“We would like you to come in for an interview.” Those wonderful words are what every job hunter wants to hear. But on the other end of the phone sits the employer. These thoughts run through their mind: Can you do the job? Will you be a good fit in their organization? Can we manage you?
For the employer, hiring is a difficult task. Mistakes can be very costly. According to Deloitte, the average cost to replace an employee can range from one-half to two times their annual salary. So, there’s a lot of pressure to hire the right person.
Emily called about my interview preparation services and asked, “How do I know what the interviewer wants to hear? I never know exactly what to say to convince them that I’m the right person to hire. I stumble on what to stress and what they think is the most relevant to meet their needs. What should I do?” These are great questions that many people should consider before that meeting.
Our world is full of sound bites with short, concise commercials that quickly get the message across. That means you must quickly be able to use a few key phrases that ensure your points resonate with the employer. So how do you do that?
The 5 Point Agenda
The best way to sell yourself more effectively during the job interview is to use the 5-Point Agenda technique. I developed this years ago and have since taught it to hundreds of job hunters. It is a getting-hired strategy that focuses on the employer’s needs and the job to be done. Then, you emphasize exactly how you’ll meet those needs.
The 5 Point Agenda begins with an analysis of the hiring company, the job description, and what else you may know that is key to performing the job. You identify your five most marketable points that are specific to that job you’re interested in, and based on your skills, experience, accomplishments. Then illustrate these points throughout the interview process, beginning with your opening answer to the “Tell us about yourself” question. For more assistance in answering this question, read my Forbes article: Best Way To Open An Interview To Secure A Job Offer
Why it works
Having talked with hundreds of hiring managers and recruiters, here’s an inside secret that many interviewers confess is true. They can ask you questions for an entire hour and not recall one word you’ve said. That’s right, they aren’t hanging on your every word. They may be preoccupied, bored, frustrated, or unimpressed with your first few answers. They likely have interviewed several people, and all the candidates begin to blend together.
The result of using the 5 Point Agenda is that it quickly captures an employer’s interest as you constantly emphasize how you will meet their needs and how you can do the job right from the start. Repeatedly illustrate your five most marketable points throughout the interview process.
You will also have created influential work examples that demonstrate these competencies. This repetition and reiteration of exactly how you’ll meet their needs allows the employer to remember something important about you.
Job hunters have reported back to me that they tested this interview approach and say that it made the preparation easier and was very effective when they used it talking to a recruiter or hiring manager.
Do a deep dive when researching the company.
Carefully consider how a company describes itself on its website and in the job description. They often give you insightful information to understand better who they are and their values. For example, Jacob was a client looking at a Project Engineer job opening at Blue Origin. He said, “This would be such a cool place to work. Their mission is to go to Mars.” Now Jeff Bezos, founder and current owner of the company might disagree. Going to Mars is what most people think. However, when we looked at the job description, the company offered a clear picture of who they are and what their mission is. The ad stated:
As a private aerospace manufacturer and spaceflight services company, Blue Origin’s main mission is to build a future where millions of people can live and work in space, support the exploration and settlement of new frontiers, and reduce the cost of space transportation. We’re working to develop reusable, safe, and low-cost space vehicles and systems. You must have a passion for our company’s mission.
Analyze the job description carefully.
Check with your contacts. Use your network to get as much background as possible about the employer, the company, and the position’s needs. Your contacts often point out the aspects that must make up your 5 Point Agenda. Other times, little information will be available, and you will need to guess based on your general knowledge about performing the job.
Closely review the position needs. Determine which of your abilities and aspects of your experience will be most important to the employer. Examine your previous experience. Write out the major responsibilities for each job you’ve held. Note any special accomplishments. Zero in on your important work strengths—those abilities where you excel and are most productive.
Create your 5 points.
After you’ve researched the company and analyzed the job description, you then create your 5 Point Agenda by selecting each point to build a solid picture emphasizing how you will excel in the job.
Here’s an example
Michelle was a career counseling client who was applying for a Human Resources Director position. The company wanted to find a progressive HR business partner and strategic leader. Upon gathering as much info as possible about the company and the job, we reviewed their needs and her resume. We examined her background to determine the best points that would stress her achievements and the experience and skills she has that would match the employer’s needs.
Point 1: Award-winning human resources leader with ten years of experience.
Point 2: Provided strategic direction for an organization recognized as a best-places-to-work company.
Point 3: Delivered new programs, HR systems, continuous process improvements, and major policy enhancements.
Point 4: A trusted advisor and operational business partner working closely with top executives and stakeholders.
Point 5: Excel at employee relations and creating a workplace that has high employee satisfaction and retention
This effort paid off. Michelle landed the job.
Take the time to do this prep work, using this strategy which will demonstrate what you can do convincing the employer that you are the right person they should hire.