CHAPTER 2
Interview Mechanics

The subtle nuances that transpire during an interview can have a huge impact on the interviewer’s perception of your ability to succeed with their company. Every situation is different and every interviewer has his or her own particular style. The information in this section contains general guidelines for success.

The most important thing you should remember is that the old adage “You never get a second chance at making a first impression” is especially accurate when it comes to interviewing. When you meet your interviewer, make sure you give a firm handshake, look your interviewer in the eye, smile, and clearly state your name. Set the tone by displaying a positive and enthusiastic attitude right from the start.

You should also win over the receptionist or the interviewer’s assistant, as these people often have more influence than most people realize. As a former hiring manager, I have seen several occasions where candidates for employment have blown their chances by treating the other employees in a disrespectful manner.

A good friend of mine is a hiring manager for a well respected national uniform rental business. Being a believer in his company’s products and service, he sometimes wore a work uniform as his daily attire. One day, while dressed in his uniform, he was preparing to interview a candidate that was due to arrive during the lunch hour. The receptionist typically had interview candidates complete an application prior to announcing their arrival and walking them back for their interviews. On that particular day, one of the other office staff was celebrating an anniversary and the office team members all took her out to lunch. As a result, no one was left watching the front desk. Anticipating the arrival of his interview candidate, the hiring manager decided to sit at the receptionist’s desk to greet his candidate. When the candidate arrived, the hiring manager greeted him, “Hello, you must be Bill. Please fill out this application and then we will get started with your interview.” The candidate, thinking the guy in the work clothes was just a lowly worker replied, “I don’t have to fill out an application. I am here for a salaried position.” The hiring manager then said, “I understand, but we do require that all employment candidates complete an application for our files.” The candidate then dug his own grave by stating, “You obviously don’t understand. Just get me your manager or someone that can speak to my level.” The hiring manager then handed him his card, introduced himself, and told the candidate that he was right, he did not need to fill out an application because there would be no interview.

What to Bring

Over the years, I have seen candidates bring some very unique items with them on interviews—some good, some not so good. The following list should cover most situations, but if you are unsure about whether you need a particular item, just ask your interviewer in advance.

Professional Organizer

A clean, folio-sized portfolio with a notepad is a very professional way to organize your materials. You can find a variety at your local office supply store.

Pen and Pencil

Always bring both to an interview. You should have your pen out to take notes during the interview, and a pencil comes in handy if you have to take any tests.

Resume

As previously mentioned, have your resume ready, but do not present it unless asked and if you are on an interview set up by a recruiter, then make sure you have the same version that the recruiter sent over.

Reference Sheets

Your references should be ready to present, if asked.

Flash Drive

Keep your flash drive with all your scanned supporting documents in your pocket in case your employer asks for a hard copy of a document that you do not have printed out. This way you will save time and demonstrate your efficiency and organization.

Brag Book

As we discussed under documentation, you should have a copy of at least the contents that you can leave with the interviewer.

List of Questions

You should have a list of questions written out and in your portfolio. See page 125 for examples.

Driver’s License

Many employers will make a copy of your identification when they submit your information for a background check.

What NOT to Bring

Just as important as what you should bring is the list of items you should not bring. Here are the most common items brought into interviews that should be left in your car.

Phone

This is the absolute worst thing you can bring to an interview. Bringing your phone tells your employer that your time and focus is not dedicated to the interview and that you are easily distracted. Leave it in your car—no exceptions!

Purse

I know, some of you view your purse as a fashion accessory and not a device designed to carry your belongings. Whatever you reasons for carrying a purse may be, set them aside for the interview. For every job seeker I have that argues with me about this, I have just as many hiring managers that tell me how annoyed they are when a candidate brings a purse to an interview. Many view a purse as an item that represents possible external distractions that could be carried over into the workplace.

Keys

Obviously you have to bring these with you to get back into your car but they should stay in your pocket. Do not drop them on the interview’s desk. If you have a huge ring of keys and cannot fit them in your pocket, just remove the one key you need and leave the rest in your car.

Research Materials

All the preparation work you did on the company is great, but leave it at home. If you do a good job working in your knowledge of the company and asking solid company questions, the interviewer will know you conducted your research. Memorize what you can and take some handwritten notes on your notepad for anything else you cannot commit to memory.

I was interviewing for several new account executives for our company and I attended a career fair that allowed companies to conduct a brief the prior evening for all interested candidates. I had a packed room, but could easily determine the top two to three candidates by their demeanor, questions, and impact presence. At the conclusion of my briefing, I adjourned to the hotel bar for a beer. It was towards the end of the afternoon and several of the job seekers I had just briefed had also decided to partake in Happy Hour. Naturally, I engaged in a conversation with several of them and continued the question and answers session we had just left in the briefing room. I had an audience of five to six candidates, one of whom I was really interested in, and I purchased a round of drinks for the group. After a few more questions, I excused myself and retired for the evening to prepare for a full day of interviews the next day. That next day, I checked my schedule and saw that the candidate I was very excited about was due to interview in my hotel room with me later that morning. When he knocked on my door at the appointed time, he looked sharp, but was carrying something that forced me to do a double take to believe my eyes. In his hands were two bottles of beer. He shook my hand and said, “You bought me a beer last night and I am a man that always repays my debts, so I thought I would give you a beer to settle up!” He then sat down, opened his beer, and took a long pull from the bottle. I politely thanked him for the beer and set mine aside to conduct what turned out to be a very short interview. While I appreciated his gesture, it was entirely inappropriate to bring a beer to an interview!

Do’s & Don’ts

Here are a few more items that are worth mentioning when you are preparing for your interview.

Do’s

• Confirm: If your interview involves travel or was set more than two days in advance, call to confirm the day prior.

• Thank your interviewer: It is polite to thank your interviewer for his or her time before you get started.

• Shake hands: Always accept a handshake if offered by your interviewer, and offer one even if not presented to you.

• Maintain posture: Skilled interviewers are also experts on body language, so be sure to sit upright and maintain a good posture.

• Maintain eye contact: Always look your interviewer in the eye when speaking.

• Display enthusiasm: Your attitude sets the tone for the entire interview. Smile often and say things like:

“I am excited to be here!”

“I am thrilled to interview for this opportunity!”

“This is exactly what I have been looking for!”

Don’ts

• Be late: Make sure you understand the local traffic patterns and give yourself plenty of time to arrive at your destination 15 minutes prior to your scheduled appointment. If an unforeseen event does occur, call your interviewer and let them know.

• Get casual: It is common courtesy to stand until either you are asked to be seated or sit after your host seats themselves. Keep your suit coat on unless the interviewer tells you that you may remove your coat. Do not slouch or lean over when seated.

• Complain: Good interviewers pick up on everything you say. Even casual references to heavy traffic, a bad morning, or a hectic schedule are all seen as negatives by the interviewer.

Attire

How you present yourself on an interview is just as important as what you say. An old coach of mine used to say “If you look good, you feel good. If you feel good, you play good. If you play good, you win!” That same adage holds true for interviewing. The image you present carries over to your confidence level and your performance is a direct result. I have assembled these quick lists for a general reference on attire. If you still have questions regarding what to wear, your best solution is to consult a professional at a well known business attire retail store. Be sure to tell the sales associate that you are purchasing interview attire and that you want a conservative combination that conveys self confidence and professionalism.

When going on a professional interview, always assume the dress is business professional, unless told otherwise. If your scheduled interview is a plant tour or day in the field, then be sure to ask the person setting up the interview if the dress is professional or business casual.

If your interview requires you to travel, be sure you steam out the wrinkles in your suit the night before. An old trick is to run a hot shower and hang your suit in the bathroom to let the steam work out the wrinkles. This works in an emergency, but a travel iron is better. If you are flying in for a same-day interview, carry your suit jacket with you and ask the one of flight attendants to hang it up for you. My experience is that even if you are not flying first class, if you ask nicely and tell them you are on your way to an interview, they will almost always hang it up for you.

One of our recruiters had a candidate scheduled for a final interview that involved traveling to the potential employer’s headquarters building. Shortly after the scheduled interview time, our recruiter called the hiring manager at the business to ask how the candidate performed during the interview. The hiring manager said that she had never interviewed a more qualified candidate and was equally impressed with his enthusiasm and developmental potential. She then went on to say that she was extremely disappointed that she could not make him an offer because of his complete lack of professionalism when it came to his attire. To quote, “He looked like a wrinkle bomb exploded directly on him.” When our recruiter called the candidate to let him know that he would not be getting the offer, he naturally asked why and admitted that he had not had time to prepare his garments before the interview, but didn’t think that it would really make a difference—it did!

Here are some basics for the different types of business attire:

Business Professional: Men

• Conservative Suit: Dark, solid color or a dark color with a faint pinstripe.

• Shirt: White or blue long-sleeved dress shirt.

• Tie: Conservative pattern that hangs to the top of your belt.

• Footwear: Dark socks that match your suit, professional leather shoes that match your belt.

• Jewelry: Keep this to the bare minimum. Typically just a watch and a wedding ring, but a class ring is also acceptable.

• Grooming: Neat, professional hairstyle, trimmed nails, fresh shave.

Business Professional: Women

• Conservative Suit: Dark, solid color or a dark color with a faint pinstripe.

• Blouse: Coordinated with suit, but stick to a conservative solid pattern or stripe. Avoid pinks and purples, as some interviewers view it as too feminine.

• Shoes: Avoid open-toed shoes and heels higher than 2 inches.

• Jewelry: Less is better, and avoid earrings that dangle, as they could be distracting.

• Hosiery: Nude or light colored.

• Grooming: Conservative make-up, professional hairstyle, manicured nails, and light perfume.

Business Casual: Men

• Khaki, gabardine, or cotton pants, neatly pressed.

• Cotton, pressed, long-sleeved, button-down shirts, polo or knit shirts with a collar.

• Matching leather shoes and belt (no deck shoes or tennis shoes).

Business Casual: Women

• Khaki, corduroy, twill, or cotton pants or skirts, neatly pressed.

• Sweaters, twinsets, cardigans, polo/knit shirts.

• Solid colors work better than bright patterns.

• Solid-colored pumps with conservative heels.

Interview Attire Tips—Do’s

• Fit: Make sure everything fits correctly and has been recently tailored.

• Preparation: Get your clothes ready the night before, so you don’t have to spend time getting them ready on the day of the interview. Remember to iron your shirt.

• Clean: If your clothes are dry clean only, take them to the cleaners after an interview, so they are ready for next time.

• Scuffs: Inspect your belt and shoes for any scuff marks and polish accordingly.

• Breath: Bring a breath mint and use it just before you enter the building.

Interview Attire Tips—Don’ts

• Uniform: never wear any part of your military uniform (tie clips, badges, belts).

• Shoes: It is generally known that men should not wear a brown belt or shoes with a blue suit; women should not wear stiletto heels on an interview.

• Shirt: Men should never wear a short-sleeved shirt with a suit, sport coat, or tie; women should never wear a sleeveless blouse if they intend on taking their jackets off.

• Lapel Pins: Refrain from supporting your causes or charities during the interview process.

• Grooming: Go easy on the perfume, aftershave, or cologne.

Body Language

Whether you know it or not, your body language speaks volumes to the interviewer. Once you understand the most common tips and techniques used in subtle body language, you can use them to influence your interviewer. Body language can be a simple pose, your posture, your seated position, or even how you use your hands during conversation. When it comes to interview preparation, you should video yourself doing a short mock interview for 10 to 15 minutes to see what your body language says. After you are done, turn off the volume and watch yourself to see if you can figure out what you are saying based on your movements. You will be amazed what you find. Almost every time I have done this with candidates, they immediately recognize a bad habit, such as crossing their arms, or repeatedly running their hands through their hair. Here are some tips from the bottom up to help you when evaluating your body language.

Feet

Keep both of your feet on the floor. Crossing your legs can send a message of complacency or over confidence.

Legs

It is okay if you are a bit nervous during an interview, but try not to show it through your energy. The most common form of this is when job seekers constantly bounce their legs up and down or cross their legs and shake their feet. Not only is it distracting to the interviewer, but you also send the message that you lack the ability to stay focused—not an admirable trait in a future employee.

Walk Fast

From the moment you exit your car to walk into the building, you should walk at a brisk pace. An old trick by some sales interviewers is that they will greet interviewees at the door and walk them back to their office at a fast pace. If the interviewees fail to keep pace, then they most likely lack the energy required to succeed in sales.

Sit Forward

By leaning slightly forward in your seat, you tell the interviewer that you are interested and that you are actively listening. When you lean back in your seat, your body is telling the interviewer that you are disinterested or that you are cocky, neither of which is good.

Hands in Pockets

When on an interview, the only time your hands should enter your pockets it to put something in or pull something out. Walking with your hands in your pockets shows too casual of an attitude and conveys to the interviewer that you are not interested. When you put your hands in your pockets when seated, it looks sloppy and unprofessional. I do suggest that you keep a business card in your left pocket in case the interviewer asks you for a card. That way you can quickly reach in with your left hand, leaving your right hand free for a handshake if the interview is winding down. If you are wearing a skirt, or do not have a pocket for a business card, be sure you have one easily accessible in your portfolio or note-taking materials.

Folded Arms

Any body language interpreter will tell you that folded arms means you are not interested and may even be holding back some degree of anger or disagreement with the person you are communicating with. Interviewers will see folded arms as a negative, even though you might be verbally agreeing with them.

Folded Hands

The safest bet is to rest your hands, lightly folded on the desk in front of you. Another trick is to hold a pen or pencil to show that you are ready to take notes as needed. Do not click the pen constantly or twirl it around your fingers. If you do not have a desk or table in front of you, then place your hands in your lap, one hand on each leg, or folded lightly. Above all else, keep your hands away from your face.

Rubbing Your Neck

When you stretch in an interview or rub the back of your neck, you are telling the interviewer that you have lost interest. Keep your hands in front of you and on the desk or table.

Touching Your Nose

Many experts will tell you that if you touch your nose during a conversation, that is a tell for dishonesty. It is also disgusting, and the interviewer will not want to shake hands with you after you do this.

Fingers Through Your Hair

When you run your fingers through your hair, you are telling the interviewer that you are stressed and tired.

Looking at Your Watch or the Door

Never look at your watch or the door during an interview, as it says you have somewhere more important to be. If you have legitimate time constraints, then tell the interviewer before you get started. The only acceptable reason is travel schedules, not picking up the kids from school or an appointment with your personal trainer.

Eye Contact

The absolute best way to show the interviewer that you are interested and engaged is to look him or her directly in the eye. When you fail to make direct eye contact, the interviewer never connects with you and you miss out on a key advantage over other candidates.

Most experts agree that initiating and maintaining eye contact for periods of at least eight to 10 seconds suggests active listening skills. It is perfectly acceptable to glance away and reestablish every so often, so as not to appear to stare down the person with whom you are speaking.

Avoid looking down, as you come across as submissive and it shows that you lack confidence. It is okay to look down at your notepad if you are taking notes, but glance up every few seconds to keep the eye contact and to show you are still listening.

10 Common Pitfalls

This list represents the top ten reasons companies provide for choosing not to pursue a candidate after at least one interview:

10. Lack of Personality: If your communications are dry and you fail to show an ability to engage others, employers will find it hard to get excited about you. If you lack self-confidence or are introverted, you will need to make a conscious effort to overcome these areas to show the interviewer your personal style.

9. Lack of Industry Interest: If you are looking at several different industry sectors, then don’t tell your interviewer that another industry is your ideal career track. Make sure the interviewer knows that this opportunity and industry are your number one focus, even if it is your fall-back opportunity. Make sure you also know all the major players within the industry and what separates the company from its competitors.

8. Poor Communication Skills: Not providing succinct, direct answers to the interviewer’s questions is often cited, but simple things like lack of eye contact, not speaking clearly, or excessive “ums” and “ahs” will also prevent your progression.

7. Poor Impact Presence: A sloppy attire or an unkempt appearance is typically a show-stopper. Interviewers know that you will never look any better than on your interview, so you should look pretty sharp to make that first impression. Also, remember to mimic the corporate culture in terms of attire as best as possible.

6. Geographic Limitations: this could be a show-stopper, not just for the current opportunity, but for longer-range growth within the company if you are not willing to relocate later for an advancement opportunity.

5. Career Plan: If you are not able to relay your long-range career goals, then the interviewer will see you as short-sighted. Additionally, an unrealistic goal (like making CEO of a Fortune 500 company four years out of college) will get you escorted to the door promptly.

4. Lack of Company Research: Remember that if you fail to prepare, you are also preparing to fail. Your research efforts will pay a big dividend if you just put in the time.

3. Lack of Enthusiasm: This could be a lack of visible interest in the job or in general. Make sure you smile and express to the interviewer that you are excited about the position.

2. What’s in it for me? Too much focus on salary and benefits too early in the process is a very common mistake that really annoys hiring managers. The initial interviews are for the employer to learn more about your experiences and skills, not what you require from your potential employer.

1. No Specific Examples: More than all the other reasons combined, the lack of specific examples when answering interview questions is the number one reason candidates are eliminated from the interview process.

If you are surprised at the number one reason why candidates do not move forward in the interview process, then you are not alone. The entire SOAR Method, which you will learn in the next section, is centered on teaching you how to provide specific examples when answering interview questions. In Chapter 3, you will see exactly where this comes into play and how to recognize when you should apply the SOAR Method.