Rehearsal: Prepare for Your Performance

After 25 years in the job placement field, I've learned three basic truths:

1. The interview is a screen test-an act.
2. The interview is almost all that counts.
3. The interview is a rehearsalable, predictable, controllable event.

Everything you do before you walk through that stage door-networking, writing a resume, getting references, researching employers is merely preparation for your job try out. That "act" is real, though. But interviewers only know what you show. Use the techniques that follow to control the interview and show the interviewer-the director-what will inspire a hire. This book contains the only acting lessons you need. By the time you've rehearsed them, you'll be ready to deliver your lines and leave with the part. So, let's go on with the show!

I talked about timing of interviews in Jeff Allen's Best: Get the Interview. There's a reason for scheduling interviews according to this system, you maximize your control over them. When you set up interviews in a random manner, there's a wide variance in your energy level, attention span, and response time. Winners in sports and almost every other human activity know that consistency gives them a competitive edge. Consistency in interviewing will give you the winner's edge, too. If you are out of work, set up two interviews a day, five days a week. One in the morning around 9:00; the second in the afternoon around 2:00. You also want to strike a balance between your best time and the interviewer's. That's why it's helpful to know a few inside secrets. In the first two books of this series I revealed what happens on Friday afternoons in a personnel office: "de-hiring"-firings and exit interviews. If you're able to schedule an interview for Friday afternoon, however, that's probably not the case. The closer you get to a weekend, the greater the chance your interview won't get full attention or be fully remembered. Monday mornings are hectic, too. New hires are being processed, responses from ads are flooding the phone or floor, and people aren't showing up for work. So, schedule your most crucial interviews for Monday afternoon through Thursday morning. Another advantage of consistent scheduling is that you become accustomed to your own reactions when your body chemistry is in the same balance. This stabilizes your nervous system, enhances your confidence, and makes your delivery more consistent.



Limit interviews to 45 minutes.

The 45-minute time limit is critical. If the interview drags on beyond that, you will, too. You are not interviewing, you are imprisoning the interviewer. Say you have another appointment. You do. If you don't have one for another interview, it's for more scheduling. People always want what they can't have, or what they think someone else might get.

Avoid meal interviews.

Many qualified candidates fail their screen tests the minute they find their forks.

There's no way you can predict your interviewer's ingrained reactions to personal mannerisms, offhanded remarks, eating or drinking habits, and etiquette. I'm not talking about obvious errors like using your knife as a spoon or as a slingshot. (I know it works well, but it must be cleaned with your shirt before you use it for a shoehorn.) One candidate was ruled out just because he salted his food. The hiring executive's blood pressure went up. He loudly refused to pay the bill and a food fight ensued. Only the local newspaper won: The restaurant critic wrote the incident up on the sports page. With second interviews or for senior jobs, you may be expected to "enjoy" a meal with the hiring honchos. Avoid it if possible. If not, just be sure the "businessman's special" isn't you.

Eliminate fear of the unknown.

Just as an actor researches every character, you must prepare for playing your part. You probably got a jump on your homework during the phase of your search. Once you've arranged the interview, go back to the reference materials, your notes, and the phone to learn more about the company and the job. Understanding the inner workings of each company you visit reduces your fear of the unknown, which directly increases the probability of winning the interview. As you develop a profile of each employer, you can reduce more than 90 percent of the mystery of the interview. From the time you walk through the stage door, your confidence will shine through. These are all the sources I listed in .

Business Periodicals Index (H. W. Wilson Company) Dictionary of Occupational Titles Directory of Corporate Affiliations Directory of Executive Recruiters Dun and Bradstreet's Million-Dollar Directory FePS Index of Corporations and Industries

• Forbes: Annual Report of American Business Forbes 500's
• Fortune 500
• MacRae's Blue Book
• Moody's Manuals Moody's News Reports
• Standard Directory of Advertisers
• Standard e) Poor's Corporation Records
• Standard o) Poor's Register of Corporations, Directors, and Executives
• Thomas Register of American Manufacturers
• U.S. Bureau of Labor Statistics: Area Wage Surveys ?
• U.S. Industrial Product Directory
• Value Line Investment Surveys Wall Street Journal Index
• 100 Best Companies to Work for in America

Reviewing market shares, financial statements, and other statistics is fine for background. But, when it comes to winning the interview, understanding the employer's "corporate culture" is even more important. If you portray yourself as an autocratic manager when the company encourages "team decision making," you won't be offered anything but a parking validation. Look up target employers in The Reader's Guide to Periodical Literature at your library. Check for recent magazine articles that describe the culture and philosophy. With all the information available, don't let research detour the search. Just write brief notes on each company that will interview you, and review them a few times prior to your interview. The information will be stored in your brain, and it will pop out of your mouth at the right time during the interview. (Of course, that assumes nothing else is in the way at the time-so listen for the cue first.) A faster, more enjoyable way to do job search research, particularly if you're outgoing (or adventurous), is over the phone. It's also the fastest, most effective way to discover the personality of the organization. In a small organization, it may be the only way. So try a little behavioral modification for your telephobia. Call continuously until you become compulsive about it. Anonymously at first, if you like. Better compulsiveness than telephobia. It gets you hired. No one's judging you yet. Just reach out and touch (or even grab) someone in the sales department, marketing department or public relations department. State the purpose of your call. Then sit back, lips zipped and ears open. You want to hear an swears to questions like:

1. Where is the company headquartered?
2. Who owns the company?
3. How many locations does the company have? Where are they?
4. What divisions does the company have?
5. How many employees does the company have?
6. What are the main products or services of the company?
7. What markets does the company serve?
8. What are the future products or services of the company?
9. What are the annual sales of the company?
10. How long has the company been in operation?

Make copies of a worksheet with these questions (and space for the answers) to help you with your investigations. Even if you've never gathered market intelligence, after a little practice you'll crack any employer within a few minutes.

Complete an application in advance.

While you're making your phone calls, make one to the personnel receptionist to request a copy of the application. Arriving with an application already neatly typed saves time, makes a good impression, and guides you through the interview like a road map. It also prevents you from fumbling, stumbling, and mumbling into the interviewer's office.

Deputize internal referrals.

People like to talk about their jobs and their companies. Your honesty in saying why you called, obvious interest, and appreciation may result in a bonus: an internal referral. Listen, but don't lean. If you encounter a potential "inside agent," disclose who you are and why you are calling. Mention that you would like to introduce yourself when you're there. Remain passive. An aggressive approach could cause you to lose a valuable ally. Finding an internal referral that you didn't know is one example of interview leverage. When you get there, mention the coworker's name. After the interview, call back the insider and report on how it went. Then you can lean. If the person is receptive, you can ask him or her to "put in a good word" for you with the hiring authority. Express your appreciation with a note and another call around a week after the interview.

Dress the part and the part plays itself.

This is the rule every actor knows. First impressions do count. But this is no time to make a fashion statement. Those who hire are extremely busy and see many candidates. Standing out because of your costume is definitely a way to be remembered-and rejected. Know the uniform and wear it proudly.

Those of you wore saying that fashion is an art form and not a science are making the same kind of statement as the eighteenth-century doctors who continued to bleed people. I do not contend that fashion is an absolute science, but I know that conscious and unconscious attitudes toward dress can be measured and that this measurement will aid men in making valid judgments about the way they dress.'

The interviewing uniform for men

This is the simplest step to winning the interview, because there is only one interview uniform for men. Tested over time, it still works consistently:

• Dark (preferably Navy blue) conservative two-piece business suit. Single-breasted. Any pattern should be subtle. Wool and wool blends look better and last longer. Have it custom tailored for the proper fit. When you look your best, you'll perform your best. Gray may be worn, but save it for the second interview. Lead with the dark blue suit, and you'll be more likely to be back in the gray one.
  
  
• White, long-sleeved dress shirt. Laundered and starched commercially. Wear a fresh one for each interview. Your interviewer won't wear a monogram, so you shouldn't. Collar style should be current; and, if French cuffs are worn, cuff links should not be too large or reflect any religious, fraternal, or service affiliation. They should also be the same finish as your watch.
  
  
• Dark, striped tie. Here, too, dark blue is best. A contrasting color (like red) is acceptable, but the predominant color should be the same as your suit. Silk or other thin fabrics are recommended.
  
  
• Black dress shoes. Almost any style is acceptable, as long as they can be polished well, and are. Check yours for needed repair work. If they're old or odd, replace them.

These four items comprise the all-American male look. Almost every image consultant agrees on its positive effect. I once appeared on a radio talk show with a famous designer who commented that when it comes to business wear, "men's fashion" is a contradiction in terms. There are no trends, only tried and true (blue) tradition. As for the rest of you (head and hands), your hair should be clean, neat, and conservatively cut. Keep any sprays or other hair dressings to an absolute minimum-no "wet look." Nails should be neatly trimmed. Leave diamond rings and any religious or organization jewelry at home. Your wedding band or school ring is acceptable.

The interviewing uniform for women

Although there is far more interview fashion flexibility for women, important guidelines exist.

• A conservative suit or dress in a high-quality, dark-colored fabric is best. Navy and gray are rated high for sincerity. Brown and tan are not. Avoid high hemlines regardless of the current fad. Knee-length is the highest your hem should be. A suit should be paired with a business blouse or tailored shirt. While it doesn't have to have a "business bow," it shouldn't have a plunging neckline, either.
  
  
• Shoes should be simple, heels not too high, real leather in a dark color that matches or complements your clothes.
  
  
• Hosiery should be new, natural color or the color of your shoes.
  
  
• Jewelry, if worn, should be kept to a minimum. Good, simple gold and silver accessories are okay. (No jewelry should reflect any religious or organizational affiliation.) Flashy fashion jewelry is out.
  
  
• Handbag should not be too large, should be real leather, the color of your shoes and in good condition. Don't stuff it until it bulges.

Women should show an awareness of current fashion, without being a slave to it. It will pay in the long run to invest in at least two well-coordinated interview uniforms. Your look should be conservative-even classic-but current.

Other rules:

• Don't wear much makeup or "mod" colors.
  
  
• Don't wear heavy perfume.
  
  
• Trim nails to an inconspicuous length and avoid bright nail polish colors. Invest in a professional manicure for the best look.
  
  
• Hair should be clean, shiny, and neatly and conservatively styled. Long hair should be pinned up or back. Curls cascading below your collar give the wrong impression.

There is increasing evidence that extremely attractive women are not hired as readily by men or women. Don't flaunt or you'll flunk.

For both men and women, regardless of the position, a quality attaché case is a necessity. It is businesslike and helps you identify with the interviewer. Dark brown and burgundy are the most popular colors, but I prefer black for men because it matches the shoes.

The case should be stocked neatly with a small container of instant coffee (I'm about to tell you why) or a few regular tea bags, mouthwash, deodorant, cologne, nonsmoking tablets (if necessary), a comb or brush, a gold pen with black ink, a legal pad, six extra copies of your resume, a completed application, and a few samples of your written or published work, if applicable.

These are few and far between. Highly creative art, fashion, and entertainment jobs are about the only places you'll find them. However, looking the part of the job you hope to find is far less effective than looking the part of the person who will hire you for it. Even in fad and fashion industries, human resources still prefer a conservative look. They often make their decisions in committees-"clubs" consisting of other corporate clones. If you don't wear their middle-class and middle-management uniform, they'll think you belong with a rival gang. Still, you can dress differently for an interview in such situations, if you know what the interviewer will be wearing. When in doubt, find out-by a phone call to a receptionist.

Fuel your job getting engine

Remember the internal balance I talked about earlier in this section? In addition to the right timing and preparation, giving a good interview performance requires the right fuel. You should appear for an interview rested and relaxed. I highly recommend coffee to keep you alert. Caffeine has a predictable, positive, harmless effect for interviewing purposes. It causes the neurons in the brain cells to fire faster. This actually helps you store and retrieve information readily. It's also a metabolism booster that raises your energy level. Both of these effects improve your delivery.

If coffee doesn't agree with you, try regular tea instead. It's less powerful, but has fewer side effects. Over-the-counter tab lets should be avoided because their concentration of caffeine is higher or more dangerous drugs are used. Eating a light snack about a half hour before the interview helps you avoid a stomach growl as you smile. It also prevents a sudden drop in your blood sugar level, which can make you snap or snore. The perfect snacks are those packages of cheese and peanut butter cracker sandwiches. They contain just the right proportions of carbohydrate, protein, and bulk. The salt reduces the diuretic effect of the coffee, so you won't have to leave for the restroom as the offers being extended. Avoid fruit and candy; they accelerate the drop in blood sugar levels. Pack a small bottle of red (cinnamon) mouthwash and use it. The zinc chloride-zinc oxide combination is much more effective much longer than any other type. Breath spray (even cinnamon) is far better to prevent the interviewer from attacking you. Then again, if you use breath spray, he or she probably won't get that close. Mints? They don't help bad breath and aren't even good ammo. Gum? Not if you want to get hired.

Remember this absolute rule of career success:

HE TRAVELS FASTEST WHO TRAVELS ALONE.

Violate it at your peril. You may think you need moral support. That you'll survive if someone props you up. But you won't. Even a companion who waits for you in the reception area will reduce your chances of an offer by 80 percent. Think again. You should also avoid attending any after-hours social meetings with a spouse or friend where an interviewer might be present. Getting high-level jobs and ones where you entertain clients will sometimes require a second or third interview with your spouse. Usually the interviewer will invite you to dinner at a restaurant. Now you're dealing with two problems. Rule 3 says "Avoid meal interviews." This rule says "Arrive alone." But if it's a requirement, you'll just have to go and hope for the best. Hope your companion behaves and is received well. Mention that he or she depends on you for support. Your companion should read these rules, too. Eating encounters are tricky, treacherous, and too often terribly tragic. Recognize them as KO ("knockout") situations that screen candidates out rather than get them hired. They're only partially controllable, but if you must-do your best.

Arrive on time.

Don't arrive late. It demonstrates that you are neither time-conscious nor considerate. If an emergency detains you, phone ahead to reschedule. Interviewers can understand traffic accidents, flat tires, and extended prior meetings. Just don't wait until the last minute to reschedule. Interviewer who wait don't scream, they screen. The more important reason to avoid being late is that you must begin the appointment with an apology. This places you in a subordinate role and automatically turns your opening lines into a closing act. Do your apologizing, if at all, by telephone before you walk on the set.

Arriving early is not better (or even the same) as arriving on time. When it comes to interviews, only fools rush in. Another reason for not arriving early is that it pressures the interviewer. You don't want to increase the pressure on the interviewer. They have ways of dealing with you. If you have allowed yourself adequate time for weather and traffic problems, encountered none, and therefore arrived more than 20 minutes early for your interview, don't enter through the personnel department and sit there reading. It will adversely affect your interview. That's one of the many reasons I recommend completing the application in advance.

If you have 20 to 30 minutes before your interview, enter through the main doors, get your bearings, survey the premises, and read bulletin boards for information. Even in those companies where you're booked and kept in a holding cell until your interview time, ask, ask and ask. Learn about company history, philosophy, size, personality, employees, buzzwords, and events. It's a bonanza for an observant listener. Just don't get involved in anything that will take more than a few minutes. With about 15 minutes to go, find the restroom and "rest." Close the door on the stall, sit down, close your eyes, take a deep breath, and relax. Imagine yourself winning the interview. Then, get up, check yourself out in the mirror, freshen up, and practice your best smile. Now, eyes forward, chin up, shoulders back, stomach in, feet straight, confident, self-assured, poised, suit brushed and breath fresh, check in with the receptionist, introduce yourself professionally, and state who you are there to see. Then, give the receptionist the neatly typed application. If your appointment is with a department supervisor or other executive, the same technique applies. Only the application may not be necessary.

Respect works two ways. If the interviewer is delaying on purpose just to get the upper hand, you'll have to call his or her bluff. Even if it's an unavoidable, unintentional delay, you're better off not waiting. You'll be angry, irritable, and dropping from the psychomotor peak (helpful stage fright) reached at the scheduled time. Politely tell the receptionist you cannot wait more than 15 minutes more. Be sure he or she tells the interviewer immediately. If you choose to stay and see it through, consider it dress rehearsal. It is you won't get hired.

Don't wear a coat, hat, or other outdoor clothing into the interview.

Remove any outerwear and hang it in the reception area. If no hangers are provided, ask the receptionist to hold it for you. Wearing a coat and hat into the interview psychologically separates you from the interviewer and physically requires dancing when you should be acting.

Sunglasses not only block the sun, they block your eyes. Direct eye contact is one of the most important techniques. Shades may be interpreted as "shady." Take dark glasses off as soon as you walk indoors, place them in your attaché case, and don't wear them again until you're outside.

I told you earlier that your performance will be genuine. That's because you're going to write the script-and memorize it-in advance. A lawyer learns never to ask questions without knowing the answers. You must know the questions and learn the answers. How? I've already said that the interview is a rehearsable, predictable, controllable event. You just need to script your answers in advance. In The Complete QetA Job Interview Book, I reviewed more than 250 questions to expect. They were each followed by a suggested, sometimes customized, answer. Then I showed how to organize the script and prepare the delivery for maximum effectiveness. In the next section I provide excerpts from The Q&)A Book to get you started. Don't skip rehearsals, or you'll find yourself center stage on a senseless rampage. You'll miss your cues and flub your lines. You won't get any parts.

Just keep reading-and remembering-and you will win, time and time again.