In job interviews there’s a fine line between success and failure so you want to learn from other people’s mistakes rather than your own. Stephen Conway has been gathering tips from MDs, HR personnel and his own experiences for over 15 years. GET spoke to him and he agreed to share a few trade secrets.

GET: What are the most important things to do when preparing for an interview?

SC: The first thing is do your research. Get on the internet. You can research not only the company and what they do but you can also read about the person you will be seeing.

GET: You mean stalk them?

SC: There may not be anything about them on the web if you’re seeing someone called Mary Thompson, find out what famous Mary Thompsons have done; maybe one holds the world record for crossing the Sahara on a unicycle. It’s a good way to break the ice and create a little rapport with your interviewer.

Your aim is to make sure that you’re noticed above the crowd. Call the office in advance to confirm your interview or just to say that you are looking forward to it. You may not be able to speak to the person who will be taking the interview but your enthusiasm will be noted and your name remembered. If you’re shy on the phone, send an e-mail.

GET: What should you bear in mind when arriving at the interview?

SC: The main rule which people break is to relax before the actual interview starts. You need to be on your best behaviour from the moment that you come anywhere near the office.

Smile at everyone who walks past you; that person you scowl at as you get off the train could work for the company you’re about to interview with. If you’re waiting on the street, don’t have an argument on your mobile or chuck away a piece of litter – you never know who might see you. You are being interviewed as soon as you get within half a mile of that office.

When you do arrive, give the person on reception a big smile as you walk in and introduce yourself. Be really friendly to everyone that you meet – the interviewer may ask them their opinion of you.

GET: What about during the interview? There are so many things to bear in mind at this time but what are the two most important?

SC: Above all else, make sure you build rapport. Be friendly and make the interviewer like you. You can try some of these tricks:

Mirror and match the interviewer’s body language, their voice’s tone and the speed at which they speak. People like people like themselves, so by mirroring the interviewer you are making them more inclined to like you.

Make a mental note of the words your interviewer is using and use them yourself; literally speak their language. Whether consciously or subconsciously, 95% of their decision-making process is:

• Will you fit into my team?
• Will I like you?
• Will you cause me many problems?
• Will we have a laugh together?
• Will you make me feel good about myself?

The other 5% is ’can you do the job?’

Look round your interviewer’s office and try to find something in common. A photograph, a certificate or award, or an interesting piece of furniture will tell you about their interests. The human element is much more interesting for the interviewer than all the usual stuff about experience, etc.

GET: What about asking questions of your own?

SC: Asking your own questions – whether during or at the end of the interview – is vital. If you don’t you look uninterested. Here are a couple of good ones:

• What is your staff turnover rate? Most interviewers won’t know the answer so it’s a good question to put them on the back foot. If they do know, you will have an idea of how supportive the company is.
• How many people have been here for more than five/eight/ten years? If people feel looked after they are more likely to stay with a firm.

GET: Other than shaking hands and saying goodbye, what should you do when closing the interview?

SC: Demonstrate how much you want the job. Assuming you do want the job, say to them ’I’ve really enjoyed meeting you. I am very keen indeed. If I am lucky enough to be offered the opportunity for this role I would accept.’

Very few people have the guts to say that. Guys who pull birds know this is true; by telling someone that they like them their chances of pulling them go through the roof. By telling someone that you really want the job your chance of being made an offer also increases dramatically.

GET: Any final words of wisdom?

SC: Don’t do a job for money. Do a job because you’re passionate about it. The passion will always lead to the money.

Stephen Conway runs Cavendish Films, the makers of the Expert’s Guide: Interview Skills DVDs. He has over 15 years’ experience in recruitment and training.