How to get the job you really want!
As a job seeker, you might interpret a job interview as an
interrogation or an exchange of information. It's certainly an exchange of
information but most importantly, it's your opportunity to sell yourself, if
you don't sell yourself, you won't get any closure … you have to ask for it.
You have to view the opportunity as an opening that you just
know you can fill; your skills and experience match what the company is looking
for. You have to assure your prospective employer that it's you that's right
for the job, not the other six candidates sitting outside in the waiting room!
Your goal is to tell them how good your skills are and how your experience and
skills are better than anyone else's and why the company should offer the job
to you and not to anyone else.
Surprisingly enough, employers like to hear candidates say
"I'd like to work here" or "I've researched your company, I like
what you do and I want to be part of it," or even something on the lines
of "I've really enjoyed meeting you and I am confident this is a job I
both like and can do, it's even better because I admire your company and can
see me working here". This is not grovelling or begging for the position,
you are voicing your interest just as they voiced their interest when they
invited you to go along for the interview. Reciprocation is good, polite and
warranted.
Anyone can learn to apply sales techniques as a means to
getting interviews and "closing the sale". We buy things we like,
when we walk into shops we ask for what we want, it's the same principle but on
a completely different level. Don't be scared to say that you want the job,
how else might an interviewer know? Here are some pointers that might help you
on your way.
Interview Preparation
Research the company, formally and informally. If you're
answering an advertisement, go beyond its basic details, look on the Internet,
phone and ask if the company has a brochure that you can have, look up
references at your local library, find out through word of mouth if anyone you
know is employed by them. Make sure you understand the prospective employer's
market and activities.
If you have a job description, no matter how bare in detail
it might be, tailor your skills to fit the job. If they are involved in a
specialist market and your experience correlates with what they do, make it
obvious on the CV; take the time and effort to thoroughly prepare your CV, it
will be worth your while.
Plan and practice your interview, rehearse how you would
like to proffer certain statements and questions. Don't leave it to chance and
muddle through the interview because you think the interviewer directs the
interview. It's your interview as well and you should "interview the interviewer"
just as much they interview you. Don't be reticent, your interest will be
rewarded; you will be more likely to remain at the forefront of the interviewer's
mind whilst they interview other candidates
Interview the Interviewer
I can tell what you're thinking and no, this is not an
interrogation; you need to understand your interviewer both verbally and
physically – body language gives a lot of signals, just as you do when you
listen and answer. Start by learning everything you can about the interviewer.
For starters, there are many differences between a recruitment consultant and
say for the sake of argument, the section manager of the frozen foods section
where you could be working at the end of the interview process. Each of them have
their own boxes to tick in deciding why you are or are not suitable for the
position. To get an interview with an employer, you have to make the right
impression on the consultant, but not nearly so much as you need to impress the
manager of the frozen food section.
Put yourself in his or her shoes. Materialism will be at
work spurring the recruitment consultant on, whereas the manager of the frozen
food section might not be that good at interviews as he/she may not have very
much experience of recruitment and staffing, so they could be nervous and
fumble; learn when to take the lead and when to take a back seat.
If the manager of the frozen food section makes a wrong
choice, then time and money are wasted. Picking the wrong candidate could jeopardise
the recruiter or manager's job(s) and possibly the success of the organisation,
depending on your level of skill and experience. It's up to you, the applicant,
to show that the decision to put you on the company payroll is a good one.
If you turn out to be as terrific as you say you are, then
your new employer will applaud their excellent choice and you will feel really
good. So, remain positive, tell them things that you think are relevant and
that promote you and your skills, try to put the interviewer at ease, let them
see that you are relaxed and that you are confident you can fulfil the criteria
for the job in question.
By asking the right questions, you help the employer draw
the inevitable conclusion that you are the right person for the job. You
identified their problems and demonstrated that you're the person to solve
them. You understand the company's weaknesses and have verbally shown that you
are able to provide the solution.
Motivating Yourself
So now you are asking yourself: "how do I summon up
the courage to ask for the job?" The most important thing at this time is
something we all suffer from at the end of an interview, i.e.: "Have I got
the job or not?" Provided you feel good about the interview and that
feeling and that you really want the job, then you must summon up your courage
to make the move. Admittedly, in the UK market, most employers are not used to
having prospective employees ask for the job, it's always been the other way
around: "we will mail you about the results or let your agency know our
decision" etc., etc.. But you really want to know if you have the job or
at least to know that you will be seriously considered.
Now you have to go back a few steps to think about your
application and the CV that you submitted, in particular, pay attention to
those few moments when you read your CV hot off the CV Writer's press. What
you should have felt at that time should be akin to "Wow, is this really
me? I never thought about presenting myself this way before. I'm convinced if
I was interviewing for a vacancy and I received this CV, I would employ myself".
That feeling, that boost, that lovely prideful and fluttery feeling that you
get at that point, is what you should think about when you start to ask the all
important question. I mean, let's face it, you are the business!
You are satisfied you sold yourself, you are satisfied that
you can do the job, the salary is better than your current pay and the
responsibility is much more challenging. In short, you have sold yourself and
you want to know whether you are sinking or swimming. Be confident and
courageous, it takes audacity to ask for the job.
A definite "do" is to let the interviewer know
that you have other irons in the fire (even if you don't!); creating
competition between yourself and other prospective employers will tell this
employer to hurry up and make up their minds. Being in demand will make you
far more appealing to employers than if you only have the one interview. Be
positive and bold and make yourself in demand, changing your CV only slightly
can make the biggest of differences. However, be careful what you say, since
if any other employer has made an offer or most likely will make an offer. The
"don't" is to create a silly salary level, it has to be competitive
otherwise you will price yourself out of the market. If you have genuine job offers
or have other interviews lined up, let the interviewer know.
Like a lot of sales plans, not every bite will evolve into a
firm offer; you'll probably meet many employers who don't need your particular
skills. So whilst you are busy building up your courage and enthusiasm, always
be prepared for the knocks that are almost inevitable. There is a far greater
chance that you'll be told "no" and a slim chance that you'll get an
affirmative response, the best thing to do is to take the plunge and try to get
an approval from your prospective employer, the probability that you'll hear "yes"
is greater than if you don't ask at all!
Sealing the Contract
So when do you actually ask this daring question? The answer
is: all the time. Persevere throughout the interview in small ways. For
example, when you learn the employer has a problem you've solved in your
previous job, explain how you solved it. Then ask, "Would this help you
here?" The answer will likely be "yes." Do this whenever the
opportunity arises. Hearing "yes" along the way makes it easier and
less frightening to ask for a "yes" when the time is right for the
big one.
Close when the interviewer is ready. Listen for signs of
interest, look for body language and sense when there's an opportunity to
close. Then ask for the offer.
Some applicants talk so much during interviews that they
talk themselves out of a job they've already landed. Or worse, they keep
selling after they've made the sale. Then they're dead. Listen and give the
interviewer a chance to hire you.
Silence is an amazingly powerful tool in closing. If you
don't say anything, the interviewer may feel compelled to fill the void and
tell you something vital. Do this discretely. Too many silences can be awkward.
Pace yourself with the interviewer.
Closing the Deal
There are many so-called "closes." Several of them
work particularly well in job interviews.
The choice close. This technique is useful when you are
setting up an appointment for an interview. Ask, "Is 9:30 a.m. or 2 p.m. better for you?" This presupposes the interviewer will see you. Just asking,
"May I come in to see you?" could result in a "no" answer.
It also works when you're asking for the job: "When do
I start, Monday or Wednesday?" This may seem aggressive or arrogant, but
it shows you're ready and eager to work for that employer.
Third-party endorsements. When explaining an accomplishment
that will help the prospective employer, mention the employer you did it for.
"At XYZ company, I..." This gives you credibility and adds the
strength of that employer's name to the story. Then ask, "Will this help
you solve your problem here, too?"
Assumptive close. This is one of the best closes. You simply
talk and act as if you're already working for the interviewer's organisation.
Use "we" and "us" in your conversation. Describe situations
that you can see yourself working and accomplishing goals in. Become part of
the team even before you've been hired. Identify with the interviewer and the
organisation.
When you follow this strategy, the employer feels more
comfortable with you than if he or she has to make a deliberate decision to
extend an offer. When you assume you'll get the job, the only question
remaining is, "When do I start, Monday or Wednesday?"
A word of caution: Don't appear too eager. You need to
maintain your professionalism.
Overcoming Objections
One stumbling block for many candidates is the inevitable
objection: "You're over-/under-qualified, too old/young, etcetera."
There are hundreds of reasons given why candidates aren't right for the job.
Many are just excuses or stalls to avoid the risk of hiring someone.
Turn these objections into opportunities to strengthen your
candidacy. Acknowledge the objection. "You feel I'm overqualified. That's
possibly true." Then turn the weakness into a strength: "However,
that means I'll start being productive for you that much faster. As I've
mentioned, I solved this problem at XYZ company." Make a list of standard
objections that apply to you or that you encountered and work out the answers.
Overcoming objections is an art unto itself. The key is to
remember that patience and persistence pay off. Don't take no for an answer.
Try one more time. The secret to closing the deal is to keep trying.
Ask for the Job
When appropriate, summarise. Tell them what you have to
offer based on your accomplishments. Sales people call these
"features." Show how the "features" will benefit the employer.
Keep it simple and brief. Stick to basics. Prepare one dramatic sentence on why
you're the person for the job. Remind the interviewer how you've contributed with
your previous employer and reiterate how you'll contribute to the success of
the prospective one.
Please bear in mind that these are only suggestions, and in
some circumstances, these questions and exercises may not work. Even if you
don't get the job, the techniques discussed in this article will improve your general
interviewing techniques and will certainly make you a memorable applicant – and
you need to be in a prominent position in the interviewer's mind, the offer could
come after the event and if you are memorable, it will work!
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About The Author
This article was written by Paula Capelli MBA MCIPD of RYCV - The CV Writing Experts
Author Profile
RYCV are professional and specialist CV Writers and Career Management Consultants providing a unique and highly personalised CV and Résumé Writing Service. We work with each of our customers to build professional, content-rich and compelling CV’s and Résumés. From an initial discussion on why you need a new CV, to arranging a suitable day and time for a full consultation, to providing a draft CV and finally, the finished document, we are there to help you. We’ll make suggestions and recommendations to improve your CV and make you feel more confident in your job quest. We’ll provide you with our expert advice and assistance every step of the way.
Author's Contact Details
Paula Capelli MBA MCIPD
RYCV - The CV Writing Experts
1 Holbury Drove Precinct
Holbury
Southampton
Hampshire
United Kingdom
SO45 2PW
Telephone: 023 8024 3013
Telephone: 078 3315 1102
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RYCV - The CV Writing Experts website »
AllSouthamptonJobs are very grateful to Paula Capelli MBA MCIPD and RYCV - The CV Writing Experts for taking the time to provide this advice, please use the contact details above if you'd like to contact RYCV - The CV Writing Experts.
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