In the January 9, 2018 Ask The Headhunter Newsletter, a reader who is “killing the interviews” still can’t get a job offer. What’s the secret?
Interviews I had for the last three jobs I applied for all went great. I got compliments from the hiring managers, all the team members who interviewed me, and even from HR. Especially from HR! On two of the jobs the HR managers told me they were going to recommend I be hired. So what’s the problem? I’ve gotten no offers from any of these employers!
I know I’m killing the interviews. I follow all your main tips. I show how I’ll do the work. I talk about how I’ll add to profitability. I ask for live problems to show how I’d handle them. But nada. I walk out of those meetings all pumped, but no offers! What am I missing?
This is easy. You’ve already done the hard parts.
Make it clear you want the job.
I’m going to explain this straight from my book, Ask The Headhunter: Reinventing the interview to win the job. (The book is out of print, but I’m working on a new edition. Many of the concepts and methods in that book can be found in the Fearless Job Hunting books.)
All too often, a candidate for a job leaves the interview convinced he (or she, of course) did well. He wants the job and thinks the interviewer knows it. But he has not explicitly expressed his commitment. This can be a fatal mistake.
The interviewer knows you want the job only if you say you want the job.
It doesn’t matter what comments you successfully “slipped into the conversation” to make him think you want the job. You have to tell him.
Tell the manager you want to get married.
Let me try to explain this another way. My wife would never have accepted my marriage proposal if I hadn’t come out and explicitly told her, “I love you.” Similarly, I would never hire someone who didn’t specifically come out and tell me he wanted to work with me. That they love me. We all need to hear a commitment.
Make the commitment.
The manager needs to hear it.
Keep in mind that until a company makes you an offer, the ball is not in your court. You have no real decision to make until an offer is presented to you. Completing an interview without letting the interviewer know you want an offer is like playing basketball without ever taking a shot at the basket. You can’t just dribble and pass. You have to shoot.
If you would consider an offer from the company, you must say so.
The manager doesn’t expect you’ll accept an offer on the spot. But she would like to know how motivated you are to do the work and to work together. Most interviewers will never ask you. They want you to take the initiative and tell them.
If you want to hear a job offer, make a commitment at the end of the interview. If you want the job (assuming the offer is right), say so — because other good candidates won’t bother.
How to Say It
Look the manager directly in the eye and maintain eye contact as you say this:
“I want this job. I hope I have convinced you that I can do it, and do it well. I want to work on your team. I would seriously consider an offer from you.”
Remember, this doesn’t mean that you have to accept an offer if it’s made. The offer must be as attractive as the job. (See Job Offer Too Low? Here’s how to ask for more.) This is a crucial distinction. The commitment you have made is to the work, the manager and the job, not to any particular salary or other employment terms. Everything else still needs to be discussed. (See Negotiate a better job offer by saying YES.)
It is perfectly legitimate to turn down an offer for a job you really want, if the offer isn’t acceptable and you can’t negotiate a mutually acceptable deal.
Stand Out: Say the words.
If you’re killing the interviews like you say you are, you’re way ahead of the game. But if then the employer doesn’t make you an offer, something’s missing: You failed to offer the commitment that distinguishes a capable candidate from a motivated one. (If you’re a job seeker who doesn’t stand out, learn how to Get In The Door (way ahead of your competition)).
Should you win that offer by telling the employer you want to get married? Of course not. Just say you want to work together — that you want the job!
At the end of the job interview, what do you say to close the deal? Does it work? Is it as good as a marriage proposal?