However, previous experience at school or in a job is not enough to convince an employer of your future success. Your task in an interview is to paint a picture of success in the mind of the interviewer.
This article describes how to project a dynamic image of yourself as a successful employee.
Any employer will hire an individual if he is convinced that the hire will produce more value than it costs.
Convinced is the key word. No matter how extensive your background may be, the interviewer needs to see clearly that what you offer generates more value than it costs. The fundamental focus of the interview is on value.
This is true during times of recession, depression, high unemployment, or even layoffs in your industry.
- Generate revenue: Introduce new products, new markets, and new sales.
- Cut costs: Reduce overhead, purchase intelligently, pare down unnecessary expenses.
- Increase productivity: Develop more efficient work systems, training programs, and service plans.
- Be innovative: Gracefully challenge old models and traditional methods, improve packaging and design.
- Improve quality: Enhance value to customers, reduce defects, and promote shrewd inspection.
- Save time: Improve work flow, and organize delivery methods.
- Focus on customers: Understand their needs, and ensure customer satisfaction.
- Use technology: Computerize, communicate with E mail and LAN, and train employees to make technological leaps.
- Motivate others: Get people to collaborate and cooperate.
- Transform problems into opportunities: Focus on possibilities, redirect negative scrutiny to positive attention, open up new ways of thinking, being and doing.
- You have worked on problems similar to those the employer faces, and from different perspectives.
- You have knowledge of a particular technology that can ease bottlenecks, reduce costs, and speed service.
- Your particular combination of training and experience makes you especially qualified to serve the employer's vision.
- You understand the competitive situation in detail.
- You have talked to customers and know their concerns.
- You comprehend underlying issues even better than those within the organization.
- Your qualitative self-assessment projects take you far ahead of those with otherwise similar qualities (integrity, persistence, leader ship, etc.).
- You thoroughly understand a particular market and could provide access to this market for the employer.
- You rise to a challenge and will not give up until it's met.
Present a specific and positive picture of what you can do. Use active words and phrases that make the invisible idea visible.
Non-visual language: "I work according to a very high standard."
Visual language: "My high standards produce tangible results that look like this . . . Could we focus on the department's shift from local to global interests?. . . Let's picture markets across the world..."
Include the interviewer in your visions of future success. Ask: "As the department expands, how do you see your own job developing?" or "How would your consumers perceive this product?" Or "With future product expansion, how do you see this department functioning?"
Your interview will often focus on your history: "What did you do in your last job?" "What are your proudest accomplishments?" etc. Speak boldly of your future efforts as well. Direct the conversation toward what can be created, not just what can be repeated. Speak in terms of possibility, opportunity, and foresight.
Accomplishments, Not Duties
In describing past work, make the distinction between accomplishments and duties. Duties are what your job requires you to do. Accomplishments are the tangible results. Anyone can perform a job's duties, but your accomplishments are unique.
When you speak about results you've produced, you paint a strong picture of success. Below is a list of active verbs that will clarify your descriptions of your accomplishments.
Projecting Personal Qualities
Given the rapid changes in technology, some of your skills will quickly become obsolete. Although you want to describe what qualifications you have now, you should stress leadership qualities that distinguish you from run-of-the-mill candidates.
Best-Selling Leadership Qualities
- Confidence in times of uncertainty
- Communication that effects action in others
- Innovativeness and versatility
- Ability to motivate others
- Concern for customers
- Orientation toward high quality, peak performance
- A healthy competitive edge
- Global thinking
- Skill in coordinating complex tasks
- Willingness to promote diversity
"The pace of business is much faster than ever before. We need people who are versatile, who can jump into a new project at a moment's notice, stay on top of the changes in technology, and who can basically reengineer their job with little supervision,"
Expand the employer's thinking about the position he's offering. Keep in mind that even with a clearly printed job description, the work is subject to interpretation, emphasis, and change. Here are some questions to expand the interviewer's thoughts about a job. Create others on your own:
"How can the job be done more efficiently and at lower cost?"
"What would make the workplace more stimulating?"
"How can we coach others to attain higher levels of performance and satisfaction?"
"How can products and services be improved?"
"What are new ways to surprise and attract customers?"
"How can we identify undiscovered customer needs?"
"What would a breakthrough look like?"
Eliciting your interviewer's reaction to your performance takes the spotlight off you for a moment and gives you time to regroup. Ask questions like these:
"On the basis of what you've heard so far, do you believe I have the qualifications you're looking for?"
"Would you like to hear more about my experience?"
"I could give you more in detail about my last assignment. Would that be useful?"
Negative response from an employer is a gift when you take it as constructive criticism and respond appropriately. Unstated reservations leave you powerless to remedy the situation. Turn negative comments around with questions such as:
"I appreciate your response. If I were able to improve that significantly, would I be eligible?"
"I appreciate your frankness. If you were me, what would you do to rise above the norm?"
"I understand how it could be a problem. I can overcome that and would be glad to work with you on it,"
"I appreciate your feedback and know several ways to strengthen my knowledge of that (process, product, etc.). Can we still consider the opportunity open?"
