How to master in-person interviews
Have you ever come out of an interview and thought, "Well, that could have gone better"? If so, don't despair…
Listen to this client…
“Your templates gave me direction – I prepared my SCARs, so when asked about my hardest professional project, I gave the precise situation, challenges, actions and actually mentioned results – the Principal said, “Good, I was waiting for the results”. These guys are big consultants and are exactly like what you said – so I was shocked, can’t believe I did what I did, am still in shock. I already got the email offer and am getting an offer today. I even negotiated up!”
Here are the top 10 premises/tips the client above used to turn around her performance in < 7 days.
1. Prepare, prepare, prepare, prepare…
As Benjamin Franklin said, “Failing to prepare is preparing to fail”.
Focus on them, not yourself. Determine in advance ideas about your fit.
2. Focus on how you can help them / be a consultant
Be customer-specific in your elevator pitches.
Share SCARs (stories) that relate to the battles they find themselves in.
3. Build a thread through your interviews
Bring forward select info from early interviews into later ones – to get their input/feedback/confirmation.
When they come together, they will have a common conversation to share.
4. Expect them to forget!
They will also have concerns, and not know what to ask – take 100% accountability for the interview and follow-up, just as you would shepherd a sale through the full life cycle.
5. Establish your competence/credibility – but don’t forget about warmth.
Have fun.
Appropriate laughter sends signals that all is all right.
6. Share your battle SCAR's
They are engaged in current (or upcoming) battles - so show them you know how to survive.
7. Notes are okay...
Do you mind if I take some notes? I want to be sure I get things right.
8. The best defense is a good offense:
A mistake, missed expectation or even feedback is just the “MacGuffin” or excuse to “lean in” to create a stronger tool/response/tactic/strategy/product and partnership.
9. When caught off guard, never let them see you sweat; buy time with the “elephant in the room”
“Well, I wasn’t expecting that query/response!”
“Well, this may be more authentic than you were expecting…”
Ask permission to go “off script”, i.e. “May I be frank?”
If you get lots of little questions, those are “buying” questions, lean into them.
10. When you run into obstacles (and you will)...
Always focus on the fix, not the problem, your shock or suffering.
Speaking poorly in word or tone about other organizations, shows them how you may speak of them in the future.
Be gracious / give others the benefit of the doubt / be light and kind when describing others’ or previous firms’ weaknesses.
Always end with an engineered fix and/or gratitude.
