Five Flawed Strategies for First Interviews

First impressions are important, and the first interview usually sets the stage for success. Time can be scarce in the early phases of the interview process, so use it wisely! Be careful of the pitfalls (and negative personas) that can get you into trouble…

“Too Cool for School” - Confidence can be an asset, but don’t overplay this. Even if you are “just checking out options” on new jobs, you should never convey a passive or cocky attitude. Giving out a vibe that the role might not be right (or that you aren’t interested) is an immediate red flag. Managers are looking for someone who is passionate about an opportunity. Even if you aren’t 100% sure about a role, you should be enthusiastic about the company’s mission and the opportunity. No manager wants to finish an interview with concerns that a candidate is not fully engaged.

• Better strategy / talk track: “I am having a great year at my current company, but I got excited about this opportunity when I read the recent article about your growth. You all are doing some amazing things with XYZ, can you tell me more?"

The "Show me the Money" Guy – Yes, money is important but be careful sounding like you are auctioning yourself off to the highest bidder. Saying something like “I am interviewing with 4 companies right now and we will see who offers the most money” is a huge turn off. A statement like this indicates to the manager that you really don’t care about the product or the people. While it is acceptable to be honest if you are interviewing with multiple companies, trying to create a “bidding war” for your services is not reality.

• Better strategy / talk track: “Of course money is important, and I want to maximize my earnings, but I also want to find a product and people I am passionate about. When those things align, I know I will thrive.”

Sounding like a Diva – As you get further in your career, it is understandable that you are proud of what you bring to the table… knowledge, relationships, etc. Be careful that you don’t allow your ego to become an obstacle. We recently had a candidate who started talking about realigning the territories (to accommodate her needs) during the first interview. As you can imagine, this went over like a lead balloon. Regardless of your experience, you want to come across as a team player. It is not your job to re-organize the company (or point out their flaws) while you are interviewing.

• Better strategy / talk track: "I like what you all are doing, and I think my relationships can help contribute to your growth. My goal is to come in and prove myself. You are the manager, and I trust you to assess where I fit in with this team."

Overly infatuated with competitors – While understanding competitive therapies is part of the research process, do not become so focused on other companies that you sound scared to compete. Most managers are looking for “challengers” that are ready to go out and change mindsets and grow business. Saying something negative like “It looks like Stryker is the market leader with all of the contracts… how can you beat that?” sends a terrible message.

• Better strategy / talk track: Try these questions… “Tell me what your star performers are doing to change customer behavior and beat the competition?” or “It looks like you all are gaining market share on ABC company with your new flexible technology, how is that is being received in the local marketplace?"

Getting in the weeds on HR details – Early in an interview process is not the time to sort out every single detail about the compensation plan, insurance premiums or the company vacation policy. Yes, these things are important, but there is a time and a place. Saying something like “My last company gave me 3 weeks of PTO; will you match that?” is the kiss of death.

• Better strategy / Talk Track: Use your time wisely with the hiring manager. Focus on selling yourself and understanding the role during early interviews. Save your HR questions for later in the process... most companies have an HR person who is better equipped to address those specifics.

NEVER, NEVER try to negotiate during a first interview. No manager is going to alter a compensation plan or restructure a territory during the first interview.

If you are working with a recruiter, take full advantage of their knowledge regarding HR issues and specifics about company protocols. A good recruiter should be able to serve as an advisor and a liaison... allowing you to focus your time on getting the job.

Grow the Vine!

‍