I often have clients who come to me asking, how is that when I answered ALL the interview questions and aced them I was not offered the job?! During an interview most candidates pay so much attention to their verbal responses that they do not keep the most important part of the interview in proper focus—how they communicate their “inner” message and how they decode the one transmitted by the interviewer in the same exchange. There is an entirely different dynamic at play here, while the verbal exchange is going on. It is as if there are mystical factors conspiring to make or break your interview on the basis of your subconscious signals that your body is transmitting. It is understood that the verbal component of an exchange constitutes less than 10% of the exchange; the tone assumes 35% and body language, a whopping 55%. There is unique and unambiguous signaling protocol of the body language, which constitutes our physical vocabulary and it is a learned and managed way of communicating effectively. Actors, especially stage actors, are adept at their physical vocabulary to master the right affect with the audience. Interestingly, much of this vocabulary is universal. The following list shows what happens in an interview. Each item is codified with annotation in parentheses.
The following checklist will help you with the process where it is a 1:1 interview:
- Once you enter the room where the interview will take place, take charge. When asked, sit comfortably in the designated chair with confidence with both feet on the ground firmly planted, not crossed. Put your briefcase down and not on the table or the desk! Relax. Smile! (Translation: I am at ease and confident! I also respect your space)
- Look at your host and smile. Breathe easy. You are naturally anxious. Do not show it by making solicitous comments: “Gee, I am really sorry you are catching cold,” if you just saw your host sniffling. He may be allergic to something you are wearing and not really catching a cold! (Translation: Being obsequious often shows insecurity and diffidence)
- Thank your host for taking the time for the interview. Ask politely, how much time is set for the interview, who else might see you, and anything else that is logistically relevant. (Translation: I am not afraid to take charge when appropriate)
- Let this host launch the formal part of the interview with the first question–the informal interview began when you first shook hands! Make sure you understand the question. Generally, the first questions are easier. But, do not assume if you do not understand something. The interviewer is nervous, too; use that to your advantage. (Translation: Being present and open to asking “dumb” question actually shows that you are at ease)
- There are two things critical to the interview dynamics: the person asking the questions is in charge of the interview; the person doing the talking is doing the selling. You should not automatically assume that your host is in charge of the interview after the first question. They are just in charge of the arrangements for the interview, and that is why they are your host! (Translation: Know how to take charge of the interview without showing it overtly).
- One way to take charge of the interview without overtly showing that you have now done so, is to first answer the question in a leading way. Then ask back a question at the end of your response, so that the interviewer has to respond with a thoughtful answer. (Translation: “I am not here for an interrogation!”)
- Once the interviewer launches into an answer, take brief notes on what is critical in their response. Watch their body language carefully. Do they betray a discord in stating what is being said, or do they really believe what they’re saying? (Translation: Early ethos building gives an advantage during the remainder of the interview)
- Once you have come to this point, you have probably crossed the tipping point in who holds the control of the interview. Now you can bandy questions and answers back and forth, and you both are having a dialog, not an interrogation. (Translation: Take your tennis racket to the interview, not your machine gun!)
- Do not make responses to anything based on your assumptions. Do not infer anything from what you know, especially if it puts the company in a negative light. Let the interviewer suggest, rather than your insinuating something to make a point. This can back fire quickly and is very difficult to get out of!
(Translation: Staying on a positive track and with the flow of the interview will show your inner confidence and respect for the process)
10. If you see the interviewer disengaging from the interview, as suggested by their leaning back, showing distracted gestures, or looking at their watch, quickly recognize it, and back peddle what you just said and see if you can recover. It is good to recognize early a potential derailment before it is about to happen than to wait for complete derailment or even a train wreck. (Translation: Being present and taking in all the physical cues show you’re in charge.)
11. One clue on how the interview is going is to check the elapsed time. This is why asking up-front how long the scheduled interview is–item # 3–can be critical. (Translation: Time flies when you are having fun)
12. Throughout the interview, take notes, if you do not have an answer to any arcane or unexpected question, despite all your preparations, make a note of it, smile, and politely say that you would get back with an answer. In fact, this strategy will help you reconnect with the interviewer in ways not possible otherwise. (Translation: When an interview “ends” is really up to you based on how you decide to follow-up).
13. If the interview has progressed to a heart-to-heart dialog, then it is safe to assume that you have aced the interview. You are not out of the woods yet. You’ve got to establish yourself as the only and ideal candidate. There are smart ways of asking to ascertain this. Ask the right questions, without asking how the interview went; that shows insecurity (Translation: Competence, Communication, and Confidence are the three Cs of interview success and you achieved that through proper balance of verbal and physical vocabulary)
14. As the interview is winding down, be mindful of the time and make sure to ask questions so that, not only you get answers to these, but also, more importantly, make the interviewer think of the significance of your questions. (Translation: “ I know that asking the right questions is more important than having all the right answers.”)
15. Throughout the interview maintain eye contact and smile in a relaxed way. Feel empowered by what is happening in front of you; your body language should project this state. You should radiate confidence, control, and calm! The interviewer will be impressed by your aplomb. (Translation: “I am comfortable having a conversation in a high-risk environment.”
16. As the interview comes to a close and you see things are winding down–you will sense the energy–ask, at an appropriate time, what the next step is. (Translation: “I am confident in the most difficult situations.”)
17. At the end, once again thank the interviewer for their time and express how much you learned from this exchange! Also, express that you are now even more excited about this position than before and would look forward to working for this manager. (Translation: It’s not over until it is over)
18. On the way out make sure you pick up all your trash, put all your papers away in your case, and leave everything behind as you found it when you entered the room. The interviewer will probably escort you to the lobby or to the next spot for the interview. (Translation: Leaving a good impression is always a good idea).