During my 13-year sales career, I went on job interviews with more than 50 elite U.S. companies. I heard just about every question in the book, from "Tell me about yourself," to "Where do you see yourself in five years?"
Yet, despite the intense competition, I never failed to get a second interview with any of these firms, many of which were in the Fortune 500 or 100.
How did I manage this?
After just a few interviews, patterns began to emerge. For example, I saw that simply memorizing answers to the most commonly asked questions didn't work. So, I began to develop strategies that set me apart from other candidates and helped me get a new and better job whenever I needed one. Now, I'd like to share these strategies with you.
First, let me assure you that there are no shortcuts to getting the job you want. It takes persistent efforts to rise to the top. But you can significantly reduce your time in the job market if you follow these seven steps.
Also, remember that pursuing any job is an investment in your future. No interview is a waste of time or an opportunity missed. Rather, see each job interview you go on -- successful or not -- as another step toward reaching your true potential.
If you follow these seven steps closely, you'll get all the job offers you want. In fact, you'll probably be able to choose the best job from among several offers!
1. Be organized in your job search.
I urge you to create a file for each company you're pursuing, then use that file to keep your papers in order. The more organized you are, the better you will handle multiple interviews.
I used to keep a file folder on my desk. As I collected information from the Internet, person contacts and other sources, I added this data to the file.
Date your notes, too. This is a good indicator of how long you have spent pursuing each company. Expect to spend up to three or four months per company from the time you begin researching to the time you receive a job offer.
The more thoroughly you research each company, the greater your chances are for an offer --- there's a direct correlation. For best results, stay focused. Try not to pursue more than three companies at a time.
2. Read books that put you in the right frame of mind.
Although it doesn't hurt to read books on interviewing skills, don't try to memorize answers to every interview question. Sooner or later, you'll forget your lines and fall flat on your face.
One of the best ways to mentally prepare for an interview is to read biographies of successful people in your field. Or just read about people who achieved great success. While you may never aspire to conquer Asia, Leadership Secrets of Attila the Hun, or Victory Secrets of Attila the Hun (both by Wess Roberts), will give you insights on how people at the top conduct themselves.
Other books that offer direction and will create conversation points are The Power of Simplicity, by Jack Trout and Unstoppable, by Cynthia Kersey.
3. Research the company.
Using the Internet, you can quickly learn about almost any company. Most corporate Web sites are a gold mine of information. You can (and must!) read your target firm's annual report, learn about their products and services, read biographies of top management, and acquaint yourself with their latest news releases.
But, to take really stand out from other candidates, take your research a step further. Research the competition of your target company. Learn about their products and services, and how they differ from those of the company you are pursuing.
If you do your homework, you're on your way to an engaging and comfortable job interview. Fortunately for you, most candidates wait until the interview to learn about a company. But you'll be able to say things like: "I read that your company is working on a new drug for diabetes -- sounds like a blockbuster." Comments like this help create an immediate bond between yourself and the interviewer.
4. Network! Network! Network!
Here's another opportunity most candidates miss. Before interviewing, I always talked with an employee of my target company, to find out inside information about their products and strategies. And I found those employees by using my personal network.
You can uncover leads and create your own luck by talking with your friends, parents' friends, friends' parents, neighbors, professors, preacher, hair stylist, personal physician, etc. Most people are more than happy to help you out; you just have to take the initiative.
Eventually, your network will lead you to someone at your target company. Call this person and ask questions to get a clear picture of how the company is run and what opportunities lie within. After you've spoken with that employee, be sure to follow up with a hand-written thank you note. Although it's more progressive to send an e-mail, a hand-written note is more personal and makes a lasting impression.
If you're having a hard time asking your acquaintances for help, there are many online career support groups available. Try http://www.egroups.com/group/collegerecruiter for starters.
5. Put together a portfolio.
A portfolio contains your résumé and other supporting documents, with the aim of demonstrating your skills, achievements and potential. By creating a portfolio, you simplify and organize your strategy for securing a job offer.
Your portfolio starts with a professional-looking binder (available at any office supply store). You'll also need dividers inside with labels to separate the different sections.
Here's what yours should contain, in this order:
· Your resume
· Current highlights (include detailed examples of achievements, awards, performance reviews, etc. from your current company)
· Testimonials/letters of recommendation (obtain these from customers, professors, past employers, etc.)
· References (three to five contact names and phone numbers are sufficient; include at least one past manager)
· Career summary (three to five bullet points describing what you stand for; examples: your work ethic, leadership skills, organizational abilities, etc.)
Your portfolio is an excellent way to prove that you are the best person for the job. Just be sure your career summary and highlights sections match the type of candidate that employer is looking for.
A well-designed portfolio can be your ticket to a second interview. How? Simply suggest that the interviewer take your book and review it at their leisure. Then mention that you can pick it up the next time you meet. Don't force your portfolio on the interviewer right away. But if you're asked to briefly describe your career, you can bring out the book.
In 11 years, no employer ever refused to review my portfolio. I actually had interviewers ask to keep the book until our next meeting, without my having to ask them to. If you put some thought and preparation into creating your portfolio, you can enjoy similar results.
6. Write a business plan.
After you've sold yourself to the interviewer with your portfolio, you've earned the right to suggest ways to improve the company's business. That's what your next step, writing a business plan, will do.
Don't worry -- you don't have to have an MBA to know how to write a business plan. Yours should be no more than two or three pages long. If you've done your homework and thoroughly researched the company, the writing should go fairly quickly.
In your business plan, briefly analyze the company and its competition. Then offer suggestions, based on your research, to improve sales, efficiency or anything else that would increase profits for your potential employer.
Do you have any idea how far ahead of the competition a business plan will put you? This is one of my most closely guarded secrets and one of the main reasons I never failed to get a second job interview with companies I targeted.
Jaws are likely to drop when you slide your plan across the table to your interviewer. You can secure a second interview by saying: "You've seen my portfolio. I'd like to leave this with you, too. I can pick it up at our next meeting."
7. Find an interview coach.
It's expected that top athletes will spend countless hours and enormous energy perfecting their craft. Yet, when it comes to careers, we think some people get all the luck, while the rest of us never have a chance. Nonsense! In any sport or career, success comes to those who practice ... and who receive top-notch coaching.
Today, any number of companies offer interview coaching. You can find them in your local yellow pages or on the Web. What should you look for? A coach with proven interview techniques, tailored to your situation. Avoid anyone who asks you to memorize a list of responses or who wants to make you sound like someone you're not.
As an interview and career coach myself, here's one piece of advice I give to all my clients. Never, ever -- and I mean never -- discuss salary before getting a job offer.
There are several ways to handle this question. For example, if an interviewer is so bold to ask how much money you're now making, say: "Are you making me an offer?" Or, "Mr. Jones, before we talk about salary, I'd like to make sure I have a clear understanding of the duties and responsibilities of the job."
There are many more ways to answer that question, depending on your and your unique situation. That's why hiring a good interview and career coach could be one of the best investments you've ever made. To safeguard yourself during this process, be sure the coach you work with offers tried-and- true strategies and a money-back guarantee.
I am currently offering users of CollegeRecruiter.com a free, no-obligation, 15-minute career consultation. If you are interested, please e-mail your resume to skirchner@uswest.net or fax it at 612-929-3871.
Sharon Kirchner
Career Strategies
Fax 612-929-3781
Toll-free 877-929-1263
International +1-612-929-1263
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