Don’t Flub the Interview: How Focusing on the Company’s Pain Points Will Land You the Job
Think you can wing that job interview because it’s all about you? Think again. The real star of the show is the company’s business pain. As much as we love talking about ourselves, acing an interview requires laser focus on the challenges the hiring manager faces. So, let’s ditch the improvisation and get down to targeted prep. Here’s how:
Research the company. The number one complaint that hiring managers have is that candidates often come in and know nothing about the company, its customers, its products, or the markets it serves. There is no excuse for this. Execute a Google search to familiarize yourself with the company. If it is a public company, read the annual report. Read up on the management team.
Research the hiring manager. If you don’t have a LinkedIn profile, you do not exist, so your hiring manager probably has one. Look it up, along with any relevant presentations they’ve given or articles they’ve written. People love to talk about themselves, and researching the hiring manager beforehand can give you ideas about what types of questions related to what the hiring manager values you should ask.
Anticipate the questions you might be asked. Most interview questions fall into the following categories: direct, technical, situational, or behavioral. Part of your interview preparation should focus on the key messages you want to convey. Based on your knowledge of the role, the hiring manager, and the company, develop a list of three key messages. Write them down, and write out your key message statement. Practice saying it aloud.
Practice your answers to common questions. The question that tends to give people the most trouble is the one that, on its surface, seems the simplest: “So, tell me about yourself.” The interviewer does not want you to go through every item on your resume or to discuss why you wrote your thesis on cultural tropes of the American West. The interviewer wants to know why you might be suitable for the job. Ensure that you communicate that clearly and succinctly. Always remember that in any story you tell during an interview, whether in response to a behavioral or open-ended question, you always convey how you impacted the business.
Be aware of body language. Human communication is only 20% verbal. Yes, you did that math correctly. 80% of human communication is conveyed via body language. Check your posture. Slouching can convey that you are lazy or indifferent, while leaning forward can be seen as an aggressive pose. Sit up straight and tall. Do you fidget? If you do, that’s what people will be paying attention to, rather than your story about how you saved your last company $3 million. Make eye contact, but don’t stare. Failure to make eye contact can make you seem disingenuous, while staring can be creepy.
Know your story cold. If something is on your resume, you should be prepared to discuss it. Be sure that you can confidently discuss all of the achievements listed and have a narrative describing your career history and trajectory. Practice saying this out loud, or have a friend help you with doing some role-playing.
Know when to bring in a professional. Hiring an interview coach can be a valuable investment. Fees vary, but the payoff can be enormous. A good interview coach will help you with all of the tips I’ve shared and will work with you to ensure that you stay on message and project an air of confidence that people find compelling.