervous habits. Shut them down.
7. Look at the interviewers (in a group interview) without looking through them or staring at just ONE person; this can mean you are ignoring the others.
8. Engage in a dialog early; do not surrender to an interrogation. Ask to clarify as needed.
9. Always remember: the one who’s talking is doing the selling; make them talk. Also, the one who is asking the questions is in charge of the interview. Get into the habit of asking questions early and not just at the end.
10. Speak deliberately, articulate well, and watch the body language response of others.
11. Call on the body language that you notice. Flicking off imagined lint signals disagreement as does fingers on nose or scratching face. When you see these signals immediately back peddle and bring the interview on track. If you ignore these signals you may derail your interview.
12. Avoid steepling fingers upright (arrogance). Interviewer doing this portends difficulty. If you see interviewer leaning back, looking away from you and then steepling (a typical sequence) you are in increasing difficulty over what you might have said. Back peddle early if you detect this sequence as the interviewer starts leaning back! (Note: Steepling is when you bring your two hands with extended fingers together as a steeple, pointing upwards.)
13. Take manual notes (avoid gadgets) and maintain eye contact, smile, nod, agree.
14. Do not use but; try using and instead.
15. Do not engage in an argument, even when you know that the interviewer is WRONG!
16. Be prepared to take on invidious or sarcastic comments: respond kindly, with a smile!
17. Stay in charge of the interview: always!
18. Ask not what the job can do for you; state what you can do to/for the job!
19. Don’t betray anxiety or desperation by jumping ahead, instead stay calm and deliberate!
20. Drop seeds for easy follow-ups later on. Mention articles you’ve read that support your discussion. Mention articles by name and publication. When you go away from the interview now you have an excuse to send these articles and reconnect with that person to follow-up.
21. Don’t Lie, ever, or misrepresent. This is disempowering! Don’t volunteer adverse information; we all have it. Don’t say anything negative about your past or present, including your managers, colleagues, and employers.
22. Throughout the interview observe interviewer’s facial expressions. Expressions on a face are a good indicator of inside emotions. If you observe a reaction to what you said on the interviewer’s face, quickly recognize it and regroup. A typical emotion is displayed on a face in less than a second and can last for up to two or three seconds.
23. Focus on your value and not on your shortcomings.
24. Show enthusiasm, excitement, and positive energy. Attitude is more important than intelligence!
25. As you depart, thank the interviewer, shake hands and create accountability for the next steps: Stay in charge!
26. Never ask how the interview went. You should know that!

There is no mystery to reading the body language. Once you know the signals you can confidently call on the interviewer and regroup to bring your interview on track. For example, if you see the interviewer furrowing their brow after you made some statement, you may want to say, “Let me clarify what I just said” and then back peddle to see if you can recover your position. If you see a puzzled face, feel comfortable to say, “Looks like what I just said has puzzled you, let me clarify.” Body language is no mystery once you master these typical signals and go on to ace your interview.

Good luck!

Multiple Targeting

Early in the planning stages, before you launch your job-search campaign, it pays to have carefully targeted companies where you hope to seek employment. By managing a campaign it is a good idea to plan the events so that many job interviews at companies that interest you run nearly concurrently. This is not as difficult as most feel. It just takes good planning skills. Once you start getting action on just a few fronts it is easy to leverage that into a full-blown campaign of interviews. Once one offer breaks lose (even though it may be an offer from a “C” company) it is easy to leverage that into getting an “A” company to make you an offer, even though it may not be quite ready to do that.

In addition to getting yourself situated for multiple offers the following items can greatly accelerate a good conclusion to your campaign.

References

A process where references are concerned can vary depending on the level of the reference. Although they all deserve to be treated with consideration and courtesy, those who offer to give you high-level reference need to be treated with special care and you should let them know that!

The following guide may help you finesse your references well:

1. Identify your references early in the process. Let them know that you are planning to include them in the reference process. Remind them about the aspect of your reference you expect them to provide.
2. Some companies ask for references early. You do not want to unnecessarily impose on your references, especially if you are going after a major campaign. The best strategy is to identify the references and give a list of names and titles/your connection, without contact information to the potential employer. Tell them you are doing this to protect your references and that you will give them full details at the final stage of the process.
3. Some companies have a policy of not providing a reference. Many managers, however, are willing to provide a personal reference. This is why asking early in the process can help you position your references so that there are no surprises.
4. Occasionally some will agree to give you a written reference. If this happens while you are in the job associated with this person it is that much more convenient. In any case if the person agrees to a written reference, write the reference letter yourself and pass it by the person. This way you can decide what is appropriate from that reference in the context of your needs. Do not assume that that person will reference you the way you need it. Usually, it is much easier to merely edit a letter and sign it than to draft it first. Use this advantage to modulate the message–within some constraints.
5. Carry these letters of reference in your interview portfolio and when the time comes for the reference discussion show the person asking the question. Sometimes this may obviate the need to calling your reference and hasten the process to your advantage (see #2)
6. When the potential employer is ready, call your references, even though you had put them on notice earlier. The reason is that for final referencing, you may need to remind them again, and it also gives you another chance to prepare them to respond in line with what the needs are to bolster your case. Request the reference to highlight that aspect of the discussion that you think is relevant.
7. If appropriate, request that they call you upon being contacted by the potential employer. This is a courtesy to you and this helps you confirm that the process is underway. Do not expect this courtesy from all references.
8. Once you know that the process is complete, either through the offer made, or rejection, or any other means, promptly call each of the references or send a note (email acceptable) of thanks. If the offer is made, going the extra distance–a Thank you! Card, flowers, or a gift as appropriate, can protect your references for your future needs.
9. During the referencing process check with the contact to whom you gave the reference list to see if there are any problems contacting the references. It is appropriate for the references to call that person as well, if you so chose.
10. It is not appropriate to call and ask the potential employer what the references said about you, especially if you are turned down for the job.
11. If you are turned down, it is a good idea to ask for a debrief. This, again, is a courtesy that the company is extending to you. If the debrief mentions any items related to a reference that surprises you, do not probe for details unless they are volunteered as a part of the debrief.
12. After you confirm that the process is completed, call all your references and inform them that the process is complete. Tell them the outcome if you already know it and thank them for being your reference. Some of them may not have been called and they should know that they are now off the hook! You must promptly communicate with all your references and thank them even if you did not get the job!

Negotiating Offers

The following is a summary of how best to navigate during this critical step:

1. Do not assume that you can negotiate what is being offered. Ask.
2. Always go back to the last person who made the offer and not necessarily to your hiring manager.
3. If you are negotiating a “C” offer, give heads-up to an “A” company that an offer is being made and that you would appreciate some response from them as they are your “A” target. Don’t tell them that the pending offer is from a “C” company or who they are, unless they are a big name or their competitor.
4. Do not assume that just because you are in negotiations that you will get what you are seeking. The offer can be withdrawn if he employer so decides. This is why having multiple offers is to your advantage at this stage.
5. Tread lightly. You should decide before entering into negotiations the down side. You should be willing to walk away if the negotiations take that route.
6. After you have been turned down and your offer is withdrawn, do not go back begging for the same or lesser job for a lower pay!
7. Decide on which items you want to negotiate, lay them out as you enter the discussions and then stop after the process is completed. If the outcome is not favorable, do not plan to move on to other items of your offer.
8. Above all be pleasant, flexible, and courteous throughout the process. Always remind them that you are excited about the job. You can always turn them down if a better offer comes along later, but before their time expires. Turn down offers by first calling on the phone and then emailing.
9. You should negotiate based on the value you see creating in the new job. Having comparative information (salary.com) can help you fortify your case. Always state that you see yourself as a top performer and expect to be compensated accordingly. Let the salary figure come from the employer and not from you.

Acknowledging Help

During your job search many provide help, even unbeknown to you or some even unexpectedly and pleasantly! Keep a list of all those who have helped you, going all the way back to the original lead that got you the first interview. The following suggestions list what you can do after the process is completed:

1. Depending upon the significance of the help you received from a person thank them appropriately. Those who provided help above and beyond acknowledge it commensurately: a gift, lunch, Thank you! Card can be some suggestions in this department.
2. Acknowledge your gratitude in a timely way. The times following a job offer can be hectic. Within the first month of your being offered the job is a good time.
3. Be specific about acknowledging the help that got you the job. Merely stating a vacant “Thanks for your help” is not as impactful and proper as saying “John your lead and the insight you gave me about where the company was and what I could present them during my interviews were instrumental in my landing this job. Thank you very much!” is far more appropriate. The person who went out of their way to help you likes to know that you acknowledged correctly what that person did to help you in the process. Do not skip this detail because you feel that the person already should know. It is not what they know it is how you acknowledge it that makes for the proper acknowledgement!
4. Do not forget to thank all those with whom you came in contact during the interview process at the company where you would be working. They are now your colleagues and associates. Even the person in the lobby who greeted you on the first interview is worth sending a thank you to! If you do that it would be much easier to make them your friends once you start working there!

Starting your New Job

Starting a new job can be exciting, especially if you are coming out of being jobless. The following guidelines are offered at this stage of the process of your transition:

1. On the first day show up on time. Dressed a bit more formally than you would normally at that company. You may be taken around and introduced to others that day; your photo might be taken. If you are senior staff (Director and above), you might even be introduced to important clients and dignitaries!
2. During the initial stages of employment be patient with all the administrative work that has to be done properly. Do not show your impatience with those who are trying to get this done. Let them do their job!
3. Express to your manager that you are glad to be on board and that you are looking forward to teaming with this person.
4. Many companies have initiation traditions that can be as benign as going out to lunches or bars at the end of the day. Accommodate these rituals, even if they seem odd, and enjoy them.
5. If you have some habits that define how you do your job, be open to seeing how things are done at your new place.
6. Do not criticize something just because it looks odd or different to you. Wait to offer your opinion. Go with the flow, at least initially.
7. Do not to gossip and talk behind someone’s back. Understand the power structure in the new place before you decide which camp you want to belong to! This can portend your future there!
8. One week after you have started in your new job, visit all the job boards and Websites where you had originally posted your résumé and delete it!

So, getting a call for an interview is a big deal! No one is hired without going through an interview process, which can vary from something that you would see on Seinfeld, to one that can be quite prolonged and grueling! So, what are some of the strategies that give you a better chance at making your case for being hired at the end of the process? Well, the answer depends on how well you are able to master the interviewing process and how well you make your case. Sometimes, making your case after the interview is what gets you the job and not during!

This article focuses on not the everyday recommendations that abound on this topic (research the employer, get your facts right, etc), but on how to manage the interview process once you have done all the work prior to appearing for the interview. The following suggestions may help develop a better outcome if you follow them:

Your Attitude and Appearance:

Before you enter the interview space how you appear and how you carry yourself are important in making the first impression. Having a fresh-looking wardrobe that is appropriate for the interview is critical, but more important, how confidently you present yourself during the first few moments can set the tone for how the interview moves from then on. The final touch on your appearance is not just the straightening of your hair, but a confident smile on your face and an assuring manner. You do not want to overwhelm the interviewer, either, in such situations. Remember, the interviewer is often as nervous about the interview as you are about it. A pleasant smile can override the feeling of fear and anxiety; the two mortal enemies of a good interview.

Taking Control

After entering the room where the interview is taking place, you do not know how the interview is going to be conducted. Ideally, there is a dialog between the two and a good exchange takes place that gets both the information that is required to assess the mutual fit.

Sometimes you run into a poor interviewer or someone who may be nervous and you end up listening to them for the entire duration of the interview, without getting a chance to present your case or even to explore a fit by asking key questions you brought to the event. Unfortunately, with such people it is often too late before you discover that you have lost control over the process.

One way to avoid this situation is to set the ground rules before the interview begins. This may appear presumptuous or even arrogant to some, but it works! The best way to bring this up is to start by asking how much time is scheduled for the interview as you settle down after the initial handshake. This is a good time to say that you have some questions to ask about the job and about the company to explore your fit for the job and that you need some of that time to achieve that objective. You may also want to state that you prefer to ask these questions throughout the exchange rather than at the end. “Will this work for you?” is how you take control of the interview.

If this fails and the interviewer goes on with their logorrheic binge, then one way to get back on track is to detect this early and to stop the interviewer at an appropriate time early and to explore if making a physical break in the surrounding will give you the chance to recover from this situation. “Can we go and take a look at the QA Test area, please? I am curious to see how the work is organized and carried out.” If they take you up on it then you get another chance to ask questions about what you are observing during the tour and use that opportunity to getting back on track.

From your side, one way to manager your time is to mentally envision a “traffic light analogy.” If you start speaking, imagine as if the “Green” light is on for about 60 seconds. The “Orange” light goes on for 15 seconds after that and the “Red” light comes on at 90 seconds. You must stop on Red! Now the interviewer talks!

Another strategy that works is not to assume what is described in the job posting as what is expected of you once you are selected for that job. The best way to explore this is to say (about one third of the way into the interview), I have read the job description and I understand what the job entails in broad terms, but could you please tell me the three most important parameters that will make the incumbent a clear winner? Listening to the response to this question is important, and taking notes of the key items mentioned in that response will give you a way to position yourself as the candidate for the job.

Following up:

Once the interview is over, the best next step to make up for any deficiencies that surfaced during the interview is to send a great thank-you note. The main purpose of this note is not to just thank the interviewer, but, more importantly, is to provide a stronger answer to questions where you could have done better. A short paragraph that starts with, As I was driving back from the interview I realized that another way to address the customer issue is to sit down with the customer face-to-face and to explore what it would take to get their business back, etc. Showing first-hand experience having done this goes a long way in making your recovery answer credible. It also shows that you are willing to go the extra mile to make things right.

In most cases making a cut in an interview has more to do with Chemistry, Competency, and Compatibility (the Three Cs) than anything else. Some of the Competency is already vetted through how you presented your resume and the cover letter. So, focusing on the two other Cs can help shift the tipping point in your favor.

Good luck!

]]> http://blog.dilipsaraf.com/2008/11/winning-interview-strategies/feed/ 0