In some ways, the position is even worse. A lot of judgments are made within a matter of seconds. Think about it. What do you do when you meet someone for the first time? The moment you clap eyes on them you start pigeon holing them without even thinking about what you are doing. Pin-stripe suit? City gent. Twin set and pearls? Middle-class shire county lady. Long haired bloke with beard? We could go on forever.
But it is not just clothes. We also make assumptions based on build, posture, vigor and a host of other factors. And that is before people even open their mouths. When they do speak, more judgments are made, based on accents, vocabulary, fluency, confidence, voice pitch and so on.
Like you, interviewers are human. They cannot help picking up all these signals any more than anyone else can. The only difference is that professional recruiters are trained to be aware of the processes which, in most people, take place purely sub-consciously. Particularly when a candidate makes a very strong first impression, they try to be objective, even playing devil's advocate for the rest of the interview in an attempt to validate, or repudiate, that initial judgment.
At least, that is what they should do. It does not always happen in practice, especially if they are tired, or pushed for time, or having a bad day - or because they already have a good shortlist and are, without necessarily being aware of it, looking for reasons to rule people out rather than in.
Once a first impression has been formed, it is all too easy to filter all subsequent information, rationalizing each item to fit the judgment which has already been made. When the initial impact is favorable, this is called the halo effect; when unfavorable, the reverse halo effect.
If highly experienced, professionally trained recruiters find this behavior pattern difficult to counteract, imagine how much more likely it is to occur when the interviewer is an amateur, like the typical line manager who will claim with great conviction, 1 know how to judge people. That's how I got where I am today'.
Mirror, Mirror
What kind of an impression do you make? Dressed as you would be for an interview, stand in front of a full-length mirror. Take a good look at yourself. Try to be objective. If you find that difficult, get a second opinion. In fact, get a second opinion anyway - no one is that honest about themselves. And do not ask your partner or your children or your parents. Find someone who is both independent and who can angle their opinion from a business viewpoint. It could be a networking contact or one of the people you meet at a job club. The main thing is that it must be someone who understands what is expected in business circles and who will not be embarrassed about being completely honest with you.
If you have the opportunity to be put on video, do not be afraid to take it. Disconcerting though it may be to watch yourself on the box, you can learn an awful lot from it. This is what happened to Brian when he attended a session on interview techniques. Although he was impeccably dressed and highly articulate, Brian habitually talked into his boots rather than projecting towards his audience. As soon as he saw this on video, he realized what he was doing and, by correcting it was able to achieve what was little less than a complete transformation in the impact he created.
Bearing Up
There is, of course, a lot more to posture than the angle of your neck. What is more, the importance of good posture lies not only in the effect it creates on the interviewer, but also in its influence We cannot all have the kind of height and build which creates that automatic physical presence that enables some individuals to dominate a whole room full of people. Fortunately, this is not at all necessary. It can even be a disadvantage, in that some people actually find it threatening and that is not the effect you want to have on interviewers.
When you greet the interviewer you must, however, achieve that positive first impression, which means the following.
- An upright, but not stiff, stance.
- Looking the interviewer in the eye - which will also ensure that you do, in fact, keeps your chin up.
- Smiling warmly, with your eyes as well as your mouth.
- Shaking hands firmly. The wet fish handshake creates such a negative impression that many interviewers will reject a candidate on that factor alone. Do not go right to the other extreme, though. If you see the blood rushing to the other person's eyes, let go.
- Making sure that your first few words are clear and positive. A lot of candidates are too eager and either gabble or fall over themselves. If you are prone to this all too common tendency, try steadying yourself by taking a breath before you speak.
What to Wear
If anything, your clothes are even more important than your posture. Certainly clothing, and other aspects of appearance like hairstyles and accessories, cause far greater problems. While there is general agreement on what constitutes a businesslike bearing, what clothes to wear on any given occasion can be far more complicated.
One problem is that there are so many different prejudices. Asked what would turn them off a candidate before a single word was spoken, a diverse group of line managers came up with long lists which included (for men) beards, white socks, grey shoes and strong after-shave and (for women) no make-up, too much make-up, bare legs and trousers. The safest bet is therefore to err on the side of neutrality and conservatism, avoiding the inherent risk of making yourself instantly forgettable simply by being that bit more crisp and professional than the competition.
You should, of course, give some thought not just to your own image but also that of the organization you are being interviewed by. Different expectations do exist in a City bank, a factory, a housing association, an advertising agency and so on. Normally, if you have been working in a given environment, you will be aware of its standards.
If, on the other hand, you need advice on the kind of appearance that would be appropriate, there are always people you can turn to. Network contacts are a useful source, especially where you are transferring your skills from one business sector to another. Alternatively, when you have had a first interview with a head-hunter, selection consultant or agency, you can always ask them for tips about how to present yourself when you meet their client. It will be as much in their interest as your own to ensure that you create the right impression.
Finally, there are the professional image consultants, who - for a fee - will do for you what they have done for politicians and other public figures. Whether ordinary mortals like job-hunters need this kind of service is a somewhat moot point. Power dressing, like the excessively glossy CV, may be seen by interviewers as over the top.
Furthermore, although a session with an image consultant will cover all aspects of your appearance, a significant chunk of the time is usually devoted to the colors that are right for you and the impression that you make as a result. Since executive males are effectively limited to dark grey or navy suits and a restricted range of shirt colors, and many women have a natural sense of the colors that suit them best, the value of this is questionable.
Unless you can get a free image session - some companies run courses for their employees, either just on image or as part of training in things like presentation skills - it is probably worth-while only if you have reason to believe that your appearance is having a seriously detrimental effect on your job prospects. For those whose appearance is broadly acceptable but who could just do with a bit of extra polish, the following extracts from what the image consultants would probably charge a three-figure fee for telling you ought to suffice.
Unisex Tips
The following ground rules are valid for both men and women.
- Quality rather than quantity applies once again. It is better to buy two good suits than four cheap ones. Quite apart from their better appearance and fit, good clothes actually provide better value in terms of cost per wearing because they last so much longer.
- Having invested in good clothes, look after them. Brush suits after wearing, keep them on the proper type of hangers and have them cleaned regularly. Get shoes re-soled and heeled before it is overdue and use shoe trees so that they keep their shape.
- In the vast majority of business environments, you should avoid being trendy. Classic styles are not only more acceptable, but also mean that you do not have to keep throwing clothes out and replacing them with the latest look.
- Do not ruin a good suit with tacky accessories such as nylon shirts and cheap acrylic blouses. In particular avoid juvenilia, like pink elephant ties, teddy bear brooches and watches that say Mickey Mouse past Donald Duck rather than ten past two.
- If your body shape is less than ideal (join the club), choose clothes that compensate for its failings, rather than accentuating them. For example, short people can achieve an illusion of greater height by wearing vertical stripes.
- Carry only a briefcase (a handbag is an alternative for women, but do not carry both). Go to the bottom of the class if you arrive with one or more plastic carrier bags. Do your shopping after the interview.
- Never neglect personal hygiene. Dirty nails are a killer. So is lank and greasy hair.
- Even worse are odors. Use a (fragrance free) deodorant and, particularly if you smoke, a mouthwash. Women should apply perfume only very discreetly, if at all, and men are definitely advised to leave the after-shave for the weekend.
Do not be fooled by the fact that in some continental European countries dress is apparently more casual than it is in the UK. Although men may wear jackets or blazers rather than suits, these are carefully coordinated. The overall effect is often smarter than the average British businessman's appearance. Style is particularly important in Italy.
In any case, at an interview you will rarely go wrong by erring on the side of formality.
Women Only
While women have rather more freedom, or quandary, of choice than men, the following broad guidelines will apply in most cases.
- Whilst a suit is not obligatory, a jacket is - at least in all bar the most casual of environments. Women should take advantage of the fact that, unlike men, they can choose a variety of jacket lengths. Short women should normally wear a short jacket to keep them visually in proportion, but any women who have large thighs or hips should avoid jackets which accentuate these features by ending at the widest point.
- Do not try to wear the trousers at the interview, at least not literally.
- Skirts, like jackets, need to be selected carefully, bearing in mind your figure shape and the features which you consequently wish either to emphasize or conceal. You must also ensure that the skirt co-ordinates with the jacket.
- While a shorter skirt will give a woman who lacks inches a leggier look, it is generally better to err on the conservative side with regard to length.
- With all garments, but particularly skirts and jackets, a good fit is vital - neither baggy nor too tight. The latter is the greater sin. Never let anyone apply to you P. G. Wodehouse's tart comment: 'She looked as if she had been poured into her clothes and had forgotten to say "when'".
- Belts give authority but must be the right width for your waist.
- Blouses sit right next to your face, so choose them with care, and make sure that pattern, color and collar all go with your jacket.
- Knitwear is casual and reduces the amount of authority you convey.
- Classic shoes, enclosed and with leather uppers, are the most professional bet. Heels, which should never be scuffed, should strike a balance between the frumpy flat tie and the 6-inch stiletto.
- Unless you are being interviewed in a heat wave, and your legs are smooth and tanned, always wear tights. They should be plain, not patterned, and do carry a spare pair - remember Murphy's Law?
- It should not be necessary to mention underwear, except that panty lines can show and dark lingerie may be visible through light clothes. Make sure that you are not the one to let yourself down.
- Make-up is considered to be an essential for the executive image, but not too much - and do take care to ensure that it never gets onto your collar.
- With jewellery, the rule, once again, is quality rather than quantity. Always wear earrings, but not dangly ones. A smart brooch can liven up a sober suit.
- Make sure that your hairstyle suits both your face shape and your professional image. You also need one that will still look good when you arrive at the interview, not just for five minutes after you have set it.
- If you wear glasses, select them with care - interviewers are going to be looking at your eyes for more of the time than all of the rest of you put together. They should complement the shape of your face, and you should avoid both old-fashioned and gimmicky designs.
- Scarves, gloves, watches, pens and so on should all be tasteful and of good quality.
The impression a man's clothes make can vary just as much as a woman's, even though his choices are fewer. Watch the following points.
- Suits are de rigueur for interviews at executive level in the UK.
- Darker shades give increased authority but black makes you looks like an undertaker. Browns and greens give a rustic impression, as do tweeds.
- If you buy suits off the peg, do make sure that the jacket fits properly across the shoulders and that the sleeve length is correct - when your arms are by your sides the sleeves should end at the thumb knuckle, where hand meets arm.
- Trousers with turn-ups make legs look shorter.
- If your trousers have belt loops, wear a belt. Braces may be more flattering if your waist is not exactly trim, but avoid trying to emulate those worn by Sir John Harvey-Jones unless you can also match his personality.
- Waistcoats do not go with double-breasted suits. If you do wear a waistcoat, the one thing is to leave the bottom button unfastened.
- Buy good quality shirts in colors that complement your complexion. Shirt sleeves should be long enough to show about XA to % inch of cuff below the jacket. A correct collar size will enable you to insert one finger between the collar and your neck.
- Ties offer the greatest opportunity for the male to make a personal statement and are consequently also the greatest potential hazard. Try to strike a balance between being deadly dull on the one hand and ruining an otherwise professional impact on the other by being patently crass. Pre-matched shirts and ties are out unless you actually want to be labeled a chain store clone. Prefer silk to polyester, and take the trouble to tie a neat knot which stays in place.
- Socks are the next most hazardous area. Wear plain ones rather than the pair the kids bought you for Father's Day, and remember that an expanse of hairy leg is unlikely to enhance the interviewer's opinion of you.
- Black is the safest color for shoes. Suede is distinctly naff.
- Identity bracelets come into the same category as suede shoes. The only permissible items of jewellery, unless you count your watch (not plastic, please), are a signet ring or wedding band and cufflinks - tasteful, good quality ones.
- Hair must be cut regularly and in a businesslike style. Sorry, but you cannot be an executive and look like a rock star.
- If you are thinning on top, do not make yourself look silly by combing a few lonely strands across a shining bald pate. Be equally wary of hairpieces, unless you can afford to spend a fortune on one that really does look natural.
- A significant proportion of interviewers are prejudiced against facial fuzz, especially beards.
- Glasses are a key area. The interviewer will be looking into your eyes for at least half the time. Pick a style which not only complements your face shape but also avoids being either fuddy duddy or trendy.
- Do not let yourself down with cheap accessories. Bic pens and scuffed briefcases do not fit with the senior executive image.
First impressions become even more important, if that are possible, as time goes on. One recruiter used to get his receptionist to guess the ages of candidates when they arrived for interview. On one occasion, she put two candidates as, respectively, 40 and 60. In reality they were both within a few months of 50. The older you get, the more attention you need to pay to your appearance.
Here are a few of the most telling factors.
- Glasses. Bear in mind the amount of time the interviewer will be looking you in the eye. Half-moon glasses add a good ten years to your appearance, while specs on strings consign you to the Darby and Joan club.
- Hair. If you do color grey hair, make sure it is not blatantly obvious. Keep your hairstyle reasonably modern, but do not try to emulate a 20 year-old, as you will only succeed in looking ridiculous. Men should bear in mind the comments under 'Men only', above, about bald patches and hairpieces.
- Weight. It is natural to put on a few pounds as you get older. Some put on a few stones. Take care to choose clothes which minimize the effects on your contours.
- Posture. If your chin or shoulders begin to sag, people will assume that you are wilting. Keep your chin up and your back straight.
- Vigor. Show that, even if you can no longer match the energy levels of your youth, you are far from having run out of steam. Move briskly and positively.
- Speech. It is important not only to maintain a lively voice, but also to watch the words you use. Derogatory references to young people and new-fangled ideas are a dead giveaway.
- Attitude. You really are only as old as you feel. Think young and you will feel young, and give the impression of actually being younger. Think old at your peril.
All of this will, of course, be a lot easier if you keep yourself in good shape. Rightly or wrongly, interviewers do discriminate against candidates who are overweight, seem to have trouble with their breathing, are subject to coughing or just look unhealthy.
Getting in shape does not have to mean grueling sessions in the gym or running a marathon. Particularly if you have been neglecting exercise for longer than you wish to admit, overdoing it may well be positively dangerous. Gentler pursuits like golf, swimming or walking can, if practiced regularly, do wonders for your skin and body tone, and for the way you feel about yourself.
Keep your mind in trim, too. Always be learning something new. Seek out the company of stimulating people and avoid associating only with your own age group.
Nutrition is another important consideration. There is a lot of truth in the saying, 'You are what you eat'. Forget the freaky diets. Rapid weight loss is all too often followed by an equally rapid weight gain. Cut down on sugar and fat if you need to, but maintain a balanced regime including adequate supplies of protein, as well as plenty of fruit and vegetables.
Finally, do not assume that this section is just for those who are in, or approaching, their middle years. Health and fitness affect the first impressions made by candidates of all ages.
'If you want the job, you will be soaking up every first impression you can of the interviewer."
