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One of the most important things to establish with the interviewer is the intangible bonding called "rapport." This comes with a great deal of interpersonal communication experience. It is a common ground that is established by knowing the same people, having the same business experiences and quite simply having the heightened sensitivity that allows you to communicate effectively with all people. This sensitivity will demonstrate the need to communicate at the same level the other person is communicating in order to bond with that person, gain their respect and truly communicate beyond just the words and body language expressed.

Do you have the presence to know that you must communicate at a "different level" with the maintenance person versus the Chairman of the Board? Part of this involves understanding the mirroring process, and we do not mean mirroring people to the point this becomes annoying!

You should have four to eight good solid questions about the company, the industry, management style, etc. for the interviewer at the end of the interview. The questions should be memorized and should be pensive questions that the typical candidate would not ask. Interviewers look for "people with the light on upstairs." You would be surprised the number of times a client says, "John really asked some great questions; he was really thinking/analytical; I like that type of person; we need more people around here like that!"

Finally, when you walk out the door, let the client know you really appreciated the time he took to meet with you. Express that you are really interested in the position offered, the company and tell him why. Above all, be honest with yourself and with the interviewer. Do not express an interest in the position if you do not have an interest!

Companies hire people who are in love with them! I had a CEO tell me a story over lunch. He recently hired someone, took him to breakfast the first day of work and found out from him in so many words that he was using the job as a stepping-stone to his next career move. The CEO fired the new employee on the spot! Your date wants to know you enjoyed his or her company when you say good night. Saying good-bye in an interview is no different. No interviewer wants to hire someone that does not express a high interest in his company.

Leaving an interview with a CPA firm once, a recent college graduate told the partner, "I appreciate the time you and the other partners took to meet with me. I am well aware that the staff working for you must be profitable to you and your clients. I can assure you that if I am given the opportunity to work for your company, I will always be profitable." The candidate had empathized with the partner and his needs. The partner found an awareness here that he had not found in most college graduates. The candidate was offered a position the next day.

Whether you know or don't know the art and etiquette of how to write a cover letter, how to design a resume, how to interview and how to search for a job in general, the interviewer will know it. We recommend that you spend 40 to 80 hours reading some of the best books you can find on these subjects. An interviewer is either consciously or subconsciously aware that you have mastered the art and etiquette of marketing yourself and as a result you have left an impression with the interviewer. This impression then leads to what we call the "Law of Transference." The interviewer then concludes consciously and/or subconsciously: "This candidate invested a great deal of time and energy in preparing for this interview and job search . . . I'll bet he spends the same amount of time, energy and detail in the job he is assigned by our company."

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