My client was so concerned about impressions and looks that when he was about to end our call, I surprised him with my question, “What does the company do?” He did not have an answer. On further questioning, I discovered that he did not even understand what the job entailed.
Ladies and gentlemen, would you go to a meeting without an agenda? Do you get into your automobile without knowing how to turn on the car? Do you look at a directory when you are going to a new mall? Well then why go to an interview without knowing the particulars of the company and the position you’re interviewing for?
It is imperative to conduct some research on your new job opportunity. When you go to an interview, you want to know something about both the position and the company. Job interviews are not an inquisition, they are opportunities to show off your personality, your desire, and the knowledge you bring to the table. So why not show off with a bit of homework on the company?
Depending on whether the company is private or public, there are three sources of information on it that you can use today at no cost: the company’s own annual report, business and industry news, and the old-fashioned telephone.
The Annual Report
This important multi-section document is a must read. Within its front pages, sales professionals will find a letter from the president or CEO indicating new products, growth plans, operational woes, and competitive plans. This first section will communicate how you and your producers help the company.
Another section of importance is the listing of company officers and board members. Review the list to see if your contact is in the upper tier and perhaps to learn about any board members that might be considered future customers.
Lastly, read the financial report, reviewing the numbers so that you know the company’s financial strength. From this section alone, you might be able to determine if the company has the money for your product. Or, perhaps you can save them money.
So where can you get an annual report? Call investor relations for the company or call your contact there. The latter will appreciate going the extra mile to find out about their company.
Other ways to obtain the report include going to the firm’s website or subscribing to an Internet service such as www.Hoovers.com or www.factiva.com.
Business and Industry News
I firmly believe that job hunters should read a major national business periodical such as the Wall Street Journal or the New York Times.
To properly serve your future customers, you must understand their successes, feel their trials and tribulations, and help to downplay competitive and marketplace pressures. Reading a major periodical will apprise you of new customer news and keep you abreast of any business changes.
Not enough time to read through the papers? Then subscribe to these papers’ email bulletin services for real-time updates.
As important as the real-time business news is, it is even more important for you to clearly understand the industry you want to work in. It is your job to follow that industry’s news. Perhaps the company your interested in services a niche industry.
Use the Telephone
When all else fails, pick up the telephone and call the firm’s human resources department. Let them know that you are coming in for an interview and want to learn more about the company. Let them know who you are interviewing with and when. Ask them if they can supply you with company information that can assist you.
You might even ask if you can speak to a valuable employee in a different department than the one interviewing you to get some information.
Be a detective in this step. Try to discover as much about the company as you possibly can so that you have a better feel for the environment, the position, and your future coworkers. Take the time to learn their business, and your efforts will be rewarded.
A job interview is your place to shine. You have one shot to make an everlasting impression on your future boss or peer. By doing some homework and taking the time, you illustrate your professionalism, attitude, and commitment to work.
I know many people who use this approach, and some of them have been hired on the spot following an interview. Do your homework and increase your chances or success!
About the Author
Drew Stevens is all about results! He has been delivering results on sales, productivity, and profitability since starting his business, Getting to the Finish Line, in 1999. His passionate and personable presence and his easy-to-remember ideas create immediate efficiency and effectiveness. Drew speaks and consults internationally and is frequently called upon by the media for his expertise. To receive Drew's Finish Line Sales Tips, please call 877-391-6821 or 636-938-4486, or send him an email at drew@gettingtothefinishline.com.
