Winning Interviews

The following is an excerpt from the book Cut the Crap, Get a Job! a New Job Search Process for a New Era. I will be running a series of excerpts from this book over the next couple weeks.

Once you get an interview, it's time to sell, sell, sell. Here are some thoughts on how to do that and separate yourself from the pack.

In Chapter 9, I coached you how to “pre-prepare” for every interview, even before you apply to your first job opportunity. Now, I want to help you WIN the job as a result of a job-specific interview. So we have fast-forwarded through time. You are prepared, you have been applying using brand new techniques, and you earned an interview. Congratulations! Regardless if the interview medium is phone, web video, or face to face, an interview requires an intense focus on how you sound, how you look, how you behave, non-verbal gestures, and so much more.

Learning how to interview reminds me of learning how to swing a golf club. There are so many things to learn and practice, ranging from my grip to the way I take the club back, pivot, swing, and follow through. Any slight error in one step can cause that little 1.7-inch-diameter white ball to go anywhere but straight. Interviewing is the same.

There are thousands of websites and guidance on “how to interview for a job.” Instead of repeating all of that here, my goal is to highlight how to be THE BEST in today’s new era of job search. The hiring and recruiting process has changed since the last time you interviewed, and my goal is to help you increase your odds of winning the job as a result of your great interview. A “good” interview is no longer good enough.

4 Principles of Job Interviews. Once you embrace these, you are on your way to success.

1. The Interviewer has an agenda. Know their agenda. During the interview process, there are three main questions that need to be answered to help the HR person, hiring manager, or interviewer determine if you’re the right fit for the job:

• Can this person do the job?
• Will he/she do the job?
• Will he/she fit in with the company culture?

2. The interview is all about THEM, the company, the hiring manager, the interviewer. News flash: It’s not about YOU sharing all you can about YOU. Everything you say and do must be relevant and meaningful to THEM. Be very careful.

3. The interview is your performance of a lifetime. You are being watched with every step you take, every move you make, including how you look. Think about it. From a company perspective, this is your BEST day. You have your best outfit on, you have been able to prepare with research, you can say amazing things about yourself and even brag a little. Once the company hires you, it’s potentially downhill from your best day. The point is that if you can’t be a great listener or communicator on this day, OR if you make huge errors such as bad-mouthing a prior boss, then you probably won’t win this job.

Don’t be fooled by venue, either. In this new era of job search, you may be meeting in a Starbucks café or on a web conference. Or the meeting might be called an “informational” or information-gathering meeting, which is an interview in disguise. Alternatively, the meeting might be with a friend of a friend who might have the job you are looking for. Safest bet: If there is a job in the midst, put that interview guard UP (avoiding mistakes) and keep it UP.

4. You can’t over-prepare for an interview. In my 30+ years of hiring, interviewing, and recruiting for other teams and coaching, I have NEVER heard a hiring manager say, “Wow, that candidate was too prepared for my interview,” or, “No way, she was too organized and had answers to every question I asked.” So I’m going to assume you have read Chapter 9 prior to reading on with this chapter. I won’t be repeating that guidance here.

Solution

Bring the Right Stuff: Save this as a checklist before every interview. I guarantee that the day you don’t check your checklist, you will forget something important.

• Portfolio or pad holder with plenty of paper and two pens
• Multiple copies of your résumé
• A copy of the job description with any notes on it that you want to ask about
• Multiple copies of your complete CTC Candidate Packet with your cover letter, CTC JD Profile, and résumé, all stapled together (Chapter 15)
• Multiple copies of your list of references (although this is rarely requested during an interview)
• Work samples (if relevant). This should never be proprietary information, so check with your prior employer.
• Breath mints (before you enter the building and in between interviews)
• Small bottle of water, protein bar, or snack
• Briefcase to hold all of the above. For ladies, it can be a larger purse. Avoid walking in with your arms full, unable to shake hands, or looking disorganized.

What not to bring to an interview:

• Cellphone
• Music player
• Gum
• Cigarettes
• Candy
• Soda or coffee
• Laptop or tablet, not even to take notes with, unless it is requested

Look and Sound the Part:

Interview Attire. Dressing formally and appropriately sends a signal to the interviewer that you cared enough to want to make a good first impression. Inversely, not being dressed appropriately will hurt you.

Job search is all about first impressions. You want your appearance to convey a confident, respectful, professional, and prepared job seeker. Remember, you are “on stage”... and this interview day is your BEST day. Obviously, you want the interviewer to concentrate on your skills, qualifications, and fit with their job description specifications.

However, if you look disheveled or too casual, you may be remembered for the wrong reasons. Interviewers know that what you wear is not your normal day-to-day attire, and it may not even be the everyday style of their office.

Be sure you understand the product or service of the company. Applying for a position with a law firm requires a different “attitude” in dressing than for an internet company or manufacturing facility. However, during my 30 years as a hiring manager and candidate, I have never heard an interviewer complain that “they came in dressed too nicely.”

The following are 13 mistakes that may derail your ability to make a professional first impression and may undermine your ability to WIN that job.

For Men:

Men’s Suits

• Mistake #1: Wearing a suit with bold colors, large prints, stripes, plaids, or funky patterns. Correction: Wear a jacket in a dark, solid color, such as navy or charcoal/gray.
• Mistake #2: Wearing a suit jacket with pants that don’t match. Correction: If you wear a two-piece suit, be sure it matches or wear a blazer and slacks—no jeans!
• Mistake #3: Wearing a suit made of an exotic fabric, such as suede, leather, or velvet. Correction: Wear a jacket of neutral fibers (depending on the season), like wool, a wool blend, cotton, or linen.
• Mistake #4: Wearing a garment that doesn’t fit. Correction: Anything too large or too small is a dead giveaway that it is not yours! Invest in ONE “interview” outfit; it’s worth it!

Men’s Socks and Footwear:

• Mistake #5: Wearing no socks, short socks, or socks with large prints, patterns, or bright colors. Correction: Wear socks mid-calf-length so no skin is visible when you sit down. Generally, your socks should match the bottom of your slacks.
• Mistake #6: Wearing dress boots, athletic shoes, deck shoes, crocs, sandals, or flip flops. Correction: Wear leather shoes with or without laces; dressy loafers are okay for a casual facility— shinier materials, such as patent leather, are too dressy.
• Mistake #7: Wearing a short-sleeve shirt, collarless shirt, ill-fitting shirt, rolled up sleeves, or wrinkled shirt. Correction: Wear a well-pressed, long-sleeve, button-down-the-front shirt with a collar. The shirt should fit your neck perfectly (if it is too tight, it will look strained, and if neckline is too large, your tie will drag the collar shirt down). Here’s the trick: Hang your shirt in or around a steamy shower for about 5 minutes to get the wrinkles out.
• Mistake #8: Wearing bold shirts in flashy colors or prints. Correction: Choose a solid or conservatively striped shirt.

Men’s Ties:

• Mistake #9: Wearing a flashy tie, a tie with religious, political, or sports symbols, or with cartoon characters. Correction: Wear a tie with neat repeating patterns or a traditionally striped tie. When in doubt, be on the conservative side.

Men’s Jewelry:

• Mistake #10: Wearing excessive amounts of jewelry or body jewelry (ear, eyebrow, nose rings, etc.). Correction: Limit yourself to a watch and one ring per hand.

For Women: While many of the mistakes and appropriate recommendations above apply to women as well, there are a couple of additional points for women:

• Suit: Wear a pant suit or a knee-length skirt suit.
• Hosiery: When wearing a skirt suit, wear neutral or flesh-tone stockings. In spite of the no-hosiery trend, this interview needs to be your BEST day, so err on the formal side.
• Shoes: Wear a low-heel shoe versus flats or four-or-more-inch high heels. No sandals, tennis shoes, or flip flops. Depending on the season, boots are okay too.
• Necklines: Too low a neckline can give the interviewer the wrong impression. Button up your blouses. Do not show any undergarment shoulder straps.
• Hemlines: Wear a suit that reaches the middle of the knee or 1-2 inches below the knee. When legs are crossed, the interviewer may be given the wrong impression.
• Perfumes: Do not wear any. Some interviewers may be allergic and you don’t want to leave an impression of your perfume in their office all day. Additionally, aromas are very subjective; the interviewer may just not like your scent...ever.

All Genders: Briefcase/Portfolio/Pen:

• Mistake #11: Not having anything with you to take notes with. Not having copies of your résumé. Correction: Bring in a portfolio or briefcase with a clean pad and pens (have backup!), multiple copies of your résumé, notes you have taken to prepare for the interview, including questions you will ask them, and a copy of the job description. Toss in a bottle of water and a nutritional bar in case you are waiting or are given a short break.

All Genders: Cellphone:

• Mistake #12: Talking or texting on your way into the interview area—or worse yet, taking a call during the interview. Your cellphone should be off once you are on the premises. Correction: Turn off your cellphone as soon as you step out of your vehicle or transportation. Trick: Put a big yellow sticky note on your portfolio to remember.

All Genders: Hats or Sunglasses:

• Mistake #13: Wearing a hat or sunglasses in the building for your meeting. Correction: Do not wear a hat and remove sunglasses immediately upon entering the building. (No sunglasses up on top of your head—remove them completely.)

These recommendations are for the traditional, conservative industries. If you are pursuing a position in the creative or artistic field, you may need to adjust these recommendations. However, always err on the conservative side of the industry unless you feel you simply could not be happy working in a somewhat conservative environment.

Remember, this is your BEST day and you want to be remembered for your “total package,” including the presentation of your skills and capabilities. Yes, dressing for success is important. As Shakespeare said, “All the world is a stage and we are merely players.” The interview is your “stage.”

• Be clean, odor-free. If you come to an interview smelling of cigarette smoke or bad breath, you will already have one strike against you. Too much perfume or not enough deodorant are common mistakes.
• Grooming is important, as well, so invest in a haircut and manicure (men and women!). Shine those shoes while you’re at it.
• Handshake. Your handshake should be firm—not sticky or wimpy. To avoid sweaty palms, visit the restroom, wash your hands, and then run them under cool water prior to the interview. Dry your hands well, as nobody wants to shake a wet hand, even if it’s water. Keep your palms open rather than clenched in a fist and keep a tissue you in your pocket to (surreptitiously) wipe them.
• Sound professional: Be polite and keep an even tone to your speech. Don’t be too loud or too quiet. Remember your manners and thank the interviewer for taking the time to meet with you. Don’t use slang. Speak clearly and confidently. Be humble as well.

Non-Verbal Success: The evaluation of your non-verbal communication will start as soon as you walk into the company’s lobby and continue until the interview is finished. If your non-verbal communication skills aren’t up to par, it won’t matter how well you answer the questions.

• Be happy: Hiring managers want to hire happy people. Only say positive things, even if you have a less-thanpositive experience in the past. Keep your emotions to yourself and do not show anger or frown. Smile!
• Be present: Sit up, give a solid handshake, and make eye contact. Leaning back in your seat with your legs crossed at the knee sends a message you are too relaxed for an interview setting.
• Be energetic: Lean forward a little towards the interviewer so you appear interested and engaged. However, keep your feet on the floor and your lower back against the back of the chair so you don’t look like you are lunging forward.
• Listen Attentively. When you sit down, put your portfolio on their desk to take notes, yet don’t take up too much of their space. Open up to a blank page with a pen ready. Don’t interrupt. Ever. Let them finish their full thought then pause another few seconds. Don’t jump on their last word with your message.
• Be calm: Yeah, right. You’re as nervous as a cat in a room filled with rocking chairs and you need to relax? Try. Breathe. Smile. Not sure what to do with your hands? Hold a pen and your notepad or rest an arm on the chair or on your lap so you look comfortable. Don’t let your arms fly around the room when you’re making a point. Light hand gestures are good.

Know the Job:

• Most candidates do not study the job description. The hiring manager took time to describe, as best as possible, what the job description (JD) is. While it will never answer all questions you have and some JDs are better written than others, it is the best tool you have to be successful in an interview. Peel it apart, line by line, and research what the terms mean if you don’t know.
• Develop a Job Description Profile for each opportunity. Compare your skills and background to the job description. See Chapter 15 for the template on how to do this well, called the “Cut the Crap (CTC) JD Profile.”

Know Yourself:

• Beyond standard strengths and weaknesses, are you well-versed and have written notes about YOU? Do you know the day-to-day duties where you are very skilled and skills you need to develop?
• Do you know why you want this particular position? What are you interested in this particular industry? Why are you interested in this company?
• What have other managers or peers said about your work style, leadership style, or management style in the past? Have you reviewed prior reviews or feedback tools? Have you taken any work style assessments such as the Myers-Briggs Type Indicator?

Ask for the Job at the End: Managers want to hire people who really want the position. Most candidates don’t say that. Say it in writing and at the interview. “Joanne, I want to share how passionate I am for this position and there are three main reasons: It’s fast-paced, I have experience with these partners in the past, and I can learn so much from you and others.”

Another good close is, “What is the next step?” or, “When do you plan to make a decision?”

Finally, ask them for their email address so you can follow up with a thank you note.

Tricks

1 See the tricks in Chapter 9. (The previous FMF post on Interview Preparation -- In Advance)

2 Day before the interview: Prepare for the interview logistics. Lay out your clothing, set your alarm clock, be sure you know where you are going, check your car for gas, make copies of documents, organize your portfolio and briefcase or purse, etc.

3 Day before the interview: Prepare for the interview questions. Even if you have been to interviews in the past month, re-read your 3 bullet points per interview question. Review the questions you will be asking them as well.

4 Night before the interview: Go back to the company’s website and read their latest announcements, press releases, speeches, and people changes.

5 “The Law of 3s:” For every question, both during your preparation AND during your interview, state no more than 3 things then stop talking. A full stop, not just a pause for breath. If the interviewer wants more, she will ask. If the silence becomes too awkward, you can ask, “Would you like more information?”

6 You will have a pen and paper open on the table during a face-to-face interview. In the far right or left margin, you can have some short clues to some key interview questions and answers that you are nervous about remembering.

7 When a question is asked, feel free to write some words about the question down so you can peek at it and stay on track.

8 Pause after the question is asked and think. Feel free to scribble 3 words down that will be your 3 points.

9 Smile and breathe. Feel free to take a sip of water.

10 Humility is treasured. Find an opportunity to say, “I have not developed that skill, but I’m very eager to learn,” or, “It’s a new skill for me, so I consider myself a novice and I’m excited to get to the advanced level.” Another great way to show humility is to ask them a question back, either instead of answering or right after you answer. Let’s say they ask you if know the NMFP Organization. “No, I have not learned that industry term or I don’t know that organization. Can you tell me about it?”

11 Phone interviews: Wear a nice top in case the interviewer wants to do a video interview using Skype or some other technology.

Comments

[No Waste]

If I could add...

Never forget, they're interviewing you to see if you would make their professional life easier. I always like to remind myself of that so that I primarily focus on how I can apply my skills to their particular needs.

[Nick @ ayoungpro.com]

Maybe it is the Millennial in me, but I have to (slightly) disagree with number 2. Sure, you will land more offers if you make the interview exclusively about them, but will you be happy with the job if you accept it? You need to spend some time figuring out if the company is a good fit for BOTH parties. Why would I want to work where the culture doesn't suit me, and why would the employer want an employee not suited to their culture?

[Paul]

@No waste, you hit the nail on the head! You should be trying to answer the question "how can I make your job easier?"

[tllstaco]

I have to agree with Nick, it's not only about Them but also about you. As much as they are interviewing you for a job, you are also interviewing them as a potential employer. You are determining if their culture meets your needs and desires for your career/employment. The job should be a win for both sides.

I once had an experience where in the interview several employees were fairly arrogant in their behavior. They also were verbally complaining about the company that had recently purchased the site. They ended up making an offer and I turned them down even though it was an increase in salary. The HR manager couldn't understand why I wouldn't want to work for this company. I told him that while they were interviewing me I was observing them. Also told him I found all of the heritage employees to be arrogant, bitter people who seemed to whine and be unhappy about everything. That sort of environment would be toxic to my career and I wasn't willing to accept that for any amount of money.

[Ronald Vautour]

Hi,

I've read some of your articles which relate to my present financial status and it does bring clarity.

i understand that i have to cut expenses and make sacrifices in order to decrease my debt-load.

This is a challenge but not an imposible one, it is mainly a matter of staying well- focused on discipline and following out closely one's finacial status on a daily basis.

Thank you very much.

Kindest regards.

Ronald