6/12/11 - The Art of Persuasion in Your Job Search

By: Leonard Campbell Taylor, via Wonderlane/Flickr (CC)
This article was originally published on Yahoo.HotJobs.com, January 06, 2011

Persuasion is a subtle art because brute force doesn’t often work well. And this is especially true for a job seeker, who is using interviewing skills and a resume to try to persuade hiring managers and recruiters to hand over something that a lot of people are competing for that great new job.

Here are some persuasion tricks and techniques you can use to sway opinions in your favor:

The power of liking people
Even hiring managers are people—and all people want to be liked. Chris St. Hilaire, the author of “27 Powers of Persuasion: Simple Strategies to Seduce Audiences & Win Allies,” says, “I’ve found that just thinking to myself, ‘I like those people,’ changes the way I feel about them. I get this smile on my face, and—with some exceptions—all of a sudden everyone tends to like me.” Do a bit of research about the person you’re meeting with—has she (or her company) recently achieved something you can comment on appreciatively? You have the power to make her feel good—and that makes you more persuasive.

Mirror the interviewer

Pay attention to how the interviewer speaks and acts—if he speaks slowly, for instance, match his pace. Even try sitting in a similar position; these subtle posture shifts can make him subconsciously feel more comfortable with you. But move slowly, and be careful about mirroring too exactly—it can be perceived as mockery. You should also “mirror” with your resume—make sure to use language similar to that used in the job description (and on the employer’s website and so on).

Master the handshake

In her book “10 Make-or-Break Career Moments: Navigate, Negotiate, and Communicate for Success,” Casey Hawley says that the perfect handshake has four parts, which she describes as “webs, grip, shake, and eye contact”: When you shake hands, your hand web (the soft skin between your thumb and forefinger) should touch the web of the other person, she says. Your grip must be firm, you should shake two or three times while you make direct eye contact. Practice your handshake with friends until you’re confident that yours is just right.

Use vivid language
In terms of your resume, that means weeding out generic resume-speak like “results-oriented professional.” Instead, describe the situation in which you achieved those results. Also, use numbers to quantify your results (numbers are persuasive).

Say yes to a drink—of water
One of the many interesting tips in St. Hilaire’s book is to have a glass of water: If you’re a visitor and someone asks if you’d like something to drink, request water and thank her. He explains, “People want to do something nice for you, but not too much. This is a surefire way to make them feel good about themselves without inconveniencing them.’”

Create sound bites
A sound bite is a short, compelling phrase that can easily lodge in an interviewer’s mind—for example, “I increased site traffic by 20 percent in three weeks” or “I was the company’s top salesperson for seven months in 2008.” Find ways to weave three or four sound bites into your conversation with an interviewer.

Practice silence
Many hiring managers use silence to wield power when you finish answering a question, they wait before speaking—and a nervous job candidate may end up saying something he didn’t intend to. Practicing before an interview will help you prepare thorough answers to common questions. Then, when you’re done, finish and smile expectantly—or even ask, “Did that answer your question?” (or ask your own relevant follow-up question).

Remember, silence is better than “Hmmmm” or “Like, ummmm.” St. Hilaire also advises, “If you need to think about an answer, cast your eyes down, not up. Looking down appears thoughtful; looking up makes it seem as though you’re searching.”