The Active Interview: Selling Yourself

First impressions are crucial
Be well groomed and look professional. Don't overdo the make up, cologne or perfume. While this may seem obvious, employers say appearance will either disqualify a prospective employee immediately or move the applicant along to the next level. When in doubt, it's better to dress too conservatively rather than too casually. Before you walk in, take a few deep breaths to calm your nerves. Give a firm -- not a limp or bonecrushing -- handshake.

Confident body language
Appear confident and relaxed during the interview and use humor where appropriate, especially to defuse inappropriate or touchy questions. Avoid stiff, canned speeches. Show respect for the recruiter's time. If the interview is only 30 minutes, for instance, don't give eight-minute answers. Be aware of your body language. Don't cross your arms or fiddle nervously with a pen or piece of paper. It's OK to lean forward to make points. You want to be natural yet convey energy and initiative.

The pace
Let the interviewer establish the pace. Don't interrupt or ask questions at this point. You don't want to come across as overly aggressive. Listen carefully. There will come a time to ask questions, and this is when you can demonstrate your range of knowledge about the company, its products and how your skills and experience fit their needs.

Be enthusiastic
Enthusiasm is often the significant factor in hiring. Recruiters respond to a candidate's enthusiasm about a job. They want team players, yet they also want someone who comes in with new ideas and eagerness, -- unlikely to be found in an employee who's had a dozen similar jobs and who may be nearing burnout.

Talking money
While salary may be uppermost in your mind, remember the cardinal rule of negotiating: Never, ever bring up money until they do. If the interview is drawing to a close and money hasn't yet been mentioned, it's OK to say "Can you give me some idea of what the salary range might be?" If the employer names a low figure, explain that you know people in your profession are paid from X to Y and that with your skills and experience, you would, of course, want to be paid near the top of that scale. Employers are more likely to respond favorably if you emphasize how you can help the company's bottom line. And that's where doing your homework comes in handy in stressing why your skills are worth top dollar.

Repeat, restate, reiterate
As you shake hands goodbye, restate the key message that you want the job. That won't cinch things, but it will set you apart from the pack, experts say. One good approach is to say, "Steve, you've given me a great picture of ABC Company and it just confirms in my mind that ABC Company remains my first choice. Working for you is something I'd really like to do. Thank you for taking the time to meet with me. If there's any other information you need, please give me a call."

Closing the deal
If you reach the point in the interview where you've agreed on money, don't walk out so starry-eyed that you forget to get it in writing. If the employer doesn't provide this, compose your own letter. Start by saying thank you, then continue, "Here's what I think we discussed."

Interview follow-up
Send a short thank-you card after the interview. Your note will land on the recruiter's desk at a crucial time and remind him or her that you remain enthusiastic and interested. Even if you don't get the job, wait three weeks, then send a card. It's possible that the chosen candidate changed his or her mind due to issues such as housing costs, schools or climate. And again, your note will remind the recruiter of your availability at a crucial time. Alternately, the recruiter might recommend you for another job or a second position that opens up. The letter could say something like: "I really appreciated the chance to talk to you. I'm sorry things didn't work out but I'm still very interested in case something opens up."