Interview Chatter

People Do Business With People They Like

by Darlene McDaniel on February 4th, 2008

People do business with people they like. “People are easily persuaded by other people that they like. Robert Cialdini cites the marketing of Tupperware in what might now be called viral marketing.” People were more likely to buy if they liked the person selling it to them. If this statement is true, than it is VERY important for you as a jobseeker to be likable - you are the product.

If a hiring manager has two qualified candidates, 90%-100% of the time, they will select the person they connected with in the interview. Typically, the person they liked best.

Here are a few things to help you connect and be the likable candidate:

1. Find common ground with the hiring manager and the culture of the organization

2. Find common ground within the organizational values

3. Find similarities in hobbies (check out their office and make appropriate connections)

*If you enjoy sailing and you notice the hiring managers has lots of pictures of their boat, make comments and/or ask questions.

4. Give genuine compliments

*Find something you genuinely like and give the compliment.

5. Be friendly and energetic

*Be yourself, use eye contact, and use your smile

*Smiling increases your face value

6. Demonstrate that you have done your homework. Ask good questions.

*You should invest time researching the company. Speak intelligently about your findings.

*Dialog with the hiring manager about their critical needs in the department you may work in

Remember, people do business with people they like. Your ability to be likable will never be a guarantee that you will get the job offer, but I do believe that your chances of receiving a job offer will increase exponentially if the hiring manager likes you!

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POSTED IN: Influence, The Interview