Presenting Yourself Effectively
By Marty Robinson, CTC, CPC, President, Travel Career Network, Ltd.

Establish empathy with and discover the needs of the employer by asking questions.

Enthusiasm- leave no doubt as to your level of interest in the opportunity. Put yourself in the position of turning down an offer rather than having no offer made.

Technical interest- show that you love what you do and you do it well.

Confidence- be sure of your abilities, and relay that confidence to the employer.

Intensity - make sure you don't come across as "flat"; the person with fire in their eyes excites the employer.

Build your case:
• Present your background in a thorough and accurate manner.
• Gather data on the company, the position, the industry, and further growth possibilities.
• Link your abilities with the company needs.
• Build a strong case for why the company should hire you, using the information you have gathered by asking questions.

Talking/answering questions:short version vs. long version - it is usually best to give the short version first then ask if they want more depth. Don't talk too much and talk yourself out of a job.

Money- Answer the question of what you are currently earning with a statement such as "I am currently in the "high 20s", and I am expecting my annual review next month which should put me in the "low 30s". To the question of what salary do you want in order to join this company, say the "opportunity" is the most important issue, not salary and that if we decide to work together, I 'm sure you will make me a fair offer. If pressed, give a salary range.

Proper dress- dress the part of the job you want. It is better to be overdressed for an interview than underdressed. Wear a suit or business-like dress, make sure your shoes are clean and shined, and personal grooming should be understated.

WIIFM- "what's in it for me" is what everyone focuses on - especially a potential employer. NEVER bring up the issue of money or benefits in a first interview. Take the JFK approach "Ask not what your "company" can do for you, but what you can do for your "company"