Interviewing Inadequacies

Job Seeker's Story

Gerard was an accomplished Finance Director who had been overlooked for promotions repeatedly over eight years. In frustration, Gerard decided he would begin to “test the waters” for a new financial management position. To help him prepare, Gerard enlisted the services of Deb, a professional career coach who advised him regarding his résumé and cover letter. Gerard was pleasantly surprised to quickly land an interview with his new résumé. Because it had been eight years since he last interviewed, Gerard immediately scheduled an appointment with Deb to do some interview coaching.

Deb suggested that they do a role-play of an interview and videotape it, so Gerard could better analyze his performance and answers. After Deb had asked two behavior-based interview questions and gotten Gerard's responses, she noticed a distracting mannerism that Gerard exhibited. After four more questions, she was perplexed to find the mannerism was constant.

Fortunately, in the videotape replay, Deb was able to point out Gerard's disconcerting mannerism. Every time Gerard was thinking about his response to a question, his eyes dropped downwards to the interviewer's (Deb's) chest. Though this might not be a problem with male interviewers, female interviewers would likely find Gerard's lengthy “chest-eying” behavior to be very offensive. Gerard had been totally oblivious to this mannerism, but concluded it might have played a role in his lack of promotions, as his two immediate supervisors (both Vice Presidents) were female.

Job Seeker's Stumble

Gerard's initial professional appearance and demeanor would seem to ensure that he lacked any distracting or off-putting nervous habits or quirks. Yet, such was not the case. Because mannerisms are unconscious, we do not see them ourselves. Studies have shown that physiology (body language, eye contact, grooming, handshake, and attire) accounts for 55 percent of any communication; actual words account for only 7 percent; and tonality (speed, temp, pitch, and tone) accounts for 38 percent. Consequently, physical mannerisms can have a powerful and decisive impact in an interview.

Job Seeker's New Strategy

Because non-verbal behavior can greatly block or reinforce the impact of your interview communications, it is important to evaluate your non-verbal behavior for consistency with your message. When the non-verbal message is at odds with the verbal message, this is called a mixed message. In every instance of a mixed message, the non-verbal message is the one your interviewer will believe.

The first step in altering any physical mannerism or behavior (not based in a physical disorder) is awareness. By obtaining feedback from others or, as Gerard did when he scrutinized a videotaped interview simulation, you can begin to grasp which nervous or repetitive habits are non-productive. Even more important, you can determine what emotions, such as anxiety, confusion, and fear, tend to bring them out. Some examples of negative mannerisms to avoid in an interview include:

• • Fidgeting, twirling hair or jewelry, rocking, and leg shaking.
• • Tapping or drumming fingers, wringing hands, and steepling fingers.
• • Shuffling notes, and pen/pencil chewing.
• • Humming, “umm-ing,” and repetitive language (for example, “you know”).
• • Excessive use of hands while talking, rubbing hands, and jingling change.
• • Finger pointing or jamming, fist pounding, and waving finger.
• • Rapid blinking, staring into the distance, bored expression, and yawning.
• • Wetting lips, clearing throat, biting lips, and covering mouth when speaking.
• • Scratching, ear tugging, stoking nose or chin, and head tilting.
• • Repeatedly cleaning eyeglasses, and looking over rim of glasses.
• • Inappropriate or excessive smiling or laughing.
• • Looking down or off in the distance rather than looking someone in the eyes.
• • Leaning in too far (anything closer than 1.5 feet is considered “intimate”).

After evaluating and isolating your negative mannerisms or quirks, the second step is cultivating replacement behaviors. For example, if you are a “hand talker,” try instead to steady your hands in your lap or on your legs. If you tend to fidget with a pen or pencil, keep nothing in your hands. If you repeatedly clean your eyeglasses, consider getting contact lenses. Determine which emotions elicit your negative mannerisms and strive to eliminate or reduce the onset of those emotions in the interview.

The final step is developing powerful body language that positively reinforces your message and image. This means lots of practice in being enthusiastic, knowledgeable, and likeable. Lean in slightly to look attentive (don't slouch), smile, and look the interviewer in the eye (but not constantly). Practice relaying your answers with persuasiveness and assertiveness. A relaxed demeanor accompanied by a firm, well-modulated voice and appropriate gestures to emphasize key points will signal your professionalism and credibility.