The transition from sales mode to negotiation mode will likely be jarring, but you can proceed with confidence as long as you prepare yourself for this brief but critical period of your job search.

1. Proceed with confidence. Companies don’t proffer job offers unless they’re eager to have you join their organization. Once they’ve made their decision to bring you on board, they’re as motivated as you are to complete the entire hiring process. They’re highly unlikely to change their mind just because you don’t leap at their initial offer.
2. Take your time. Upon receiving your offer, convey your thanks and immediately ask them for a couple of days to consider the details of their offer. Few people accept an offer in the instant that it’s offered, so your request for a brief amount of time will be expected and will provide you with the time necessary to evaluate their initial offer.
3. Know what you want. Only you know what combination of salary, vacation, benefits, training and workplace amenities are acceptable to you. If the offer doesn’t meet your minimum expectations, you’re faced with two choices: lower your expectations or plan your negotiation strategy to achieve your goals.
4. Negotiate gently. After a lengthy courtship, the last thing that either party wants to for the relationship to degenerate into a series of combative offers and counteroffers. Both of you are still in the ardor stage and neither wants the relationship to derail, so this isn’t the time to issue ultimatums. Instead, ask for the things you want without ever suggesting that you won’t accept the job if you don’t get them. “Would it be possible…” or “Could you…” or ‘Other companies I have been talking to have offered, is it possible….” are non-threatening ways for you to ask. And don’t forget to continually let them know how excited you are at the opportunity and how much you’d love to join them.
5. Consider compensation other than salary. Compensation comes in many forms. Should your request for an increased salary be met with resistance, you can frequently negotiate for more vacation, equity in the company, a commitment to pay for ongoing education, professional memberships, travel to industry seminars, assignment to specific projects, flextime, telecommuting, job title, car allowance or a commitment to review your progress at six months instead of one year to adjust your salary if your performance merits an increase. Many companies will agree to creative compensation elements as long as they don’t have to write a larger check each week.

Understanding these simple guiding principles should allow you to effectively negotiate the best possible terms in your next job regardless of the state of the economy. Then, once you’re hired, your potential is limited only by your imagination and hard work.

Most resumes adopt similar formats, and virtually all are created in Microsoft Word, using its default fonts, so making your resume stand apart requires some creativity.

Since your job search is really just a personal marketing exercise, why not incorporate the latest trend in marketing technology – QR codes – directly in your resume?

What is a QR code?
A QR code is a square 2-D barcode that can be scanned by a smart phone’s camera that generates an immediate action. Based on the type of code it contains, it might direct the viewer to a website, display a custom text message, deliver a vCard or more.

How can I market myself with QR codes?
Although they’re huge in Japan, QR codes are fairly new here in the States so many people won’t understand what they are or won’t have a smart phone with a QR reader installed, which could limit their impact. However, in certain industries or for those job seekers pursuing specific technology or marketing related positions, incorporating a QR code in your resume can help you stand out from the crowd.

How to Create a QR Code
Creating your own QR code, or even multiple codes for different purposes, is incredibly easy. Simply visit the Kaywa or QRStuff websites, select the action you want to generate, enter your website address or custom text, and click generate. The websites will automatically generate your personal QR codes which you can download and insert into your resume file as an image.

Whoever reads your resume can use their smartphone to scan your QR code to see where it takes them. That’s when you can get creative.

Creative Ways to Use Personal QR Codes

1. LinkedIn page – direct the reader to your personal LinkedIn page to provide more detail and depth to your professional background. It would be best if you have a robust LinkedIn page, complete with blog links, social media feeds and recommendations.
2. YouTube video – link to a YouTube video page where they can view you describing your professional strengths and detailing the value you can bring to their organization.
3. vCard – although this might not be the best idea if you’re applying to a very large corporation through HR, it could work well if you’re submitting your resume directly to an identified hiring manager. Knowing that they will likely want to contact you directly at some point, you can have your QR code download a vCard with all of your contact information directly into their smartphone.
4. Blog page – if you have a professional blog, direct the reader to your page so they can read your posts and get a sense of how you think about industry issues and gauge how well you communicate.
5. Display a creative text message – The QR code can instruct the reader’s device to immediately display a text message on their screen. This is a perfect place to present your unique positioning statement, like: Tim Johnson is the person who will build lasting relationships with the people you want to do business with.
6. Custom landing page – create a custom landing page that highlights your professional strengths and direct the reader to your personal sales page.
7. Portfolio page – Showcase your work and direct the reader to an online portfolio of your best work. This is especially powerful for those candidates in design and marketing who can display visual examples of previous design efforts or marketing campaigns.

Even if the individuals reading your resume don’t know how to act on the QR code, including it on your resume can still position you as someone who is technically proficient, stays up to date on business trends and technology and is an early adopter of powerful and creative ideas.

I’d love to hear other creative ways that QR codes can be used. Comments are welcome.

I’ve received a number of questions and comments about my previous post in the Toughest Interview Questions series: Why Should I Hire You? that suggest that some more detail and explanation is in order.

The reason the question is so difficult for job seekers, and so revealing for employers, is that it requires the candidate to assess their value, not just their strengths. And there’s a big difference.

Most job candidates take the time to catalog and assess their personal strengths. The prepared candidate will focus on their three most important characteristics throughout the interview, relating professional stories that illustrate these strengths in action. But what they typically fail to do is connect these strengths with specific value that is important for the employer.

One recent email query dealing specifically with this issue came from a gentleman interviewing for a server position with an upscale restaurant. He’d determined that his key professional traits were: his positive attitude, his ability to work well with other staff members and his strong work ethic.

All of these traits are positive and likely desired by any restaurant owner, but what they fail to do is differentiate this candidate from the dozen other candidates with similar traits. After all, you can’t expect any candidate to profess their relentlessly negative attitude, disdain for those they work with and their personal sloth.

So, how do you connect your personal strengths with a distinct value statement? The key is to determine what value your strengths deliver. What is the result of your friendliness? How will a restaurant owner benefit from your work ethic? What’s the one sentence that defines your unique selling proposition?

Creating this one sentence statement of your value is much harder than it looks because of its necessary precision. You need to be able to answer Why should I  hire you? with a powerful sentence that matters to the employer.

For the restaurant server, this positioning statement could be:

I deliver a memorable dining experience to every table so they’re already anticipating their next visit before they leave.

I deliver a level of service to each diner with the same care that your chef prepares his signature dishes.

I work harder than any server to deliver a level of care that appears effortless and masterful.

Notice that these statements didn’t focus on the candidate’s strengths, they focused on the outcome. They focused on what’s important to the restaurant owner and invited follow-up questions.

How do you deliver a memorable dining experience? What’s your definition of masterful service? How do you prepare to deliver exceptional service?

Having a single, precise and intriguing personal branding statement like these also eliminate the need to memorize a lengthy response detailing your personal strengths. Instead, your branding statement will generate conversation and follow-up questions that allow you to tell stories that exemplify your personal strengths in action.

What’s my definition of masterful service? When I was working at Amelia’s, I would arrive for work a half-hour early every day so I could review that day’s specials with the chef. I learned how he made each dish, took note of any special ingredients he used and where he got them, and practiced describing these specials so colorfully that my diners had to try them. I would also talk with the sommelier to make sure that I could make appropriate wine suggestions to accompany each dish. It took more time for me to prepare each day, but each table left the restaurant feeling that they just had an exceptional meal and a great dining experience.

It’s not a secret, but it’s not easy to do. You have to focus on one specific value that you deliver and let your supporting stories illustrate your personal strengths. And by focusing on just one thing – one distinct value – you separate yourself from every other candidate who rambles on and on and never clarifies why they should be hired.

I was reminded of the frustration that job seekers face when I received a phone call this afternoon from an old acquaintance – an immensely talented and successful real estate executive whose company was acquired by an international conglomerate, resulting in his layoff. After eight months of looking for work, he confessed to me that he simply wasn’t marketable.

I don’t doubt that he may not know how to market himself – after all, he wasn’t a marketing executive, but a real estate expert – but I’m convinced that his problems don’t rest solely with the troubled real estate sector but with his approach to finding a new job in a changing marketplace that places a premium on specific networking and marketing skills.

A quick perusal of his online presence revealed that he has paid virtually no attention to his online persona. Although he has a LinkedIn profile, it’s obvious that it remained largely ignored. And a Google search reveals nothing online beyond his LinkedIn profile.

This means that his 25 years in the industry  has gone largely unnoticed. Just when he needs prospective employers to notice him.

I understand why he feels down, and why he feels that he’s not marketable, but he’s wrong. There are seven immediate steps that he can take to take control of both his job search and his attitude:

1. take ownership of your happiness. Employers take immediate notice of your attitude, whether on the phone or in person. If you’re despondent or lack energy, you’ll find yourself in a spiraling vortex of rejection. You are the only person who can determine your own happiness. There are days when it will require herculean effort to find a bright spot and exude happiness, but it’s necessary and it’s attainable. Own it.
2. be proactive and take charge of your job search. Your job is to find a new job. You are now the boss of Find Me Work, Inc. That means that you need to plan a job search strategy and execute it every day. Every task you accomplish, every person you add to your network, and every phone call that leads to a new prospect can boost your spirits and increase your chances of finding the job you want.
3. find job search partners. It’s not necessary, or even productive, to go through the job search process alone. You’ll find that working with others facing similar challenges can provide you with the emotional and professional support you need and keep you motivated. Find a local job search group, join them in their weekly meeting, connect with members and create your own support group.
4. build your network every day. You already know how you’re going to find a new job. It won’t be on a job board. It won’t be in response to one of the hundreds of resumes you sent out. It will almost certainly result from a connection that you make through your networking efforts. The one person who knows a person who’s looking for someone just like you. But it won’t happen if you don’t actively extend your network.
5. set goals. Want to build your network? Set a daily goal to add five people to your online network. Want people to know you’re still actively looking? Set a weekly goal to make 20 phone calls to your assorted contacts to stay in touch and keep them posted. Want to be remembered and recalled by prospective employers? Set a goal to send one actual letter per day to the executives in your industry who might hire you or know people who could hire you. Send them an article, a networking suggestion or anything that will interest them and simply let them know that you still exist.  Whatever you do, have a plan with concrete goals, and then meet them. You’ll be rewarded with a sense of accomplishment and know that every day you’ve made progress towards your ultimate goal.
6. stay active in volunteer work. Even if you’re not active in a professional capacity, you should keep busy through volunteer work. You’ll feel better about yourself, you’ll stay busy and you never know where your most important connection is going to come from.
7. keep in touch with your family and friends. You have a built-in support network, if you’re willing to reach out and rely on them. Remember, no one can help you if they don’t know you need help. If I’d received this phone call six months ago, we potentially could have avoided months of fruitless effort and increasing despair. Reach out, let people know you’re looking for work and ask for their help. You’ll likely be surprised by the support you receive and the efforts others will make to help you.

Doug placed an ad for a marketing director on Craigslist, including a set of specific instructions that interested candidates needed to follow in order to apply for the position.

The following transcript, taken directly from their email exchanges (with the candidate’s name changed) shows how a negative attitude and hypersensitivity to critique can destroy promising potential.

Cathy-

Congratulations. You are the first person to include everything I asked for!

We’ll be in touch early this week.

Doug

Doug-

I follow directions!  My cell phone is broken right now, so I’ll be going to Sprint tomorrow to get a new one.  If you would like to contact me, please do so via email for now. Thanks!

Cathy

Hi Doug!

I recently added Sparkbase to my Twitter feed and noticed that you were advertising for a copywriter/marketing coordinator.  Is this the position that you were thinking of?  If so, I would love to express my interest as I am pretty sure it will be similar to the work that I did with Company X.  I look forward to speaking with you some time this week.

Thanks again!

Cathy

Cathy-

I need someone with strong copywriting experience. They need to be able to write a press-release, a case study, or a blog post with speed and maturity. We have a fun fast-paced environment, but need to be professional to everyone in the outside world.

If you think this is up your alley, we should continue the conversation. Have you written press-releases before? If so, do this:

Write the press release that we’d send out if you were hired. Write it as SparkBase, and write my quote, your quote, and the information that you’ll want to have out there. Find our boiler-plate, and format it as we’ve done the last few that we’ve sent out.

Email it to me and we can go from there.

-Doug

Hi Doug!

Lucky for me, I have had experience writing press releases for various non-profits and Company X.  Attached is the one I just wrote according to your specifications.  I’m positive that this position is right up my alley.

Cathy,

Not bad, but I’d have focused more on SparkBase than Company X. They are winding down, while we are winding up. You always want the company to seem like this is the best place in the world, and they have more work than you can handle.

I’m forwarding your information to a gentleman that is helping us qualify our candidates.

-Doug

Doug,

Thank you for the opportunity.  However, it’s been a rough year. I just cannot get emotionally attached to another position that I really want and that I know I could do well, only to have it be given to someone else.  I am qualified for this job-  but I would rather decline  than go through an arduous interview process only to be rejected again.  I’m just too exhausted.

Again, thank you so much for contacting me regarding this position.  I really do wish I had more fight in me, and I would have if this was about 8 or 9 months ago.

Best of luck to you and SparkBase!

Cathy

Cathy-

You’re giving up too soon. Throwing in the towel before your first in-person interview isn’t going to serve you well in this job market.

Best of luck. I hope you find some “fight” for your journey.

-Doug

I politely removed myself from your applicants with candor and honesty.  The response I got back was unfair, unnecessary and condescending- and quite frankly, it gave the assurance I had made the right choice. At this point in time, did not feel that it was in my best interest to pursue this position.  To say that my actions won’t get me far in this job market was a trite comment made without knowing me or what I have overcome this year.  I follow my heart and my instinct, and therefore I have no regrets as to where I am right now.

Again, best of luck to you and your endeavors- I mean that with all sincerity.

Cathy

The irony of this exchange is that Doug considered Cathy to be the top candidate for the marketing position. She followed instructions, was proactive in her communications, conveyed an enthusiastic attitude and demonstrated a facility for writing. He was eager to meet with her and was taken completely aback by her withdrawal from consideration in her final emotionally charged messages.

Active job seekers, including Cathy, can learn some lessons from this exchange:

1. Attitude is everything. Searching for work in a difficult economy can be difficult, time consuming, disheartening and even depressing. But the reality is that no employer is actively seeking to hire a depressed and disenchanted employee. Put a smile on, even when you’re not really feeling it.
2. Follow instructions. Doug puts a distinct series of instructions in every job posting as a method to screen candidates. If you don’t respond in the manner instructed, to the appropriate email address, with the specific information requested, then you don’t even gain consideration. Details matter.
3. Never, never, never, never give up. Winston Churchill first proclaimed this timeless advice over 70 years ago, and its wisdom is still entirely appropriate and true. Had Cathy simply compelled herself to work through a dispiriting day, she may have found herself with a wonderful job at Sparkbase today.
4. Don’t confuse critique with criticism. Every famous writer on the planet has an editor. Stephen King. Tom Clancy. John Grisham. Even after demonstrating a capacity to sell millions of books, they each have an editor who reads, critiques and edits every book they publish. Being able to handle constructive critique is an essential professional trait. If you’re too thin-skinned and immature to consider editorial comments as they were intended, you’re not ready for the adult work world.
5. When the CEO of a successful company offers you advice, take it. As shocking I found Cathy’s seemingly impetuous recusal from consideration, what I found most appalling was her reflexive indignation at Doug’s suggestion that giving up wasn’t going to serve her well in her job search. It was neither unfair, unnecessary nor condescending. In fact, if anything, it was a moderated response from an experienced executive with genuine concern provoked by the capricious and irrational responses of a young and seemingly reckless job seeker. His advice was sound and prescient, though I doubt that Cathy will view it that way.But, with luck, other job seekers will learn from her mistakes and keep their own job searches from imploding in such a cataclysmic fashion.

When you don’t get an invitation to meet face to face after your telephone interview, it’s likely that you made one of the following mistakes:

1. You didn’t convey enthusiasm and excitement for the position. When you’re face to face with an interviewer, they can interpret your body language, your smile and your posture while talking with you. On the phone, the only element that you control is your voice. It’s up to you to be energetic and enthusiastic in your responses – more so than if you were sitting in front of your interviewer. Stand up. Smile. Tell yourself to relax. And keep your energy level high throughout your conversation.
2. You didn’t sell yourself. There’s only one person on the call who’s looking out for your interests: You. No one else will read between the lines of your resume to divine your true worth. Do you want them to know what a great job you did on last year’s Xmas promotion? Tell them. Do you want them to know how much money you saved during last quarter’s reorganization? Tell them. It’s not bragging if it’s true.
3. You didn’t tell memorable stories. Facts are boring and forgettable. Stories, when well told, are memorable and make you distinctive. Be prepared to tell the stories of your career that illustrate your professional strengths. Have six stories practiced and prepared so that you aren’t caught off guard reacting to their probing questions about your accomplishments.
4. You didn’t actively listen. It’s amazing how much inside information that hiring managers will reveal to those candidates who ask questions, shut up and listen. Really listen. Listen to the tone of their voice – are they exasperated or enthusiastic? Are they anxious or excited? You can adjust your responses to assuage their concerns or contribute to their excitement. But only if you listen to what they’re saying rather than anticipating your own next response.
5. You didn’t follow up. A critical part of the job search process is demonstrating your capacity to follow up properly. Although every blog, book and column instructs job seekers to follow up with their interviewers immediately after each interviewer, fewer than 20% of job seekers actually do. You should send an immediate email thank you note, followed up with a note the next week if you haven’t heard anything. Diligent follow up can keep you in mind and make the difference between landing the job and joining the crowd of anonymous submissions.

You have the capacity to make a distinctive impression in your telephone interview, but it takes preparation, energy and thorough follow up to land the job you covet.

PLease see attached resume . My slasry requirements would be in the middle of your range. I am organized creatuve and detailed oriented. I never miss work and put 110% into everything I do. I look forward to spoeaking with more about this oppurtunity.

Where to begin?

With the four misspelled words in a mere two lines? With the mistaken capitalization in the first word? With the lack of punctuation in his third sentence? With the unmistakeable irony contained in his assertion that he’s “detail oriented”? Or with the absence of the sentence’s object in his final sentence?

Actually, any one of these errors could result in immediate elimination from consideration for a job. The collection of errors ensured that not only would he be removed from consideration but that his missive would receive wide distribution. And, unfortunately for the candidate, his resume was equally devastating, replete with spelling and grammatical errors.

The lesson here is clear and can’t be stated forcefully enough: have your resume, email introductions and follow up messages reviewed and edited by a trusted colleague before sending.

Even professional writers and journalists have editors. There is no embarrassment in having your work reviewed by a third party, but there is enormous embarrassment in seeing your email being used as a case study for what not to do.

NOTE: the CEO asked whether he should provide the candidate feedback and alert him to the mistakes in his message and his resume. I suggested that he should, as a gesture of support, since this candidate may be destroying his potential to land any job. Would you let him know about his assorted errors or just let it go?

It is a near certainty that job seekers today will encounter the dreaded telephone interview during their job search. Knowing what to expect and how to prepare for the telephone interview can provide job seekers with an enormous advantage, but too many candidates make common mistakes that knock them out of consideration before getting a chance to really demonstrate their skills.

If you’re preparing for a telephone interview, check out our post on 7 Tips to Ace Your Telephone Interview and then avoid these common mistakes:

#1 you don’t understand the purpose of the telephone interview. The telephone interview is not intended to secure the job for you, it’s intended to weed out candidates from the initial pool being considered by the hiring company. You can’t win the job with a great performance, but you can lose a job with a poor performance. Your goal, then, is simply to avoid being eliminated from consideration.

Knowing this, you should provide just enough information in your responses to whet their appetite and want to learn more about you and how you can contribute to their organization.

#2 you talk too much. Recognizing that the purpose of the telephone interview is to remain in consideration and to secure a face to face interview, you can only hurt your chances of consideration if you drone on too long with your answers.

You face two risks with long, drawn out answers to interview questions. First, you may say something that raises a red flag with the interviewer. The more you talk, the greater the potential of saying something that they don’t agree with or are concerned about. So, your answers should be brief and to the point, not long and drawn out.

Moreover, the longer you talk, the greater the chance that the interviewer will become bored and distracted as you drone on and on about the details of last year’s ERP installation in Milwaukee. If they become bored, they’ll shift their attention away from you and onto other distractions on their desk – their email or their Facebook page – instead of focusing on you. Keep your answers short and on point to keep the conversation constantly moving forward.

#3 you don’t listen. Too many job seekers mistakenly think that the job interview is all about them. The fact is it’s not about you, it’s all about the hiring company and what they need. You are secondary. Your interviewer will provide detailed information about the job, its requirements and their specific needs and qualifications, but too many candidates are so focused on themselves and what they’re going to say next that they miss entirely the details and insight provided by the interviewer.

Listen carefully. If it’s a new position, find out what their expectations are. If it’s a replacement position, find out what went wrong with the previous employee. If they tell you that the last person to fill this job didn’t know how to motivate and lead his staff, you know that you have an opportunity to interject a story about your managerial skills that can set you apart.

#4 not having prepared responses. There is no excuse for any job candidate to be caught unprepared for the most common interview questions. Tell me about yourself. Why should I hire you? What is your greatest weakness? Questions like these are likely to be asked in every interview and you should be ready with a 45-60 second response to each of the most common questions. If you’re prepared with short, concise answers, you won’t make the mistake of droning on and boring the interviewer and you’ll appear alert and in command.

#5 you have a lousy mobile phone connection. Conduct your job interviews on a land line phone, not on your mobile phone. Too many interviews have been ruined by dropped calls and bad connections. Eliminate these technical problems entirely by securing a land line for your call.

#6 not displaying energy. You are at a disadvantage in a phone interview since the interviewer cannot read your body language to gauge your excitement and energy. The only thing that conveys your energy is the tone of your voice, so you must take steps to energize yourself so that your voice reflects your energy. Stand up while you’re on the phone. If you can, wear a headset so you can move around the room. By allowing yourself to move while you’re on the phone, you become physically animated, which alters and energizes your verbal presentation.

#7 not communicating interest. This is not the time to play hard to get. The objective of the telephone interview is to secure a face to face interview, so you’ve got one chance to let them know that you’re interested. The best way to show interest is to ask questions. Let them know that you’re researched their company and their products or services. Ask them about their plans for the organization, where they see growth coming from, and how they see your position contributing. Become involved in the conversation, don’t behave as a passive participant just waiting for their next question.

#8 not asking for next step. If you want to meet your interviewers personally and explore the job further, ask them. It’s that simple. As the interview winds down, tell them that you’re interested in exploring the position further and ask them What’s the next step? Too many candidates hang up without having any idea where they stand, when they’re going to hear something or who else they should meet. Don’t let this opportunity go to waste. Be assertive and try to get a commitment from their end concerning when you will hear from them and an outline of future steps.

From the hiring manager’s perspective they are looking to determine three things.

1. Are you capable of doing the job?
2. Do you want to do this job?
3. Will you fit in with the organization if I hire you?

Now there’s not much I can do to help you demonstrate that you have the skills to do the job they’re looking for. You either have the skills and experience the hiring manager’s looking for or you don’t.

However asking the right questions and showing enthusiasm and interest can help you demonstrate that you want the job with their company and that you’ll fit in with the chemistry and culture of their organization.

The most common reason for being dropped from a hiring manager’s hot list is the lack of any personal chemistry or rapport with the interviewer during the job interview. If their assessment is that you’re qualified but you simply wouldn’t fit in with their team, then you’re not going to get a job offer.

Most hiring managers believe they have an intuitive sense of who will and won’t perform well and fit in with the rest of their workgroup. However most managers aren’t formally trained to interview candidates and rely on personal intuition and subjective interpretation to select candidates.

So, your primary job during the interview with the hiring manager is to overcome their interview deficiencies and help the interviewer focus on how your unique skills can directly benefit the organization, convey your enthusiasm for the position, and engage the interviewer through thoughtful and astute questions.

Starting with a set of basic questions that can include:

• Can you explain the company’s organizational chart?
• Can you give me a more detailed understanding of what my days might be like?
• What are the specific challenges that you’re facing right now?
• What are the department’s specific objectives for the next three months/six months/one year?
• Why is the position open?

These leading questions should open up a variety of avenues for you to ask more probing questions that will help you truly establish whether you are interested in the company. The interview is a two-way street. You’re not there simply to sell yourself but to determine if you’re sold on the company.

Some of the more probing questions could include

• What are the things you’d like to see changed in your department/division/company?
• Are there plans for new products or services that I should know about?
• How is his job and performed in the past?
• What you see is the key goals for the company during the next year? For my department? For this job?
• How do you see my role in evolving in the first two years?
• What do you think my biggest challenge will be if I start working here?

Now, even if you’re comfortable with the job, the department and the company you should never underestimate the importance of the company culture and how you’ll mesh with it. So you should also ask questions that will determine whether you’ll be a comfortable fit with their organization. These would include:

• How would you describe your management style? Would you say it’s similar to others in the organization or would you consider yourself a bit of a maverick?
• In your experience what particular types of people do you seem to work best with?
• What particular traits do you value most in your subordinates?
• What kinds of people seem to succeed in this company?
• What have you enjoyed most about working here?
• What have you like least?

The answers to these questions do several things. First they help you define yourself according to the attributes of manager cites so you can position yourself as the ideal candidate possessing all the traits are looking for.

These questions should also give you a good sense of the values of the organization and the hiring manager and whether you’d be a good fit with both.

The important thing to remember is that asking cogent and insightful questions makes you stand out from the rest of the candidates and enhances the perception of your qualifications for the job.

Although you may assume that every candidate is prepared to ask intelligent questions, you’d be wrong. I get constant feedback from hiring managers who are shocked by the number of job candidates who don’t ask a single question during the interview. And not one of them gets a job offer.

By engaging in intelligent conversation with the interviewer you’ll separate yourself from the pack, make a sterling impression and hopefully get the chance to answer one final question, “When can you start?”

Control Your Contact
You don’t want to get hiring calls while you’re at your current job or while you’re making lunch for your kids. You need to be in a private area that allows you to focus on the conversation. In addition, you need your resume, your list of questions and a notepad in front of you to jot down important thoughts and details and you need to be prepared. Provide your prospective employers with a single number to reach you. Typically this is your mobile number. If you receive an unscheduled call, ask if you can call back when you’re available to speak privately or have them reschedule the call at a time when you can be prepared. Make sure you have a very professional voice mail message on your mobile phone and check your messages regularly. Return every call as soon as possible and if you end up in a phone tag situation, be persistent and proactive.

Focus
Only conduct interview calls when you are able to devote 100% focus to the call at hand. If you get a call while you’re in your car or out in a social situation, ask to reschedule the call. The hiring manager wants to conduct the best interview possible and will understand that you can’t focus on the interview if you’re distracted. They will be understanding and accommodating and will respect your desire to perform your best.

Practice Your Answers to the Tough Questions
You know exactly where your professional weaknesses are, and you should expect that they will be revealed during the interview. Do you have a lot of project experience but not much management experience? Are you competing with MBA’s when you only have an undergraduate degree? Did you move to four different companies in three years? Be especially prepared to discuss these difficult issues, and determine how you can position your weaknesses in the best possible light. Knowing how you are going to respond to tough questions makes them much less intimidating.

Google Yourself
Every job candidate should be aware of all the information that will be revealed about them during a public web search. Every employer I know conducts at least a quick Google search on every job applicant just to discover what’s out there, so make sure you conduct an Internet search on yourself to preempt any surprises. In this new age of social media dominance, you need to be aware that your social media activities will also be reviewed by many employers and recruiters. Expect your Facebook, LinkedIn, YouTube and Twitter pages to be examined, and if you have anything on your sites that can be considered offensive or inappropriate, either remove the items or shield them behind privacy walls. Anything that remains public can and will be used against you during your job search.

Arm Yourself With Information
When you apply to a company, it’s incumbent upon you to learn something about that company. Knowledge is power. Read their entire website. Learn their company stories, how they were formed, what their mission statement reveals and familiarize yourself with the entire breadth of their products and services. Read their News Release page to see how they present themselves to the public and to determine how active they are in their industry. Then do a Goggle news search to see if they’ve been in the news for any reason, good or bad. When you’ve done your research, you can be assured that you will stand out among the crowd of applicants with your ability to speak informatively about the company and its activities.

Tell Stories
The single biggest drawback of resumes is their focus on titles, dates and responsibilities. But your real job consists of daily stories that demonstrate how you work with others, clarify the skills you bring to each project and explain how you achieved specific results. Facts are forgettable while stories are memorable. For each position that you’ve held, write down the three most compelling and illustrative stories that demonstrate your expertise, your commitment and your management style.

Engage in Conversation
An interview is a dialogue, not a monologue. Although the interviewer will typically control the conversation and ask most of the questions, you need to engage the interviewer during your responses. If you’re asked about specific technical qualifications, respond precisely then ask how your skills would fit in or fill a need with the employer. Your responses should be limited to two minutes before you ask your own question concerning how your talent and experience would fit in with the employer’s organization. This is an excellent time to determine if you fit into their organization and culture. If their management style revolves around a command and control dynamic but you excel in an open organization with a less formal management structure, then both you and they should discover this early in the search process. Ask questions and engage in a real conversation about life and work within their company.

Final Thought
When you answer your phone, and there’s an employer on the other end, you’re on. You have to be prepared to convey your professional strengths, relate the value you bring to an organization and express your enthusiasm for their company.  Think ahead about what you will say, how you will respond to difficult questions, and have your personal stories memorized that will demonstrate the skills and experience you offer. Use your resume as a guide but let the conversation extend to the employer’s current pain and problems that hiring you will alleviate. If you’ve prepared, you won’t be anxious and you’ll deliver the great first impression that will get you the face to face interview that you really want.