Is It Time To Go Guerrilla In Interviews?

PRLog (Press Release) - Mar 12, 2009 -
Is It Time To Go Guerrilla In Interviews?
By Roz Usheroff
WEST PALM BEACH (March 12, 2009) -- Challenging times cause companies to offset declining revenues in the short term by cutting expenses and head count.
Sadly, cutbacks send the message that the tacit pact between employer and employee can be broken at any time. It’s also a justifiably reflex reaction for employees to become disillusioned, frustrated or fearful.  
The positive side of this equation is that you now have a great opportunity to stand out in tough times. Combining optimism with reality is refreshing. It also equates with perseverance; and winners are continually assessing their marketability. Think about how you counsel your children to never give up.
So, more than ever, perception is reality.  Companies are still hiring and promoting as they restructure, but it is up to the employee, whether staying on or looking elsewhere, to bring a new value proposition to the table.
Be personable      Be credible    Be remarkable    Be memorable
It begins with mastering your interviewing skills. If you’re rusty, uncomfortable tooting your own horn, or unaware of how you come across in an interview, here are some valuable tips to practice.
Master first impressions: You have four minutes. That’s the time an interviewer will allot before deciding about you. During that time you want to establish a rapport, build credibility, and create a memorable impression. Here’s what you can do in those four minutes to sell yourself to a prospective new employer, or to sell your recent accomplishments internally to your current employer:
Research.
·   Know the company, the issues it faces, the interviewer. Check out social and business networks to get a feel for the corporate culture and the people who work there.  File the information away and don’t talk about it during the interview, but use it to inform and focus your message.
·   Know four reasons why you should be hired.  What makes you remarkable? How are you distinctive? How can you impact on the bottom line? Cite examples of real life scenarios.
·   Use third party testimonials so that you can toot your own horn without feeling awkward,  ie. “my last boss said that in the area of motivating my team, I was able to…”
·   Know yourself well enough to talk about your greatest assets in addition to your areas of improvement.  If you are ever asked about your greatest flaw(s), here is a way of answering: “Sometimes, I feel that I don’t always have patience However, I’m working on being more patient with those who need more time.”
·   As the conversation comes to a close, the interviewer will probably ask if  you have any questions. Be prepared.
(a)   Easy question:  "You said you want someone with a financial background; what else does an ideal candidate need to succeed in this position?"
(b)   Thought provoking question: “Imagine that It’s a year from today and we’re reviewing the results.  What would have to happen in that timeframe for you to believe that you made the right decision if you were to bring me onboard?”   You are subliminally making the interviewer see you already in that role. Plus you will learn if the expectations of the job are achievable.  
Business savvy.
·   Upon entering the room, always ask where the interviewer would like you to sit.  This demonstrates respect.  Remember to keep open body language and look relaxed, even if you have to fake it.
·   In a panel interview, choose a chair at the end of the table so that it will be easier to look at everybody. When you are being asked a question, begin and end with the person asking, but spend more time looking at those who are just listening. You want to get everyone interested in what you have to say and eye contact helps enormously. Plus you never know who the influencers are.  
·   Find out how much time you have so you don’t overstay your welcome. You’ll be able to plan how long you’ll embellish an important selling point. If an interview is less than a half hour, it's generally not a good sign. If you reach the one-hour mark and the conversation is flowing enthusiastically and evenly between you and the interviewer, you may have hit a home run!
·   Master a confident handshake.  Hold until you know the color of the interviewer’s eyes.  Repeat back their name and smile.  Upon leaving the interview, while you are still shaking their hand, express your appreciation for their time and ask when you can call them back.  This leaves the ball in your court to follow up and not feel like you are pressuring them.  I’ve used humor in the past and while we were in the handshake, I jokingly said: “When can I call back where it doesn’t look like I am harassing you?”
·   Act like a host.  Treat the interviewer like they are a guest in your home.   This is a great opportunity for you to steer the interview the way you want it to go,so get engaged in a dialogue quickly and speak naturally. You want the conversation to flow smoothly and you want to be ready for the classic questions of  'So, tell me about yourself,' etc.
·   You want the messages you bring to the interview to showcase four of your personal and professional characteristics:  Teamwork, Leadership, Strategic Thinking and Expertise.  All other messages are just detail. Come with examples.
·   Send a note. On good stationary, with pen and ink, the day after the interview. Follow up with an email a few days later, summarizing your discussion, and asking if you can call them in two weeks. You are now a presence on their radar screen. Within the month, you made yourself  visible to them on three separate occasions.

Roz Usheroff is one of the most sought-after leadership development and personal branding coaches in North America. Author of "Customize Your Career," Roz has conducted business coaching seminars and workshops for men and women executives at Fortune 500 companies in Canada and the United States for the past two decades. For further information see www.usheroff.com or call 1-800-844-2206.