You Better Focus on WIFT instead of WIFM to Interview Your Best

September 27, 2010

Are You Making the Mistake of Focusing on What’s In  It For Me (WIFM) Vs What’s In It For Them (WIFT)

All About Me

Me Me Me

Most job candidates know they need to focus on job requirements and the  company in order to sell themselves into the position. However, many applicants make the mistake of focusing their answers on their own perspectives and needs rather than the company’s.

Here are some suggestion to focus on WIFT:

Listen

Listen Listen Listen

#1 LISTEN LISTEN LISTEN
Listening is the most important part of an interview; and you though talking was! The beginning of any interview should be the interviewer talking about their ideas and perspectives on the job and you LISTENING LISTENING LISTENING. Applicants are typically too eager to tell the interviewer about all their great skills and abilities and the wonderful things they have done on prior jobs. This prevents the applicant from learning what they have that would be a benefit to the company. Without intense listening you cannot learn what you have that is WIFT!

Focus

Focus on Them

#2 Forget, initially, why you want the job and why this is a good opportunity for you.
WIFT is based on a total focus on the company and the job and what you can do to make the company successful. Talk as if you live to serve and your mission is to expand their bottom line. Once you have convinced them that you are the best candidate and they want to offer you the job, you can shift the focus to your needs like compensation, health care, vacation etc. Focus on these things too early and you appear too self-serving and not motivated for the job.

WIFT

Be Specific

#3 Be specific about WIFT don’t leave them guessing.
Say specifically and often “Hire me and here is what is in it for you”! Too many applicants simply talk about background, skills, experience and answer a series of questions. If lucky they are asked “Why should we hire you?” and they can give a 2 minute rambling answer out of a 60 minute interview. Use every opportunity to say “here is what is in it for you”. For example, rather than “I have experience with Microsoft Products”, say “I know Power Point which means that I can produce the presentations you mentioned you have to present to you clients every month (you got this tidbit from LISTENING LISTENING LISTENING), this will certainly save you time”. See the difference, you went from “I know Microsoft products” to WIFT is saving time.

Living Good

Easy Living

#4 WIFT is mostly based on making the Hiring Managers life easier.
The Hiring Manager will say all sorts of nice lofty things about the job, the company, the community and the world. How you will be serving the needs of internal and external constituents and helping to grow the company. Bottom line, she is hiring you to make her life better! What does she need specifically for herself? Listen Listen Listen for what will make her work life easier and better. Is it more organization, productivity, problems solved or increased sales? Does she need a troubled division or team fixed, quality improved, less hassle from her boss about a specific problem? Once you know her specific needs/problems talk about how you will solve them. This is WIFT on steroids!

Plan

Strategic Action Plan

#5  Come prepared with a plan!
It is not enough simply to talk about what you will do for the company, present a 30/60 day strategic action plan. Companies love applicants with a plan. In writing, show them your goals for the first 30 days and the first 60 days. This communicates you know you need to add value quickly to the company and just how you will do it. Need help with this, go to www.interviewbest.com.

Ultimately, your job search is all about WIFM but to get there you have to strongly present WIFT first. Once they are clear you are the best choice, you are in a better negotiating position and will get a larger helping of WIFM!

InterviewBest

Prepare a Presentation to focus on WIFT

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You Better Be Presenting To Interview Your Best

September 13, 2010

Breaking NewsIt isn’t a news flash that job are scarce, competition is stiff and companies are more selective. Here is the news flash- there is a unique approach to preparing for and managing a job interview that will differentiate you, impress the interviewer, give you more confidence, and win the interview; a job interview presentation.

Imagine a structured tool that walks you through preparing for an interview, focuses your thinking about the critical requirements of the position, helps you develop a strategic action plan and then prints out a professional presentation that you can take to your interview. Would that tool improve your chances of acing the interview, you bet it does!

Here are some typical questions about using an interview presentation:

Control

Who Controls the Job Interview?

Won’t it take control away from the interviewer and don’t they mind?
Let me answer this question with a question, who is in control of a sales call the salesperson or the customer? Neither, it is a shared responsibility of the salesperson and the customer to make sure the customer ends up with the best product or service to meet their need. The ultimate choice resides with the customer but the salesperson needs to do a great job presenting their product/service. Also, the customer has to give the salesperson the information and opportunity to do a great presentation. Every good salesperson goes into a sales call prepared to do an excellent sales presentation. Every customer expects the sales person to do a great sales presentation. Customers like good sales presentations it helps them make purchasing decisions. Clear enough? Interviewers like interview presentations, it gives them the information they need to make a hiring decision.

Public Speaking

Presenting

I am not a good presenter, should I still use an interview presentation?
When used correctly, an interview presentation creates a powerful “hiring conversation”.  So even if you are not a skilled presenter, an interview presentation will be of great benefit. The presentation provides talking points and guides the interview to focus on content you want the interviewer to know. It also serves as a great leave behind.

How do I know what to put in the interview presentation?
Fortunately, this is the easiest part. Simply go to www.interviewbest.com and use the iBest Presentation tool to guide you through developing a presentation (full disclosure- this writer is affiliated with InterviewBest). It can take as little as 30-40 minutes to develop a professional presentation.

Risky Business

Take the Risk

So here is the big question; why aren’t more people using it?
Well it is new, it is different, it is not well know (hence this blog entry) and many people are hesitant to take a risk on a new approach to the old job interview. But think about it, doesn’t using a presentation in a job interview just make good sense? And where is the risk? Develop a presentation, get the great preparation, and then decide whether or not to use it in the interview.

An interview presentation is a new “technology” you can apply to the job interview. Walking into an interview and putting a professional presentation on the table lets the interviewer know you are prepared, motivated, professional and qualified. All the information they need to say “your hired”.

Interview Presentation

Present to Interview Your Best