Getting the Interview

Q: Although I have sent my resume to dozens of Fortune 500 companies, I haven't
gotten one interview. What am I doing wrong?

A: Even if you have a great resume, you are unlikely to achieve any success in your
job search for two reasons: 1) the companies you are targeting aren't hiring in any
significant numbers, and 2) an unsolicited resume without a great deal of follow up
usually ends up in a filing cabinet with the hundreds of other resumes that have
come in.

While Fortune 500 companies were excellent places to find a good job some years
ago, these companies are no longer expanding, and in fact are downsizing in many
cases. If you want to find a great job, you must target the firms who are hiring:
small, fast-growth companies. Of 2.1 million jobs created in 1993, 79% were at
companies with 100 employees or less.

Once you have selected a few great companies to target, do some research before
sending your resume. Call the company and ask for the name and fax number of
the hiring manager of the department you're interested in. Speak with other people
in the department to find out the specific goals and needs of the hiring manager and
the company. Only when you have enough information to tailor your resume to the
specific job should you send it with a customized cover letter to the proper hiring
manager. After sending, be sure to follow up by telephone with the hiring manager.

This information is taken from The New Rules of the Job Search
Game by Jackie Larson and Cheri Comstock, published by Adams
Media Corporation (800-USA-JOBS).




The Ten Most Common Mistakes
People Make During Their
Interviews


Lack of Preparation

Once the interview is scheduled, do your best to get ready for it. Find out as much
as you can about the interviewer(s): bone up on the company, their business, and
the position for which you're interviewing. Prepare for the questions they're likely to
ask you, as well as the questions you would like to ask them. Formulate an
objective, i.e., getting a job offer and learning enough about the company and their
people to enable you to decide whether you want to work there.


Arriving Late

On the day of the interview, leave enough margin for error to avoid any possibility
of being late. No one will remember your excuse for being late, only that you were
late. If you are unavoidably late, offer a sincere apology just once, and then let it
drop.



Improper Appearance

Every large company has its culture. This is likely to include a dress and grooming
code and standards. The appropriate attire and grooming (e.g., length of hair, and
use of cosmetics and jewelry) is generally what you see around you. If you're in
doubt as to what to wear on your interview, pay an anonymous visit to their facility
during lunchtime and take a look.

If you expect the interview to last several hours, plan to wear clothing that will look
neat all day. Bring a comb and whatever other "equipment" you may need to
maintain a neat and tidy appearance. If it's raining, protect your outfit with reliable
rain gear. Do not, under any circumstances, allow yourself to appear disheveled.



Lack of Confidence

Are you confident of your ability to meet responsibilities entrusted to you? Would
you hire someone like you? If not, then you need to learn to appear as competent
and confident as you would like to be (and want others to believe you are). Of
course, feeling confident doesn't automatically make you competent, but it does
create an atmosphere that is conducive to success.


Poor Attitude

The best way to approach an interview is with enthusiasm and an open mind. Treat
everyone you meet with courtesy. If you decide during the interview that you don't
want the job, or that you may not be sufficiently experienced or qualified to receive
the offer, chalk it up to experience.

Continue to present yourself in an upbeat and professional manner. If they're giving
you the courtesy of their time and consideration, the least you can do is to respond
in kind. Practice manifesting a positive attitude-it's a good habit to develop and
maintain.



The Wrong Pitch

There are different kinds of interviewers, with different purposes. The Personnel /
Human Resources professional typically is there to screen you and keep from
wasting the decision-maker's time. You don't need to "impress" them, and you
certainly can't snow them. They just want to ensure that you have truly and
accurately represented yourself in your job application and resume.

When you're interviewed by a screener, answer their questions as clearly and
accurately as possible, but do not volunteer any additional information. They don't
need to like you, only to decide that you're worth passing along to the
decision-maker. Chances are you'll never see them again even if you get the job.

The decision-maker, on the other hand, wants to feel comfortable with you as well
as certain that you can do the job. This is where you may opt to turn on the charm,
discuss more personal interests, and talk shop. They probably don't have a lot of
experience conducting interviews, and you may be able to get them to do most of
the talking.


Inconsistency

Professional interviewers are quick to notice inconsistencies, hesitations, and
uncertainties. They may challenge something you say just to see how you respond.
If you back off, change, justify, qualify, over-explain, or retract what you said
earlier, they may suspect that you've been exaggerating or lying to them, and they're
likely to probe deeper. When someone responds to your statement with a skeptical
look, a pause, or a comment, like "Really?", you've got to hold the fort. Just smile
politely, nod, and wait for them to continue. If you become uncomfortable, you can
always ask, "Have I answered the question to your satisfaction?", or "Was there
anything else you wanted me to talk about?"



Failing to Listen

The successful interviewer reads the interviewer's tone and gestures and responds
accordingly. This means paying attention, and knowing when to continue, change
direction, or stop talking. Avoid potentially controversial and overly personal
issues.

When you see their attention lagging, change the topic or (better still) ask a
question. Don't get carried away with the sound of your own voice. Pay attention
to the interviewer's questions and line of conversation. Bear in mind that what they
want to hear is more important than what you may want to say.



Blowing Your Cool

If you are being interviewed for a high-level or high-pressure position, you may be
subjected to a pressure interview. This can take the form of making you wait,
having the interview interrupted (once or several times), inappropriate conversation
or questions, and even rudeness or hostility. Most likely, you will never be
subjected to such tactics, although some unpleasant situations (especially being
kept waiting) can arise without intent.

The trick is to know yourself, your tolerance, and what you're willing to put up
with. If you react, do so with control and resolve, so that you won't regret your
behavior afterward. It's a matter of personal temperament and values...and perhaps
how badly you want the job.



Blowing the Negotiation

If you get the offer, at some point you will have to negotiate your compensation
package and any other benefits. Make sure that the terms of your employment,
including responsibilities, reviews, and related conditions are defined and that you
have a clear idea of what is expected of you. Don't commit yourself to a salary or
conditions that will make you unhappy.

Remember, once you have accepted specific terms, it will be difficult, if not
impossible, to amend them. So prepare yourself to negotiate wisely in your own
behalf.



Dressing for Success

How important is proper dress for a job interview? Well, the final selection of a job
candidate will rarely be determined by dress. However, first-round candidates for
an opening are often quickly eliminated by inappropriate dress. This is not to say
you should go out and invest in a new wardrobe, just be sure that you are able to
put together an adequate interview outfit.

Generally, a professional-looking dress or suit with low-heeled shoes makes the
best impression. In more conservative industries like law and banking, a suit is a
safer bet than a dress. At the same time, some hiring managers in "creative"
industries like advertising and publishing look for a more informal, stylish look that
reflects the applicant's individuality. Use your best judgement and wear whatever is
both professional and comfortable for you.

Top personal grooming is more important than finding the perfect outfit. Be sure
that your clothes are immaculately clean and well-fitting, that your hair style is neat
and businesslike, and that your shoes are clean and attractive. Avoid excessive
jewelry, makeup, or perfume.

Be sure to bring a watch, pen, and pad of paper for taking notes. A briefcase or
portfolio, if you have one, will help complete the look of professionalism. Avoid
carrying purse if you can-it may detract from your professional image. And don't
forget to take a few extra copies of your resume!

This information is taken from Every Women's Essential Job
Hunting and Resume Book by Laura Morin, published by Adams
Media Corporation (800-USA-JOBS).

How To Write an Effective Cover Letter

Return Address

Your return address should appear in the top right hand corner, without your
name. As a general rule, you should avoid abbreviations in the addresses of
your cover letters, although abbreviating the state is increasingly common in
all business correspondence.



The Date

The date should appear two lines beneath your return address on the right
hand side of the page. Write out the date; do not use the abbreviated format.
Example: May 12, 1995



The Addressee

Always try to find the name and proper title of the addressee before you
send out a cover letter. Two lines beneath the date, list the full name of the
addressee preceded by Mr. or Ms. (Do not use Miss or Mrs., even if you
happen to know the marital status of the addressee). On the next line, list the
individual's formal title; on the subsequent line, list the name of the company.
This is followed by the company's address, which generally takes two lines.
Occasionally, the individual's full title or the company name and address will
be very long, and can appear awkward on the usual number of lines
allocated. In this case, you may prefer using an extra line.




The Salutation

The salutation should be typed two lines beneath the company's address. It
should begin with "Dear Mr." or "Dear Ms.," followed by the individual's last
name and a colon. A colon appears more businesslike than a comma. Even
if you have previously spoken with an addressee who has asked to be called
by first name, you should never use a first name in the salutation.




First Paragraph

State immediately and concisely which position you wish to be considered
for and what makes you the best candidate for that position. If you are
responding to a classified ad, be sure to reference the name of the
publication and the date the ad appeared. Keep the first paragraph short and
hard-hitting. Example: Having majored in Mathematics at Boston University,
where I also worked as a research assistant, I am confident that I would
make a very successful research trainee in your Economics Research
Department.



Second Paragraph

Detail what you could contribute to this company, and show how your
qualifications will benefit this firm. If you're responding to a classified ad,
specifically discuss how your skills relate to the job's requirements.
Remember, be brief! Few recruiters will read a cover letter longer than half a
page. Example: In addition to my strong background in mathematics, I also
offer significant business experience, having worked in a data processing
firm, a bookstore, and a restaurant. I am sure that my courses in statistics
and computer programming would prove particularly useful in the position of
research trainee.



Third Paragraph

Describe your interest in the corporation. Subtly emphasize your knowledge
about this firm (the result of your research effort) and your familiarity with the
industry. It is common courtesy to act extremely eager to work for any
company where you apply for a position.
Example: I am attracted to City Bank by your recent rapid growth and the
superior reputation of your Economic Research Department. After studying
different commercial banks, I have concluded that City Bank will be in a
strong competitive position to benefit from upcoming changes in the industry,
such as the phasing out of Regulation Q.




Final Paragraph

In the closing paragraph, specifically request an interview. Include your
phone number and the hours when you can be reached or mention that you
will follow up with a phone call within the next several days to arrange an
interview at a mutually convenient time.

If you are responding to a newspaper ad that asks for your salary
requirements, you may decide that you would rather discuss such matters at
the job offer stage. However, not stating your salary requirements when
asked to do so may jeopardize your chances of even getting to an interview.
(This is particularly true of entry-level positions). If you decide to state your
salary requirements, do so in a range. For example, your cover letter may
read, "I seek a starting salary between $18,000 and $22,000."
Example: I would like to interview with you at your earliest convenience. I
am best reached between 3:00 and 5:00 P.M. at (617) 555-1483.



The Closing

The closing should begin two lines beneath the body of the letter and should
be aligned with your return address and the date (toward the right of the
page). Keep the closing simple--"Sincerely" suffices. Four lines underneath
this, and aligned with the word Sincerely, type in your full name, preferably
with a middle name or middle initial. Sign above your typed name in black
ink. Don't forget to sign the letter! As silly as it sounds, people often forget
to sign their cover letters. This creates the impression that you don't take
care with your work.



The Enclosure Line

You will help the employer to see you as a meticulous, detail-oriented
professional if you include an enclosure line at the bottom of the letter.



This information came from Every Woman's Essential Job Hunting
and Resume BookBy Laura Morin, Published by Adams Media
Corporation