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HOW TO SELL YOURSELF

 A typical interview may take from only thirty minutes to an hour, yet it could determine
 your business career for years to come. Obviously, therefore, it's well worth taking the time
to prepare for the interview so that your confidence will be increased and you'll be able to
make the most of your qualifications. 
Your primary objective, of course, is to convince the interviewer that you are the most
qualified candidate. You need to "sell" your experience, qualifications and ability.

If you make your living in a field other than sales, you may feel that you don’t have a sales
personality. But consider this: all of us are selling all the time. Every day of your life you are
selling your views and ideas to your family, friends and business associates. Every time you
persuade your colleagues to use your solution to a business problem you use your selling
skills. All you need is a basic sales strategy that anyone can use:

Find out what the prospect (the interviewer) really needs; then package your product
(your experience, qualifications, ability) to meet those needs.

This sales approach involves more than simply listing the virtues of your product (which you
really do when you prepare your resume). It means that you must evaluate all of your past
responsibilities and accomplishments in terms of the position to be filled.

To use this strategy effectively for your interview, you need some advance preparation:

1.Research the company
2.Review your experience and your qualifications
3.Review your resume to be sure that it emphasizes the experience and
qualifications most pertinent to the needs of your potential employer

RESEARCH THE COMPANY

If you’ve ever conducted an interview, you know how impressive it is to talk with a candidate
who has shown enough interest to find out more about the company than its name and
address.
You should know about the company’s products or services, markets, sales volume and
growth. Check out its plant locations, website, recent stock market activity, and its standing in
its particular field. Once you’ve found out as much as possible about the company and the job,
you’re ready for the next step in your pre-interview strategy.

REVIEW YOUR EXPERIENCE AND QUALIFICATIONS

Review your experience and qualifications in terms of the specific job. Suppose, for example,
that your ability to solve marketing problems or reduce production costs is a significant feature

of your experience and would be a valuable benefit to your prospective employer.

Be prepared to offer specifics about the savings or profits that resulted from your efforts,
or about other contributions you’ve made to the success of the companies you’ve worked for.

REVIEW YOUR RESUME

Prepare a thorough resume (5 pages at most) showing your work experience chronologically,

highlighting at least one major accomplishment for each position held in the past 10 years

and include specific technical details (ie versions, hardware, software, O/S, database,

# people on your team, #users etc). If at all possible, choose examples that show experience

that could be of special value to your prospective employer. Proofread your resume carefully

for misspellings and grammar, and be sure it is laser printed.

QUESTIONS TO PREPARE FOR

Think about your answers to questions you’re likely to be asked. To help you consider
answers ahead of time, we’re listing some of the probable questions:

“Tell me about yourself.”

With what you’ve learned about the company and the position, plan an answer that
emphasizes your experience and accomplishments in terms of the position to be filled. Don’t
be modest and do take credit for your successes.

You can use this same question to get the interviewer talking about his own needs, by
answering him, “I’ll be happy to tell you about my qualifications, but there’s so much to cover
that I’d like to know more about the position and your company so I can answer more
specifically.” Then, depending upon what the interviewer says, you can modify your planned
response to put even greater emphasis on relating your experience and qualifications to his
requirements.

“What are your goals?”

This is a very popular question because well-thought-out goals show maturity and a
commitment to your profession or business. Your goals should be both long and short range;
ambitious but realistic.

“What is your greatest strength?”

Again, answer the question in terms of the position to be filled. State your greatest strength
and support your claim with illustrations of past accomplishments.

“What is your greatest weakness?”

This is a loaded question because negatives usually won’t score pluses for you on the
interviewer’s evaluation sheet. Offer a job related minor shortcoming or a “positive-negative”
such as, “I’ve been accused of being a workaholic.” Or, “I’ve been kidded about being a
perfectionist.”

“Why do you want to leave your job?”

Be sure you have a good answer to this question before going on an interview. Your reason

for leaving might be because of corporate changes, lack of opportunity or recognition,

insufficient authority, or unsatisfactory earnings. If appropriate, you might say,

“I wasn’t thinking of changing jobs. I’m not unhappy where I am, but I was told this

was an opportunity worth discussing.”

If you were terminated, or are leaving because of a personality conflict, be very careful not to
make negative statements about former employers or colleagues. Explain the situation as
factually and briefly as possible. Then to turn what might be a negative into a positive you
might add, “Despite that problem, I really feel I learned a great deal in that job and from that
company, and I’m sure I could put that experience to work for you effectively.”

“What salary are you asking for?”

You should avoid discussing compensation on the first interview unless you’re
actually offered the job and want to accept it.

If the interviewer asks specifically what your salary requirements are, your answer should be,

“What I’m really looking for is the right career opportunity. I’m sure you’ll make me a fair

offer if you want to hire me.”

If you are pressed for a specific figure, describe your current compensation and then add, “I
believe on the basis of what I’ve accomplished I’d be entitled to some increase, but I’d rather
hear what you think I’m worth to your company.”

QUESTIONS YOU SHOULD ASK

Questions about the job duties, the company and its services show your interest.
Questions about people who held the position previously and where they are today
illustrate your interest in the company’s future and can keep you from making a wrong
decision.
Questions about the importance of the job, your responsibilities and authority, and the
career potential indicate that you are goal-oriented and motivated to succeed.

Questions that boost the interviewer’s ego and give you an insight into general company
morale are: “Why do you like working here?” Or, “Are there any major company problems
that might affect your decision to stay here or my decision to work here? After all, I’m
looking for a long-term relationship.”

Questions to avoid. Until the job is offered, do not ask questions about fringe benefits,
vacations, retirement or, of course, salary.

YOUR PROFESSIONAL APPEARANCE AND DEMEANOR

Visual first impressions are important. Consider your personal grooming. Your own personal

taste in clothes may not always be the most appropriate for a job interview.
You are safer to err on the side of conservative attire. Try to appear as businesslike as
possible.

THE INTERVIEW

Plan to arrive at least 15 minutes early for your interview. Carry a briefcase or portfolio

with several copies of your resume and some examples of your work. Be sure you know how to

pronounce and spell the name of the person who will interview you.
Greet your interviewer with a firm handshake and maintain eye contact at all times.

Your attitude and tone are important.
Answer all questions positively and enthusiastically. And remember your basic strategy: show
how your qualifications, experience and ability relate directly to the company’s needs.

Always conduct yourself as if you are determined to get the job you are discussing.
Never close the door on opportunity–the more positions you can choose from, the
better.

Close the interview with enthusiasm.

When you sense the interview is coming to an end, try to summarize a few of your key
credentials, and stress your interest in working for the company.

If you are really interested in the position, this is the time to say so and to ask about

the next step. If the position is offered to you, and you want it, accept it on the spot.

However, if you are not prepared to accept, tell the interviewer you’ll need one day to

think it over. If no offer is made, ask for a second interview date.

Don’t be discouraged if the offer is not made at the first interview, or if an appointment for a
second interview is not set at this time. Before you leave, get a commitment from the
employer regarding what the next step will be and when it will occur.

And finally, be sure to get the interviewer’s business card–you’ll need it for an important
follow-up contact.

AFTER-INTERVIEW FOLLOW-UP

After the interview, there are three things you must do: review, report, and write. Review

what happened. Take a few minutes to summarize (on paper) what happened in the interview

while it’s still fresh in your mind. Write down the names of the people you met and a

description of the job duties. Jot down the portions of the interview that you thought

went well and those that caused you some problems. (If you’re called back, this analysis

will make your next meeting even more successful; if not, you’ll be better prepared for

an interview with someone else.)

Write a “thank you” note to the interviewer. Within 24 hours of your interview, write the
interviewer a short letter of thanks. In your letter, mention at least one feature of your
experience that would be useful to the company, and again express your strong
interest in the position. Conclude your letter by mentioning that you hope to meet
again soon .

And finally…

If Compu-Source sent you on the interview, keep in close touch with your Compu-Source
Consultant during the interviewing process.

Each of our Search Consultants can draw on our years of experience in filling more managerial

and professional positions than anyone else in this area. You can call upon our experience to

help you make the most of your experience and get the ‘Best practices.’ ‘Career management.’ ‘Employment trends.’ All this jargon
sounds impressive, but what does it all really mean when it comes to finding
that one dream job? Not much.

Lasting Impressions: What You Should Know About
Interviews

So. Your resume has opened the door of opportunity and landed you an interview.
Obviously, you’ve already made a solid first impression. But how will you create a
lasting one in the interview?

Your resume reveals just one aspect to a potential employer. It’s a vehicle that shows
examples of the hard skills you’ve accumulated over time. However, what resumes don’t
reveal are the soft skills you offer. Soft skills that answer two simple questions: Are you
a team player? And more importantly, will you fit their particular team?

That’s where the interview comes in. The interview gives the interviewer a chance to
form inter-personal opinions of you. Some of the opinions the interviewer forms may be
conscious ones. Many of them won’t be. That’s because the impression you’re making
starts as soon as you walk through the door, based the subtleties of your interaction,
your personality, and even your appearance.

But your work doesn’t just begin and end with the interview. Creating a positive, lasting
impression takes some work both before and after the meeting.

The Grooming Phase
These are the tips that will make your interview run smoothly. By following these tips,
you take the guesswork out of the interview process. By removing the guesswork, you
increase your confidence and composure during your meeting.

Tip: Research the Position, the Company, the Interviewer, and You
Think forward to your interview date. Does it make you nervous? If it does, then a little
research will help reduce your anxiety by making the unknown a little more known.
Research is the foundation upon which pre-interview preparations are based. There are
three components pre-interview research: the position, the company, and, when
possible, the interviewer.

The Position
Start by listing 3-5 adjectives that describe you. Then think which 3-5 adjectives
describe the ideal candidate for the job you’re interviewing for. You can either take an
educated guess at what characteristics the candidate would posses, or you can review
the placement ad for any clues. Once you have two lists, compare and contrast them.
Ideally, the two lists should match relatively closely. If there are any disparities between
the two lists, evaluate where and how your characteristics might compensate.

The Company
Researching the company is the best investment you can make to be well-armed for a
successful interview. Showing that you understand the company shows the interviewer
that you are eager to be part of their team. There are different channels you can use to
educate yourself:

Annual Reports
Industry Reports/Magazines/Newsletters
Current Employees
Press Releases
Corporate Website

Irrespective of what information source you use, pay close attention to the adjectives
used to describe the company and it’s management style. These are important clues to
the corporate culture. Now relate it back to yourself. Is this a culture in which you can
thrive? If so, think of some ways to illustrate that your values reflect theirs. Also, try to
become familiar with the organization’s products, services, hierarchy, competitors,
reputation, and any recent major events.

The Interviewer
While this aspect is more difficult, it is also important to discover information about the
person with whom you will be interviewing. You can talk to current employees or your
recruiting agent-if you’re working with one-as to the interviewer’s work history,
management style, education, and their current project-based issues.

And don’t for get You!
You will be selling yourself in the interview, so it’s necessary for you to take a step back
and assess why you want the job, and how to communicate that want succinctly. You
should also make your wants and needs clear by knowing the difference between the
two: what can you not live without vs. what would be nice to have. These wants and
needs will be bargaining points when and if it comes time to negotiate the terms of your
employment.

Tip: Have a ‘Virtual’ Interview
Whether you’re an extravert or introvert, senior executive level or entry level,
self-confident or insecure, everyone – and we mean everyone – needs to practice their
interview skills. The interview is your sole opportunity to convince the interviewer that
you are the ideal candidate for the job available. To that end, not only should you try to
practice answering potential questions, but you should also be able to express the
marketable skills you have to offer their organization.

Questions, Questions, and More Questions
Questions can come in many forms: standard, knowledge-based, and occasionally
illegal. You want to know how to deal with all questions tactfully during an interview so
that you’ll be able to confidently nail that killer interview that can make or break your
chance at landing the job. It is always in your best interest to practice all forms of
questions until they become concise and appear spontaneous (the worst thing you can
do is sound scripted). The more you practice your response, the more your confidence
will grow. Self-confidence is an important aspect that employers look for, irrespective of
the industry or job.

The table below outlines some typical and not-so-typical interview questions, along with
some guidelines of how to practice answering them. You should ask a friend to review
your answers with you.

Questions
Possible Response
Tell me about you!

Keep your answer brief; don’t ramble. Use
your resume as a guideline for points of
discussion.

What can you do for us that someone else
can’t?

Use experiences that describe you as
action-oriented and a problem-solver.
Especially consider using examples that your
prospective employer may face.

How long would it take you to make a
meaningful contribution to our
organization?

Not long. Say that you expect only a brief
period of adjustment to become
acclimatized to the corporate culture and to
the technology/product.

How long would you stay with us?

As long as we both feel that my skills are
being challenged and contribute to the future
goals of the company.

Why are you leaving your present job?

Be honest, but don’t give a negative
impression of your current employer. Stay
as positive as possible. Consider not
speaking in terms of ‘i’ but ‘we’. E.g., our
team was consolidated.

How do you feel about leaving all of your
benefits?

Mention that you have some concerns but
that you are not in the least apprehensive
about pursuing the job further.

How would you evaluate your present
firm?

You worked with some talented people that
afforded you many valuable experiences.

In your current or last position, what were
your five most significant
accomplishments?

Accomplishments you discuss should
already be identified on your resume.

Why haven’t you found a new position
before now?

Make it sound like you are being very
discriminating. A job is easy to find but that
the right one isn’t.

 

Marketable Skills Galore
Beyond the usual queries, you want to be fully prepared to interweave your responses
with your marketable skills. You can do this by jotting down points in each of these
areas:

Transferable Skills
Main Accomplishments
Management Style (if applicable)
Professional Strengths

Tip: Prepare the Questions You Want to Ask
It’s always advisable to ask your interviewer questions about the organization whether
you are asked if you have any or not. Not only does asking insightful questions make
you look extremely interested in working for their company, but it also speaks to your
ability to learn about the company quickly when hired. By not asking any questions, you
may look passive or less-than-interested in the job.

When preparing questions, make sure that you are unable to find the answers yourself
first. Some subjects upon which to base questions include:

The competitive environment
Executive management styles
Anticipated obstacles to corporate goals
Corporate goals over the next three to five years

And here’s a good tip: it is generally unadvisable to ask about remuneration or benefits.
The company is often looking for an employee who isn’t motivated by purely financial
rewards. Financial rewards can be offered by many companies and not just theirs.

The Selling Phase
Less about organization and preparation, these tips are more hands-on practical advice
that you can arm yourself with during the actual interview. They can help you to project
the image that you have carefully cultivated in the previous phase.

Tip: Project Confidence
It’s all about selling the very best version of yourself to convince the interviewer that you
are the ideal candidate for the job. To do that successfully means being personable and
professional — and let’s not forget polite. Whether you’re talking to the receptionist or
the CEO, you are being assessed from the moment you step in the door, whether these
people are part of the interview or not.

When you do meet with the interviewer, a good approach to take is to act like a
consultant. By taking on this role, you automatically become more action-oriented and
show what problem-solving skills you bring to their table. Remember: not everyone is a
good interviewer. They may not always know how to elicit information they may be
looking for.

Finally, allow silences to occur. They needn’t always be awkward. By allowing silence
to happen naturally, you are showing your confidence and dignity without needing to fill
up the gaps in conversation with awkward banter unnecessarily. By trying to fill up gaps,
you could inadvertently lose your composure and say something you might later regret.

Tip: Be a Mirror — Reflect, Reflect, Reflect
It’s always beneficial to be a mirror that reflects the corporate culture that you are
looking to be part of. Is the office filled with men and women in business attire? Or does
the office hold an anti-suit policy? Nothing is more awkward than arriving at your
interview in a mode of attire that is in complete contrast to the environment you have
walked into. You will also want to ensure that you arrive at the destination 10-15
minutes early to ensure your appearance is intact and will give you a sufficient amount of
time to do any last minute ‘touch-ups’.

When talking to the interviewer, pay close attention to his or her body language,
posture, intonation, and style of speech. Try to mimic these subtly. Studies have shown
that interviewers are quicker to establish a report with someone who they feel is similar
to them. So take time to formulate your answers before you speak: this not only ensures
that you are trying to incorporate the interviewers nuances into your response, but that
you will answer the question succinctly and correctly.

And here’s an obvious tip: be sure you know how to pronounce the interviewer’s name
before you arrive!

Tip: Plan Ahead!
So, the interview is winding down. You’ve done your spiel and it’s time to leave, right?
Wrong. Before you walk out that door, always be aware of where you sit in the pecking
order of candidates and try to get an understanding of what the next steps will be. A
good way to establish this sort of information is to ask the following types of questions:

How would you like to proceed?
Have I provided you with the information you need?
Where are you in the process?
What will happen next?
When should I plan to follow up?

By asking these questions you will leave with a good sense of how you’ve been
evaluated and what to expect in the days to come.

The Follow Up
After the interview, it’s a good idea to take some notes about your experience. What
seemed to be the interviewer’s hot points? Are there any areas that you need
clarification on? What is the reporting structure? By taking note of the important issues
or outstanding concerns, you can build an impressive thank-you letter to each person
who participated in the interview. A thank-you letter based on the notes you take will
not only sound sincere, but also leaves a solid reminder of your unique interview with
them. However, before you mail the letters, make sure you have spelled all the names
correctly and know the correct titles of each person.

And that’s a Wrap!
One-to-one interviews are a great screening mechanism. Not only do they put a face to
the skills presented on a well-crafted resume, but they also delve into the personality of
the candidate. Irrespective of what questions you are asked, or in what order, the goal is
the same: to allow the interviewers to determine whether or not you are the most
competent person to do the job they are trying to fill.

However, that’s not to say the interview is meant to be strictly a one-sided experience.
Remember that the interview is also your opportunity to make an informed decision as
to whether the work environment and company are right for you!