It starts with the moment you make the appointment. To begin with, don't be in too much of a hurry to be the first person interviewed. A survey we ran showed that the first person interviewed for a job is three times less likely to be hired than the last person interviewed for the job. So, while first impressions are important, last impressions are probably more lasting.
It's also important to your chances for being hired that your interviewer sees you under relatively stress-free conditions. That's why I think you're better off being interviewed on a Tuesday, Wednesday or Thursday than on a Monday or a Friday.
There are exceptions. If you're looking for a non-managerial position, for instance, it usually pays to be the first in line, so if you see an ad in Sunday's paper, be the first person at the company's office on Monday morning. And while it's true that Friday is not generally the best time to be interviewed, it's also true that most recruiters and agencies know of job openings on Friday that won't appear in the newspaper until the following Sunday. So, if you contact these recruiters or agencies on a Friday, you can sometimes get a head start.
And while I'm on the subject, let me tell you about my bad weather theory of interviews. Based on my experience, going to an interview when the weather is terrible gives you a better shot at getting hired than if the weather is nice. Why? For one thing, getting there in spite of the bad weather shows eagerness. Many interviewers (I know I do) will assume that if you braved the snow or rain or hail or sleet to come to the interview, you'll do the same when it comes to getting to work. Another thing, you probably won't have much competition on that bad, rainy day as you would on a nice day. The interviewer will be able to spend more time with you, which gives you more time to present your case. So remember, don't be a fair-weather candidate.
If your appointment is more than a week in advance, send a short note confirming the appointment. Let the interviewer know that you're looking forward to the meeting. It's a little thing, but it will make an impression.
I've already covered some of the general ideas of good interview performance, so let me list here the points that deserve special mention.
First, a list of absolute no no's.
1. Don't smoke-even if the interviewer smokes or invites you to do so. One good reason is that if you're very nervous, you may have trouble lighting the cigarette. You might also get ashes on the rug, or, who knows, burn a hole in a chair.
2. Don't drink alcohol-even if it's at lunch and the inter-viewer is drinking. Years ago, we failed to place a high executive who was about to be hired because on the day he was being entertained at the country club where he was going to be supplied a membership, he took one more drink than the other executives. One drinks more! Look at it this way. When you're on a job interview, you're working. Drinking dulls your wits, and your interview performance.
3. Don't confuse ego with confidence. Few things you do in an interview will hurt your chances more than turning the interview into an ego trip. Yes, you have to talk about yourself in an interview, and yes, you have to stress your accomplishments and exude confidence. But watch the sweeping "I" statements. Don't create the impression that if it hadn't been for you, your previous company would have gone bankrupt. Use "we" (in most instances) when you're talking about accomplishments on your last job. Be careful not to repeat the positive statements you say about yourself. And don't be afraid to plug into your conversation a fair number of "in my view," or "in my opinion's." Companies like people who are confident but deplore egotistical prima donnas.
4. Don't name drop. It's nice that you're on a first-name basis with a certain senator or celebrity, but doesn't mention it unless the subject comes up, and don't make a big deal about it. Don't try to impress the people who interview you with the people you know. In most cases, name dropping will only work against you.
5. Don't get into an argument. About anything: baseball, books, politics, and philosophy. Resist the temptation to correct the interviewer if you feel the person is misinformed (unless, of course, the misconception is directly related to you). One of the surest ways to lose the interview decision is to win an argument with the interviewer.
6. Never chew gum.
7. Never take anybody else to the interview. Not even your spouse. If somebody comes with you, have them wait outside the building.
8. Never make as a condition for taking a job the hiring of your spouse. Well, almost never. If you're being offered a job in some remote place where your spouse may have trouble finding work, this condition might not be out of line.
9. Never ask to use the interviewer's phone. If you have to make a call, ask the receptionist.
10. Never tell jokes. It's good to show a sense of humor in an interview, but interviews aren't the place to tell jokes. I think I have a pretty good sense of humor, but not once in more than thirty years has a job candidate made me laugh with a joke.
11. Don't carry anything but your briefcase or purse into the interviewer's office. Leave your coat and any packages you may have with you in the reception area.
12. Don't use jargon. Talk the interviewer's language, which is Basic English. Watch the "You know," "I means," and the overuse of certain adjectives: "fantastic," "super," "fabulous," and so on. And don't get into what some people call "psycho-babble," in which you talk about your "space," what you're "into," and how you couldn't get your "head together" on your last job.
So much for what you shouldn't do. Now let's turn to some reminders on the positive side.
1. Look and feel your best. You must look as good as you're capable of looking when you go into any interview. If you're a man with a heavy beard and your interview is in the afternoon, have a razor with you so you can shave just before the interview. Have a freshly pressed shirt with you as well. In the event you're not feeling yourself-you have a really bad cold, etc.- see if you can cancel the interview, but only when you're convinced your appearance or condition may work against you.
2. Get there on time. Obvious? You bet-and for the best of reasons. Our surveys show that showing up late for a job inter-view will probably hurt your chances of being hired in roughly 70 percent of the interviews you go on, and will definitely hurt your chances in nearly 50 percent of the interviews.
Give yourself at least a half-hour margin. Don't show up at the office a half hour early, but make sure you're at the building or the site. If you're early, you'll avoid the tension that invariably arises when you're running late-and don't underestimate the ability of this tension to hurt you at the interview. Use the waiting time for some useful purpose. If you're driving, do some paperwork in the parking lot. Read. Go over your notes for the interview.
If the interview site is somewhere you've never been before, and you're not sure of the directions, make a dry run the day before-a precaution against finding yourself in that horrible position of being lost five minutes before a scheduled appointment. And in the event that you know ahead of time you're going to arrive late (I consider anything over five minutes past your scheduled time "late"), you're probably better off calling to cancel the interview than arriving late and flustered.
3. Pay scrupulous attention to etiquette. It starts the minute you enter the reception area-with a smile and a friendly hello to the receptionist, and a thank you when you've been announced. Show the same courtesy to the secretary who escorts you into the interviewer's office. Unless you're invited to do otherwise, refer to the interviewer as "Mr." or "Mrs." or "Ms." A usually reliable way of seeing just how familiar the interviewer wants you to be is the manner in which he or she introduces his or her own name to you. If the person uses a nickname or a shortened first name, "Hi, I'm Pat Evans," and calls you by your first name, you can do the same. When in doubt, be formal and use the last name. Sometimes, you can get a clue from how the secretary introduces you. If the secretary says, "Mr." or "Mrs.", follow suit
4. Be observant. As soon as you walk into the interviewer's office, look around for possible conversation points-things that the two of you may have in common. Are there photographs on the desk of children who look to be the same age as your own? Are there photographs on the wall that show your inter-viewer has the same athletic interests you have? Are there any trophies around? Check out any books lying on the desk. Maybe you've just finished the same book. Look at the view: is it special? Are there any unusual pieces of furniture in the room? Anything you can mention or bring up that will get the two of you sharing information, showing mutual enthusiasm; will make the rest of the interview go much more smoothly. I know a salesman who has a marvelous eye for clothing. You should see the response he gets from people when he says how much he admires a jacket or a suit, and then proceeds to name the designer. Not a bad tactic.
5. Show the appropriate attitude. Let's start out with what's inappropriate. It's inappropriate to be patronizing or intimidating to a lower-level person, regardless of how much older than that individual you may be, and regardless of how much more money you were making than that person in your last job. Respect the fact that the personnel interviewer has a job to do and may be intimidated by you anyway. Respect the fact that this person, no matter how much less intelligent he or she may seem, has the power to move you along in the interview process or to scotch your chances for the job. And remember that truly important people don't have to act important.
It's inappropriate to try to impress an interviewer-particularly an interviewer who may not be familiar with your particular specialty-with the scope of your technical knowledge. Avoid jargon that has meaning to you and the people in your field, and nobody else. Keep your conversation as non-technical as possible, except in those cases when the interviewer shares your technical knowledge.
It's inappropriate to try to pressure the person interviewing you into offering you the job. ("Mr. Adams, I have several excellent offers pending, so you're going to have to make your mind up about me very soon.") Of course, if you do have several excellent offers pending and you're prepared to take the calculated risk that mentioning these offers won't offend the interviewer, go ahead and mention them. But do it in a matter-of-fact way; don't present the information in the form of an ultimatum.
Now for the appropriate attitude.
Obviously, you want your attitude to be businesslike but at the same time warm and courteous. And, above all, make sure that everybody you come into contact with (the receptionist, the secretary, and the interviewer) senses from you a feeling that you consider them important.
The way you convey this is to recognize that each person, in his or her own way, is important. Suppose you were waiting on line in the motor vehicle bureau to have your car registered. You've waited a half hour, only to find that you made a minor mistake on the application-a mistake that has just been pointed out by the person behind the counter.
You could, of course, make a big fuss-complain that you're going to call the supervisor. Or, you can acknowledge the importance of the person behind the counter and direct your strategy accordingly. "I know you must be busy, but is there a way we can handle this that doesn't involve my going to the back of the line?"
Which approach do you think will produce the best results?
Respect the time and the importance of all the people you meet during the course of job hunting, and you will be surprised at the respect and cooperation you get in return.
6. As many as 90 percent of the interviewers you're likely to run into consider basic enthusiasm a very important qualification for being hired. Smile. Be responsive. Radiate energy.
7. Know ahead of time the points you want to emphasize, and make sure you emphasize them. Before you go into any interview, you should always have an idea which of the "selling points" about yourself you feel need stressing the most in this particular interview and for this particular job. Choose three or four (no more), and make sure that you keep hitting hard on these factors throughout the interview, albeit in different ways, of course. Let's say that you've picked the following three points:
- Your strong background in the industry
- Your contacts in the field
- Your skill at motivating your subordinates
What I'm suggesting here, really, is that you custom design every interview. Get a game plan. Know ahead of time what you want to accomplish in the interview, and make it your business to achieve it.
8. Make sure the conversation goes two ways. Which means that neither you nor the interviewer does the bulk of the talking. Keep your answers brief. Stick to the subject, and don't get sidetracked by stories or discussions that don't relate to the job. If your interviewer likes to talk, don't interfere, but make sure you have enough time to get across the points you want to emphasize about yourself.
9. Don't be shy about asking for a chance. Not begging for a chance, asking for one. For instance, if it appears in the course of an interview that the interviewer is concerned about your qualifications, I see nothing wrong at all in offering to do a project, without a fee. If you're a copywriter, ask if you can work on a project or two. If you're looking for a job in research; offer to do a brief assignment. Chances are, they won't take you up on your offer, but the fact that you made it will inspire confidence in you. If they offer you the chance, all the better: you're halfway home to getting the job. Of course, make sure when you make this offer that you can deliver.
A business friend of mine named Arthur, looking for a financial analyst, called me. Arthur was associated with one of the giant corporations. He was holding interviews in his hotel suite one day when there was a sudden downpour of rain late in the afternoon. My candidate showed up on time, but drenched to the skin. Arthur suggested that the candidate take off his jacket, but his shirt was wet as well. Arthur then suggested that the candidate remove his shirt. Eventually the candidate was being interviewed in his undershorts. During the course of the interview, Arthur looked at his watch and commented that he hadn't been to church that day. The candidate said he would be glad to go with him to the church. So he put on his soggy clothes. He covered his head with a newspaper, and ran with Arthur to the church a block away. "When I got inside the church and kneeled," Arthur described, "I noticed that the guy was just sitting there, so I asked him why he wasn't kneeling."
"Because I'm not Catholic," the candidate said.
"Then how come you're in church?" Arthur asked.
"Because I really want this job," the candidate said.
"You're hired," my friend said.
10. Show a willingness to do something extra. A friend of mine who is the president of a small consulting company hired an executive secretary recently mainly because the woman indicated, during the interview, that she was very good at making travel arrangements. "I imagine you do a good deal of traveling," she said. "I've done a lot of work with airlines, and I know the ins and outs of the best fare deals. I think I could save you money on airfares." The lesson here is this: IE you can show the interviewer that you can handle not only everything that's required in the job, but more to boot, you give yourself that much of an edge over the competition.
11. Have a small notebook and pen with you. A little thing, but it could come in very handy if you're looking for names and numbers. I always liked it when a candidate would take out a small notebook and pen to jot down a name I was giving. It showed a sense of organization.
12. Come away from the interview with something. If you sense that the particular job for which you're being interviewed isn't suitable for you, don't consider the interview a lost cause. See if you can't get some suggestions from the interviewer-a lead or two for other jobs. And here's something else to remember: if the person in your first interview tells you that he or she wants to send you along for a second interview, see what you can find out about the second person. What's that person like? Where did he or she go to school? Does he or she have any hobbies? Sail? Play golf? Does the first interviewer have any suggestions as to how you might make a more favorable impression on this second person?
When It's Your Turn to Ask the Questions
At some point in the interview, usually toward the end, the interviewer is going to ask you if you have any questions. This invitation is more than a formality, so don't neglect the opportunity. Our surveys show that as many as 90 percent of the executives who interview candidates expect you to ask questions. The chance to do so gives you time to find out things about the company that could help you decide to accept the offer, should you get it. It also gives you a chance to impress your interviewer with what you have to bring to the position.
This session of the interview is not-repeat not-the time to discuss the mechanics of the job. Don't ask about salary or benefits or office location. You can always discuss these things after the offer comes through. Instead, ask questions that suggest that, while you're confident you can do the job, you have some reservations that might affect your decision to accept it or not. Here are six such questions. If you can, ask any two or three of them.
- I'm curious to know why you've gone outside the company to fill this position.
- What were the strengths and weaknesses of the person whose place I'm taking?
- Assuming I'm offered the job and take it, what sort of performance is the company expecting?
- How receptive is the company to new ideas?
- What would you say is the number one priority for the person who takes this job?
- What would you say are the main strengths a person who gets this job needs to have?
Never expect to walk out of an interview with an offer in your pocket. No matter how much you've impressed the inter-viewer, he or she is going to want time to think the matter over and to talk it over with others. So don't pressure the interviewer into making a decision before he's is ready to make this decision. Your pressure could backfire.
End the interview on a positive note. Tell the interviewer that you're more interested and excited about the job now than ever before. Let it be known-without pleading-that you want the job. At some point, say the five words that almost every interviewer will respond to: "I won't let you down." Thank the interviewer for his or her time. Say how much you've enjoyed the talk, and how profitable you've found the interview.
If you're feeling confident, try the following tactic. Tell the interviewer (before he or she gets a chance to say it to you) that you imagine they'll want to take a few days to make the decision, which is good because you want a few days too. Then offer to call him or her and ask whether a certain date is okay. You may get the familiar "Don't call us, we'll call you." Then again, the interviewer may take you up on your offer. Or, the interviewer may tell you to call sometime next week.
Apply gentle pressure. You want to nudge an offer out of the company, not force one.
