Answering the dreaded question

Reading time: 90 seconds
Date: August 31st, 2010

“So. Why should we hire you?”

You grimace as your shoulders slump and the wind goes out of your sails.

“Well,” your stomach sinks as you answer. “I have a number of accomplishments I'd like to tell you about, but I want to make the best use of our time together. To help me do, that, could you tell me more about the most important priorities of this position?”

The interviewer winces politely as her head bobs up and down. It’s over. The interviewer gets up opens the door and shows you out. “Next.”  

Try the “pub-approach.”

Let’s say you’re a recently graduated law student interviewing for a position as a junior associate in a corporate law office. Here’s the pub-approach way to answer the dreaded question.

“So, why should we hire you?”

“You know how a good law clerk needs to be adaptable?” you ask in a conversational tone.

“Sure.” The interviewer nods.

“Well, I have initiative and I'm flexible and I can cover a lot of bases, so the lawyers can spend their time concentrating on what they do best.”

Simple and effective the pub approach works just as well in a pub as on a plane, in a golf cart, in sales or when you’re networking. Just adapt it to your line of work and make sure to exclude all jargon and sales pitches.  Use simple, clear language that even a nine year old would understand.

In my latest book Convince Them in 90 Seconds or Less you'll find lots of different ways to use the pub-approach. It has three parts. 1. You know how …?   2. Well I… 3. So they….

My own pub-approach goes like this. Let's say I'm on a plane and someone asks, "So, what do you do?"

“You know how some people have trouble connecting with others?"

"Sure."

"Well I write books and talk to corporations about how to build instant relationships so they can inspire cooperation and maximize opportunities.”

Practice until it sounds natural and you can say it in your sleep.

That’s it. Until next time, stay well and assume the best.