Personal qualities and skills Amy Gallo November 28, 2014
You've been invited to an interview, and now it's time to prepare. But before you start, you need to understand whose advice to listen to. Should you believe a colleague who tells you that you should wear a formal suit even though you are going to an interview at a high-tech startup? Or is it better to trust a friend who recommends just being yourself? Everyone around you gives so much conflicting advice that it can sometimes be difficult to decide which one is best for you. So we asked readers (and our own editors) to share the advice they hear most often. We then discussed them with two experts to understand how common truths correspond to practice and what researchers say about them.
“Always wear a business suit to an interview.”
“Britain is still a more conservative country in some ways than the US or Germany, but this advice is outdated even in the UK,” says John Lees, an English career strategist and author of How to Get a Job You Love and "Job Interview: Top Answers to Tough Questions." Wearing a business suit when everyone else in the office is dressed less formally sends a message to people: “I don’t understand your company culture.” “This is especially true in Silicon Valley with its freedom,” says John Sullivan, a human resources expert, professor of management at San Francisco State University, and author of 1000 Ways to Recruit Top Talent. “If you show up to a Facebook interview in a suit, you'll look like an idiot,” he explains.
Of course, it’s worth dressing up, but only lightly. “Dress a notch or two more formal than what is typically worn in that office,” says Lees. Nowadays, finding out what level of formality is accepted in a company is much easier than ever. Go to the corporate website. Look at glassdoor.com or vault.com. Sullivan says that eventually, you can call the receptionist and ask how they dress in their office. “If necessary, bring spare clothes and then go into the reception area and ask the receptionist, 'Are these clothes okay?' If he or she answers no, go back to the car and change clothes.”
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This is just a small part of what you need to find out about a potential employer. “You shouldn't even get close to an interview without understanding the organization itself, the people you'll be talking to, and the pitfalls of the job. Never go into an interview without talking to someone who works at the firm and finding out what kind of people they like to hire,” says Lees.
Why is it so important to be able to present yourself?
The ability to present yourself competently is a key skill in effective networking. Most often, people limit themselves to the name of their profession or position. Such a presentation carries a minimum of information, is absolutely not memorable, and certainly does not make you stand out in any way. But then how to properly present yourself? Let's figure it out together.
Networking (from networking - literally weaving a network: net - network + work - to work, useful connections) is a social and professional activity aimed at ensuring that, with the help of a circle of friends and acquaintances working or having connections in a particular field, as quickly as possible and effectively solve complex life problems. At the same time, the essence of networking is building trusting and long-term relationships with people and mutual assistance.
Articulate the role
The main secret when formulating a role is specification. This doesn't mean you have to list all of your job responsibilities, but it will be helpful to outline your area of expertise.
No: I am a lawyer.
Yes: I am an administrative law lawyer.
Ideal: I am a lawyer, involved in monitoring the cleanliness of real estate transactions.
The name of the organization you work for should be added if it has weight in the professional community or is simply well-known. Otherwise, its name most likely will not be remembered; this information will simply be an extra “burden” on the interlocutor. As an exception, we can note situations in which you absolutely need to promote the company itself through networking.
Define the product
A product is what you are ready to sell to your interlocutor, in the truest sense of the word. This is not a set of benefits that your product brings - you need a clear formulation. The product can be a product (material thing), service, information product (consulting, webinar, educational materials), special skills, platform or service.
A specific definition of your product will act as a keyword and can be retained in memory or create a certain association with you, the so-called “anchor”.
Deliver the mission
Having a global idea or goal is effective not only in your own motivation for work, but also as part of your self-presentation. By global idea I mean the desire to solve a problem that exists on a personal, professional or social level. For example, I believe that the work of our healthcare development center will help change the Russian healthcare system for the better. Almost all of the center’s activities are subordinated to this goal.
Why do you get up and go to work every day? What does your work bring to this world? Having a global, preferably sincere, mission will endear your interlocutor to you and give meaning to what you do in his eyes.
Outline the benefits
Highlight your advantages that distinguish you from your colleagues and competitors. The main thing is not to overuse banal advertising phrases: “We employ professionals in their field,” “Quality, fast, cheap,” etc. And if you do use it, back it up with facts. Declare your professionalism - tell us about your educational degree, work experience or striking cases. When I say that Skolkovo is the best place to get an education, the question begs: “Why?” I support my statement with the information that Skolkovo has international accreditation, which only 1% of business schools in the world have. Questions automatically disappear.
Consider your target audience
Any self-presentation must be tailored to the listener. If I speak to healthcare executives, I focus on my educational activities in this area. In turn, I will tell representatives of pharmaceutical companies about the research part of our work. Determine which audience you will interact with and present yourself based on how knowing you can benefit them.
Checklist: questions for self-presentation:
- Name, role.
- Who is my interlocutor?
- What can I give to my interlocutor?
- How is my activity useful to society?
- What are my competitive advantages?
- A specific proposal to the interlocutor (if any).
"Be yourself."
This line especially irritates John Lees: “This is useless advice. This is about the same as saying: “Just sit and smile nicely.” Sullivan agrees: “It's a good way to not get a job.”
It is important to remember the following aspect. “The interview is not a natural part of life, but rather a show,” says Lees. According to Sullivan, you need to show that you are willing to give the company what it needs: “If you want apples, you will get apples. If you need oranges, you will have oranges.”
This doesn't mean you should pretend or lie. But your task as a candidate is to find out what the manager hiring you needs and build your story about yourself so that your candidacy responds to his request. Sullivan advises potential employees to figure out in advance what questions you'll be asked (again, this isn't all that difficult to do via the Internet and social media) and what appropriate answers will be appropriate. Then record your lines. “Don't memorize them, but it's important to know what you'll be saying,” he recommends. He also suggests practicing by recording yourself on video and seeing how you look from the outside.
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The first 90 seconds are especially important in an interview. “People naively believe that they have 45-60 minutes to get acquainted. But the reality is that the most important thing is the first impression. And it is practically devoid of content. It is not related to skills, experience, or knowledge; all that matters is how good a colleague you seem,” says Lees. Research has proven time and again how quickly we judge people and how important it is to make a good impression when you first meet. So don't be fooled into thinking you can just be yourself. You definitely want to get your way in those first few seconds. To do this, you need to have the right accessories (for example, a stylish briefcase or purse, not a shabby backpack), sit in the right place (in front of the interlocutor, not next to him), and shake hands properly (firmly enough). And don’t forget that you need to master the art of small talk “about nothing.” As you walk from the waiting room to the interview room, make sure you "speak naturally, at a normal speed, make eye contact, and make pleasant remarks," Lees adds. “You’re trying to come across as relaxed and casual.”
Self-presentation: how to present yourself and make the right impression
Film "Saint"
Uncertainty is allowed if after it the person has something to show.
Self-presentation is the ability to effectively and advantageously present oneself in various situations, an individual style of communication, a unique image that not only pleases oneself, but is attractive to others. Most people consciously or unconsciously strive to influence the process of forming an impression of themselves.
How to improve self-presentation skills?
Body language is considered very important in self-presentation. A lot of information about a person can be gleaned from nonverbal signals: facial expressions, gestures, body movements. The way you open the door, hold your posture, and sit on a chair will tell others a lot about you. A competent interlocutor will always be able to determine by your posture whether you are telling the truth or being disingenuous, manipulating or behaving arrogantly, ready for action or whether you are tired of everything. In order to learn how to behave correctly, a couple of rehearsals in front of the mirror, proper breathing and inner peace are enough.
Don't forget about such important details as clothes, accessories, hairstyle. When going somewhere, you need to very accurately assess the environment that awaits you and predict the impression you can make. You don't have to wear expensive suits, but it is important to look neat. For example, are the shoes neat or worn out? Neatness in clothing is very often associated with neatness in business (see Image, Style).
Course N.I. KOZLOVA “ YOUR BEAUTIFUL IMAGE ” The course includes 6 video lessons. View >>
For a favorable assessment of others, it is important to learn how to stage a scene in space and maintain the correct distance in communication. There are several spatial zones, correctly positioned in which you can “calm down” your interlocutor and cause his positive reaction. There is an intimate zone (up to 45 cm), into which only persons who are in close emotional contact with the person are allowed to enter. The personal zone (from 45 to 120 cm) is used in everyday communication with familiar people. This is a distance from receptions and official parties. Social zone (from 120 to 400 cm) - the distance at which it is best to communicate at official meetings with strangers. The public zone (more than 4 m) is convenient when communicating with large groups of people; It is more comfortable for both the speaker and the listeners to perceive each other from this distance (see Personal space).
The pace and manner of speech, the volume of your voice, intonation and clarity of pronunciation - this is what will form an opinion about you in the first minutes of the conversation. It is important to control the pace of your speech. Without excessive expression. The perception of fast and measured speech is different. If you want your words to be listened to, take your time and don’t chatter. However, on the other hand, fast speech is perceived more convincingly, so in especially important moments it is better to speed up its pace. It is better to speak with weight and confidence - like an experienced specialist who knows his worth. An indecisive person can be recognized by his slurred statements, replete with euphemisms that soften his speech. For example, “to achieve certain successes” instead of “become a leader,” “not very happy” instead of “angry.” The words “sort of”, “only”, “a little”, “apparently” also create the impression of uncertainty. One who speaks in this way is perceived as a weak person, unsuitable for serious and responsible work. Self-deprecating statements like “I’m not a speaker”, “I’m still an inexperienced specialist”, “I’m a new person” also reduce the impression. If you want to test your ability to present yourself verbally, record yourself speaking and then listen to the recording. If necessary, adjust your speech towards greater decisiveness and certainty.
The best impression is made by sincere words and natural behavior, but only under one condition - if you are a sufficiently educated person. If good manners are not your strongest feature, for some time it is better to behave as is customary, and not as you want and are accustomed to.
In addition to external signs, you must definitely work on the content of your worldview. Even if you develop a style and comply with all the conditions for effective self-presentation, while having little understanding of what you actually need from others, and not being able to express it clearly, you are unlikely to achieve success. A meaningful part of your worldview may be, for example, the ability to take responsibility for your actions, the habit of setting tasks for yourself and completing them, and being results-oriented (see result).
“Remember, this is not just an interview where they test you. You also test their strength.”
In general, this statement also does not stand up to criticism. “An interview is far from an ordinary conversation. One side is scared to death,” Sullivan says. And Lee echoes him: “I often hear this advice, and I really don’t like it. It encourages people to be poorly prepared and passive. When you're in a meeting room, you need to be interested and act like it's the only job you want."
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However, Sullivan notes that this approach can work in some situations. “I call it the star interview, where you ask the person, “Why should I play for your team?” It’s okay to say that “I have a lot of offers...”, but then you have to have evidence in hand. It takes a lot of skill to do this, so I think it's better to focus on demonstrating what you can give to the employer rather than trying to force them to be a “job salesman.” Still, much more often the distribution of forces in the negotiation room looks like you are selling and they are buying. Although, of course, there may be options depending on the industry, region and state of the economy. Recent surveys show that the scales have tipped in favor of the applicant.” Indeed, a 2014 survey of employers shows that 81% believe that today's job market is dominated by candidates, not employers.
Find the virtues
In essence, correct self-presentation is like advertising a product or service.
Only in the case of an individual, as advantages, it is necessary to convey to members of society some positive character traits, skills, and talents. Professional experience can also help you present yourself favorably. Focus on the positive aspects of your personality. You can even make a list of the traits you particularly like about yourself. Think about your major victories in life and think about what qualities of your character helped you achieve success.
Your behavior should be such that your advantages are emphasized, and your disadvantages seem as insignificant as possible. To do this, it is important not to miss the opportunity to express yourself and control your negative emotions.
“Don’t talk about money until you have a formal job offer in hand.”
You should start talking about money only when the right moment comes. “Firms don't like to hire people who put money—or vacation time—at the forefront,” Sullivan says. “They want to know what good you will do, not what you want.” If possible, postpone questions or conversations about money and benefits until you are officially called to work. “The best time to discuss salary is when you have some cards in your hand. And trump cards appear when they dote on you,” adds Lis.
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Of course, an employer or HR specialist may ask about your salary expectations. It is not so easy to wriggle out of such a question, although this is precisely what is most in line with your interests. Lees advises candidates to prepare short, professional answers with a succinct explanation of their position: “I have flexible requirements.” If this is not enough and you continue to be tortured, be prepared to go further and say something like: “This is what I get now, but the job you are offering is obviously different from my current one.” In case of even more detailed questions, have a third answer ready. Lis recommends something like the following: “In those companies where I have already interviewed, they talked about salaries in the area...”. He says this strategy is effective because you "share a picture of where you see your place in the market."
Stand out from the crowd
Being a positive person is not enough. If you want to learn how to present yourself competently, it is important to get noticed. Smile more often, show kindness and friendliness. You will see how those around you will be drawn to you.
Watch your appearance. It is important to be a pleasant person, and this requires neatness and neatness. Additionally, you need to find a clothing style that reflects your personality. A harmonious personality, whose inner world is complemented by fashionable, interesting clothes, attracts attention.
Pay attention to how you move. Your gait should be free, your posture should be correct. Evaluate in front of the mirror what gestures you use when communicating. Do they radiate confidence and calmness or indicate tightness and internal constraint? Work on your speech. Try to speak in a chesty, not too loud voice. It is this timbre that is most attractive to other people.
Develop yourself
Unleash your talents. A creative person or a true professional always attracts attention and wins the attention of others. If you add a positive personality to success in work or hobbies, you end up with a portrait of a person who is quite attractive to other people.
Broaden your horizons, read good literature, learn something new. It can be nice to talk to an erudite person. In addition, your extensive knowledge will help present yourself as a smart, intelligent individual.
To allow others to appreciate your qualities, be open to communication. Introverts rarely achieve success in a team because they cannot reveal all facets of their character to other people.
