Goof-Proof Interviews

goof-proof

INTERVIEWS

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INTERVIEWS Felice Primeau Devine

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Copyright © 2003 Learning Express, LLC. All rights reserved under International and Pan-American Copyright Conventions. Published in the United States by Learning Express, LLC, New York. Library of Congress Cataloging-in-Publication Data: Devine, Felice Primeau. Goof-proof interviews / Felice Primeau Devine. —1st ed. p. cm. ISBN 1-57685-463-9 (paperback : alk. paper) 1. Employment interviewing. 2. Job hunting. I. Title. HF5549.5.I6D48 2003 650.14—dc21 2002156255 Printed in the United States of America 9 8 7 6 5 4 3 2 First Edition ISBN 1-57685-463-9 For more information or to place an order, contact Learning Express at: 55 Broadway 8th Floor New York, NY 10006 Or visit us at: www.learnatest.com

ABOUT THE AUTHOR

Felice Primeau Devine is a writer from Albany, New York. She has worked in publishing for more than ten years as an editor, publicist, and brand director. She is the author of U.S. Citizenship: A Step-by-Step Guide, and Pharmacy Technician Career Starter. She has also authored three other books in the Goof-Proof Series: GoofProof Grammar, Goof-Proof Spelling, and Goof-Proof Resumes and Cover Letters. Ms. Devine is also the coauthor of Cosmetology Career Starter, Second Edition.

CONTENTS

Introduction SECTION ONE The Goof-Up: Starting Off On the Wrong Foot

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Rule #1: Be Easy to Schedule

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Rule #2: Keep All the Scheduling Details Organized

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Rule #3: Don’t Forget Your Manners

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Rule #4: Schedule Your Interview with Plenty of Time to Prepare

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SECTION TWO The Goof-Up: Being Unprepared

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Rule #5: Research the Company

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Rule #6: Use Your Network as You Research the Company 13 Rule #7: Practice Before Each and Every Interview

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Rule #8: Choose the Right Thing to Wear

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Rule #9: Make the 12 Hours before the Interview Count

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Rule #10: First Impressions Are Important

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Rule #11: Show up on Time

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SECTION THREE The Goof-Up: Right Information, Wrong Interview Format

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Rule #12: The Informational or Networking Interview

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Rule #13: The Human Resources Screening Interview

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Rule #14: The One-on-One Interview

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Rule #15: The Repeat Performance Interview

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Rule #16: The Group Interview

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Rule #17: The Campus or Job Fair Interview

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Rule #18: The Panel Interview

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Rule #19: The Second Interview

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Rule #20: The Off-Site Interview

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Rule #21: The Phone Interview

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SECTION FOUR The Top Ten Interview Goof-Ups . . . And How to Avoid Them

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Rule #22: Be Prepared to Describe Your Experiences in a Compelling Manner

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Rule #23: Control Your Nervous Habits

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Rule #24: Tell the Truth

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Rule #25: Answer Every Question Asked

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Rule #26: Sell Yourself as You Answer Questions

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Rule #27: Don’t Speak Ill of, or Belittle Past Job Experiences

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Rule #28: Ask Questions about the Company

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Rule #29: Prepare a List of References

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Rule #30: Know Your Interview Etiquette

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Rule #31: Avoid Engaging in Inappropriate Behavior

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SECTION FIVE The Ten Most Common Interview Questions. . . And How to Give a Goof-Proof Answer

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Rule #32: Tell Me about Yourself

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Rule #33: How Would the Company Benefit by Hiring You?

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Rule #34: What Are You Looking to Achieve in Your Next Position?

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Rule #35: Tell Me about a Failure in Your Career

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Rule #36: What Is the Most Difficult Thing You Have Ever Accomplished?

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Rule #37: What Are Your Strengths?

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Rule #38: What Are Your Weaknesses?

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Rule #39: Why Have You Chosen This Career Path?

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Rule #40: Where Do You See Yourself Five Years from Now?

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Rule #41: Being Idealistic: What Is the Ideal Company for You? The Ideal Job? The Ideal Boss?

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SECTION SIX The Goof-Up: Failing to Follow Through

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Rule #42: Always Send a Thank-You Letter

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Rule #43: Carefully Evaluate the Job Offer

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Rule #44: Negotiating Tips

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Rule #45: When and How to Say Yes to the Job Offer

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Rule #46: Get All the Answers before Signing on the Dotted Line

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Rule #47: How to Say No to a Job Offer

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SECTION SEVEN: RESOURCES

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Appendix A

Salary and Benefits Considerations

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Appendix B

Effective Action Words and Power Phrases

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Appendix C

Online and Print Resources

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INTRODUCTION

You have

got your foot in the door by composing the perfect resume and cover letter—now what? You must begin to prepare for a goof-proof interview experience. Adequate interview preparation begins long before the day of the interview. Goof-Proof Interviews will show you all the pieces that make up the perfect interview, which will help you secure the job you are reaching for. Excellent interview techniques, tips, and strategies are tackled one by one in Goof-Proof Interviews. In this book, you will uncover the Goof-Proof Rules that will lead you to goof-free interview experiences. Understanding precisely how to answer questions to impress your interviewer as well as the logic behind the question is key to your success. In addition, you will learn how to spin your experiences into the right words to get the right reaction.

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HOW THE GOOF-PROOF METHOD WORKS

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The 47 Goof-Proof Rules are presented in Goof-Up form. You will read about a common mistake, then learn how to Goof-Proof

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yourself, or avoid the mistake. Goof-Proof Interviews covers all the essential areas for successful interview situation, such as: • preparing for your job interview. • conducting yourself professionally during any interview situation. • taking the necessary steps before, during, and after each and every interview. • becoming the candidate they want to hire. • evaluating a job offer and determining whether to accept or reject it, based on your personal criteria. In addition to the skills needed to fill a specific position, most employers look for positive character traits, such as honesty, enthusiasm, leadership ability, and the ability to communicate well verbally and in writing. It will be during the interview that the employer will be looking for you to demonstrate these and other qualities. The Goof-Proof method will instruct you on how to highlight these traits along with your job-related skills. The book is divided into seven sections, each with a different interview perspective: • Section One: Explains the do’s and don’ts as you gather the necessary information up to your initial scheduling contact. • Section Two: Teaches you the importance of preparation, covers researching the company, using your network as a researching tool, practicing your responses and questions, choosing your outfit, grooming concerns, and more. • Section Three: Explains the different interview types, goes over the most common interview scenarios and how to conduct yourself in each: Human Resources (HR) screening, oneon-one format, second, group, campus, job fair, panel, lunch, and phone interviews. • Section Four: Takes you through the conventional steps in the actual interview situation, from casual conversation to questions, responses, etiquette, common mistakes to avoid,

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combating nervous habits, to asking the interviewers the kinds of questions that show you are paying attention. • Section Five: Lays out all the most important questions you will be asked in an interview, with sample answers to the most common questions asked in an interview. This section will have you prepared for any question an interview will throw your way. • Section Six: Guides you through the in’s and out’s of leaving a lasting impression that will get you asked back for future interviews, as well as tips on negotiating job offers, and the right way to accept and reject them. • Section Seven: Appendix A: Lists where you can find up-todate information on salary and benefits. Appendix B: Lists power words and phrases to use in interview conversations. Appendix C: Puts the best print and online interviewing resources at your fingertips.

As you practice with this book, keep this in mind: Interviewing takes up a lot of the interviewer’s time. Smart hiring managers go into each interview hoping to find the right candidate. When it is your turn, the hiring manager is hoping it’s you. He or she wants you to succeed, if for no other reason than that it’s one more item to cross off on the never-ending to-do list. Make that hire be you by following the Goof-Proof Rules.

After using this book and mastering the Goof-Proof Rules, you will be able to interview with ease, get the job you are reaching toward, and embark on a successful career path. Ready to goof-proof your interviews? Good. Then let’s get started.

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section

ONE

THE GOOF-UP: STARTING OFF ON THE WRONG FOOT Don’t make

the mistake of thinking that your evaluation begins when you walk into your interview. From the moment you are asked to meet with a potential employer, you should consider yourself on the hot seat. This section outlines the four simple and effective methods used by all successful interviewees for proper pre-interview preparation and actions: 1. 2. 3. 4.

being easy to schedule keeping your scheduling details organized remembering your manners scheduling your interview with plenty of time to prepare

Learning the following Goof-Proof Rules is the best way to get yourself started on the right foot toward a successful interview.

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I N T E RV I E W S RULE #1: Be Easy to Schedule

Always try your best to accommodate the interviewer’s schedule.

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Your “#1” priority for your initial phone conversation with the interviewer is to schedule a convenient day and time for the interview. The interviewer, or his or her assistant, will likely start off the scheduling chat with a date. Try to be flexible. If she says next Thursday at 3:00 P.M., and that’s when your weekly staff meeting takes place, counter with a better time for you, such as next Thursday at lunch time. However, watch your phrasing. Don’t be too precise, such as, “next Thursday at 12:15;” keep “lunchtime” open to his or her interpretation. Likewise, if before 9:00 A.M. is the best time for you, go ahead and say so, but if the interviewer doesn’t accommodate that time slot, offer another one, such as during your lunch hour or after 5:00 P.M.

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Never simply respond in the negative; always suggest an alternative date and time. Remember, many candidates are suitable to fill any given position in this job market. To secure a meeting, be easy to schedule and you will already have a point in your favor.

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Goof-Proof Your Dialogue Wrong: Um, 3:00 P.M. is no good. Wrong: I can’t make it. Wrong: Jeez, that’s my kickboxing class time, and I always spend my lunch hour in that class on Mondays. Right: Sorry, I have a staff meeting at that time. How does a bit earlier in the day work for you? I can come in around lunchtime.

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RULE #2: Keep All the Scheduling Details Organized Always wrap up your conversation by confirming the date, time, place, name to ask for, and items to bring to the interview.

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Sometimes, when interviewers or their assistants call, one can get caught off-guard. A person can be so excited, thrilled, or nervous about getting called for an interview that he or she can forget or misunderstand the particulars. Don’t let this happen to you. First, pause and collect yourself. Then, thank the person on the other end of the phone line for calling, and ask for a moment to grab a pen and paper along with your planner or personal digital assistant (PDA).

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GOOF-PROOF CHECKLIST

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Here is a list of information you need to get during the initial interview call: • • • • •

the name of person conducting the interview (along with title) the exact position for which you are interviewing the location of the interview directions to the location the name of the person (such as the executive assistant or human resources representative) to ask for at the interview location, as well as that person’s phone number and extension • what additional materials, if any, to bring (such as a portfolio, sample, or reel) At the end of the conversation, it is essential to do two things: • Confirm date, time, place, and materials to bring. • Say “thank you.”

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GOOF-PROOF RULE OF THUMB

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If you have more than one interview commitment in a single day, make sure you leave plenty of time to travel in between appointments. Always allow ample time for traffic, parking, or delays with public transportation.

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Goof-Proof Your Dialogue Wrong: Uh, okay, see you then. [Click.] Wrong: Thanks. Bye. Wrong: I hope to see you then. Ciao. Right: Next Thursday, November fourteenth at 12:30 sounds perfect. I will see you at Milford Corporate Park in Human Resources reception, and I will bring my portfolio. Thanks again. Good-bye.

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RULE #3: Don’t Forget Your Manners Always be polite to everyone you speak with over the phone or encounter in person.

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You never know who will have input in the hiring decision, so why risk your future by using bad manners? Often, when a potential employer or human resources representative calls you to talk about setting up an interview, he or she also is getting a sense of your personality over the phone. Ask yourself: • Are you friendly? Enthusiastic? Clear? • Are you flustered? Somber? Hard to understand? • Are you brusque? Rude? Ambiguous in your replies?

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You can have terrific qualifications, but if you are a poor communicator or unfriendly, you automatically lower your chances for being hired.

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Goof-Proof Your Dialogue Wrong: Yeah, I can come in sometime next week, I guess. Wrong: Who? Oh, right. The marketing job. Uh, I’m not sure what my day looks like on Tuesday. Where’s my Palm Pilot™? Let me call you back. . . . Wrong: Smrrrring. Bhaah . . . .. [inaudible or mumbled responses] Right: Thank you for calling, Mr. Peterson. I am very interested in meeting with you to discuss the open position in the marketing department.

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RULE #4: Schedule Your Interview with Plenty of Time to Prepare Always avoid scheduling an interview for the same day that you are invited in for that interview. Allow yourself at least one day, or preferably two, to prepare and do your research.

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The reaction you hoped for has happened—a great company is calling you in for an interview. This could be your dream job. You can’t wait. You want to go down there right now and get the interview process started. Don’t give in to your impulses. Even though you are anxious to meet and impress them with your winning personality and fantastic experience, make sure you give yourself ample time to do the necessary research prior to meeting in-person for the interview. You may know enough about the company to know that the position interests you, but before the interview, you should conduct additional research on the company so that you can engage in general conversation about this potential employer. Check the company’s website, go to the library and look at the company’s annual report, familiarize yourself with their product line, or ask people in your network what they know about the company. The effort you give during the days leading up to the interview is well worth it. Perhaps you are level-headed during the call, and know that you need a couple of days to get prepared, but the human resources representative or recruiter is really pushing you to come in right away, as in this evening, after work. Don’t get pushed around. Politely, yet firmly, convey that you are unavailable this evening, but you would be happy to schedule the interview for tomorrow evening or any time the following day.

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Remain in control of the scheduling, while maintaining a calm and polite demeanor and a clear communication style. Avoid slang and informality.

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Goof-Proof Your Dialogue Wrong: Wow! Thanks for calling me, Ms. Hanson! I can come in this afternoon! Wrong: Um, gee, Ms. Hanson, this afternoon is kinda fast. Plus, I’m wearing jeans. Well, OK, since you put it that way . . . I can leave work at 4:30 and see you at 5:00. Right: Ms. Hanson, thank you so much for inviting me to come in for an interview. Unfortunately, I am unavailable today, but I would be happy to come in after business hours tomorrow. Does around 5:30 work for you?

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section

TWO

THE GOOF-UP: BEING UNPREPARED Your skills

and ability may make you the best candidate for a prospective position, but if you are not adequately prepared for an interview, you may never get the chance to demonstrate those skills on the job. Interviewers look for specific things when screening candidates, and they will be able to tell right away whether or not you have properly prepared for the interview. Don’t let a simple mistake like not shutting off your mobile phone ruin a shot at your dream job. In this section you will learn the importance of: • • • • • • •

researching companies. using your networks in researching companies. practicing before every interview. choosing the right thing to wear. making the hours before the interview count. first impressions. showing up for the interview on time.

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By learning the following seven Goof-Proof Rules, you will prepare yourself to impress even the most scrutinizing of interviewers, and give yourself the peace of mind to concentrate on what’s really important—your talents.

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RULE #5: Research the Company Always research the company that has called you in for an interview, even if you think you know everything about them—even if your Dad works there.

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Large or small, public or private, it is your job to research the company prior to showing up for your interview. In fact, you should have done some initial research when you sent your resume and cover letter. If you don’t know much beyond the classified ad that you responded to, get busy. Perhaps you only know the basics; or you understand, or maybe even use their product, but you don’t know their corporate philosophy. Once you have scheduled the interview, use your time wisely to learn what you need to know in order to present yourself as a knowledgeable and aware candidate. These days, most companies have a website from which you can gather basic information. In addition, your local library should be equipped with the tools you need to find out about the company. Take notes, and don’t be shy about consulting your notes during the interview—it shows you took the time to prepare. Beyond finding out about the company in general, you should seek information on: • • • • • • •

the the the the the the the

company history and philosophy. specific department in which you are interviewing. product or service the company provides. industry they work within. competition. person or people you are meeting and what they do. precise job that you are interviewing for.

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Never wait until the night before an interview to research the company. What if you assumed you could find everything on their website and the website is “down” or nonexistent? You will be more comfortable and confident in the days leading up to your interview if you have taken the time to carefully and thoroughly research the company.

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Find your information here: • Use the Internet. Try a popular search engine, such as Yahoo!, Dogpile, or Google. • Contact the Chamber of Commerce in your city or town. Even information on the smallest local businesses can be found here. • Look it up at your local library. You can find a wealth of information at your branch. • Search for news. Coverage can be found in recent back issues of business magazines. • Obtain information via media. Company-issued press releases, press kits, newsletters, and industry-specific magazines and websites can be helpful. • Check out their competition. If you found information on the company on the Web, you are likely to find information on the company’s major competition. • For a publicly held company: Obtain information through the public relations or investor relations offices. Ask for an annual report—a disclosure to stockholders that presents its corporate philosophy, history, products and services, goals, financial status, and profiles of top-level executives. • For a civil service position: Obtain information from the agency’s websites or contact the department directly.

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RULE #6: Use Your Network as You Research the Company Always check with the members of your network to find inside information on the company with which you will be interviewing.

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In a perfect scenario, you will know someone who already works at the company you are interested in, and be able to access information from this contact. However, this isn’t always the case. If you are in your hometown, put the word out with your contacts. Ask former teachers, friends’ parents, your parents’ friends, and relatives. If you don’t have access to your city at the level that you would if you had grown up there, check your college alumni association, any professional organizations you belong to, and the people that you have become acquainted with throughout your career.

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Keep asking, and you are bound to find a connection: • Talk to people who work at the company. They will have the first-hand experience that you seek. • Speak with people in your industry. They may know someone at the company or be familiar with the company’s operations through business-to-business interactions. • Six degrees of separation really works. Talk to everyone you know, and ask them to think of a personal connection at the company. If you are diligent, the odds are in your favor for coming up with a networking link. Don’t give up! • Pay attention while you research. While you research the company, pay attention to the names of the people quoted in the interviews or briefs, to get a sense of the personalities at work as well as the corporate culture.

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GOOF-PROOF RULE OF THUMB

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Networking before an interview can be tricky. What do you do if the person who knows the most about the company you are interviewing with is an employee at your current company? In a case such this, it is important to be discreet. Ask your coworker about the prospective company without giving away that you are on the market for a new job. Otherwise, you risk putting your colleague in an awkward position, and he or she may then not be forthcoming with you.

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RULE #7: Practice before Each and Every Interview No matter how comfortable you think you are, always practice before meeting your interviewer.

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Often, when professionals are in full “interview mode”—going around town, aggressively interviewing—they can develop a phony sense of their own level of preparedness. This can happen simply by frequent interviewing without taking the necessary steps between interviews. Don’t get caught in this trap, especially if this is your first “real” job. Interviewers can sense it. To stay fresh and informed, it is essential to practice your delivery. In addition to practicing your responses to the interviewer’s questions, it is also important to practice inserting facts about the company you are interested in working for. These facts are what you uncovered as you did your research, the other key element to interview preparedness. The best way to practice is to enlist a friend or relative to play the part of the interviewer. This way, you can practice answering questions out loud, in real time, which is more accurate than reading your answers to yourself or even practicing before the mirror. The other part of the interview consists of you asking questions of the interviewer. It’s a good idea to practice this, too, as you can never fully anticipate the interviewer’s response. Ideally, the person you practice with should not act as your personal cheerleader; rather, he or she should feel comfortable giving you constructive criticism. Likewise, you should feel comfortable receiving constructive criticism from this person.

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GOOF-PROOF CHECKLIST

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Watch out for these interview goof-ups: • Being stale. Interviewing frequently can lead to robotic responses. By peppering your standard responses with facts about the company, industry, and current events, you can freshen and enliven your delivery. • Being generic. In today’s job market, on any given day there will be plenty of qualified applicants for the position for which you are interviewing. Set yourself apart from the competition by letting your personality shine through in every conversation, and by remembering to tailor your responses to the company you are meeting with. • Being jaded. Even if you are a perfectly suitable and ultraprepared candidate, you can slip up by coming across as cavalier, disingenuous, or even arrogant. Don’t try to outsmart or talk over your interviewer—nobody likes a smarty-pants. • Being nervous. It’s okay to be a little nervous about an interview, especially when the future of your career is at stake. However, don’t let your nerves get the best of you. See GoofProof Rule #23 for strategies for overcoming nervousness. See Section Five for in-depth practice interview questions and model responses.

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RULE #8: Choose the Right Thing to Wear Always take the time to carefully plan your interview outfit: from wearing the appropriate apparel to ensuring that everything is clean and in wearable condition.

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While many businesses are casual in attire, don’t make the mistake of thinking that you can show up for your interview casually dressed. Although this rule is simple and easy to follow, it is amazing that so many candidates manage to miss something. To easily Goof-Proof your interview outfit, simply follow the appropriate checklist.

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Checklist for Men

What to Wear

• a well-tailored, clean, and pressed suit in conservative, dark shades of navy blue, gray, or brown • in a non-corporate environment, an acceptable alternative for a suit is a (less formal) sport jacket/blazer and dress slacks • a pressed white or light colored, long-sleeved, cotton dress shirt • a tie that coordinates with your suit, avoiding wild colors and patterns • dark socks that coordinate with your suit and dress shoes • polished, plain black or brown leather dress shoes • deodorant/antiperspirant What to Remember

• brush your teeth • shower

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• shave • comb and style your hair • clean your nails What to Avoid

• fragrance of any kind—scents can cause allergic reactions in others, or may be considered unappealing by your interviewer • jewelry, other than a watch or your wedding band • baseball caps or other hats What to Bring

• a briefcase or portfolio to carry copies of your resume, a notepad, pens, research materials, etc.

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Checklist for Women

What to Wear

• a well-tailored, clean, and pressed suit in a conservative color • an acceptable alternative to a suit is a tailored dress or a sweater set with a knee-length skirt or dress slacks • hosiery—either neutral nylons or tights, depending on the season and region—is a must • polished, plain, sensible pumps, or low-heeled dress shoes • natural-looking makeup • simple and understated jewelry that complements your outfit without attracting attention • your nails should be neatly manicured; if polished, use a neutral color • deodorant/antiperspirant What to Remember

• brush your teeth • shower • comb and style your hair

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What to Avoid

• • • • • •

low-cut necklines, sleeveless tops, and sheer fabrics mini-skirts loud prints and patterns open-toed shoes and spike heels dramatic makeup fragrance of any kind—scents can cause allergic reactions in others, or may be considered unappealing by your interviewer • excessive or flashy jewelry What to Bring

• a briefcase, portfolio, or large simple tote bag to carry copies of your resume, a notepad, pens, research materials, etc.

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No matter who you are, where you live, what job you are applying for, or what type of company it is that you are visiting, your outfit should be clean, well-tailored, flattering, wrinkle-free, and free of static cling.

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RULE #9: Make the 12 Hours before the Interview Count You can do all the right research, wear the right clothing, and practice your answers perfectly, but if you do not plan and behave appropriately in the 12 hours before the interview, you are risking all of your preparedness to this point.

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An employer’s hiring decision is based on your skills, experience, education, and how you present yourself and perform during the interview. It has nothing to do with luck, and everything to do with preparation.

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Your final interview preparation comes down to getting just a few crucial things right: • Get a good night’s sleep. This is the real world, not college—save the late nights and celebrating for after your interview. Lack of sleep shows on your face and in your response time. Why risk it? • Eat breakfast. Go for a high protein, low fat option, such as oatmeal or eggs. If you are not the breakfast type, try to grab a banana or a cereal bar before a morning interview. Avoid the donut cart—an all-sugar breakfast can give you a momentary sugar high in the reception area, and then thwart an interview with a sugar crash. So choose breakfast, and choose wisely. Not only will you be more alert with fuel in your system, but you will likely avoid any embarrassing stomach rumblings during the interview. • Avoid overdosing on caffeine. Never completely avoid coffee if you are a daily drinker; lack of caffeine can give you a

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headache, which will distract you during the interview. Likewise, resist the urge for that third big cup; rather than looking alert, you will probably look jittery, which does not make a positive impression. • Read the newspaper. Most interviews start out with some small talk. Make sure that you are up to speed on current events and any big news stories of the day. If the interviewer makes a comment and you respond with silence or panic, you will convey disinterest, which is never good.

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RULE #10: First Impressions Are Important First impressions are about a lot more than what you are wearing. Put your best foot forward by following this simple rule.

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While the interviewer (along with everyone else at the company that you encounter) will notice your outfit, the second thing about you that he or she will pick up on is your attitude.

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Here are a few simple things to remember as you make your way into and out of the interview: • Have a smile on your face, not a scowl. • Make eye contact when listening and speaking—never look down. • Check your attitude at the door: If someone cut you off in traffic, shoved you on the bus, stepped on your foot on the subway, or didn’t hold the door for you upon entering the building, get over it.

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It’s a cliché because it’s true: You never get a second chance to make a first impression!

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RULE #11: Show up on Time Never show up late for an interview. Ever.

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If you show up late, you start out with one big strike against you. In fact, you have done a favor for your competitors for the position. If you have adequately prepared for your interview, then you know exactly how to show up at the interview location ten minutes early.

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The eight secrets for staying on schedule: 1. Ask for specific directions when you are scheduling your interview. If you forget, call back. Don’t feel silly; it’s silly not to ask. 2. Practice the route. Clock the drive or public transportation commute from your home or office, whichever is your departing location. 3. Allow time for traffic or train delays. Anticipate the worst-case scenario, and allow yourself extra time. If you make it to the interview in record time, sit for a few minutes in your car and compose yourself or walk around the block to kill time and ease your nerves. If you are really early, read through your notes. Don’t enter the interview too early. 4. Arrive at the reception desk ten minutes early. Allow for signing in and slow elevators. If necessary, ask to use the restroom and give yourself a quick once-over in the mirror. 5. Be friendly and polite to everyone that you encounter—the security guard, the elevator person, the doorman, the receptionist, the assistant—even other people in the elevator. You never know who’s watching, so be on your best behavior.

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6. Take the ten minutes in the reception area to browse any corporate material offered to you to read, or to look over your notes. If you are offered a beverage, water is a good choice, but avoid a last-minute coffee. 7. No beeping or ringing! Avoid checking your mobile phone, and remember to turn it off for the interview. Also, check for beeping pagers or watches, and turn them off, as well. 8. Focus on having a calm and interesting conversation with the person you are meeting. Smile, breath deeply, and visualize success.

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Try to arrive ten minutes early. Avoid arriving more than 15 minutes early. Often, interviews are scheduled back to back, and showing up too early can put off the interviewer. Respecting others’ time includes never arriving too late or too early.

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THREE

THE GOOF-UP: RIGHT INFORMATION, WRONG INTERVIEW FORMAT By now,

you have learned the do’s and don’ts regarding interview preparation. Now, let’s shift focus to finding out about all the different types of interviews in order to ensure your success in all interview scenarios. While most interviews follow a certain pattern, there are several distinctive formats and processes that you should become familiar with as you prepare for the real deal: • • • • • • • •

informational interview human resources screening interview standard, one-on-one interview repeat performance interview, or seeing more than one person on a given day group interview campus/job fair interview panel interview second interview

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• off-site interview • phone interview Each of these interview formats will be covered, one at a time, in the next ten rules.

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RULE #12: The Informational or Networking Interview Simply put, you schedule an informational interview with an individual with whom you are interested in working with, or in the company in which you would like to work.

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Informational interviewing is an excellent way of getting firsthand knowledge and advice about specific career opportunities. Though you are not responding to an open position, you learn more about the type of job or corporation that interests you. You may find that your interest is confirmed, and should an opportunity open up, you now have a foot in the door. You also may learn that this isn’t really the company or position for you. Or you could be offered a job that has been specifically created for you. Worst case, you will have learned valuable information about the industry, and you can add a name to your list of career contacts.

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WHAT AN INFORMATIONAL INTERVIEW IS

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An informational interview will help you research an industry, company, or job category. You discuss your experience, capabilities, and career aspirations with a targeted industry professional who may know of suitable contacts or open positions for you. How you choose the person or company is entirely up to you.

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WHAT AN INFORMATIONAL INTERVIEW IS NOT

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An informational interview is designed to help you network and learn about the career and/or company that interests you. It is not meant to be a sneaky way to insinuate yourself into a company by badgering a college buddy of your Dad’s, for example. Using legitimate networking strategies, you seek a person who can

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answer your questions and perhaps point you in the right direction for career opportunities. Never expect a job offer from an informational interview. In fact, the informational interview is more accurately classified as part of the networking process, not the formal interview process. However, informational interviews can lead to job offers.

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Where to find a person with which to have an informational interview: • Use your network of contacts. • Contact your alumni association. • E-mail a contact you have at the company that interests you, and ask for a meeting or a referral to meet with the human resources person you would like to meet. • Refer to industry directories, either in the library or on the Internet, to find a name of a human resources person to meet with at the company that interests you.

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WHAT TO EXPECT

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There are three parts to an informational interview: talking about yourself, learning about your contact, and learning about your contact’s company. Use Goof-Proof Rules 1–4 to set up the interview. Modify Goof-Proof Rules 5–11 to prepare yourself and your information for the meeting. Once the meeting is scheduled, make yourself an agenda of what you would like to cover in the informational interview: Include both questions to ask and information to convey about yourself in order to possibly be considered for future openings. Bring copies of your resume.

R i g h t I n f o r m a t i o n , Wro n g I n t e r v i e w F o r m a t

At the Meeting

• Briefly describe your background in terms of education and work experience. • Ask your five questions and take notes on the responses. • State your interest in the company, and that you will e-mail in a few days to follow up. Ask to have your resume passed along to Human Resources for future openings. • Thank your contact for his or her time. Possible Outcomes From an Informational Interview

• You get the information you want, and can add one more person to your network. • Your interviewer takes an active interest in you, and suggests a second meeting. • Your interviewer introduces you to someone who may be in a position to hire, either at his or her company or at another company. • You find out more about the industry, company, and/or department that initially interested you. • You may be offered a job, or a job may be created for you.

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Goof-Proof Sample Starters Step 1: “Thank you for agreeing to see me. It may be helpful to tell you a little bit about myself, and then I’d like to ask you how you got started in your career, as well as a few questions about the company.” Step 2: Tell the contact briefly about your background, why you are interested in the field, and, remember to weave in more information about yourself as the interview proceeds, looking for ways to link your experiences to what your contact is saying. Step 3: Maximize what you learn in a short period of time by asking some of these questions: • “What are typical positions in your company for someone with my background?”

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• “I’m interested in the position of

. Do you think I’m

qualified for this job, or would you suggest that I receive more education or training?” • “Are there any specific skills I should develop?” • “What makes an employee successful in this job/company?” • “How did you get started in your career? • “Are there any trade magazines or other industry publications I should read for more information?” • “Is there anyone else in your company or in another company with whom I should speak to regarding this job/field?”

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Goof-Proof Sample Dialogue Wrong: “So, Bob, do you think you can get me that job over in wholesale accounts?” Wrong: “Okay, if there’s no job here, do you have any friends who would hire me?” Right: “Bob, I really appreciate the time you have taken out of your busy day to talk to me about your corporation. It sounds like a wonderful place to work. I know there are not any openings at the moment that meet with my qualifications, but I’m hoping that you will be able to pass my resume on to Human Resources with a note.”

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RULE #13: The Human Resources Screening Interview This interview often, but not always, occurs before you meet with the hiring manager in the department where the job opening exists.

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Depending on the company, you may meet directly with the hiring manager that you will report to at the interview, or you may meet with someone in Human Resources first. When you have a brief, general meeting consisting of filling out forms, listening to general information about the company, and conversing briefly about your qualifications and interests, you are on what is known as an Human Resources screening interview. Even though the Human Resources manager may not know the nitty-gritty aspects of the open position or exactly what your background entails, treat him or her with respect and courtesy. Do not hold back on engaging your interviewer, and be sure to ask questions and provide thoughtful answers. Never act impatient to meet with the person or group that is doing the hiring; if you give the Human Resources representative a negative impression, you may not get the opportunity to meet with the busy department head looking for the next superstar. Remember, Human Resources managers are trained to detect and “screen out” anyone who may not be right for the job. The person in the department with whom you will work is very busy; he or she cannot possibly meet every qualified candidate. That’s why you are often sent to Human Resources first, to ensure that you are suitable and capable enough to be considered for the job. Although the Human Resources manager does not make final hiring decisions, they are asked for feedback about candidates. Your immediate concern is to “pass” the screening interview.

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GOOF-PROOF RULE OF THUMB

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Bear in mind that the scheduling phone call is often a part of the screening process. If your demeanor on the phone was rude, shy, or negative in any way, it is likely to be marked on your file. Likewise, your positive attributes will be recorded, so always be professional.

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Goof-Proof Sample Dialogue HR Manager: “Tell me, Thomas, can you describe for me a typical day at your current job?” Wrong: “So, um, when do I go up to talk to Ben Handel?” Wrong: “This is engineering stuff, so it will probably bore you. I’ll talk to Mr. Handel about it.” Right: “I’d be happy to. Let’s see, at my current job I spend the bulk of my day checking electrical code, which involves . . .”

R i g h t I n f o r m a t i o n , Wro n g I n t e r v i e w F o r m a t

RULE #14: The One-on-One Interview This traditional interview, lasting 30 minutes to an hour, is the standard format for an initial job interview.

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Unlike the human resources interview, you will get to know more about the company, and very specific information about the job opening during a one-on-one interview. Also, you can expect to hear a different point of view on the company and the job because this person knows more about the day-to-day aspects of it. Most interviews begin in one of two scenarios: Your potential supervisor will start things off by asking you questions, or your potential supervisor will describe the job and then ask you questions. Scenario two is the most advantageous because you are given information before any questions are asked. This will give you plenty of time to decide how to present your skills, strengths, or accomplishments. Remember to share as much information about yourself as possible, so that your interviewer understands not only what your skills and qualifications are, but how you think. Highlight your interpersonal skills, personality, and even your sense of humor.

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The five stages of a traditional, one-on-one interview are: 1. Introductions. Shake hands, smile, and introduce yourself: “Hello, I’m Chloe, and it’s a pleasure to meet you.” Try to remember each interviewer’s name by repeating it, writing it down, or asking for a business card. 2. Small talk. Casual conversation at the beginning of an interview puts both parties at ease and makes the transition to the next stage of the interview seem more natural and pleasant. A quick comment on the beautiful weather, the

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ease of your commute to the interview, or a positive observation about the office building are possible icebreakers. 3. Exchanging Information. You will be expected to answer questions about your background and experience. This is when you will illustrate the experiences on your resume by relating anecdotes where you have put your skills to use on the job. Equally important is asking three to five well-thought-out questions about the company and position. See Goof-Proof Rule #28 for sample questions relating to the job opening. 4. Summarizing. There is a natural point in every interview when there are no more questions to ask. Summarize what you have learned about the responsibilities of the position. Clarify any information that was unclear. 5. Closing the Interview. Leave on a positive note: Make a final statement about your interest in the job and the company. Find out what happens next. Approximately when will you hear about a second interview or hiring decision? Before leaving, make sure your interviewer has a copy of your resume and references, and ask for his or her card. Thank your interviewer, smile, and shake hands to close.

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Most interviews last 30 minutes to an hour. If your interview lasts longer, it’s usually a good sign. However, if you are out the door in 10 minutes, this usually means that you are not a good fit to fill the opening. Move on.

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Goof-Proof Sample Dialogue Hiring Manager: “Chloe, I see that you interned at XYZ Fabrix. Did you enjoy working with textiles?” Wrong: “Yeah.” Wrong: “Um, well, it was okay, but I really want to be a designer.”

R i g h t I n f o r m a t i o n , Wro n g I n t e r v i e w F o r m a t

Right: “Yes, I did like working at XYZ, and I learned about how certain fabrics drape, which will come in handy when working with patterns at a design job. I noticed that you work frequently with lightweight wool crepe. Do you find that it drapes remarkably well?”

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RULE #15: The Repeat Performance Interview Sometimes, when a hiring manager is impressed with your credentials, he or she will ask you to meet with another decisionmaker or person-of-influence in the department. Essentially, you must start over and do it again to impress this individual.

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Resist the urge to change everything that you said well with the first person who interviewed you. Remember, the second interviewer was not in the room, so don’t hesitate to lead with the same one liner about yourself that you carefully crafted. And if one of the several anecdotes you related earlier really illustrates what you do best, go ahead and use it again. It is, however, a good idea to use one or two alternate illustrations of your abilities so that when the two interviewers compare notes, they each can have something to add to your file. Although it may feel like déjà vu, try hard to repeat the winning performance that you just gave in your first one-on-one interview. Also, resist the urge to answer the second interviewer with short replies. In a lengthy interview situation, this can be tempting, especially if the second interviewer briefly compared notes with the first interviewer. You can’t go wrong if you bring the same level of organization, alertness, and enthusiasm to every interview.

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Everyone you meet will form a first impression of you. Always present yourself in the best possible light, whether it’s the first or fourth person you encounter at the interview. Another great idea: Practice meeting with two people in your mock interview situation.

R i g h t I n f o r m a t i o n , Wro n g I n t e r v i e w F o r m a t

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Goof-Proof Sample Dialogue Interviewer: “So, Peter tells me that you worked at ABC Marketing in the cola division. I understand that you led the highly successful ‘Cola Rules’ campaign.” Wrong: “Yeah, that was something.” Wrong: “Uh-huh.” Right: “Yes, it was an extremely successful campaign. What was really unique about it is that, for the first time, I implemented . . .”

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I N T E RV I E W S RULE #16: The Group Interview

A group interview is actually a series of interviews over the course of one day. Unlike the repeat performance interview, where you are giving back-to-back interviews with two people involved in a hiring decision, the group interview involves meeting with several key members of the group you will be working with if you land the job.

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This format is common if you are partaking in an executive search or if you are coming in from out of town for the interview. In addition, large accounting and law firms often use this format to ensure that any new addition to the team will make a good fit. The most important objective for this kind of interview is to bear in mind that each person meeting with you has a say in the hiring decision, so it’s vital to impress everyone with your abilities and personality. While your potential boss’s opinion usually counts the most, the others would not be participating if their votes didn’t count, too. Therefore, it is important to perform well in each of your interviews, getting along with and striking a rapport with all of them. When you are talking to many different people in a given day, you won’t have as much time to get across as many objectives and illustrative anecdotes as you would in a traditional interview setting. Therefore, it’s important to understand your audience in order to maximize your time. Consider what each person’s function in the organization is, then think about which aspects of your experience or education will be most compelling and relevant to their experience and potential interaction with you.

R i g h t I n f o r m a t i o n , Wro n g I n t e r v i e w F o r m a t

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So how do they decide, anyway? Well, in most cases, the majority rules: If almost everyone—say five out of a group of six (including your potential boss)—agrees that you are the best candidate for the job, then you are offered the position. In some cases, a consensus is called for, and you don’t get offered the job unless everyone agrees that you are the best candidate.

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GOOF-PROOF PRACTICE ON YOUR OWN

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You are interviewing for a paralegal position at a large law firm. On interview day, you might meet with a human resources manager, a financial manager, three attorneys, and two paralegals, in addition to your prospective boss. How would you break down your information so that everyone learns something valuable about you that will factor into the hiring decision? After creating a list of your most marketable skills or qualities, you would need to assess the priorities and specific interests of each interviewer. Let’s say your most marketable qualities are your: • • • • • •

five years of paralegal experience. people skills. legal analysis skills. writing skills. research skills. organizational skills.

While all of your interviewers will appreciate your five years of experience, the human resources manager may be most likely to appreciate your people skills; your prospective boss may be more interested in your legal analysis skills, and the two attorneys may value your research and writing skills. After deciding which skills to stress during each interview, you should also make a list of one or two workplace anecdotes that highlight each skill. Which skill(s) does the following example emphasize?

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At my last job, I worked for a contract lawyer, and the night before the contract was supposed to be sent out, I noticed that the wording of a particular phrase put our client at risk for personal liability claims. I notified my boss immediately and made the appropriate changes to the document, which probably saved the client and the firm millions of dollars.

This example highlights the interviewee’s writing and legal analysis skills, and would be the perfect anecdote to tell during the interview with the financial manager.

R i g h t I n f o r m a t i o n , Wro n g I n t e r v i e w F o r m a t

RULE #17: The Campus or Job Fair Interview In less than five minutes you must get your resume into the right hands and make a lasting impression on the recruiter.

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At campus interviews, there may be hundreds of your classmates competing for a small number of positions. The recruiters will see many faces at your college, as well as at every other stop on their junket. How do you ensure that you stand out from the crowd? It’s simple, just follow these steps:

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• Rank the recruiters that you would like to meet. Keep your list to fewer than ten companies. Conduct targeted research on the companies on your list. • Narrow down the list to the top five or six companies you would like to work for. Target your skills, experience, and research toward those companies only. Take notes. • Carefully craft another soundbyte about each of the top companies you are pursuing. Each soundbyte must demonstrate your knowledge of a specific aspect of each company, while showing that you took the time to research the company thoroughly. Write them down. Practice them aloud. Try them out on a friend. • Dress professionally. Don’t make the typical college kid mistake of showing up for the job fair in your regular campus attire. Refer to Rule #8 for wardrobe and appearance checklists, and use them. If you are lucky, this may be your first of several encounters with the company, so don’t blow your first impression by dressing unprofessionally. • Deliver your personal soundbyte. Remember to smile, shake hands firmly, and make eye contact. See Rule #10.

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• Deliver the company soundbyte after introducing yourself. Do it immediately after introducing yourself, without hesitation or small talk. • Maintain focus at the job fair. See your top five or six companies first. Then, if you have more time, or if you had any negative experiences with any of your top companies, visit the next tier from your initial ten. However, if you feel unprepared, keep the interactions short and to the point. • Be prepared for anything. Check your shyness at the auditorium door and try your best to stay calm and organized, even if an unexpected question is asked. This is your chance, so make the most of it.

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Some campuses will alert students of recruiter visits and ask for resumes prior to the visit. Then top candidates will be chosen for screening interviews. Refer back to the screening interview and one-on-one interview rules to prepare for this scenario.

R i g h t I n f o r m a t i o n , Wro n g I n t e r v i e w F o r m a t

RULE #18: The Panel Interview In a panel interview, you meet with several people in a room at the same time—not unlike a business meeting where you are the presenter.

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The individuals who make up the panel are usually people that you would interact with at work. Another possibility is that the panel is mostly comprised of executives appointed to an employment committee. Typical panels include your potential supervisor, his or her boss, a human resources manager, coworkers, and/or other senior managers who may interact with you at work. This type of interview usually lasts for an hour, possibly longer. Often, you will have an initial interview with the hiring manager before you are brought into a panel situation. If you are coming in from out of town or if you are a fairly high-level executive, panels are a great way to meet everyone involved at the job so that the decision to hire and accept is simplified for both parties. Though you may feel a bit uncomfortable or nervous at first merely by being outnumbered, try to relax. After all, the panel interview sure beats having to go on six consecutive group interviews, right?

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• Think of yourself as a guest speaker. Bear in mind that the subject matter is you. Prepare to talk about yourself as you would any other subject of a speech or presentation. Remember, all the people in the room convened today because they are interested in you and what you have to say. Don’t be intimidated. If they weren’t interested, they would not waste their time. • Pay attention from the very start. The hiring manager will likely begin the interview by making introductions. Listen carefully, and jot down everyone’s names. Don’t worry about

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•

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•

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spelling. It is important to use the panelist’s name whenever possible. Treat the interview as any other. Just because different people are asking the questions doesn’t mean that you should alter your interview style. Proceed as you would with a single person doing the interviewing. Express yourself clearly and concisely, and get your experience and personality across. Also, remember to ask your questions. Be aware of rapport. Not everyone is going to mesh instantly with your personality and style. Be prepared to hit it off better with some and not others. The most important person to have rapport with is your potential boss. Focus on that if someone else on the panel doesn’t click with you, and keep going. Time is not on your side. Unlike traditional interviews, where there is a natural pause between questions as the interviewer takes note of your answer and decides on the next questions, the panelists are all ready to fire off their questions, often at a fairly fast pace. This rapid-fire questioning technique can be both hectic and demanding, and it requires that you think on your feet. Address the speaker. Make eye contact with the person who has asked the question, but make sure you include others by making eye contact with them every so often, as well. Try to give the panelists equal time. Providing thorough answers to each question ensures that you have given respectful, thoughtful answers to each member. Be proactive, not reactive. While it is very important to pay attention to the questions and make sure you answer them, it is also vital to maintain some control of the interview and get your skills and experience across to the panel. Always focus first on answering the questions that are being asked, and then switch your focus to relating anecdotes that show your strengths in action. Say “thank you.” Before departing, thank everyone for their time, then follow up with written thank-you notes to each person.

R i g h t I n f o r m a t i o n , Wro n g I n t e r v i e w F o r m a t

RULE #19: The Second Interview You will get to the second interview stage if you are a viable candidate. You will be asked to return for another interview, usually with the hiring manager and another member of the hiring department.

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For the first part of the interview (with the person you met before), relax and try to pick up where you left off the last time. The hiring manager is looking for the same rapport that landed you on the short list for second interviews. Also, he or she wants to be impressed by you, so demonstrate why you are the best person for the job. Be confident in your delivery, and don’t forget to clearly state your interest in the position. For the second part of the interview, start fresh. This is someone who has yet to meet you, but expects to be wowed by you. Live up to it, and treat this portion of the interview as a repeat performance. Before departing, ask when they expect a decision to be made. It is important to thank both people for their time, in writing. Don’t think that the first thank-you letter covers all subsequent interviews. It is appropriate to e-mail the thank you. Refer back to Goof-Proof Rules #14 and #15 for more information.

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I N T E RV I E W S RULE #20: The Off-Site Interview

Off-site interviews are often conducted over a meal—lunch or dinner—usually in a restaurant.

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There are several reasons why you might be asked to attend an off-site interview. Your interviewer may prefer to meet you without office distractions, or may work in a small office where the two of you could not have privacy. If your prospective job involves meeting with clients or being in the public eye, the offsite interview is a test of your social graces. The interview will likely be more conversational than an office interview. However, don’t ever forget why you are having lunch, and resist the urge to slip into slang or forget to illustrate the bullet points on your resume. Although you and the interviewer may discuss a recent film or a book you just read, remember that this is still an interview, not a meal with a friend. Follow the rules for a traditional one-on-one interview, and review the following list.

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GOOF-PROOF CHECKLIST

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• Make notes, not a mess. While it is perfectly appropriate to take notes, be mindful of what you are bringing to the table. In an office conference room, you can usually spread out and have plenty of room for a standard sized portfolio. At a restaurant, you may opt for a smaller notepad or a Palm Pilot™ from which to read and make notes. • Order carefully. Messy sandwiches, unruly linguine, and any finger food can distract you or lead to an awkward accident. Best to stick with soup, salad, or fish. Never order the most expensive item on the menu. Likewise, stay away from dishes that take a long time to prepare, such as risotto, as you could run out of things to say and have to deal with an awkward

R i g h t I n f o r m a t i o n , Wro n g I n t e r v i e w F o r m a t

pause. It is also smart to stay away from any potentially offensive choices on the menu. If your interviewer states that he or she is a vegetarian, avoid the steak. You can have it later, with your family. If you are unfamiliar with the choices, ask questions of the waiter, who is there to help you. Don’t risk being unable to eat your choice, as it will lead to an embarrassing meal where only one person is eating. Avoid ordering in an overly fussy manner. Salad dressing on the side is one thing; reinventing the dish to satisfy your tastes makes you look inflexible and difficult. • Never drink at an interview. Even if your interviewer is drinking, it is not a good idea to follow suit. Although you may think you handle alcohol well, it is very easy to lose your focus and self-control if you drink. Why risk it? • Follow up. Don’t leave the interview, whether it’s at a restaurant or in the company cafeteria, without finding out what the next step is. Who will be calling whom? And, of course, you need to send a thank-you note, mentioning the terrific meal.

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Mind your manners. Even if you think you know which fork to use and how to make introductions, always make sure that you are well-versed in the rules of etiquette. In order to prepare yourself for the meeting, pick up a book on the topic, such as The Amy Vanderbilt Complete Book of Etiquette (revised edition, 2000). You will feel more confident knowing that you double-checked which bread plate belongs to you. Whether or not the job involves entertaining clients, your prospective supervisor will be looking for a certain level of poise in social settings.

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I N T E RV I E W S RULE #21: The Phone Interview

Phone interviews are interviews that take place over the phone— usually because you live out of town.

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There are advantages and disadvantages to phone interviews. A phone interview should be conducted as if you were engaged in a standard, one-on-one interview. See Goof-Proof Rule #21 for everything you need to know, then review these extras points and modify your situation accordingly.

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Pros • You can have all your data at your fingertips. Not that you can’t have information in a conference room, but the beauty of the phone interview is that you can have a wealth of material at your fingertips, not just talking-points. • You can be in a comfortable setting, in comfortable clothes. Often, interviewees perform better when they are relaxed and in control. Surround yourself with your interview tools, and eliminate distractions from your interview area. Take the call at your desk or at the kitchen table, and eliminate clutter. • You don’t have to commute. Between the time you leave your home and the time you enter the interview, anything can happen, and most of these possibilities are out of our control. At home, you are able to control the hour leading up to the interview, which is to your advantage.

R i g h t I n f o r m a t i o n , Wro n g I n t e r v i e w F o r m a t

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Cons • You can’t see each other. Though this can have its perks, not being able to evaluate body language—theirs or yours— can be a disadvantage. You cannot tell how your responses are being perceived nonverbally, and this can be unnerving. Plus, if you are very expressive in your body language, the phone neutralizes your personality. However, if you have nervous habits, a phone interview will mask these traits. • You can be hard to understand. Be mindful of the tone and quality of voice; articulate and watch any tendency to mumble or trail off. Likewise, don’t be too loud. Never use speaker phone, as you may be on their speaker phone, which lessens the quality of the connection.

Remember: Be enthusiastic. Be clear. Be focused. And you can’t lose.

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Just because you have a phone interview does not mean you should roll out of bed and sit on the sofa in your pajamas. Dressing, though it’s not necessary to be in a suit and tie, will give you self-esteem and a sense of purpose, help you to visualize the interview scenario better, and put you in the right frame of mind.

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THE TOP TEN INTERVIEW GOOF-UPS . . . AND HOW TO AVOID THEM This Goof-Proof section is self-explanatory; the ten most common interview mistakes will be described, then the Goof-Proof Rule will explain how to avoid making an interviewending goof-up. What makes this section different than all the other goof-ups that you have Goof-Proofed? This section focuses on the specific mistakes made during the actual interview—not the preparation mistakes, the format mistakes, the follow-up mistakes (which you will learn to Goof-Proof later, in Section Six). You will learn which actions are inappropriate, what comments to avoid, and what not to forget to say during the interview. Like the other sections in this book, the best method for making a positive impression is preparation. Take the time to review all the rules—even if you think that one or another of them could never happen to you. Interviews, like most things, can be unpredictable. Why not troubleshoot for every possibility? You will be glad you did—it could mean the difference between getting hired and getting passed over.

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RULE #22: Be Prepared to Describe Your Experiences in a Compelling Manner Never lose focus and sense of purpose; the interview is all about finding out if you are the right person for the job.

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How can the interviewer understand that you are the perfect fit unless you demonstrate so by relating your abilities, achievements, and work style in an interesting and efficient manner? Think of the interview as an oral presentation. Prepare as you would for the presentation. First, review Goof-Proof Rule #13. Next, customize a list of eight positive attributes that you aim to get across to the potential employer. Use the list below as your guide. Then, for each attribute, think of a specific anecdote that demonstrates that attribute for the interviewer. They don’t necessarily have to be work-related, but they must show your action in a decisive situation. Practice relating these eight anecdotes out loud or conduct practice interviews with a friend.

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Here is a list of ten positive attributes, or success factors, from which you can match an appropriate anecdote that will act as proof that you are the right person to hire.

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Success Factors 1. 2. 3. 4. 5.

Accomplishments/Getting Results Taking Initiative Communication Skills Problem-solving Skills Teamwork and Team Leadership

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6. 7. 8. 9. 10.

Project Management Decision-making Skills Strategic Thinking Innovative Thinking Handling Pressure

Source: Vivian Eyre, et al. Great Interview. (New York: LearningExpress, 2000.)

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Remember to tailor your anecdote to fit in with what the interviewer has asked. If the interviewer says, “Why are you interested in Fabrico Ltd.?” Don’t say, “Team work is a quality that’s very important for a junior member of a design group. At The Fashion Institute, I worked with four other seniors on the Fashion Flower contest, and. . . .” Instead, answer the interviewer’s question succinctly, then segue into an anecdote that will show what a terrific employee you can be. In other words, never launch into an illustrative story that has no clear bearing on the question you were just asked.

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RULE #23: Control Your Nervous Habits Nervous habits detract from your efforts to present yourself as the best candidate for the position.

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Everyone has nervous habits, but some people have them to a greater degree than others, which can lead to unconscious judgments on one’s character by others. The stress of an interview situation can exacerbate your nervous habits, leading to the development of a poor first impression. The best antidote to nervous habits is a combination of awareness and practice. Here is a list of the most common nervous habits and tips for controlling the impulses that can get in the way of making a favorable impression on an interviewer. • Fidgeting. If you are tapping your foot, playing with a bracelet, twirling you hair, biting your nails, or constantly shifting in your seat, you won’t look professional. And if you don’t look professional, you won’t get hired. Avoid this behavior by practicing in front of a full-length mirror. • Speaking too quickly. You may be anxious about getting across a lot of information, but try not to speak so fast that your interviewer can’t understand you. Take a deep breath before you begin answering questions and slow down. Practice with a friend to make sure that your speaking voice is steady and even. Likewise, if you have a tendency to speak too softly, trail off, or mumble, practice your cadence. Perhaps taping yourself will help, too. • Drawing a blank. A different case than simply being unprepared, drawing a blank due to nerves can be a big problem if you don’t take measures to avoid it. After the initial introductions, reveal to the interviewer that interviews sometimes make you nervous. Usually, just by revealing your “big secret” you will feel calmer and less likely to go blank on a question.

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• Avoiding eye contact. In addition to a nervous habit, avoiding eye contact may have to do with shyness. If you avoid making eye contact, you will be unable to establish a personal connection with your interviewer. Worse, many people associate a lack of eye contact with lying, which is certainly not the image you wish to convey. Practice making eye contact with everyone you encounter: the bus driver, the drugstore clerk, the mail carrier, your yoga instructor. Getting into the habit of making eye contact will help the practice become automatic at interview time. • Using conversation fillers. Instead of making conversation, when nervous, some people rely on filler words and phrases to get the conversation flowing. This is an ineffective manner of speaking. The interviewer will remember the “ums,” “you knows,” and “likes” more than the key information about your skills. Tape yourself or have a friend count the times you use fillers while answering interview questions. Work toward reducing the number each day prior to the interview.

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The best defense against a case of the nerves is practice. And the more interviews you complete, you will become more comfortable in every interview situation.

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I N T E RV I E W S RULE #24: Tell the Truth

Resist the temptation to be untruthful in any way during the interview process.

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Starting with your resume, never, ever lie or embellish your information. False information on your resume will lead you to expound on these falsities in person, at your interview. Not only will you be lying, but you will also come across poorly to your interviewer by averting eye contact, rambling, and losing your train of thought as you get caught up in your lie. Don’t give into the “embellishment” trap, either. You may think that no one will ever know if you claim to have landed a big account when it was actually your boss’s achievement. Industries, no matter how large, are formed of tight-knit communities. You can count on the hiring manager knowing who to call to check on your work at your current job. Or let’s say you pull off the charade. Your first weeks on the job will show if you are underqualified. This is why most companies have a probationary period for new hires. If you are found out to have misrepresented yourself, you can be terminated immediately, with nothing owed to you. A trend in hiring practices is to hire outside firms to check not only references, but the validity of the academic and professional records of candidates. Don’t make the mistake of assuming that only large companies do this; the money wrong hires cost both large and small businesses is on the rise, so more and more often, companies outsource this important checking service.

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Never lie or embellish your job experience or academic record. Your interviewer is going to check these things out. If an interviewer catches you lying, you will not be hired. If your employer finds out about your misrepresentation after you’ve been hired, you will be fired. It’s that simple.

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RULE #25: Answer Every Question Asked No matter what you think of the question asked, as long as it isn’t inappropriate, do your best to answer it fully and honestly.

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The goal of your interview is to demonstrate to the interviewer that you are the right person for the job. You want to do this by relating your accomplishments as well as key information about your character. Similarly, the interviewer wants to find out if you are the right person for the job, so he or she asks you questions that help to get a sense of you—as an employee and as an individual. Sometimes these similar goals can appear to be at crosspurposes. You may think that the interviewer is not asking you the “right” questions that will lead you into your prepared anecdotes about your best features. Resist the urge to neglect answering the question asked. Instead, focus on segues that can bridge the conversational gap between the answer to the question and an illustrative example about you, the perfect candidate for the job. Bear in mind that if you are so intent on launching into a success anecdote that you avoid the question altogether—your interviewer will notice the gap and question your ability to follow directions, among other things.

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Avoid answering questions with only a “yes” or a “no.” Your interviewer needs to get to know you in order to make a judgment about your suitability to the position. This is difficult to do if you don’t volunteer information about your professional self. In addition, you are wasting opportunities to relate examples of your accomplishments as back up to your answers. Also, avoid revealing too much about your private life or personal problems. Your interviewer wants to learn about the skills and qualities you will bring to a job, not about a recent break-up or roommate issues.

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RULE #26: Sell Yourself as You Answer Questions You should answer questions in a way that brings out the qualities that will serve you on the job.

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This rule picks up where Goof-Proof Rule #25’s Rule of Thumb leaves off. Beyond answering the interviewer’s questions in complete sentences, you should get information across at every exchange. Practice answering questions in a full and thoughtful manner. It may be a good idea to actually write out your responses. Answering well can be tricky. Often, interviewer’s questions are vague, so it’s up to you to take a fairly generic question and turn it into a prime opportunity for you to show your stuff. Never stop at the basic information stage; instead, use the question to springboard to an illustrative anecdote about a relevant accomplishment. Also, try to anticipate the interviewer’s next question, or think about the “why” behind the question. Answering thoughtfully and effectively can mean anticipating the interviewer’s line of questioning and answering thoroughly from the very first exchange. This not only accomplishes getting more information conveyed to the interviewer in a faster way, but also facilitates a more even flowing conversation over which you have more control. Read this exchange and notice how the candidate is taking the opportunity to get relevant information across to the interviewer in a compelling manner.

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Goof-Proof Sample Dialogue Interviewer: “How can you help me improve my bottom line at the Factory Sample Company?” Interviewee: “Well, I can offer you a dynamic sales representative for your product line with a proven track record. I guess you could say I sort of fell into sales, but I sure found my niche. After graduating from Target

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University, I wasn’t sure what I wanted to do with my sociology degree, so I got a job as a car salesperson. I knew that I didn’t want to make a career out of it, but ten months on the lot really taught me a lot about sales. I learned from some seasoned experts who stressed the importance of connecting with customers. I learned how research can help close a sale, and I improved my people skills daily. About two years ago, I was hired at The A-line Company, and last year I was promoted to senior sales associate. I enjoy my work there, but this is a family-owned business, with limited growth potential. I am currently looking for a position that will allow me to build on the successes I have achieved so far. For the past four quarters, I have been A-line’s top salesperson, generating over $950,000 in revenue last quarter alone. I’m confident that I can help you grow the business at Factory Sample.”

This response focuses purposefully on professional goals and achievements, while weaving in a brief history of the candidate’s career course. He could have simply stated the opening sentence, but that would leave the interviewer with questions: How can he increase sales? Where has he proved himself? Why would he want to leave a successful situation?

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Notice that there is no personal information, such as marital status, religion, or political beliefs in the exchange. Keeping personal facts out of the initial meeting is important, as they could unduly influence the interviewer.

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Goof-Proof Sample Dialogue Interviewer: “How would a close colleague describe you?” Wrong: “She thinks I’m a fun person and that I have great fashion sense.” Wrong: “Well, I don’t really interact much with my coworkers. I’m sort of a loner, I guess.” Right: “I think my colleague would describe me as loyal and dependable. People always know that they can count on me.”

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Right: “As the team problem-solver. I’m always operating in problem-solving mode, from smoothing over a ruffled client, to doing a final proofread on a press release, to stocking the washroom with paper towels before we run out.”

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RULE #27: Don’t Speak I ll of, or Belittle Past Job Experiences Disparaging other employers or jobs will make you sound unprofessional, negative, and hostile. And it will make the interviewer wonder what you would say about his or her company to others.

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A guaranteed way to get yourself removed from the short list for a job opening is to slam your current or past employer. It doesn’t matter if your boss is a jerk, if the company has a lousy holiday party, or if you got passed over for a well-deserved promotion because the owner’s niece wanted the position. Never badmouth an employer. Ever. Instead, try to focus on what you learned from your current or past jobs. If your boss took credit for one of your joint projects, don’t relate a story of sour grapes. Instead, tell about how on short notice, you researched a last-minute inspiration and wound up presenting a winning prototype that got picked up by the development group for the next design cycle. You will be demonstrating taking the initiative, not dwelling on an injustice. In some industries, a great deal of gossip can get around, or, if you work in a small town, word may already be out on the street that you have a difficult boss. Your interviewer may make a comment about how tough it must be to work for so and so because he is so lazy. In this case, rather than joining in with a couple of disparaging anecdotes, pause and perhaps even betray a slight, knowing smile. Keep your response focused on you. Take this line of questioning as an opportunity to relate an anecdote on how well you handle pressure or how well you work independently. At Jazzy Designs, we are always up against tight deadlines. Last month, a fabric shipment from India was late, and we had just a week to fill an order for Jerred. Mr. Stine had been trying to get dresses in that store for a year. We simply couldn’t miss the opportunity. Well, the fabric showed up on the

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Friday evening prior, around 6:00 P.M. Most of the senior staff had left for the Hamptons. I couldn’t resist a peek. It was gorgeous, and I was so excited to see it and finally be able to work with it that I ended up staying there all night pinning patterns. I spent the weekend working, and by Monday morning, I had basted a dress, and it was waiting in Mr. Stine’s office when he got in to work. He loved it, and my team started to put together the rest of the order immediately. We actually finished the order with three hours to spare. It was a long weekend, but well worth it. The experienced helped me realize that I am ready to be a senior designer, and I’m confident that I can put my skills and dedication to good use at Free D.

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RULE #28: Ask Questions about the Company By asking a few good questions, you will prove that you are very interested in the job—and that you are motivated to research the position and the company in order to ask intelligent questions.

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Here is a list of ten solid questions to ask the interviewer. Choose five questions to prepare for each interview. Write them down so that you have them in front of you when the opportunity comes for you to ask questions. Unless the interviewer failed to get across key information to you about the company and the job, ask only three or four questions. You may have a spare one or two because the answers may have been given during the course of he interview. If you ask a question containing information that has already been offered, you will look like you are not paying attention. All these questions are designed to show you as a thoughtful and inquisitive individual. Of course, these questions are very general. You will want to tailor the ones you choose to relate to the industry and specific company. 1. Does the company promote a specific philosophy on product development? 2. What is the corporate vision or mission? 3. Does the company promote people from within? 4. What is it like to work in the company? 5. What do employees like about working for the company? 6. Who are the people who have been the most successful in the company? 7. Does the company have plans for expansion? 8. Where is the most growth opportunity in the company? 9. What is the company’s position regarding the industry in general? 10. What are some of the most important projects the company is involved in at the moment?

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Remember, both you and the interviewer want to be sure of each other. You both have essentially the same goal: to determine whether or not you want to continue pursuing this employment opportunity. Your interviewer wants to find out if she should invite you back for a second interview, and you want to find out if the company should stay on your list of choice employers. Make sure you ask the smart questions that get you noticed as a thoughtful and articulate person.

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RULE #29: Prepare a List of References Always prepare a list of references to bring with you to every interview.

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A good time to gather your references and compose your reference list is when you are sending out your cover letters and perfecting your resume. You should use the same paper and letterhead style for all three documents. It’s never appropriate to list your references on your resume. Likewise, don’t present a handwritten list or ask the interviewer to jot down your information.

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Three to five references is sufficient—think quality, not quantity. This is not a popularity contest. For each reference, include: 1. 2. 3. 4.

Full name Title Company address, complete with zip code Brief statement on relationship, i.e. former supervisor at Bon Mot Printers, 1999–2000 or volunteer coordinator, Big Sister program, 1998–present

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As you prepare your list, be sure to contact the people on your list to ask their permission to use them as a reference for each job opening. Even if they said okay during your last job search a few years back, check anyway as a courtesy. This will also give them a heads up for the possibility of a phone call from your prospective employer. When you contact them, verify the best

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phone number and e-mail address to reach them at. Confirm their current titles and employers, too, as they are subject to change. Follow up a phone conversation with an e-mail that briefly relates your current position and a few soundbytes as well as the position you are up for. This way, you make it easy for them to make you look good.

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RULE #30: Know Your Interview Etiquette There is no excuse for forgetting your manners.

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Turn back to Goof-Proof Rule #3. Remember how to display your manners for everyone you encounter at the interview? The test never ends, so be careful to follow through with your polite demeanor throughout the interview. Sometimes the interviewer and interviewee do not strike a rapport, or perhaps the first interview went well, but meeting the second person isn’t going quite as smoothly. Resist the urge to grow impatient, short, or rude. If you do, your resume will get tossed the moment you exit the building.

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Here is a list of common breeches of etiquette that can occur in an interview situation. Don’t let any of them happen to you: • Interrupting the interviewer or talking excessively. Don’t ramble or go off on tangents. You want to give the interviewer a good sense of your accomplishments, but make sure you don’t cut the interviewer off or preclude him or her from asking questions. The interviewer has a limited time to speak with you, so be mindful of wasting time. • Asking personal questions. Stick to the topics related to the open position. Don’t ask the interviewer about marital status, children, or where she goes to work out at lunch time. • Talking down to an interviewer. It is not wise and in poor form to attempt to make the interviewer feel less intelligent than you are. And, you won’t get the job. • Getting impatient. Be prepared to answer the same questions multiple times. Make sure your answers are consistent, and never reply, “You already asked me that.” This is a strategy

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employed by some interviewers. Never imply that a question is stupid. • Never apologize for perceived inadequacies on your resume. This includes acting embarrassed by your education, where you grew up, and even for negative information regarding your past employment, such as getting laid off. After all, you were invited in for the interview, so you must have a special something. Don’t make the interviewer question his or her judgment regarding your suitability. • Use complete sentences and proper English. Avoid slang. Nothing makes you sound more unprofessional than slang, unless you factor in peppering your speech with “like” and “ya know.” If you can’t speak like a professional, your interviewer will question whether he or she can trust you to interact with clients or supervisors.

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When in doubt of your knowledge of etiquette, go with your instincts. Think of the interviewer as an esteemed professor from college, a favorite aunt, or a friend’s parent. Treat everyone you meet with deference for their position and experience, as well as with the respect they deserve as fellow human beings and you can’t go wrong.

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I N T E RV I E W S RULE #31: Avoid Engaging in Inappropriate Behavior

Always conduct yourself in a professional manner during the interview.

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Though the information in this rule seems obvious, it is worth mentioning. Year after year, interviewers share stories about unbelievable occurrences in the interview setting. Don’t become a cautionary tale.

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Here is a list of things NOT to do in an interview. In fact, most of these behaviors shouldn’t be associated wth your professional persona: • chewing gum • eating • drinking, unless coffee or water is offered to you on the premises • smoking • answering your mobile phone or pager—turn off your phone or beeper before you get to the interview • asking inappropriate questions or making inappropriate statements during the interview

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Always err on the side of caution. For example, if you have a scratchy throat, do suck on a cough drop while you wait for the interview to begin, in the reception area. Don’t pop another one in your mouth and risk making unbecoming noises and inaudible responses during the interview.

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FIVE

THE 10 MOST COMMON INTERVIEW QUESTIONS . . . AND HOW TO GIVE A GOOF-PROOF ANSWER Now that you know which mistakes to avoid, you can practice answering the most popular questions asked by interviewers. Some of the questions are asked to extract key information about you; some are posed to get to know your likes and dislikes; still others are designed to be tough—even to trick you— and these questions are all about finding out what you are made of. As with the entire interview process, preparation is key, and the preparation offered in this section will help you to practice, craft, and ultimately Goof-Proof your responses. This section begins with the typical, open-ended, “Tell me about yourself” question and its variations, then moves through a series of questions you should be prepared to answer. Sample responses are provided, but they are really only effective as a starting-off point—read, understand, and consider the sample answers given here in order to craft your unique response. Remember, just like copying a resume straight out of a book and

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changing the name to your own never works; neither does parroting another’s response to an important, job-related question. Sometimes a question will throw you—even if you have practiced thoroughly. The interviewer’s style might make you nervous, or other factors may undermine your ability to recall your prepared anecdotes and personal highlights. The ability to think on your feet will not only rescue you from an embarrassing moment, but it will also set you apart from the other applicants with whom you are competing. The first step to quick thinking is to be prepared to the best of your ability, including having done your research and rehearsed your delivery. Although you won’t be able to guess exactly what will transpire in every interview situation, if you are ready for these types of questions and if you have crafted several anecdotes demonstrating your achievements, you should do very well in any interview. The next step is to relax so that you can speak clearly and confidently as you sell yourself to the best of your ability. The third and final step is to speak truthfully—you are bound to come up with a compelling answer when sincerely interviewing for a position that you are qualified to fill. Remember, interviewers ask these questions because they want to learn about you: what motivates you, where your experience lies, how you will benefit their company, how your hire will reflect on them, and how well you will fit into the company if you are hired. If you answer candidly and thoughtfully, you will be sure to succeed. After the ten rules, you will find 40 additional questions. Practice these on your own or with a partner. You can never be too prepared.

The 10 Most Common Interview Questions

RULE #32: Tell Me about Yourself Understand what this and questions like it are really asking you for—your professional soundbyte.

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Even if the interviewer doesn’t come right out and ask you this question, be prepared for another, generic conversation starter, and always respond with a carefully crafted, winning statement within the first five minutes of the interview. The motivation behind this type of question is to see what approach the candidate takes. You may choose to give your accomplishments and goals in some sort of linear progression, beginning, perhaps, with why you chose your college. Or if you have more experience, you may begin with the work experience that has the most relevance to the position for which you’re applying. Think of this question not as a “test” question, but simply as a way of starting the conversation and learning as much about you as possible. Then, the information you volunteer will be the basis of the interviewer’s follow-up questions.

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Your soundbyte should summarize: • who you are and where you have come from professionally. • what you offer the potential employer, by way of examples of accomplishments. • information that demonstrates your qualifications to fill the job.

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Remember to keep your summary short and simple; take care not to ramble. Practice crafting your soundbyte. When you get it finetuned, try it out on a friend. Get feedback, rehearse it, and use it.

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Sample 1 In 1991, I graduated from Newhouse College in Santa Clara with an RN degree. After a two-year stint at Santa Clara Memorial Hospital, I have since worked at Gentle Breeze Retirement Home, first as a nursing unit supervisor, then as Director of Patient Admissions, followed by four years as General Director of Operations. During this time, I earned my Masters degree in healthcare administration and oversaw the expansion of the facility to include hospice care and assisted living divisions. Last year, Gentle Breeze was rated the number one privately owned eldercare facility in the greater Santa Clara area. I am extremely proud of my team’s accomplishments at Gentle Breeze, and I am committed to bringing the same level of dedication and service to the Santa Clara State Assisted Living Town.

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Sample 2 After high school, I decided to go to Emmitt University because they have an excellent business program. I’ve always known that I wanted to go into business, and choosing it as my major in college seemed like an excellent opportunity to give myself a solid background in finance, accounting, and marketing. Senior year, I interned at a local software company and worked with the marketing department. I helped prepare brochures and other sales collateral items, and learned a lot about how a busy office works. By the end of the year, I was assisting with budgets for the marketing projects, and I found that I had a real knack for it. Unlike the other interns, I gravitated toward the financial aspects, while they went toward the more creative side. The experience helped me realize that finance is where I want to pursue my career.

The 10 Most Common Interview Questions

RULE #33: How Would the Company Benefit by Hiring You? Always take care to clearly and specifically relate to the interviewer how they will benefit with you on staff.

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Every employer wants to know what you can offer them, so it’s very important to prepare to state what some of your contributions to the company can and will be. Another way of getting to this type of information is by asking the question, “Why do you think you are the best candidate for the position?” Always answer this question in a way that will really sell you to the interviewer. Remember, though, while it is vital to highlight your most marketable qualities, it is equally important to link your response to specific information about the position and the company. It may be that your technical skills, industry experience, and leadership abilities make you an ideal candidate for the job, so say so. Or perhaps it’s your creativity combined with flexibility and interpersonal skills that are the key to success at this particular company. Therefore, the best answers to this question will contain at least three points that highlight your skills and career objectives. This is the time to animate the most salient bullets on your Work/Employment History section of your resume.

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If you are a recent college graduate, bear in mind that you do have experience or skills that are valued by an employer. In fact, many of the skills you learned in school are very valuable in the workplace. For example, you probably worked on group projects; therefore, you know how to work effectively on a team. Better still, if you worked on the school newspaper or magazine or were an officer in a club, you can relate an anecdote about teamwork and team-building. Elaborate on this type of college experience.

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Goof-Proof Sample Answer My background in art history and my experience working with children make me uniquely qualified for the School Group Tour Guide position. I received a B.A. in Art History, so I know a lot about the subject, but I also think that my work experience has prepared me for a position working with school-aged children. I worked for four summers as a Camper Coordinator at Pine Woods Summer Camp. In this position, I was responsible for welcoming kids from ages 8–13 to camp, and providing training in first aid, fire safety, and other important areas. It gave me a much better sense of how to catch kids’ attention, and how to hold onto it. During college, I was a volunteer docent at the City Institute of Art, so I feel comfortable presenting information to groups at varying age levels. My experience at the Institute also helped me learn how to share my knowledge of art with other people, and adapt my presentation style to different themes and levels of understanding. For example, I helped one of the curators create a “Hide and Seek” tour for very young kids, who probably wouldn’t have had the attention span for a regular tour. The “Hide and Seek” was a scavenger hunt where the kids—who were mostly under fiveyears old—explored the museum with their parents, and looked for all of the items on their list. It allowed them to experience the art at their own pace, and was also a relaxing experience for the parents, since no one had to worry about their child running away in the middle of the tour guide’s speech! In addition, working at the Art Institute improved my ability to work as part of a team. The schedule there was very busy, and we often had to accommodate large groups or sudden changes at the last minute. I really saw how important it was for everyone to be willing to pitch in and accept new responsibilities—it made things easier for all of us.

The 10 Most Common Interview Questions

RULE #34: What are You Looking to Achieve in Your Next Position? Always have a verbal sketch ready, which briefly details what you would like to accomplish at this company—or at similar positions in your industry.

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This can be a tough question to handle, depending on when it is asked over the course of the interview. If the question comes after the interviewer has told you about the job, and you know what the requirements and challenges are, then you are armed with key information to help you tailor your standard sketch to fit an idea touched on in the job description. Then you can match the details offered with the bullet points of your resume. However, if you are asked the question before you have been told any specifics about the job, your pre-crafted response should be general enough to suit a person in a similar role in your industry. After all, if you have done your research, you know not only about the company, but about the industry and what positions of this nature usually entail—perhaps based on your current workplace experience.

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What you are looking to achieve and the position that the company needs to fill must match. It’s that simple. If your goals are not close to the job description, then you should be looking elsewhere and the company should be, too.

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Goof-Proof Sample Answer I hope to be able to fully utilize all my talents and abilities—not just a few. I am a hard-working, competent, and skilled designer. In addition, I know

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that my creative talents allow me to be able to see alternate sides to any situation, and to resolve problems in an innovative and effective manner. In my last advertising job, I was part of a creative team for a conservative agency. We worked on several projects where I thought I had a fresh and genuinely innovative idea—and my coworkers agreed—but my managers failed to see the vision, or they were so traditional in their thinking that they were risk-adverse, or even blind to recognizing new ideas. Working in that kind of environment was stifling, so I went out on my own and freelanced for the past year so I could take the time to develop a portfolio that showcased the work that I felt was more representative of my style and capabilities. Also, I wanted to be able to be selective in choosing my next in-house position—not to have to take an uninspiring job for a paycheck. In my next position, I hope to be able to achieve a balance where my traditional work ethic and my forward, untraditional ideas can coexist and be appreciated and rewarded.

The 10 Most Common Interview Questions

RULE #35: Tell Me about a Failure in Your Career Always approach this question as an opportunity to spin a negative into a positive.

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Telling about a success is easy; after all, that’s the whole point of holding up your end of the interview. The ultimate Goof-Proof Rule for interviewing is that each time you respond, you want to get a positive anecdote in about you, your talents, and your accomplishments. Believe it or not, telling about a failure is really a success story in disguise. You should always respond to the question by candidly and briefly relating a failure, but don’t stop there. Turn the story around. Continue on with the theme of your failure by relating exactly what you learned, then demonstrate (with an appropriate anecdote) how you changed for the better. In doing this, you will turn your negative experience into a positive one. A lot of people, in fact most people, have a hard time talking about something they didn’t necessarily do well. The trick here is to get over the negative part of your response quickly and then move on to the turning-it-into-a-success part. As you know, telling about your successes is easy, and what the interview is all about.

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Interviewers (and employers) respond to stories where the candidate has learned from the experience and has learned how to avoid making the same mistake again. This is a costly lesson for a corporation, so good candidates (and good employees) are the ones who never make the same mistake twice.

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Goof-Proof Sample Answer I was working on an important sales report with a tight deadline. I was unsure about the order of the items in the report, but I was so rushed that I figured they would be fine the way they were; I just wanted to get it done and on my boss’s desk on time. When I turned in the report just under the deadline, my boss looked through it and saw that it was ordered incorrectly. I ended up having to go back and redo most of it, and it was late getting to the committee that needed it. My boss was disappointed, and I was upset with myself for not having checked first and contributing to the missed deadline. The experience did teach me an important lesson, though: It’s always better to be willing to ask questions, even if they might seem obvious, in order to execute a project correctly the first time around. I think that lesson has helped me improve my time management skills—I give myself more time to finish important projects now—and it’s also shown me how important good communication is if you want to do a great job.

The 10 Most Common Interview Questions

RULE #36: What is the Most Difficult Thing You Have Ever Accomplished? Always answer with an action-based example of how you succeeded in a challenging project.

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Treat this question as an opportunity to get in a great piece of information about you under pressure. Because it is so generic, you can segue into the ideal story about you as a problem-solver. Focus on an action, or a time when you responded to a challenge in a proactive manner—something you had to do to overcome an obstacle, forward a plan, or control a situation. An anecdote that illustrates your determination, resilience, and perseverance will speak to this question.

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Your story can be personal, as long as it clearly answers the question by illustrating an example of how you responded to a challenge. For example, maybe you helped your household through a financial crisis by taking on a freelance consulting job while your wife was out on maternity leave. You may have balanced the demands of your regular job and your consulting job, while caring for your wife and new baby. The key to a story like this, though, is to remember to show that you more than kept up with your primary job responsibilities. The last thing you want to do is to present yourself as someone who takes on too much and, perhaps, cannot deliver.

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Goof-Proof Sample Answer The most difficult thing I ever accomplished also happens to be my most favorite accomplishment: volunteering for the Peace Corps. I didn’t know it at the time, but education was to become my vocation. By the time I graduated from college with a degree in art history, I was no longer interested in the art world, so I decided to apply to the Peace Corps to get some real-world experience. The next thing I knew, I was embarking on a trip to the South Pacific as an education volunteer that would forever change my life – everything from opinions to ideals, from perceptions to aspirations, from personal style to career ambitions. My experience in Kiribati exposed me to some harsh realities as I struggled to teach English to children and adults—many of whom had little formal education. I was frustrated by my inability to communicate, realizing I took my skills in English for granted. Like many volunteers, I was tempted to catch the next ride back to the States, but I stuck it out. As I slowly learned how to communicate to my class and to the general population, I surprised myself by realizing that I didn’t need a lot of fancy classroom supplies or computers to get the principles of language across to my students. My students were eager to learn English, and I soon discovered that a rapt audience is always a strong learning tool. I learned to use every day things around me to teach them, as well as to learn their language. After three-years on the island, I came back to the states excited about teaching. I went back to college to earn a teaching certificate in English as a Second Language. The resourcefulness I learned working in Kiribati came in handy—I used familiar items from around my students’ apartments to help me with my spontaneous lesson plans. I’ve been teaching ever since, and bringing my one-on-one experience to educational software for adult ESL students sounds like the next logical extension of my career.

The 10 Most Common Interview Questions

RULE #37: What are Your Strengths? In your response, try to connect how your strengths will be a particular asset to your employer.

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It should come as a relief to answer this question. After giving so much consideration to highlighting your accomplishments in your resume and in response to every foreseeable question, you should have no trouble talking about the qualities you admire most about yourself. One approach is to focus on work strengths, such as organizational skills, ability to work in teams, or problem solving. Or you might talk about personality traits that are highly regarded in the workplace, such as tenacity, flexibility, or patience. If you are particularly proud of your ability to communicate or think creatively, weave these characteristics into the stories you tell about yourself. Expect this question. Even if the interviewer does not come out and ask you about your strengths, he or she will usually ask you an open-ended question to which you can respond using your “Strengths Response.”

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Sometimes we have trouble seeing the best in ourselves, and are too quick to notice what we do wrong, or where we could use improvement. In order to prepare for this question, you might want to think about how your close friends or family members might describe you. Ask them for some suggestions.

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Goof-Proof Sample Answer As a young assistant editor with not much experience, I often found myself with very little time and a very small budget to work with. Many of my books were modest projects, but I was fortunate to have a potential “sleeper hit” on my list my second season. The author had very specific ideas on artwork, and it became my job to either get the money for the art permissions or break the news to her that her vision for the book wouldn’t be realized. I found myself torn between adhering to my budget and advocating for the art that she wanted, which was truly a nice touch. I didn’t want to disappoint the author, and since I couldn’t change the budget, I thought about what was in my power to change. This is where my creative problem-solving skills kicked in: I ended up writing convincing letters to the museums and collectors that held the art and got the fees reduced to what we could afford. When the book was published, the author thanked me in the acknowledgments for my resourcefulness. At first, I was thinking, wait, what about my editing skills, my creativity, my wordsmithing? But you know what? I thought about that word, “resourcefulness,” and it really sums up what I’m capable of doing, in any given situation. I can be pragmatic, creative, or budget-conscious in turn—whatever the situation requires—and that is all about being resourceful.

The 10 Most Common Interview Questions

RULE #38: What Are Your Weaknesses? Don’t be afraid to be honest, and always be sincere in your responses.

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The biggest goof-up you can make in answering this question is by saying that you don’t have any weaknesses. After all, nobody is perfect. The second biggest goof-up is to choose a quality that is actually positive in the context of a job (saying that you are too much of a perfectionist and end up working late every night because you are so dedicated, etc.). This type of answer is not only disingenuous; it is also overused. Strive to be more original in your responses.

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Goof-Proof Sample Answer I may not seem shy to you, in this one-on-one interview, but I have a fear of public speaking. At my last job, I was called on to give product presentations every quarter before the entire sales staff of the company. Up until this point in my career, it was easy to hide my shyness by working independently and effectively in production. But when I learned that I’d have to speak on a microphone in front of hundreds of members of my company, I panicked. I didn’t want to let my boss down, who had invested so much faith in my abilities, so I decided to tackle my problem head-on. Knowing I had a few months before the next national meeting, I started a self-help plan. I signed up to give volunteer tours at Central Park every Sunday afternoon. During the training, I was a nervous wreck, but once I got out there, I realized that these tourists weren’t judging me; they were interested in what I had to say about the park. After a rough couple of tours, I settled into my role, and started enjoying the tours. My delivery was getting a little less shaky, and the people were really engaged. By the end of the summer I was a seasoned speaker. I no longer stuck to my rigid, rehearsed script, and I welcomed questions from the tour groups, instead

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of worrying over whether I might get stumped. The key to the experience was trusting myself and my level of preparation to carry me through a challenge. Luckily, I figured this one out in time for the next national sales meeting—with two weeks to spare!

The 10 Most Common Interview Questions

RULE #39: Why Have You Chosen This Career Path? Always include examples of how you have moved your career forward with each job you have held, and tie those moves up the corporate ladder back to the motivation behind your career choice.

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Aside from earning a living and paying the mortgage, figure out what is the true reason for having chosen your profession and be prepared to talk about it. Did you always want to be a doctor? Why? Was it because your pediatrician drove a nice car or is it because you like helping people? Did you have a flair for fashion and color from an early age that encouraged you to try your hand at fashion design, or do you just love shopping? The way in which you answer this question matters, so stay focused on who is doing the asking and why. Make sure that your response conveys to the interviewer something about your interests as well as your values. What do you really care about and admire yourself for doing with your career? You don’t have to run a soup kitchen to have a career with values. For example, you can be the finance director of your business unit who discusses ethics and upholds SEC guidelines. Likewise, you can enthusiastically relate how you brought your accounting skills and your passion for caring for the elderly together by running a fiscally sound adult day care center. It’s all about how you couch your answer. After all, the interviewer can see your accomplishments listed on your resume. You need to explain the why, not the how, when answering this question.

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Goof-Proof Sample Answer I decided to become a high school English teacher not because I wanted to teach my students about grammar and metaphors, but because I wanted to teach them more about self-discovery. When I was a junior in high school, I had Ms. Vanderpool for English and creative writing, and she also ran the school newspaper. Before taking her class, I thought reading was pointless, but she managed to make literature exciting. She’d read Shakespeare’s sonnets aloud in class, or walk in dressed up as Daisy Buchanan from The Great Gatsby. In Ms. Vanderpool’s class, reading actually became fun, and I looked forward to writing essays for her because she encouraged us to be creative. At the end of the semester, she asked me to join the newspaper staff. I wrote book and movie reviews my senior year and even an editorial piece about the need for more creative writing classes in school! Taking Ms. Vanderpool’s class really changed the direction of my life and my career. She taught me not to limit myself and to constantly try new things. Now, I do my best to emulate her when I’m in the classroom. My goal is to help my students discover their hidden talents and interests. Last semester, one of my students told me he thought reading was stupid, but just a few days later, I noticed him reading comic books in the hallway. After class, I asked him what he liked about comic books, and he said he loved the “adventure.” So, I gave him a copy of Mark Twain’s The Adventures of Tom Sawyer, and he loved it. Nothing makes me feel better than sharing my love of literature and writing with my students. I think it’s important to connect with each student individually as well as with the class as a whole. In my opinion, teaching is the one profession that most directly affects the state of society.

The 10 Most Common Interview Questions

RULE #40: Where Do You See Yourself Five Years from Now? Always position your answer within the frame of the job description and answer honestly.

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You might be thinking—I don’t even know where I see myself tomorrow, let alone five years down the road! Or perhaps you have had a career plan in your mind for quite some time, but now you find yourself uncertain about your future after having witnessed life-altering world events, corporate scandals, mass layoffs, and even the all-too-personal downsizing of your 401(k) Plan. It’s difficult to know how to get a handle on a question like this as you grapple with personal uncertainty while attempting to show yourself as a together, career-minded individual. Therefore, your first step is to put aside thoughts of doubt, focus on this question, and think about the best way to answer it—from an employer’s perspective. Think about the interviewer’s objective behind the question, which is to find out your goals and see how they mesh with the department’s goals. The second step is to get out a piece of paper and start a list detailing your career path, thinking about your personal best-case scenario, rather than, perhaps, the state of the economy. So, where do you want to be in five years? • Are you content to be doing the same thing in five years? • Do you want to be promoted to management? • Do you want to own your own business, or be an entrepreneur? • What is your ultimate career aspiration? In addition to gleaning information, this question tests your strategic thinking ability. The interviewer wants to be able to gauge how clearly you have thought about your career path.

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Some tough questions to ask yourself as you formulate your answers are: • Are you sincerely interested in this field as your career, or are you simply biding your time? • How well does this job fit into your long-range plans and career goals? • Do you genuinely want to learn about and succeed in a particular industry, or do you just see getting a job as a means to pay your mortgage?

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Sample 1 If you have no idea about the future . . . To answer the question truthfully—especially if you’ve just graduated from college—you can always qualify your answer. For example, you might say: “I imagine the world will be quite a different place in five years, so it’s hard for me to know exactly what job I want. But there are things I want and expect from my professional life: I would like to keep doing interesting and challenging work. I would like to be recognized for my hard work and promoted to the next level. And I want to continue to build my skills no matter what direction I go in professionally. I’d like to keep learning and growing.”

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Sample 2 If you know what you want within the industry in which you are interviewing . . . If you already have a strong sense of what you want to do—if you want to manage people, for example—it’s perfectly acceptable to say: “In five years, I hope to have the experience necessary to be promoted to a management-level position. I see myself working my way from Promotion Associate to Director of Marketing within the company through measurable brand recognition and growth, hard work, and dedication.” This

The 10 Most Common Interview Questions

answer tells the interviewer that you are goal-oriented, set realistic time frames, and prefer a management rather than a technical specialist track. It does not make you sound too eager or pushy, and it does mention that you would like to grow within the company, not by hopping around from job to job in the industry.

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Sample 3 If you are considering starting your own business . . . Turnover negatively affects businesses. With recruiting costs, benefits, and training, your employer has made a significant investment in you and your career. Your interviewer’s goal is to evaluate how long you will stay with the company and whether or not you will be a good return on their investment. One way to do this is to ask if you have thought about someday starting your own business. The trick is to be a little savvy about your answer while maintaining integrity. For example, you are interviewing for a job with a technology consulting firm, but you know in the back of your mind that you want to be running your own business in five or six years. It would not be a good idea to say, “I want to get this consulting experience so that I can start my own business.” However, it is appropriate to say, “I’m very interested in learning about consulting, and I’d like to work in a broad spectrum of industries.” You could even say, “Eventually, I’d like to be a specialist in the technology industry.” This answer is not only truthful, it goes a long way toward assuring your prospective employer of three important things: That you are in the right field; that you want to enhance your skills as a consultant; and that you see yourself specializing in a certain area. You have been honest without revealing your ultimate goal, which, eventually, is to leave your employer. Save that conversation for a few years down the road.

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Companies that value innovation may ask if you ever want to start your own company. These companies actually want to hire entrepreneurial people who are always thinking of creative products and services. If your answer is yes to this or a similar question, be prepared for a follow-up question that will require you to describe your business idea. Your answer will be evaluated on its uniqueness, its relevance to the marketplace, and how well you have thought it through.

The 10 Most Common Interview Questions

RULE #41: Being Idealistic: What Is the Ideal Company for You? The Ideal Job? The Ideal Boss? Make yourself into the ideal candidate as you answer these questions thoroughly.

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To prepare for these questions, take stock of your list of work requirements. Do you want to work for a small company or a big one? Do you want client contact or do you hope to work closely with other team members? Does it matter to you if the company contributes to the community? Do you want a boss who is closely involved with your projects and training, or one who will allow you to work independently? Craft your answers to demonstrate that you like to learn new skills, develop new ideas, and take initiative, all of which are valuable characteristics for any employee.

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Sample 1 What is the ideal company for you? My ideal company is one that is open to helping me learn everything there is to know about the workings of a pharmaceutical company. I’m hoping to explore all aspects of the field, from research and development to marketing and consumer trends. The best company for me is one that is both innovative and experienced. I don’t want to work for a company that refuses to change with the times, but I also think it’s important to have a good sense of past successes and mistakes.

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Sample 2 What is the ideal job for you? My ideal job is one that constantly challenges me. I like to be given a variety of projects and handle different kinds of assignments at the same time. I would also like to work in an environment in which initiative is recognized and rewarded. I hope that after proving myself on the job, I will be given more responsibilities.

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Sample 3 Who is your ideal boss? We all have different ideas about the boss of our dreams. But nearly anyone could answer truthfully by saying, “A boss I can learn from.” You can expand on this by adding, “My ideal boss would be someone who is professional and approachable. Another quality I appreciate and would look for in the ideal boss is the ability to make an employee feel comfortable when he or she asks questions. I’d also like to receive feedback on my progress—if I’m doing something wrong, I’d like to know about it right away, so I could improve immediately, not six months after my annual review.

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It’s impossible to predict or anticipate all the questions that an interviewer will ask. However, it helps to get a sense of the range of questions that might be asked. On the next page is a list that includes some questions that have already been addressed in these pages, along with quite a few more that are worth considering. These are some of the most common questions asked in interviews. Even if these questions don’t come up in your interview, it is a valuable exercise to think about how you might answer them. If you are stumped, ask a friend to help you. Sometimes it’s difficult to pinpoint your own good qualities. An outside point of view is often the best way to gain insight into ourselves.

The 10 Most Common Interview Questions

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 27. 28. 29. 30. 31. 32.

Why are you interested in this field? What was your most challenging or difficult experience? Why did you choose your college? Why did you choose your major in college? What do you know about this firm? Why should I hire you? What qualifications do you have for this job? Describe your dream job. Who are your heroes? Describe your working style. Give an example of a time when you worked in a team. What did you learn? What are your hobbies or interests? How would your friends describe you? How would a teacher describe you? How would a coworker describe you? What college course did you like the most? Why? What do you think you would like least about this job? What would you do if you had a coworker you didn’t get along with? What are some of your pet peeves? Give an example of a challenging problem you had to solve, and explain how you came up with your solution. Do you prefer working alone or in teams? Why? What motivates you? What doesn’t? Under what conditions do you do your best work? If you had a free afternoon, how would you use your time? How do you define success? What do you think it takes to be successful in this career? Do you have any plans for further education? Have you ever had a conflict with a boss or professor? How did you resolve it? How has your education prepared you for your career? Tell me a little about your typical day at your current job. How are you different from other candidates interviewing for this position? Do you consider yourself a leader? Why or why not?

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33. Describe your ideal work environment. 34. What college course did you find the most challenging? Why? 35. Have you ever failed at anything? How did you handle it? 36. What are your long-term career goals? 37. Describe a time when you were under pressure to perform. What was the outcome? 38. How would you evaluate your accomplishments so far? 39. Give an example of a time when you had to work independently. 40. What else would you like to tell me about yourself that I don’t already know? Source: Adapted from: Eyre, Vivian, et al. Great Interview. (New York: LearningExpress, 2000.)

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SIX

THE GOOF-UP: FAILING TO FOLLOW THROUGH If you

have followed the Goof-Proof Rules, then you may very likely find yourself turning here, to Section Six, in order to figure out how to evaluate a job offer, and whether to say yes or no to the terms of the job. The job search process can be grueling and time-consuming. However, this is not the time to slip up by forgetting to send a thank you letter, or to give in to the temptation to jump at the first offer you receive and say “yes” before you have all the facts you need to make an informed decision. In this section, you will learn how to: • write a proper thank you letter. • evaluate a job offer. • apply the key factors to consider when weighing an offer, such as • salary. • benefits. • non-financial perks. • use negotiating rules.

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• • • •

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determine whether to say yes or no to an offer. properly accept a job offer. properly decline a job offer. give notice at your current job, and resign tactfully.

Finally, congratulations! You are on the verge of landing your first “real” job, or furthering your journey up the corporate ladder. No matter what stage of your career you are at, rest assured that your negotiation will be goof-free as you choose your future following the Goof-Proof method.

F a i l i n g t o F o l l o w T h ro u g h

RULE #42: Always Send a Thank-You Letter Sending a thank-you letter after every interview—whether good or bad—is a must.

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Do everything in your power to send a thank-you note within 24 hours of every interview. Don’t forget to thank the human resources manager (if you met with this person), as well as the department manager. If you sat down with the department manager’s boss, send that person a thank-you, as well. In your letter or note, make a brief, specific reference to something you discussed during the interview. This strategy works to refresh the memory of the interviewer because he or she may have met as many as 20 candidates besides you. Your other objective is to convey your enthusiasm at the possibility of working for the company and becoming a member of the interviewer’s department. Finally, reiterate your availability to come in for another meeting. Remember, sending a thank-you letter is a mandatory step after all interviews. Simply put, there are no excuses for skipping this vital step, which highlights your manners and serves as an official follow-up regarding your interest in the job. If you don’t send this letter, you may not be considered for the position, no matter how terrific a candidate you are.

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The letter itself can take a couple of different forms, depending on the industry and your personal taste: • The typed letter. Using the same letterhead and paper that you created for your resume, type out a brief, professional letter on your word processor. Print it out, and send it in a matching envelope. Don’t forget the stamp!

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• The handwritten note. Some people prefer the personal touch. If you have personalized stationery with your name or initials imprinted on it, go ahead and write out a brief note. Don’t make the mistake of using casual language in the note: Be specific, be direct, and be professional. Also, it is a good idea to gather your thoughts and edit on scrap paper, then copy the finished note onto the good stock. Many interviewers appreciate the personal touch; however, if you are interviewing in a conservative industry, think about using the typed letter instead.

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GOOF-PROOF RULE OF THUMB

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In today’s fast-paced business world, it may be appropriate in your field to e-mail the thank-you letter for expediency. Sometimes hiring decisions, especially for entry-level positions, are made very quickly. Often, hundreds of candidates have applied. Don’t risk losing momentum from a great interview for a job you really want—draft, edit, and send the thank-you letter as soon as possible. When e-mailing, remember to use your personal account, and include all contact information. Take care to use the same formal language and style that you would in a physical letter.

F a i l i n g t o F o l l o w T h ro u g h

RULE #43: Carefully Evaluate the Job Offer Always weigh the pros and cons of every job offer, and take the necessary time to reach an informed decision.

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GOOF-PROOF IT!

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The final stage of the job search process is actually accepting a job offer, so now is not the time to give into impulse and goof-up. Many job searchers make the mistake of equating salary with compensation. While salary is usually the single most important factor in deciding on a job offer, it is prudent to balance your ideal salary or lowest possible salary requirement with other aspects of compensation. And, in addition to compensation, think about other considerations as you weigh the job offer—the commute, the quality of life, the corporate image of the business you will be working for, and, of course, the work itself.

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GOOF-PROOF CHECKLIST

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As you evaluate the terms, consider how this job offer coincides with your current lifestyle, as well as the lifestyle that you see yourself having in the coming years. Ultimately, you need to decide if this career move will further you along your career path and help you to attain your personal and financial goals. Be sure to consider: • Salary commensurate with the level and amount of work, and an amount with which you can afford your current lifestyle. Compare and contrast your current income with your prospective salary. Is it greater than or less than what you are earning now? Remember, sometimes the right job means taking a pay cut or making a lateral move. If quality of life or the opportunity to work with great people is offered with fewer dollars, take into account the non-financial gains of this choice. If taking a pay cut, consider what you might have to give up.

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• Paid benefits, such as health insurance, vacation days, and sick days. Once the job offer has been made, if you don’t know the scope of the employee benefits program, now is the time to ask. In addition to finding out what benefits you can expect, find out when they take effect (first day, after 60 days, after 90 days) as well as who the providers are in cases of healthcare coverage, childcare, and your 401(k) plan. For health insurance, find out what your contribution to the plan is, as well as standard co-payments. • A well-equipped, hazard-free, and comfortable work environment. Will you be able to work at peak efficiency in this work environment? Is your workspace private or semi-private, climate-controlled, and free of needless distractions? Do the workers seem satisfied with the working conditions, and generally pleasant? Remember, you spend half of your waking life with your coworkers, so note if you feel at ease with them. Is the corporate culture what you are looking for? To be satisfied at work it is important to believe in what you will be doing, while being comfortable with the company’s identity and reputation. • Prospective career advancement through pay raises and promotions. Does the company have a policy regarding annual reviews? Are pay raises on a fixed scale? When and how can you qualify for a promotion? Sometimes a modest starting salary can lead to greater financial rewards in your near future if the company has a policy of rewarding talent and hiring from within the corporate ranks. • Bonus plans that are competitive. If you are in a field where bonuses are typically awarded for meeting quotas and you haven’t discussed the company bonus plan yet, make sure you understand the specifics of the bonus structure so that you can factor that compensation into your overall process for weighing salary and benefits. A good conversation opener is to inquire about the company’s “incentive program.” • Opportunity for increasing knowledge and advanced training. Does the job offer paid training or tuition reimbursement to help you develop and improve your skills? Con-

F a i l i n g t o F o l l o w T h ro u g h

sider the dollar value of this advanced learning, certification, or new skill and how that adds to your overall marketability.

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GOOF-PROOF RULE OF THUMB

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To help you negotiate the best and most fair salary possible, go to Salary.com, and enter your information into “The Salary Wizard.” Using this free service, you can determine what your salary should be, based on a variety of criteria including job title, location, and industry.

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I N T E RV I E W S RULE #44: Negotiating Tips

Keep in mind that everyone has the right to negotiate each job offer, even you.

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GOOF PROOF IT!

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If the idea of negotiating makes you nervous, think of the process as simply asking questions and engaging in further research; after all, no one can fault you for asking for more information, right?

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THE GOOF-PROOF RULE FOR ● LESS EXPERIENCED JOB HUNTERS If you are applying for an entry-level type job, there usually is not much negotiating you can do in terms of salary and benefits. Most employers offer standard compensation packages for their entrylevel employees. However, you can ask about and take advantage of programs such as tuition reimbursement, childcare, flextime, and so forth.

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THE GOOF-PROOF RULES FOR ● MORE EXPERIENCED JOB HUNTERS If you have at least two years of work experience, negotiate your salary based on the following three variables: 1. Your total compensation package at your current job. Beyond salary, you should understand the value of your current job’s benefits so that you can be well-equipped to ask for what you need and beyond. Assess your current financial and non-financial benefits, and compare them with the new offer:

F a i l i n g t o F o l l o w T h ro u g h

• base salary • bonus • benefits (company contribution to a 401(k) plan; paid vacation, sick, and personal days; healthcare coverage, as well as company contribution; on-site or discounted childcare; fitness membership discounts; etc.) 2. Specialized skills or experience. Your new employer may be able to pay you a higher salary when taking into consideration a special skill or advanced certification that you have. Here are a few examples of marketable skills: • fluency in foreign languages • computer and advanced technical skills • knowledge of a highly specialized concentration within your field If your prospective employer offers a salary that is considered standard for every mid-level manager across the board, you can say, “I understand that this is the standard salary range for managers at this level, however, I would like to point out to you that my fluency in Spanish will prove to be a solid asset to the company. Last year, your department used translators on the Puerto Rico and Puerto Vallarta projects because your brand manager was unable to speak Spanish. By hiring me, you save time and money, so I would like you to consider raising the salary compensation to $xx,xxx.” 3. Salary benchmarking. Every job has a certain salary range, commonly referred to as a benchmark. Find out the salary range for your position by comparing others like it. Some methods are: • networking • researching—go to Salary.com to obtain salary information for your position, occupation, and industry.

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If your prospective employer offers a salary lower than the standard going rate, you can say, “Based on my research, comparable positions in other firms are starting at $xx,xxx salary. I feel that I should be compensated similarly.”

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GOOF-PROOF RULE OF THUMB

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If your new employer wants you to start working before you receive your bonus at your current job, find out if the new company is willing to pay you the amount of the bonus in order to get you to start by a certain date.

F a i l i n g t o F o l l o w T h ro u g h

RULE #45: When and How to Say Yes to the Job Offer Never immediately say yes to the job offer over the phone. It doesn’t matter if you are out of work, if you hate your job, or if this offer is your dream job.

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GOOF-PROOF IT!

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As much as you might want to accept on the spot, it is prudent to take at least 24 hours to carefully consider the offer. First, thank the person who called you with the offer. Go ahead and express your enthusiasm about the job prospect, but tell him or her that you need a day to think it over. Never wait a week to convey your decision; it’s just plain rude.

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GOOF-PROOF CHECKLIST

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In the 24 hours you have to consider whether you want a job— and even if you are sure you want it—there are a few things you need to do: • Review your personal criteria that must be satisfied before you will accept a job. Make sure you have not overlooked anything. Is there anything the job is not offering you that you wished it had? And of all the things you are not going to get, are any of these things deal-breakers? • Is there a way to negotiate getting any of the things you want that are not included in the offer? • Share the news with a mentor, parent, and/or trusted friend to get a second opinion. Also, share your list of pro’s and con’s so that they can help you determine which issues are deal-breakers, and which are less vital to your immediate future.

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• Think about the interviews you have had with the company. If you have established a good rapport with your interviewer, it is easy to overlook certain points.

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GOOF-PROOF RULE OF THUMB

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If you get a job offer on a Friday, it is acceptable to take the weekend to think over the offer. Tell him or her that you will call back on Monday with your answer. If you get an offer on any other day of the week, you should reply the next day, unless you have not received certain information you requested, such as a written job offer, contract, or a letter outlining the benefits package.

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FORMALLY ACCEPTING THE JOB OFFER

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When you are ready to accept the offer, call the person who offered you the job to formally accept the position. If the hiring person does not mention sending you a letter detailing the job offer, you should follow up this phone conversation in writing, via letter, e-mail, or fax. The letter should be a few sentences long, stating the specific offer and that you formally accept it. Also, reiterate the start date, and mention that you are looking forward to working for the company.

F a i l i n g t o F o l l o w T h ro u g h

RULE #46: Get All the Answers before Signing on the Dotted Line Always find out the answers to these important questions before committing yourself to any job.

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GOOF-PROOF IT!

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Never make assumptions—about when you will be paid, who you will report to, or what time to show up on Monday morning.

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GOOF-PROOF CHECKLIST

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Use the following checklist to make sure that you have all the particulars straight before showing up on the job: • To whom will you report? Will you be responsible for supervising other employees? What are the expectations of the employer? Are you prepared to live up to those expectations? • Performance assessment: How and when will you be evaluated? Who will write your review? What is a typical percent of salary increase offered based on a favorable review? • Start date: Get the exact day and date, as well as starting time. If there is more than one location, find out the address of where you are to report. • To whom should you report on your first day? It may not be the person who hired you. Find out exactly who you need to see and what you should be prepared to do on day one. Before starting your actual job, you may be required to undergo training or some type of company orientation. At first glance, the job specifics described here may seem obvious, but do yourself a favor and double-check with your contact at the company. Company protocol often dictates that you receive an offer letter stating the conditions of your employment. If something is missing from the letter, especially something that was

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promised verbally, be sure to ask that you receive a new letter or addendum.

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GOOF-PROOF RULE OF THUMB

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What is your specific job title—assistant, intern, specialist, or director? Make sure that it is the title you seek, and note if there are any differences between the job-posting title and the actual title. If there is a difference, find out why. Also, if the title appears different or less prestigious than what you hoped for, ask yourself if it’s really all that important. If the job and salary are satisfactory, does the title actually matter? To whom? This is an important question that only you can answer. But remember, the most important thing about a new job is that you are capable and qualified for it, and it’s the kind of work you will enjoy.

F a i l i n g t o F o l l o w T h ro u g h

RULE #47: How to Say No to a Job Offer Always be diplomatic when turning down an offer.

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GOOF-PROOF IT!

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Declining an offer graciously is standard professional behavior. If you know that you are not interested, respond to the offer quickly. You never want to burn any bridges or alienate anyone in your industry, particularly since you never know when you will be meeting or working with the same people again. When calling to decline, the first thing to do is to say something positive. For example, “I enjoyed meeting you, and I appreciate the time you spent with me.” Then provide a specific reason for not taking the job.

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GOOF-PROOF CHECKLIST

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Here are the two most popular reasons for declining a job offer: 1. Not The Right Fit. Remember, you don’t have to accept a job simply because it is offered to you. You might say something along these lines (if applicable), “However, I am declining your offer because at this point in my career, I think I would be better off with a company that offers me a structured training program.” This is not the time to give the company negative feedback; just offer a polite statement saying that you are not a match for them. 2. Salary Issue. If the real reason for not accepting an offer has to do with salary, go ahead and say so. You might be surprised by the results. Sometimes an employer will offer you more money if you have to turn down a job because of salary concerns. Especially for non-entry level jobs, it is not unheard of for an employer to increase your salary if the company

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really wants you. Be careful, though. If you turn down a job for salary but you really didn’t like the commute, what will you do if they agree to give you the salary you want? You will come across as unprofessional. Always be honest; it’s the most professional way to handle turning down a job offer. Again, you never know when you may meet up with this person again, so be thoughtful and careful not to burn bridges.

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GOOF-PROOF RULE OF THUMB

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Sometimes, we all have trouble saying no. Some people avoid directly and professionally declining job offers by neglecting to return phone calls. This is unprofessional. If you asked for time to think over the offer, always call back, even when declining. Remember what we said about burning bridges? Leaving a job offer hanging is not only bad form, but bad for your reputation.

SECTION SEVEN

RESOURCES

appendix

A

SALARY AND BENEFITS CONSIDERATIONS To determine

what you are worth in the job marketplace, visit a website such as Salary.com (www.salary.com), which offers “The Salary Wizard.” Using this free service, you can determine what your salary should be, based on a variety of criteria, including job title, location, and industry. Knowing what you are worth financially to an employer will help you negotiate the best salary. Learning about a job’s salary and benefits is not as simple as just negotiating for a certain amount of money. After you have discussed your salary and benefits with a hiring manager, you should be able to answer all of the following questions:

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SALARY

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• What is your pay? • How often do you receive a paycheck?

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• • • •

I N T E RV I E W S

When will you be eligible for raises/promotions? When do your benefits commence? Are you eligible for overtime? If you are eligible for overtime, what does overtime pay?

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BENEFITS

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• What does the company cover (healthcare, dental, vision, and/or mental health plans)? • When are you eligible for benefits? • How much money, if any, is deducted from paychecks to cover benefits? • Do preexisting medical conditions exclude you from coverage for a certain period?

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OTHER PERKS

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• What is your vacation package? How soon after hire will you qualify? • What is the company’s holiday schedule? • How many sick days do you receive per year? • How many personal days do you receive per year? • Are you eligible for stock options? • Is there a subsidy plan for commuting? • Does the company offer tuition/education reimbursement? How soon after hire will you qualify? • Does the company offer on-site childcare or childcare discounts? • Does the company offer health club membership discounts? • What are the specifics of the company retirement plan? How soon after hire will you qualify? • Remember to ask about corporate match on 401(k). If you were receiving a 3% 401(k) match at your current job and the new job doesn’t match, you are losing money.

Salary and Benefit Considerationw

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BONUSES

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• Does your employer offer incentive programs or holiday bonuses? • By what date do you have to start to be eligible for them? • Will you be eligible under the conditions of your employer’s program? • Make sure you understand exactly what is expected of you, as the employee, to be eligible to receive the bonuses offered. For example, do you have to meet a specific deadline or quota?

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appendix

B

EFFECTIVE ACTION WORDS Many of

the same action words and power phrases you used when you wrote your resume and cover letter are just as effective in your actual interview. Before your interview, think of some words and phrases that accentuate your skills and accomplishments, and try to incorporate them into your interview conversations. Here is just a small list of the many action words you can utilize: accomplished

approved

briefed

achieved

arbitrated

broadened

adapted

assembled

budgeted

addressed

assigned

calculated

administered

audited

catalogued

advanced

augmented

centralized

advised

authored

chaired

allocated

authorized

charted

analyzed

awarded

classified

appraised

balanced

coached

apprised

boosted

collaborated

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collected

enlarged

invented

compiled

enlisted

investigated

completed

established

launched

composed

evaluated

lectured

computed

examined

led

conceptualized

exceeded

maintained

conducted

executed

managed

consolidated

expanded

marketed

consulted

expedited

mediated

contacted

explained

moderated

contributed

facilitated

monitored

controlled

fashioned

motivated

coordinated

focused

navigated

counseled

forecasted

negotiated

created

formulated

networked

critiqued

fostered

operated

cut

generated

optimized

decreased

guided

organized

defined

headed

originated

delegated

identified

overhauled

delivered

illustrated

oversaw

demonstrated

implemented

performed

designed

improved

persuaded

developed

increased

planned

devised

influenced

prepared

diagnosed

informed

presented

directed

initiated

presided

dispatched

innovated

prioritized

documented

inspected

produced

downsized

inspired

programmed

drafted

installed

projected

edited

instigated

promoted

educated

instituted

proposed

eliminated

instructed

publicized

enabled

integrated

published

encouraged

interpreted

purchased

enforced

interviewed

realized

engineered

introduced

recommended

E ff e c t i v e A c t i o n Wo rd s

reconciled

saved

streamlined

recorded

scheduled

strengthened

recruited

secured

summarized

rectified

served as

supervised

reduced

served on

tabulated

reeducated

settled

trained

regulated

shaped

translated

remodeled

sold

trimmed

repaired

solidified

unified

reported

solved

upgraded

researched

specified

upsized

restored

specialist

wrote

restructured

stabilized

revitalized

stimulated

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appendix

C

ONLINE AND PRINT RESOURCES ● ●

ONLINE RESOURCES

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General www.job-interview.net—Job Interview.net www.sla.org/chapter/ctor/toolbox/career/success.htm— having a successful job interview www.alec.co.uk/interview—Alec’s job interview advice and techniques http://interview.monster.com— Monster’s Interview Center www.interviewpro.com/interviewpro.php— Interview help and advice from the pros www.jobsontheweb.com/tips.htm—Jobs on the Web’s job hunting and interview tips www.quintcareers.com/college_grad_interview_questions.ht ml— Lists a number of the interview questions frequently asked of college seniors and recent college graduates www.jobsontheweb.com/mistakes.htm— Thirty-four common mistakes made during interviews

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www.quintcareers.com/job_interview_preparation.html—Tips and strategies for job interview preparation www.quintcareers.com/asking_interview_questions.html— Questions job seekers can ask during the interview

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Behavioral Interviews www.quintcareers.com/sample_behavioral.html www.careertalk.com/behavioral-left.html http://faqfarm.com/job/interview/behavioral-interview.html www.quintcareers.com/behavioral_interviewing.html http://interview.monster.com/rehearsal/behavioral/

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Phone Interviews www.quintcareers.com/phone_interviewing-dos-donts.html www.collegegrad.com/jobsearch/18-0.shtml www.worktree.com/tb/IN_telephone.cfm http://interview.monster.com/stage/phone http://editorial.careers.msn.com/articles/phone

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All about Interview Dress and Grooming www.quintcareers.com/dress_for_success.html www.collegegrad.com/book/app-a.shtml www.worktree.com/tb/IN_dress.cfm http://jobsearch.about.com/library/picks/aatpinterview.htm www.briarcliff.edu/careers/Interview%20Dress.htm

O n l i n e a n d P r i n t R e s o u rc e s

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PRINT RESOURCES

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Allen, Jeffrey G. The Complete Q & A Interview Book. (Hoboken: Wiley, 2000). Beatty, Richard H. The Interview Kit, 2nd Edition. (Hoboken: Wiley, 2000). Byham, William. Landing the Job You Want: How to Have the Best Job Interview of Your Life, 2nd Edition. (New York: Three Rivers, 1999). Deluca, Matthew J. and Deluca, Nanette F. More Best Answers to the 201 Most Frequently Asked Interview Questions. (New York: McGraw Hill, 2001). Dorio, Marc A. and Myers, William. The Complete Idiot’s Guide to the Perfect Interview, 2nd Edition. (New York: Alpha, 2000). Drake, John D. Perfect Interview: How to Get the Job You Really Want, 2nd Edition. (New York: Mjf, 2002). Eyre, Vivian, Olsen, Diane, and Williams, Jennifer. Great Interview. (New York: LearningExpress, 2000). Fry, Ronald. Your First Interview. (Franklin Lakes, NJ: Career Press, 2002). Gottsman, Deb and Maura, Buzz. The Interview Rehearsal Book: 7 Steps to Job-Winning Interviews Using Acting Skills You Never Knew You Had. (New York: Berkley, 1999). Krannich, Caryl Rae and Krannich, Ronald. Interview for Success: A Practical Guide to Increasing Job Interviews, Offers, and Salaries, 8th Edition. (Manassas Park, VA: Impact, 2002). Pigford, Lois. The Successful Interview and Beyond. (New York: Delmar, 2000). Pincus, Marilyn. Interview Strategies that Lead to Job Offers. (Hauppauge, NY: Barron’s, 1999). Tullier, Michelle. The Unofficial Guide to Acing the Interview. (Hoboken: Wiley, 1999). Yate, Martin. Knock ‘em Dead 2003. (Avon, MA: Adams, 2003).

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