A typical interview may take from only thirty minutes to an
hour, yet it could determine your business career for years to
come. Obviously, therefore, it's well worth taking the time to
prepare for the interview so that your confidence will be
increased and you'll be able to make the most of your
qualifications.
Your primary objective, of course, is to convince the
interviewer that you are the best qualified candidate. You need
to "sell" your experience, qualifications and ability.
If you make your living in a field other than sales, you may feel
that you don't have a sales personality. But consider this:
all of us are selling all the time. Every day of
your life, you are selling your views and ideas to your family,
friends and business associates. Every time you persuade your
colleagues to use your solution to a business problem you use
your selling skills. So you can sell, and selling yourself in an
employment interview doesn't require any new selling skills. All
you need is a basic sales strategy that anyone can use: Find out
what the prospect (the interviewer) really needs; then package
your product (your experience, qualifications, ability) to meet
those needs.
This sales approach involves more than simply listing the
virtues of your product (which you really do when you prepare
your resume). It means that you must evaluate all of your past
responsibilities and accomplishments in terms of the position to
be filled.
To use this strategy effectively for your interview, you need
some advance preparation:
1. Research the company.
2. Review your experience and qualifications.
3. Revise your resume, if necessary, to emphasize the
experience and qualifications most pertinent to the company.
Research The Company
If you've ever conducted an interview, you know how impressive
it is to talk with a candidate who has shown enough interest to
find out more about the company that its name and address.
You should know about the company's products or services,
markets, sales volume and growth. Check out its plant locations,
recent stock market activity, and its standing in its particular
field.
In addition to what an annual report and your Martin Alexander account executive can tell you about a
prospective employer, there are various directories and source
books that report on both public and private companies.
Once you've found out as much as possible about the company
and the job, you're ready for the next step in your pre-interview
strategy.
Review Yourself
Review your experience and qualifications in terms of the
specific job. Suppose, for example, that your ability to solve
marketing problems or reduce production costs is a significant
feature of your experience and would be a valuable benefit for
your prospective employer. Be prepared to offer specifics about
the savings or profits that resulted from your efforts, or about
other contributions you've made to the success of the companies
you've worked for.
Revise Your Resume
Prepare a brief resume (preferably one page), showing your
work experience chronologically and highlighting at least one
major accomplishment for each position held in the past 10 years.
If at all possible, choose examples that show experience that
could be of special value to your prospective employer.
Proofread your resume carefully for misspellings and grammar,
and be sure it is neatly typed, or preferably, laser printed.
Think
About Your Answers To Questions
You're Likely To Be Asked
To help you consider answers ahead of time, we're listing some
of the probable questions:
"Tell me about yourself." With what
you've learned about the company and the position, plan an answer
that emphasizes your experience and accomplishments in terms of
the position to be filled. Don't be modest and do take credit for
your successes.
You can use this same question to get the interviewer taking
about his own needs, by answering him, "I'll be happy to
tell you about my qualifications, but there's so much to cover
that I'd like to know more about the position and your company so
I can answer more specifically."
Then, depending upon what the interviewer says, you can modify
your planned response to put even greater emphasis on relating
your experience and qualifications to his requirements.
'What are your goals?" This is a very
popular question because well-thought-out goals show maturity and
a commitment to your profession or business. Your goals should be
both long- and short-range; ambitious but realistic.
"What is your greatest strength?"
Again, answer the question in terms of the position to be filled.
State your greatest strength and support your claim with
illustrations of past accomplishments.
"What is your greatest weakness?"This
is a loaded question because negatives usually won't score pluses
for you on the interviewer's evaluation sheet. Offer a
job-related minor shortcoming or a "positive-negative"
such as, "I've been accused of being a workaholic." Or,
"I've been kidded about being a perfectionist."
"Why do you want to leave your job?"
Be sure you have a good answer to this question before going on
an interview. Your reason for leaving might be because of
corporate changes, lack of opportunity or recognition,
insufficient authority, or unsatisfactory earnings. If
appropriate, you might say, "I wasn't thinking of changing
jobs. I'm not unhappy where I am, but I was told this was an
opportunity worth discussing."
If you were terminated, or are leaving because of a
personality conflict, be very careful not to make negative
statements about former employers or colleagues. Explain the
situation as factually and briefly as possible. Then - to turn
what might be a negative into a positive - your might add,
"Despite that problem, I really feel I learned a great deal
in that job and from that company, and I'm sure I could put that
experience to work for you effectively."
"What salary range are you looking for?" You
should avoid discussing compensation on the first interview
unless you're actually offered the job and want to accept it.
If the interviewer asks specifically what your salary
requirements are, your answer should be, "What I'm really
looking for is the right career opportunity. I'm sure you'll make
me a fair offer if you want to hire me."
If you are pressed for a specific figure, describe your
current compensation and then add, "I believe on the basis
of what I've accomplished I'd be entitled to some increase, but
I'd rather hear what you think I'm worth to your company."
Plan On Asking
Questions As Well As Answering Them
During your research and preparation, you'll probably think of
several questions you'd like to ask the interviewer. Questions
about the job duties, the company and its services show your
interest.
Questions about people who held the position previously and
where they are today illustrate your interest in the company's
future and can keep you from making a wrong decision. Questions
about the importance of the job, your responsibilities and the
authority, and the career potential indicate that you are
goal-oriented and motivated to succeed.
Questions that boost the interviewer's ego and give you an
insight into general company morale are: "Why do you
like working here?" Or, "Are there any major
company problems that might affect your decision to stay here or
my decision to work here? After all, I'm looking for a long-term
relationship."
Questions To Avoid
Until the job is offered, do not ask questions about fringe
benefits, vacations, retirement or, of course, salary. Before
your interview, Martin Alexander Executive Search
will tell you the earning potential and other basic benefits.
Other benefits and prerequisites can be discussed when you are
actually offered the position.
Dress Conservatively
For The Interview
Visual first impressions are important. Consider your personal
grooming. Your own personal taste in clothes may not always be
most appropriate for a job interview. You are safer to err on the
side of conservative attire. Try to appear as businesslike as
possible.
The Interview
Plan to arrive at least 15 minutes early for your interview.
Carry a briefcase or portfolio with several copies of your resume
and some examples of your work. Be sure you know how to pronounce
and spell the name of the person who will interview you. Greet
your interviewer with a firm handshake and maintain eye contact
at all time. It's best not to smoke.
Your Attitude And Tone
Are Important
Answer all questions positively and enthusiastically. And
remember your basic strategy: show how your qualifications,
experience and ability relate directly to the company's needs.
Always conduct yourself as if you are determined to get the job
you are discussing. Never close the door on opportunity - the
more positions you can choose from, the better.
Close The Interview
With Enthusiasm
When you sense the interview is coming to an end, try to
summarize a few of your key credentials, and stress your interest
in working for the company.
If you are really interested in the position, this is the time
to say so and to ask about the next step., If the position is
offered to you, and you want it, accept it on the spot. However,
if you are not prepared to accept, tell the interviewer you'll
need one day to think it over. If no offer is made, ask for a
second interview date.
Don't be discouraged if an offer is not made at the first
interview, or if an appointment for a second interview is not set
at this time. The interviewer might first want to communicate
with your Martin Alexander account executive
before further negotiations.
And Finally, before you leave, be sure to get the
interviewer's business card - you'll need it for an important
follow-up contact.
After The Interview
After the interview, there are three things you must do:
review, report, and write.
Review what happened.
Take a few minutes to summarize (on paper) what happened in the
interview while it's fresh in your mind. Write down the names of
the people you met and a description of the job duties. Jot down
the portions of the interview that you thought went well and
those that caused you some problems. (If you're called back, this
analysis will make your next meeting even more successful; if
not, you'll be better prepared for an interview with someone
else.)
Report to Martin Alexander
Executive Search how the interview went so that
we can be more effective in talking to the employer about you.
Write a "thank you" note to the interviewer. Within
24 hours of your interview, write the interviewer a short letter
of thanks. In your letter, mention at least one feature of your
experience that would be useful to the company, and again express
your strong interest in the position. Conclude your letter by
mentioning that you hope to meet again soon.
Good
Luck, It's Not As Tough
As It's Been Made Out To Be!
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Martin/Alexander Executive Search
Corporate Office
2102 Business Center Drive Irvine, California 92612
Your Strategy For The
Interview
