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No matter how good you look on paper, no matter how well you present yourself, no matter how well you answer their questions, you will not get the job unless you make a personal connection with the interviewer. I need to know from the very start that you are someone I can trust to represent me and my company. How do you establish that trust? Simple. At the very beginning of the interview, when the introductions are being made, concentrate on looking directly and solidly into the interviewer’s eyes, giving them your sweetest and most endearing smile. I tend to think of it as a “shy smile,” or, if we can venture into the bounds of cuteness, a “cute smile.” The bottom line is to make it a warm and friendly smile. Then think about the fact that you are truly pleased to be there in the presence of this person. Establish that personal connection both physically and mentally with the interviewer.

How do you know when the connection is made? When they return your smile in a comfortable, relaxed manner you are connected and ready to communicate on a personal level. Remember, I only hire people with whom I am comfortable. If the connection is not made, I won’t hire. So take the time to establish that personal connection.

1. Provide your competencies in summary format as a follow-up response to their reply.
2. Answer each of the competencies in your later interview question responses.
3. Post interview in your thank you letter.

In the gathering information step, the employer will be asking questions and matching your answers against their critical success factors. Some of the questions will be closed ended, such as “What was your GPA?” Others will be open ended behavioral questions, such as “Can you give me an example of a time when you had to make an unpopular decision?” While preparation is important, your honesty and sincerity in answering should be evident. Most interviewers are keenly aware of when interviewees are being less than honest. Or simply making things up. How? Through threat of reference check questions. “That’s an interesting story. Is Jane Jones one of your references?” You reply, “Um, no . . .” as you wait for the inevitable “Do you mind adding her as a reference?” question, shift your eyes, and squirm in your seat. You are dead and you know it. Busted. So keep it honest.

The questions in this step will usually be probing questions which drill deep into your background, attempting to get past the interview veneer. Although you may have presold the interviewer in the establishing rapport stage, you will need to solidify the employer’s view in this stage. The outward questions are designed to answer the inner doubts. You will be judged on attitude (is she always this pleasant or is there someone evil lurking beneath the surface?), work ethic (will he really work hard or is he just looking for a cushy job?), intelligence (does she really understand the industry concepts or is she reaching?), and honesty (is he really this good or is he just acting?).

You will be subject to the individual whims of each individual interviewer. Often not by design, but due to lack of training. The only individuals who have truly been trained to interview (Human Resources) usually do not make the hiring decision. So the Hiring Manager interview is usually less structured and more subjective. And in the end, an imperfect decision will be formed from an imperfect interview process. If you have not sold the interviewer by the end of this step, you will have great difficulty in resurrecting.

In the close step, the interviewer will set the hook for the next step. If you have succeeded to this point, the conversation will center around the interviewer selling you on the company and the next steps in the hiring process. If you have failed to this point, the conversation will center on the football team, the weather, or any other neutral subject that provides for a clean disengage. If your interview was successful, there will usually be an indication of future steps. You may be given further company information which is reserved for only the select few.

No matter what your view of the interview to this point, it is important to personally close the interview by establishing continuity of the process. Understand what the next step will be. “We will be reviewing all of the candidates and getting back to you” is not necessarily a shut-out, although it is the typical response when there is no interest. Make certain you understand the next steps and be prepared to follow up on your side. Always pursue each interview as if it were your last. You can always back away from it later if you truly have no interest, but you cannot back away from a company that you failed to impress.

Understanding the basic steps of the interview is only the starting point. You need to be fully prepared for different personality styles, different interview styles, and different questions. You need to master your ability to present the very best you.