Interviewing tips: Your first 60 seconds

by Mitch Byers :: July 24th, 2008 :: Posted in Interviewing to Win |

“Quick, tell me who you are and what you do in less than a minute.” This is the topic of Barbara Rose’s article, Learn to Sell Yourself in 60 Seconds. A three step strategy is used to develop an effective “elevator pitch”:

1. Say who you are
2. Say what you do
3. Say why you do it better

Rose suggests avoiding generalities like, “I enjoy helping people.” [More...]

Job Interview Tip #51: Incorporate the Law of Six to get hired

by Mitch Byers :: July 7th, 2008 :: Posted in Interviewing to Win |

In a recent job interview seminar, a participant asked the following question: “Should I send an email or a thank you note?” My response was, “Send both.”

The reason for sending both correspondences is based on the Law of Six, an effective sales conversion model. The goal of the Law of Six is to convert an influential buyer into a client. In the job interview process, you can personalize the Law of Six to convert your influential buyer (the hiring manager) into a client (your boss).

The Sales Cycle
We all have a built in resistance to change. An effective sales person understands how to maneuver around or penetrate our protective shell. In the sales cycle, The Law of Six presupposes that a buying decision is made after six or more encounters. Our resistance becomes softened with each encounter until we reach a tipping point – we agree to try the product or services or sign the service contract.

It is natural for us to we work through a number of events to assimilate information and then make an informed decision. A hiring manager works through a similar cycle. They need an appropriate amount of information and time to make their hiring decisions. After all, accurate hiring decisions are one of their most critical tasks.

The Interview Cycle
In sales, the Law of Six is used to preplan six points of contact. Using the same formula, let’s see how we can work with the Law of Six during the interview cycle. Plan on utilizing at least six points of contact from the following list with every hiring manager to penetrate their protective shield.

1. The Hiring manager reviews your resume.
2. Complete a telephone interview with the Hiring manager. Often, a recruiter or human resource representative completes the first two steps before forwarding your resume to the Hiring Manager for review.
3. Complete your first face-to-face interview with the Hiring Manager
4. Send a follow-up email to all who were part of the interview process.
5. Mail a letter to all who were a part of the interview process.
6. If appropriate, or requested, email or mail a sample of your work. This may be a project plan or strategic plan, a work flow diagram, a spreadsheet, an informative PowerPoint presentation or a written example of your work. Be careful not to share proprietary information from your current or former employers, especially if they are a competitor of the incumbent company.
7. During the interview, ask about their time frame for making a decision and appropriate next steps. Follow-up with a phone call on the agreed upon day.
8. If required, complete your second face-to-face interview with the hiring manager or other decision maker
9. Repeat steps 4 and 5
10. Continue to follow-up every 5 to 7 business days until a hiring decision is made

The Law of Six requires your commitment and follow through. Here a few examples to get you started.

Email
Following your face-to-face interview, send an email to the hiring manager highlighting one or two of your core competencies. As an example, “Cindy, thank you for visiting on Tuesday regarding the project management position. I appreciate you sharing details of the upcoming logistical projects and the challenges in South America. The work completed for South American governments, complemented with my 14-year career in logistics will provide the ability to hit the ground running. I look forward to our continued conversations. Sincerely, David.”

Letter
A brief, but thoughtful and well-crafted letter is also mailed following your face-to-face interview. A few days later, the letter arrives at the desk of the hiring manager. Their name is spelled correctly and you did not botch their title: Director of Operations of the Americas. In your email, you mentioned your South America exposure and 12 years logistics experience. The letter will also highlight areas of expertise that are relevant to the position. Your letter might provide an overview of one or two of your most successful projects and how the results benefited the company. As an example, you were entrusted with an 18-month, $23.6 million manufacturing and distribution project that incorporated the launch of upgraded logistics software. The project was envisioned to provide a 14% to 18% increase in productivity and reduce back office head count by 10%. Your expertise in the industry and strong vendor relations pushed the company beyond projections to realize a gain of $19.5% productivity gain, reduce back office 12% and increase potential manufacturing capacity up to 16%. The goal of your letter is to help the hiring manager “see” you being successful in a professional environment.

Implementation

• As you plan your Law of Six activities, also incorporate a tracking mechanism. You may have four or five job opportunities in play and it will be easy to unintentionally skip a touch point. Tracking your activities on a spreadsheet will assure your plan provides maximum benefit.
• Request a business card from each interview participant. You will need email addresses and proper titles to effectively implement your campaign.
• Your phone follow-up on the agreed upon date is an important component of the Law of Six. During the interview, ask what time fame is appropriate to follow-up and then respect their answer. Also, ask if it would be better to call in the mornings or afternoons. They will appreciate this small gesture and you will increase your odds of reaching them.

The Law of Six is a powerful concept to enhance your job search. It is a step-by-step guide to keep you in touch, stay on top, and not get lost in the shuffle. The Law of Six is one of many important strategies to incorporate in your job search. Numerous other interviewing strategies can be found in the Third Edition of InterviewRX and SalaryNegotiationsRX.

Dear Abby

by Mitch Byers :: June 20th, 2008 :: Posted in Interviewing to Win |

Several years ago, my oldest brother began reading Dear Abby columns to my father, whose health was in decline. The daily reading brought about a chuckle, a point of disagreement, or led to a story of days gone by. Generations have looked to Dear Abby for advice – from what do about their pushy mother-in-law to how to confront a co-worker who leaves a mess in the microwave.

A recent column touched on the hiring process: Listen-up, new hires: You’re now on the clock. Dear Abby relays the concerns of a central Maine municipality worker. The worker provides three common sense tips for new hires:

1. Dress appropriately. “Before you leave your home, bend over in front of a mirror as if you were at a desk or counter. And check both the front and back views. I have seen parts of the anatomy that should be viewed only by your doctor or spouse. Also, that floral tattoo on your abdomen may be cute in a bikini, but it’s inappropriate for an office.”  Now that is saying it with style!!
2. Leave your children at home. The interview has enough unpredictable moments without your intervention. Bringing children, friends, or family members only adds to the hiring pressure. If a baby sitter cancels at the last minute, then it is better to postpone than to be encumbered.
3. Turn off your cell phone. This is the one I personally deal with the most. It is a huge turnoff for hiring managers. If the hiring manager is on the fence about whether or not you are a fit for the company, a funny sounding telephone ring can knock you right out of the running. It is a small thing that can have a big effect.

Dear Abby’s final thoughts: “Different offices hold employees to different standards of dress and behavior. Until a new employee is certain of what those standards are, the sensible thing to do is to err on the side of conservatism in both manner and dress.”

What do you know about our company?

by Mitch Byers :: October 10th, 2007 :: Posted in Interviewing to Win |

Have you every been embarrassed in the interview with the question, “What do you know about our company?” It can be one of those make or break questions – a turning point in the interview. Your answer can lead to an in-depth discussion and enable you to ask your pressing questions. Or you can just sit in your chair, turn red and sink. I like the first option better.

Think of the hiring process in terms of a baseball game. You have to get to first base before you can reach second base. You have to round third base before you score at home. In the interview game, consider the invitation to interview as your time to bat. If you run the bases and make it back home you score – that is, you are hired.

Unfortunately, most people strike out, pop up or are thrown out at first. They end up playing in the minor leagues. Investing time in company research and uncovering their business needs put you on first base. That is a good start. Investing significant time in interview preparation allows you to safely steel second base. Once on second base, you are in “scoring position.” It only takes one more hit (a second interview) to move you around to third and then to home. You have just made the score!!

Investigating the company and honing your interviewing skills will help build your confidence.

Batter up.

Make a pitstop to avoid a pitfall

by Mitch Byers :: September 12th, 2007 :: Posted in Interviewing to Win |

Make a Pit Stop to avoid a Pitfall

There are plenty of sources highlighting common sense interviewing practices: Dress appropriately, don’t chew gum (or tobacco), arrive a few minutes early and give a firm handshake. We all know the drill. Pretty basic stuff, but missing something basic can really trip you up.

Here is one more tidbit. Arrive a few minutes early and find the restroom. In an office building, pick a restroom away from the company suite. If the restroom is housed within the office, stop on the way at the nearest McDonalds. Here is the action plan:
1)    Get yourself in order. Straighten the tie, check your button down collars, freshen the lipstick, freshen the breath, pinch your cheeks, blow your nose, wash your hands. Go very light on the perfume.
2)    Silence your cell phone (a common oversight). If you are expecting an emergency call, convey this information to the interviewer before you get started.
3)    Take a deep breath and hold for 20 seconds. Release slowly. Repeat 10 times. This is an idea evangelized by Tony Robbins.
4)    Look yourself square in the mirror and give yourself a 30 second pep talk. This little rahrah sets the stage for you’re the all important introduction.
5)    Stand up straight, put your hand out and shake it like you mean it.
6)    Proceed to the company suite like you own the building.

Make the pit stop and avoid a pitfall.