Interviews help sell in today’s market

Sellers know you never get a second chance to make a first impression — especially when you’re operating in a buyer’s market.

More than a clich, that advice is gold for savvy marketers, whether they’re showing a house or a showcasing their skills to a prospective employer.

According to local and national experts, employment trends indicate it is a buyer’s, (or employer’s) market and potential employees are expected to “sell” their wares in an increasingly competitive atmosphere.

While location may be the deal in marketing real estate, making a favorable impression is the clincher when interviewing.

“Another way to put it is if you make a bad impression, you don’t get a second chance,” said Lisa Chapman, owner of Chapman Services Group LLC. “Your updated and professional resume wraps up the goods, and after that, it’s all up to you, to show your ‘package,’ per se, and leave a lasting and favorable impression.”

“The competition is tougher because there are more applicants than jobs,” Chapman continued, “and employers are expecting a lot more from prospective employees.”

After purchasing the Niles- based business and renaming it four years ago, Chapman continues with her initial niche of resume writing, but has expanded with the times.

Through the Internet and professional affiliations, Chapman said she has established not just a local, but national presence.

Despite heavy losses due to downsizing among other things, she’s found employment needs are everywhere, whether a person is entering the job market for the first time or changing careers and transferring skills.

“I interview clients and help them get from where they are today to achieving their career desires of tomorrow,” Chapman said. “Most people can’t see themselves objectively; they tend to undersell rather than oversell. So our suggestions can inspire their confidence and help land the job they want.”

She recommends that clients overly nervous about the interview process work with a career coach.

For example, her membership in the Professional Association of Resume Writers and Career Coaches allows collaboration with other professionals so applicants can develop personalized marketing materials to generate interviews.

And that’s the bottom line for both Chapman and her clients.

In a similar business is Flint Personnel Services owner Vikki Flint. Approaching 10 years in the business of “matchmaking,” between employers and employees, Flint agreed there’s tough competition in today’s marketplace.

On the upside, however, her own enthusiasm and her business staff and services have apparently inspired scores of successful clients on both sides of the hiring table.

“One great advantage in achieving success for both parties is our ability to act as a facilitator. We know what the employer wants and needs beforehand, and we learn what our prospective employees can deliver, so we take care of the screening up front,” Flint said. “When we send a client on an employment interview, we have already determined the top matches for the position…and our recruiters will help rehearse and counsel to help boost their confidence for successful interviews.”

Both Flint and Chapman agreed to share their best interviewing advice for that crucial first impression.
Dress for Success.
“I can’t stress this enough,” Flint said. “There is a major difference in ‘business formal,’ ‘business casual,’ what I call ‘church attire,’ or just ‘going out on the town.’”

“Our area is still quite traditional, and it never hurts to do little research on what the norm is at a particular company,” she added. “However, if in doubt, it’s better to over-dress than under-dress.”

The women agreed that formal attire for both men and women includes suits in dark or basic colors. Also, with this market’s changing weather patterns, a dark blazer, longer skirt or pantsuit is acceptable for women.

For business casual interviews, men can incorporate less-tailored dress slacks and omit the tie. Flint said “church attire” encompasses expressive clothing such as ethnic attire or bright patterns.
Embolden your body language.
When entering or leaving an interview, it is crucial to leave a person with something of substance; that’s where a firm handshake comes in.

Even if your confidence is shaky or you have butterflies, the interviewer will never know.

“Once you get going, you’ll likely relax and go with the flow,” Chapman said.

Eye contact is also important.

“I always tell them to avoid looking at the floor,” Flint said.

“Look them in the eye when answering a question and when you leave. Let them know where you stand on the position. There’s nothing like a smile for sincerity.”

She emphasized that if a person doesn’t make the effort to show interest, the employer can’t help but have second thoughts.
Position yourself with a “paper trail.”
Flint and Chapman revealed the inside advantages on leaving an impression with printed matter. Not only should a person ask for a business card from the employer, but also leave a card or another resume in their hands as well. Be prepared and bring neatly bound work samples or a portfolio and reference lists.

Last but not least, use the address on the company business card to send a thank-you note in a timely manner (the same day or next).

“That is one of the most overlooked, but common sense ways to thank someone for their time and consideration,” Chapman said. “This is becoming a lot more popular in the last few years and I will tell you that employers are expecting this. It may not help you land the position, but it will hurt you if you don’t send one.”
Watch your Mouth.
Don’t chew gum or use mints and don’t offer more information than needed.

Focus on the position, not personal matters. Information can be used against you if the employer subconsciously judges you. Remind them of the skills and experience that sets you apart, and ahead.
Watch your Appearance.
Don’t forget to look beyond your attire to make sure your hair, eyeglasses, etc. are current and not “stuck in the past.”

Chapman said although it may not be right, being critiqued is a harsh reality.

“You’d be amazed at the difference this makes, especially in middle-aged or older applicants,” she said. “I advise people to bring out and capitalize on their best qualities…and it’s also good to investigate and find out what past references are saying about you.”
Watch out for your Weaknesses.
Don’t overlook being sidelined by tough questions, such as the inevitable “What is your greatest weakness?”

Chapman and Flint advise investigating company Web sites ahead of time to anticipate questions and rehearse strong answers.

Don’t let the interviewer throw off your confidence. Instead, think positive and sell your strengths.

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