Category Archives: Interviews

How much do we have to pay you? – The correct answer

It’s your first interview.  Things are going well.  The wall clock says you’ve been here 45 minutes.  That’s good.  Then the hirer sits back in his chair and asks, “How much do we have to pay you?”

This can be a disaster.  If you come up with too big of a number, they won’t hire you.  If the number is too small you won’t earn as much as you could.  Is there any way to win?

Your answer needs to show a great attitude.  It can’t sound like you are greedy.  It must leave the door open for negotiations.  It has to get you a job offer so you can really start negotiating. Try this:

 “I really like the opportunity you have described to me.  This is a great company.  I would love to come to work for you.  In my last job I earned (amount), I certainly wouldn’t want to work for less.  What I would like… is to be able to entertain your best offer.”

Show them your attitude first.  Let them know you like the company and the job.  Give them the historical fact of what you last earned.  Then defuse the question by saying you want to see their best offer.

This line works.  Most of the time they’ll stop asking you for a number. If they ask you again, repeat the line. Eventually you’ll be negotiating wages, but try to put it off until they really want to make you an offer.

Use the money question to show your attitude.  You’ll get more job offers. You’ll also make more money.

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Something To Do Today

Put this question and answer down in your interview preparation notes.  Practice saying it five times before every phone interview or in-person interview.

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Later:             My last job stunk

Fired!

How to blow an interview using any of 5 questions

Yes, the wrong questions can destroy your chance to be hired.

True story with our candidate: He was interviewing for a $100,000/year job.  The interview had lasted an hour.  The hiring manager loved the candidate.  There was no one else interviewing.  The hirer had made up his mind that this guy was going to work for him.  The manager asked, “Do you have any questions?”  The candidate said, “Yes, how much time off do I get and when can I start taking vacation time?”  Five minutes later the candidate was out of the office.  He had no clue why the interview was terminated so abruptly. He was not hired.

Attitude is everything in an interview.  A hiring manager is looking for someone who will work hard.  He wants a team builder who will inspire others.  He wants someone who will take some of his burden away.

Don”t ever ask the “What”s in it for me?” questions in your first interview.  The correct time to ask is when they bring it up first, or when they make you a job offer.

Here”s a list of some of those questions you should NOT ask until later:

  • How much time off and vacation do I get?
  • What is your sick leave policy?
  • Can I come in late or leave early sometimes?
  • Do I have to work late?
  • What will my pay be?

None of the above questions is asking anything evil.  You need the answers to all of them.  You”ll get all the answers before you accept the job.  Just wait a bit.

The correct questions to ask are about the company’s direction, your role, potential job growth, your teammates, etc.  Ask questions that show you want to work hard. Your questions should show you want to help.

Attitude really is everything in an interview.  What you are most interested in asking about will show your interviewer what your real attitude is.

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Something To Do Today

Write down some questions that show how much you want to succeed. It”s good practice.

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Coming up:   The money question

Later:              My last job stunk

Fired!

You have to ask two questions in every interview

Ask, and it shall be given unto you. (Bible)

 I talk to hiring managers after interviews to see how my candidates have done.  I also ask about the competition.  One of the common complaints I hear about many candidates is, “I’m not sure he really wanted the job.”

When I ask my candidates about it they always say, “I didn’t want to appear too anxious.  They might not pay me what I deserve.”  At least they won’t have to worry about being underpaid!  They will never be offered a job.

Your interviewers are evaluating you for more than just your ability to do the job.  They are keenly interested in your attitude.  They want to know how willingly you will work with the team.  Are you going to be excited to go to work, or will you be looking for a new job the day after you start?

A key place to plant the right impression is as the interview ends.  The last thing you want them to remember is that you want the job.  Here’s what you say:

I’m impressed by this company and this opportunity.  I’d love to have the chance to work with you.  Is there anything you’ve seen today that would keep me from being able to join your team?

When they say, “No, you’re fine.”  You ask the one most critical question.

 Can we set up an appointment for the next step in the hiring process right now?

Usually they will say, “We’ll call you later.”

That is fine.  Now they know you really want the job.  They’ll know you try to make things happen.  Your desire to move things forward will be undeniable.

Isn’t that the last impression you want them to have of you?

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Something To Do Today

Practice your closing lines before every interview.

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Later:  Best ways to blow an interview

The money question

Fired!

How to double your job interview chances

Silent gratitude isn’t much use to anyone.  (Stern)

If you aren’t remembered, your interview was a waste.  Someone else will get the job. Someone else will get the promotion.  Someone else will get the reward.  If you aren’t remembered, why even show up?

Think of your interview from the hiring manager’s perspective.  He is going to interview ten people.  Three of them will totally screw up the interview.  There’s no way he’ll hire them.  That leaves 7 people who could do the job

The hiring manager finishes the last interview of the day and starts slogging through his email.  Two emails are from people he interviewed.  They said, “Thank you.”

Managers are never thanked for anything.  He takes his list of interviews and circles both names.  Then he goes through the list and circles the names of two more people who impressed him.  He puts the list down and catches up on his email.

The next days are spent catching up on all the work he put off in order to do the interviews. Two days after the interviews he receives one letter that intrigues him.  It is a paper “Thank you.”  It is from one of the people who sent an email “Thank you.”

Managers are never thanked for anything.   That person who sent an email and a paper thank you is invited in for a second interview along with one other person.

Do you want to be remembered favorably?  Get the email and ground mail address of everyone you interview with.  Send them a thank you note.  Don’t have the addresses?  Call the company and ask the receptionist.  Forgot the name?  Call the human resource department and ask who it was you interviewed with.

Send an email thank you immediately after your interview.  Send a paper thank you the same day.  A short thank you is fine.  Say, “Thank you for interviewing me.  I look forward to working with you.  I was very impressed.”  You’ll remind the interviewers who you are immediately with the email. You remind them again two or three days later when your paper letter arrives.

My guess is if 10 people are interviewed, those two notes will double your chances of getting the job.  It’s worth your time.

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Something To Do Today

Have you interviewed this week?  Send an email and paper thank you.

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Tomorrow:     How to close an interview

Good job interview basics

I occasionally get to work with really bad candidates.  Ones with an interview problem.

This one could not get a job.  He was sure it wasn’t his fault.  So, I did a mock interview with him.  He leaned back in his chair, steepled his fingers in front of his face almost as if in prayer, and put his feet up on my desk.  He was looking around my office as I talked.  He glanced at me for a second when he started to answer my question. He was so pleased to allow me to be in his presence.  I was sure that if I offered him enough money and time off he would consider working for me.

You will be proud of me.  I resisted the urge to strangle him.  I taught him a few basics about interviewing.

Interview basics

Impress the interviewer with your alert, hard working attitude.

Sit on the front half of your chair, back straight, no slumping.

Listen intently.  Look the interviewer in the eye as he talks.  Break eye contact occasionally to look at his mouth or hands.

Do not put your hands in front of your face.  Put them in your lap or on the table.

Don’t ask about vacation, benefits, salary or paid time off until they offer you a job.

Never talk for more than two minutes at a time.

When you are done talking, stop.  The interviewer may need a minute of silence to think.

He learned

Okay, I admit I exaggerated a little on my example.  But it is much less of a stretch than you think.  This person learned quickly and did get a job.  A strong desire to be of help is the greatest asset you can bring to a job interview.  Make sure it shows through in your every word and action.

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Something To Do Today

Watch for people who look around as someone is talking to them.  Watch their eye contact and body language.  How does it make you feel?

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Tomorrow:  Sunshine collecting

Later:  A job and a promotion networking

Scissors for jobs

How to close an interview

Double your chances after an interview

The international manager roundtable method of getting a job.

Give the right answer in your job interview

In a job interview it is easy to give the wrong answer.  You can also get in the habit of checking to see if you gave the right answer.  It can get you a job.

Well, if I called the wrong number, why did you answer the phone?  (Thurber)

What time is it?  Wrong answer.

I swear that if I ask 10 people, “What time is it?”, that I will get at least one person who will tell me in infinite detail how to build a watch.  Every day I talk to someone who answers the wrong question.  And I can’t get the right answer no matter how hard I try!

Stop thinking of what you need and want all the time.  Concentrate on what the person you are talking to needs to know.  The man interviewing you needs to know how you will help him.  The best way to show that is to listen to his questions and answer them simply.

After the last of 16 mounting screws has been removed from an access cover, it will be discovered that the wrong access cover has been removed.  (De La Lastra’s Last Law)

If you are asked, “How did you save your company money?”, you probably want to give a brief example.  Don’t say, “I used time and motion studies. Under Deming and standard TQM it is SOP to…..” That’s too long and not at all specific.   Say, “In one case we shortened a two hour process to 15 minutes by cutting out unnecessary steps.  It saved $24,000 the first year.”

Any answer that takes more than two minutes in an interview is too long.  If you think you may have talked too long, STOP.  Ask if you have told them what they want to know.  Then listen.  Stop and listen.

What time is it?  7:25 a.m.  It is time to go to work.  Two good answers.

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Something To Do Today

Just for the fun of it, when someone asks you, “What time is it?”, give them the answer and ask them why the need to know. You may be surprised at how little you knew of their motivation.

What a laser like focus means in your job search (part 1)

Your job search and resume have to have a laser-like focus.  But what does that really mean?

Light waves first marched in step half a century ago.  The laser was born.  A 10 watt laser will burn you from a mile away.  A 100 watt light bulb will only burn you if you touch it.

Light waves marching in step is called coherence.  When light comes out of the laser it is one pure color.  Each bit of light created inside a laser merges into more and more powerful light waves.  The waves of light get stronger, more intense.  A simple lense focuses the light into a narrow beam of light.

Coherence, marching in step, and being only one color are keys to lasers.  In a resume and in an interview coherence is also a critical key.  Hiring managers always look for attitude and experience.  Let me give you an example of lack of coherence in each.

Attitude:  I love my job.  I give it everything I’ve got.  I will do whatever is required to get the job done.  Can I leave early on Wednesday and Friday?  You can just pay me for a 34 hour week.  Okay? (He’ll do what it takes? Why not work a full week?)

Experience:  I’m a pure manager.  I lead.  My people get the job done under my direction and I don’t have to do the work.  I installed the server software over a weekend myself.  I also designed and programmed the billing software.  I supervise 2 part-time people. (Pure manager? He’s a worker with a title.)

If something you say cancels out another thing you said, you lack coherence. If you apply for three different jobs, you should have 3 resumes.  Each should tell one story.  You need to drop information from your resume that is not important to the job you seek.

In an interview make sure you stay on track.  Talk about exactly what suits you for this job.  If the interviewer asks you a question that doesn’t apply, give an extremely brief answer.  Then ask her, “Will that be part of my responsibilities in this job?”  It is always a good idea to find out why a strange question is asked.

Hiring managers notice when your resume and your interviews all march in step.  It makes them feel safe.  Pay attention to what you say and how you say it.  Be coherent.

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Something To Do Today

Do you give the same message on the job, in an interview and on your resume?  It may be time to change and get laser-like focus.  Do you need 3 different resumes?

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Tomorrow:  Why lasers work – part 2

Later:  Why lasers work (3 part)

What time is it?

Put your feet up on his desk.

Avoid the Rush Limbaugh job interview

My apologies in advance.  I like Rush Limbaugh.  He’s a great entertainer.

Can you imagine interviewing someone with Rush Limbaugh’s on-air attitude?  It might go something like this:

Q. What are your most current skills?

A. I not only have skills, I have abilities, insight and a keen intellect that will be focused with laser-like intensity on your problems.  You no longer need to think.  You only need to hire me and stand back.  I have come to save you with Talent on loan from God. (Translation: I will come to work.)

 

Q. What can you do for our company?

A. Do?  With the blazing brainpower you are blessed to see before you, I will revolutionize your company.  The darkest cranny and the most exposed pinnacle will be dazzlingly transformed and transmuted into veritable gold.  I have come to solve every intractable problem that has heretofore escaped resolution. (Translation: I will think while working.)

 

Do you say as little with so many impressive words?

I have half my brain tied behind my back, just to make it fair.  (Rush Limbaugh)

In an interview or on your resume do you embroider your answer with colors that confuse? Do you try to show your enthusiasm with concrete accomplishments, or do you camouflage with flowery verbiage?

I do interviews and read resumes every day.  I prefer facts simply spoken.  I enjoy examples plainly displayed. I delight in crisp clean thought.

Give an interviewer what he craves, and he will give you a job.  Simplify, simplify, simplify. Tell what you actually have done and can do.  You will stand out and be noticed.  Your accomplishments will be remembered.  You will be asked to accept a job..

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Something To Do Today

Focus on what you do best and what makes you different.  Take everything else out of your resume.  Why tell a hiring manager that water is wet?  Tell him what sets you apart.

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Tomorrow:  Newspapers sell

Later:                                      Why lasers work (3 part)

Your job search: the poker game

If you look at every job search decision, action, and result as a measure of your worth, you are setting yourself up for massive failure.  In this article a world renowned poker player talks about evaluating decisions based on the information you had at the time you made the decision.

There may be absolutely nothing you can do to win a job you are perfectly qualified for.  If one of the other candidates is married to the boss’s daughter, you lose.

In survival, you control what you can control, and let God take care of the rest.  In job hunting, interviews, negotiations, and job performance, you control what you can control and let go of the rest.  You can’t win every hand.

This is a great article on poker and business.

How to be memorable in a job interview beauty contest

I can only remember one Miss America winner.  She had a bold nose, played a lap harp like a rock instrument, and her family spent 3 years in South America as missionaries.  That was Charlene Wells.

Charlene was different, really different in a few big ways.  She won without getting a nose job.  It was the first time she had entered a beauty contest.  She wanted to win, but didn’t obsess about it.

Charlene was practically odd in those things.

Job interviews are often beauty contests.  If there are more than 3 people being interviewed, 2 could do the job.  If there are 10 people being interviewed, there will be at least 5 who could fill the position.

So how do you get picked?  You have to be memorable in a lot of good ways.

What is different about you and your background? School grades, hobbies, the network in your basement and that you wore a nice suit may make you stand out.  That you sold out the High School Yearbook ads in one month by yourself or you lived in a cave in college will be even more memorable.

Make sure your interviewer observes how you are different.  Don’t rub their face in it, but be different.  Give them a couple of personal tidbits to remember you by. Distinguish yourself from the herd. It could be that you have 5 brothers, raise rabbits, or love dogs. Yes, it may even be that you are incredibly qualified.  Something about you must be memorable or you will be an also ran.

Want to really stand out?  Send two thank you notes to everyone you interviewed with.  Send one email as soon as you get home.  Send another thank you on paper.

Being grateful for an interview will set you apart.  Two days later when they get the paper thank you, it reminds them who you are. 

So you have a lot of competition?  Chances are slim?  Grab the opportunity by the throat and be memorable in a nice way.

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Something To Do Today

Make a list of things that are noticeably different about you in a good way.  Be sure personal notes of interest are on the list.  Get some help from your friends and family.