Avoid last-minute hassles by making sure that you have suitable clothing in good condition. The general rule: Dress one level above what people in that position would wear to work. When in doubt, err on the side of caution. A conservative suit is appropriate for almost all situations.
Your good physical appearance is important because how you look represents the tip of the proverbial iceberg. They can't see the really important things-your competence, industriousness, resilience, dedication to excellence, etc. When substantive information is lacking, trivial things, like a missing button or sloppy shoes, gain significance. So watch the details and look as good as you can. At a minimum, be sure that your clothing and grooming are not a distraction in any way.
Get detailed information regarding the location before your meeting. Trace the route on your map, if you're not familiar with the location, and allow plenty of time for traffic jams, bad weather, etc.
In your attaché case, take:
- Name of person, address, directions, and phone number (in case you're detained and must call)
- Your questions, a notepad, and a pen
- Your calendar (to schedule a follow-up appointment, if necessary)
- Letters of reference from previous employers, clients, and customers. Names, addresses, phone numbers of other references
- Something to read, like an annual report or something relevant, so that you don't waste your time if you're kept waiting
- Time it right. Plan to get into the office 8 to 10 minutes before your appointment. That will give you time to make some observations, review company materials that may be in the reception area, and relax. (If you arrive much earlier, read in your car or elsewhere in the building. Arriving too early could communicate that you're not very busy. You are. You're engaged in a full-time job-finding mission.) Tardiness, of course, is totally unacceptable. If you are unavoidably detained, call to explain.
- Look like you belong here. Ask where you can hang up your coat, umbrella, etc., so that you look like the others in the office.
- Project confidence with your good posture and calm demeanor.
- Be positive, friendly and polite with everyone in the office. That's not only good manners-the observations of office personnel could affect hiring decisions.
- Don't smoke, even if you are invited to do so.
- Communicate alertness through your body language.
First Encounter
You have only one chance to make a good first impression. Do it! Exude confidence as you smile and make eye contact, simultaneously extending your hand and shaking friends firmly. Maintain eye contact while you introduce yourself and tell Ms. Muffit how glad you are to meet her.
The handshake should be professional - neither a bone crusher nor a bowl of jelly. Keep a handkerchief ready for a last-minute wipe if you're apt to perspire.
Some people who find it hard to make eye contact have learned that if they look at the bridge of the other person's nose, they give the impression that they are making eye contact? A trivial thing, like your inability to look people in the eye, could be interpreted as a sign of dishonesty. That alone might disqualify you from the job! Don't let that happen. If these incidental things are difficult for you, practice them until you get them right.
You may have persuaded Ms. Muffit to hire you already! It's been estimated that most hiring decisions are made in the first 15 seconds. Hiring decisions, like other buying decisions, are often made emotionally, and afterwards backed up with logic.
Get and Hold Their Attention
You may have used the GRAB formula to get this appointment and it's appropriate again.
Greet her by name, as you've already done, and use her name from time to time. Get on a first-name basis as quickly as possible unless you feel uncomfortable doing that. You can initiate the use of first names by saying: "Everyone calls me Vicki" or "Please call me Hal."
Refer to your mutual friend or acquaintance, if appropriate. Another way to break the ice is to pay a compliment, if you can do so sincerely. A favorable comment about the office (space, decor, view) or how helpful her secretary was in providing directions would be appropriate.
Be observant. Asking about an unusual picture, paperweight, or another object may prompt her to talk about something pleasurable. A mutual interest is perfect bonding material. People hire people who are like them. When Sandy applied for her job as the director of public information for a not-for-profit planning agency, she and her future boss hardly talked about public relations. Sandy's appreciation for a small, exotic Indian sculpture in the executive's office started an animated conversation about traveling, which both women thoroughly enjoyed. Sandy was well qualified for the position. And because they had so much in common, she had an insurmountable edge over the other applicants. "We hit it off so well," Sandy remarked. "I just knew I had the job!"
The rest of the GRAB formula, as you know, is: Ask questions to learn more about their needs. Attract attention to your services that may help meet their needs. Build belief in your services with your Best Benefit for them.
