Preparing For Your Next Interview

Let's look at some potential problems that job seekers run into and how to overcome these obstacles.

Problem: You are landing interviews but receiving very low salary offers

Suggestion: Find out in advance what salary range you can expect. There are some things you can do to ensure you are paid what you're worth. One thing, you should NOT do is ask about salary or benefits on an initial interview. That first interview is very much like a first date with a potential spouse. You wouldn't sit at a first date and talk about a prenuptial agreement, would you? Carry this thinking over when interviewing, and stay away from the salary issue until you've had the opportunity to learn more about the position and the company. You can then make an educated decision if you would like to move forward. You should know as much as possible about the job requirements, the industry, and the company in order to determine a fair salary range.

I recommend using your first interview to discover all you can about the company and the position. Do your homework before the interview by researching the latest information and compile a few intelligent questions to ask the interviewer. Once you have a good understanding of what is expected of you, visit www.salary.com. By entering a few pieces of criteria you will receive a basic report giving you a picture of what someone in your position might be worth. For example, if I enter "WRITER" and my geographic area of MACON, GA, 14 different positions are displayed.

From that, choose the position that closest matches your job description. For example, "Grant Proposal Writer." A basic salary report is generated (or for a small fee a more detailed report) which tells me the salary range for a writer in my geographic area makes anywhere from $36,987 to $45,466 in terms of base salary. Keep in mind, this is an average range and can vary based on job duties, company size, geographic location and other factors. With more information, you are in a better position to ask for - and get - what you're worth. By illustrating to employers you have done your research you're sure to impress.

Problem: You get callbacks, but no offers. I link interviewing to dating. The first date can go great, but as you get to know a person more, little things start creeping up which can quickly change your opinion of that person. The same holds true for interviewing. You might have a great opening interview (which is why you're being called back for a second interview), but once you come back for a follow up visit, something happens that kills your chance of getting the job.

Suggestion: There are numerous reasons why this happens, to list them all here would require more time and space than allowed. However, there are a few things you can do to ensure this doesn't happen, such as: • Be yourself. If your first interview was based on an Oscar winning performance, it's going to be hard to maintain that acting job. Eventually your real personality will come through. Employers look for consistency in a prospect's demeanor. • Don't Push. It's no secret that you want the job. However, the point of the second interview is for the hiring agent and other staff members to get to know you better. It is tempting to ask about benefits at this point, but wait until you are offered the position. • Keep following up. You should always send a follow-up letter to everyone you've met. Follow up letters are excellent tools to reinforce your candidacy for a position and when you're up against multiple competitors, you need every possible advantage.

Problem: You are trying to make a career change but can't get interviews.

Suggestion: Make your first impression your best with your resume. The solution to this problem stems back to your resume. You must make sure you are aligning yourself and your current skills to the target position. For further reinforcement, stress in your cover letter that you are seeking a career change and how your current skills match the requirements of the position. It sounds easier than it actually is, however remain patient. Some companies don't want to take a chance on someone transitioning to a new role, especially if it's a high profile position or organization. Sometimes you have to take a step back to ultimately get to where you want to be. For example, if you were a top-ranking official in the military, on paper this would translate to a Senior VP or CEO level. In larger companies, you may have to start at a director level before you can make that ultimate leap. This is not necessarily a knock on your leadership skills as it is a chance for you to acclimate yourself to the corporate environment, which isn't structured the same as the military.

Problem: Interviewers tell you, 'You are over qualified.' or 'You are under qualified.' This is probably one of the most frustrating things to hear on an interview. The first time I ever heard this, I immediately wondered why I had been brought in for an interview if I wasn't qualified for the position.

Suggestion: Remain calm, smile and ask the interviewer to elaborate. Unfortunately, there is not a definitive way to predict these situations. For example, you might say the following: "I appreciate your candor, Ms. Smith. However, I'm a bit perplexed with your statement that I'm over qualified. Surely, something in my resume must have triggered your interest to invite me to meet with your company representatives. So that I may better understand your position, would you please explain why you feel I'm not a good fit for this opening?" By placing the ball back in the interviewer's court you remain in the driver's seat because this part of the interview now turns into a justification process. In other words, the interviewer is probably going to try to point out your weaknesses and it's up to you to listen and respond in kind, turning any "problems" into strengths.

Think of it this way. You're selling a product... yourself. The buyer, or interviewer, is reluctant to buy. To justify their reluctance, they nitpick in an attempt to convince themselves the product isn't what they had in mind. It's up to you to remove their resistance and convince them that their reluctance is unfounded.

An important thing to keep in mind is you don't want to put the interviewer on the defensive. Be respectful at all times. If you sense you're starting to meet some resistance, cut your losses and move on, as there will be other companies that will appreciate what you bring to the table. Ultimately, remember this: it's important to be yourself in an interview. Don't tell an interviewer what you think they want to hear and don't compromise just because you're desperate for a job. It's better to walk away with your dignity than to put yourself in a position leading to failure or worse yet, aggravation. I recommend practice, practice and more practice. There are industry career coaches who can assist with the interview process. Or, you can ask a friend to help you practice your interviewing. There will be other opportunities for you, however remain patient until the right one comes along, and it will. Just be ready.

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