Ingredients of a Successful Interview

Interview Strategy

Be well prepared. Do your homework and research the company.
Make a very positive first impression. If this doesn't happen, the interview is generally over.
Answer every question in a manner that demonstrates professionalism and confidence. Explain how your knowledge, skills and experience will benefit the company.
Ask a lot of questions about the company's growth plans, services, market share, etc. Show genuine interest in the company.
Get a job offer. Give yourself choices. Once you have an offer, we can determine if this position matches your career objectives. Do not introduce obstacles (such as spouse's career, schools, real estate, moving expenses) that might discourage a job offer...we will cover these AFTER the offer is received.

Preparation

Research the company so that you know that the company is a good fit for you, and so that you will be able to impress the people with whom you interview.
Visit the company's web site to gather information about the company and its management. You will also want to review press releases/media information, and recent quarterly and annual reports.
Honestly assess your background and develop explanations for weak points.
Prepare a list of tough questions that may be asked, then develop answers to these questions.
Practice responses alone and with a trusted friend. Record and evaluate yourself.
Prepare a list of questions that you want to ask the company.
You have only 2 things to "sell" at an interview: how you increased sales or how you reduced costs.

First Impressions

Arrive at least 10 minutes early. Fill out any job applications fully.
Be enthusiastic, dress conservatively (coat and tie for men; a suit or a tailored dress for women) and put a positive spin on topics.
Look for ways to establish rapport with interviewer.

Answering Questions

Your answers to questions that employers ask will influence the hiring decision. When answering questions, follow the Question-Answering Rule: Answer every question in terms of your background and qualifications or in terms of the job to be filled.

The four types of questions employers ask:

"Tell me about yourself" means: "Tell me about your qualifications." Pre-plan your answer, then when asked the question:
- Describe your education.
- Mention each of your jobs in terms of accomplishments or performance indicators. State your educational background, work credentials and qualifications. Be concise and brief.

Personality questions attempt to determine if you have the qualities being sought.
- "What kind of manager are you?"
- "Are you creative?"
- "Can you do the job?"
- Answer personality questions in terms of the obvious answer supported by past or present experience as proof of your claim.

Motive questions attempt to determine if you will enjoy doing the job.
- "Describe your ideal job."
- "Would you prefer to work for a large or small company?"
- "What did you like most/least about your last job?
- Answer motive questions by again following the Question-Answering Rule. Answer in terms of your qualifications or the job to be filled.
- Don't be vague.
- Be specific.
- Be emphatic.

Salary Questions
- When asked the salary you desire, say that you understand that the salary range is appropriate for you. If asked again, be honest and direct about your current base salary and expected bonuses or other significant parts of your package.

The "tough" questions that employers ask are best handled:
- By being adequately and properly prepared.
- By never apologizing.
- By keeping your explanations brief and factual.
- By maintaining a constant interviewing demeanor.

To enjoy an interviewing advantage, prove your competency:
- By stating how well you performed in the past.
- By letting your past achievements promise future contributions.
- By using the 1-2-3 mini-story technique:
  1. Stating the problem.
  2. Describing your solution.
  3. Emphasizing results.

Asking Questions

Proper and adequate preparation will assist you in formulating your questions. Prior to the interview, research the company.

General questioning guidelines:
- Have a list.
- Don't cross examine.
- Focus your questions on the job.
- Ask questions that require an explanation.
- Don't interrupt.

Interest questions are job relevant and show your interest in:
- The job opportunity (a detailed job description).
- The company; its growth plans; its products and services.
- How the department runs within the company.
- People -- subordinates, peers, superiors.

Job satisfaction questions testify to your motivation to do the job and focus on:
- Meaningful work (the importance of the job).
- Your responsibilities and accompanying authority.
- Recognition for superior performance.
- Career potential.

Past performance questions serve a dual purpose, they enable you to avoid making a wrong decision and help sell your candidacy. They concentrate on:
- The reason the position is available.
- People who previously held the position.
- Their performance.
- Where are they today.

Sales questions enable you to determine the kind of person the employer wants to hire in terms of:
- Education.
- Experience.
- Future performance.
- Personality.
When you understand the kind of person the employer wants to hire, you can then say:
-"I can do the job you want done because I've done it before and I've done it well."
-Describe your compensating assets and/or education.

Summary
When asking employers questions:
- Ask the interest questions.
- Ask job satisfaction and past performance questions.
- Ask sales questions.
Avoid questions relating to:
- Salary
- Fringes
- Vacations
- Retirement
Let your recruiter do the negotiating for you. Your recruiter will address any benefit and salary concerns for you before you formally accept an offer.

Wrap It Up

Wrapping up the interview consists of:
- Getting a "what will happen next" summary.
- Accepting an offer on the spot if it's what you want.
- Always showing interest in all job offers.
- At the end of the interview, if/when your interviewer asks if you have any "last questions," he/she is looking for you to "close on the deal," to ask for the job. It is appropriate here to say "Yes, when do I start," or "Yes, can I start two weeks from Monday." You MUST ask for the next step!
- It conveys interest, decisiveness, commitment and confidence.

Ask for the job.
"I can do what you want done and I want the job!"

Follow Up
CALL YOUR RECRUITER IMMEDIATELY after the interview. We can't go to bat for you with the employer until your recruiter receives your feedback. Time is of the essence.

Send a handwritten thank-you (card or letter), postmarked THE SAME DAY as your meeting.