Getting a job is really pretty simple. The
one who's hired is usually the applicant who convinces the prospective employer
that s/he can provide what the employer wants.
That's why it isn't always the person with
the most or best experience, background, or references who gets the job. There
are always other factors that enter into every hiring decision, too, including
personality, salary issues, availability, budgets, etc. Notice, however, I said
the successful candidate "convinces" the employer. The hiring manager
needs to believe that YOU are the best candidate. And that's key to
understanding how to approach any interview.
So what's the secret to being able to
"convince" the interviewer? Certainly negotiation skills are useful,
but first you have to get to an opening for the negotiation. So, the first step
is being prepared - and that means understanding what the employer needs and
also what s/he thinks s/he needs.
Research.
. . Research. . . Research
The first step will always be to research
the company and the industry. Most companies have some kind of literature they
send to prospective customers, or a customer service section of their business.
Starting there, you can find out about other publicly available documents
(annual reports, etc.).You’ll also begin
to get an idea of the "corporate culture" through your interaction
with existing staff.
It's perfectly acceptable to call and talk
with people who work for the company, just be respectful of their time and let
them know why you're calling. In fact, one of the first things you should do
when you're interested in a particular company or industry is to set up one or
more "informational interviews" with key members of the company to
find out more. Ideally this should happen long before they have an advertised
opening.
By being proactive you'll be prepared when
the opportunity arises.You’ll have already
established a contact inside the company and you’ll know some things other
applicants probably won’t know. Informational interviews allow you to gather an
incredible amount of information in a non-threatening environment since they
are usually conducted as research, and have nothing to do with prospective
employment.
Let's say, however, you never got around to
the informational interviews. Many people start their research after the
announcement, and there are still many ways you can do that. In addition to
information provided by the company, you can check at the local library and
with the Chambers of Commerce in your area. This will give you some information
about the public side of the business.
If you've been building your personal
network, then you may have some contacts who have direct knowledge about the
company, or who can put you in contact with someone who does. You might check
with suppliers, competitors, or customers to find out what their experience has
been.
Next, find out as much as you can about the
advertised position. Why is there an opening? How long did the last person in
the job work there? Why did s/he leave? What do other people in the department
think about working there?
Create
Solutions to Their Problems
As you do your research, be on the lookout
for how your skills or experience give you an edge -- did you successfully
handle a similar project in a prior job? Do you have an idea that could make
things work more easily? Do you recognize unique challenges facing the company
or industry (and more importantly, do you know how to turn them into advantages)?
Be sure to let your prospective employer know how you can provide value, make
their jobs easier, solve their problems.
The more knowledgeable you are about the
business, the more convincing you will be in the interview. You'll be able to
ask intelligent questions and to tailor your answers to the specific issues the
company may find challenging. Letting people know you've done your research
tells them you're a self-starter who took time to find out about them. Have you
ever noticed how much more attractive someone is when they take a genuine
interest in you? The same principle works in an interview setting, too. The more interested you are in the company,
the more appealing you will be to them.
And finally, while an interview is your
opportunity to "toot your own horn", leave boasting out of the
conversation. Be respectful of the
knowledge and abilities of those who are interviewing you, offering support without appearing to be a know-it-all. After all,
you do want to get to the negotiating stage, right?
