Even if you are not a salesperson, it’s best to understand that your resume and LinkedIn page are your marketing tools designed to get you through the door and the interview is the sales call. All effective sales pros focus on the client’s needs, not theirs. They are adept at uncovering and solving problems. In order to do that in a job interview you must do your homework and be well prepared. This includes having insightful questions that convey you know about their business, products and services, the market(s) they serve, and even their primary competitors.
What makes them effective in their arena? What challenges have they faced recently? How did they deal with them? What are the top three “must have” attributes for someone to be successful in this position? For the last question look at the job description. The hiring manager likely created the requirements and the first few will be what she finds most important because they were top of mind. These are often attributes versus ironclad minimum requirements. If you didn’t meet the basic requirements like level of education, experience, driver’s license, etc. you wouldn’t be in the interview.
Furthermore, you should definitely be prepared to answer the question “Why should we hire you?” This is not the time to focus on your needs and wants. It is, however, a great time to explain how you will bring value to their organization. In marketing this is referred to as your Unique Value Proposition or UVP and it should set you apart from the also-ran applicants. Your answer needs to clearly convey that you are the solution to their problem. If you’ve done your pre-approach research and arrived with solid, probing questions you will know what the problem to be solved is. Then you need to explain how you can solve it using examples and short stories. Stories, again short in nature, are memorable and can set you apart, especially if you are one of the first people being interviewed for that position.
Your “why you?” answer is also a chance to show how you are a good match to their culture and environment. This is important because hiring managers want to know that while you may be well-qualified that you will be a good fit and embrace their values and get along with your colleagues. If you are used to a highly casual work place where innovation is prized and learn the company, you’re interviewing with prides itself on its formal “by the book” culture and rigid structure you will be a fish out of water if you take the job. Both you and the company should studiously avoid that outcome.
Lastly, show confidence throughout the interview; this impresses hiring managers. And, as the old saying goes “it ain’t bragging if it’s true”, so keep it real and use anecdotes that show you have mastered the skills they feel are important or that you have achieved success in areas they value and want in the person they hire. Knowing your strengths and value you can bring gives them confidence that you will be a good hire. No hiring manager wants to have to admit later on they made a poor hiring selection — they want you to make them look good!
Show confidence throughout the interview. It ain't bragging if it's true!
Comments