5 tips to be more convincing in interviews

According to the 4x20 rule, the first twenty seconds are the “most” important to make a good impression. During a prospecting interview, your potential customer will pay particular attention to your career but also to your presentation. It is therefore essential to know how to put yourself forward in order to stand out to your interlocutor. It is not an easy task but there are a few particularly effective ways to gain an impact. Discover 5 tips from Violette Thouzeau, trainer and speech coach, to be more convincing in interviews.

1/ Map the needs of your interlocutor

In order to convince customers more easily, we suggest that you first find out about the company you want to convince. This goes well beyond the brand's history. It is important to understand the context of the company, the organization and the team concerned or even better understand your interlocutor and his background in order to identify any common points that you can share. After having gleaned this information, you can build a start to your argument. If, on the contrary, you lack details, take advantage of the interview to ask your questions.

Then, to make the link with the needs of your interlocutor, take ownership of his challenges, his objectives and the expected results to better meet his request. Also, don't start with your resume to unfold your arguments. Instead, identify the skills needed to meet their demand.

To help you, here are the 5 types of skills you can highlight:

• technical know-how (or “hard skills”),”Hard Skills“): for example, mastery of software or business expertise
• transversal skills: for example, leading a meeting or coordinating teams
• sectoral skills: do you need to know the company's sector of activity to exercise your technical skills? (e.g. a sales representative in insurance or recruitment)
• language skills: do you have to master several languages?
• human skills (also called”Soft Skills”): for example, rigor, organization or initiative

After this work of investigation and analysis, you should arrive at a dozen skills required for the need for the mission. Only then determine which ones you master and can illustrate with your experience. Thus, the link with your professional career and the mission will be clear.

2/ Orientate your presentation pitch

Your presentation should be personalized according to the context of your prospect, even if you have already worked on similar missions. To do this, select a maximum of three previous professional experiences and/or missions to illustrate the skills you have previously identified.

To best personalize your pitch, here are a few questions to ask yourself:

• What story do you want to tell your interlocutor? What is the common thread that connects all of your previous experiences? How do you think you will be able to embody this common thread in the proposed mission?
• You have already encountered the problem of your interlocutor with a previous customer: what solution did you provide? How does it differ from that of this prospect?
• In what situations were you able to test the skills put forward? What were the results and benefits?
• These three experiences have something in common with the proposed mission, what is it?
• What is your motivation for responding to this prospect's request?
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3/ Prepare a list of questions

It is an essential step, for the prospect and for yourself, to show that you have fully understood their objectives and that you have taken ownership of the challenges of the mission. Asking questions is also an opportunity to gather more information about this prospect, his company, the context of the mission and his expectations.

Second, be prepared for any type of question, even the most uncomfortable ones. By anticipating as much as possible, you can also determine the response time for each of them. Your mastery of the subject and the time will be particularly valued.

Thus, it is better to ask all your questions than to have an unpleasant surprise at the beginning of the mission. But what if your prospect has already answered all of your questions during the exchange? Don't panic! You can simply let him know. Describe the questions that were important to you and how you understood the answer. This allows you to assert your ability to listen and communicate.

4/ Be convincing by adopting positive visual communication

With the growing propensity for teleworking, many interviews are now done by videoconference. Keep in mind that this format does not involve exactly the same constraints as a physics interview.

Camera face

In video, you can put all the odds in your favor with simple tips:

• Place your camera at eye level (raise your laptop with objects if necessary)
• Choose a chair or a solid backrest to have an erect posture
• Keep your eyes open and don't forget to smile
  
  

In person

Unlike the remote format, your gestures and physical appearance will be observed a little more than during an exchange in front of the camera. Remember that the interview starts as soon as you arrive at the company premises. Also, here are some points not to be overlooked:

• Give priority to a confident look and a candid “hello”
• Have a firm handshake
• Adopt a dynamic posture
• Don't be afraid to smile
• Keep your arms free to support your words (those famous “congruence gestures”)

These tips are relatively simple, but they are small details that will reinforce “good impressions.”

5/ Take care of your voice communication

This part could be summed up in one piece of advice: do your D.I.V.A.S. This beautiful acronym covers all the criteria for good voice communication.

• Slow down your speed

To best capture all the information, take the time you need. It's perfectly normal to take several minutes when asked to introduce yourself and discuss your previous experiences. Don't be afraid to take up the space and time you need.

• Put on Intonation

It is a good way to brush up on the work of your interlocutor and highlight essential information during your presentation. Adjust your voice to emphasize important words. It can be a skill that you want to promote or to highlight the highlights of a previous experience.

• Adjust your Volume

We all know how unpleasant it is to be too close to a particularly loud voice. But conversely, speaking in a weak voice forces the interlocutor to redouble his attention. Instead of focusing on what you're talking about, the person will pay more attention to your voice.

• Pay attention to the joint

It is not always easy to be understood, especially if French is not your first language. On the other hand, you can make it easier for your interlocutor to understand by articulating complex words or terms that are rarely used. For example, English words are not always understandable to a French-speaking ear. Also, think about the names of some software that are not always known and/or used by all companies.

• Think of Silence

Finally, pay attention to moments of silence. They are important to you because they allow you to introduce breathing times. But it also allows your interlocutor to think about what you are saying and to possibly ask you if he needs more details.

Violette's valuable advice will allow you to succeed in this exercise with flying colors. By focusing on these 5 key points, you will better value your know-how and your position with this potential customer. You will also gain confidence and you will be more convinced of your legitimacy. In summary, value your skills, take a genuine interest in your interlocutor and work on your non-verbal communication.

If you want to know more about soft skills to master in interviews, we have written an article for you that covers all the best practices.

[This article was written in partnership with Violette Thouzeau, speech coach and trainer. It offers individual and group workshops to freelancers to support those who wish to master their speaking skills. To find out more or to register for his courses, send him a message on LinkedIn.]