“What can you tell me about yourself?” is surely the most frequently asked question during a job interview, and usually the first posed by an experienced interviewer. But, as a longtime career coach, I have discovered that few people are prepared to answer that particular question in a meaningful way. Often, interviewees remark on their favorite hobbies or childhood experiences, rather than score big points with a thoughtful, tailored response. Keep in mind that no one wants to listen to your lengthy life story during a job interview. Rather, the interviewer really wants to hear about two minutes’ worth of compelling, focused information regarding your goals, aspirations, and the talent and creativity you can bring to the job. This is known as the jobseeker’s “two-minute elevator pitch.”

Many jobseekers simply fail to calculate the real purpose of the initial interview, which is to demonstrate their knowledge of the company—its function, mission, and goals—and the skills and talents they can offer. The important things to keep in mind during this initial phase include:

• Know to whom you are making a pitch.
• Research the industry/company so that you are aware of how to connect and/or integrate your experience.
• Evaluate the contents of your toolbox, including your relevant experience, skills, and talents, and be prepared to elaborate on them briefly.

The purpose of the initial interview is to eliminate unqualified candidates. You can either attempt to “wing it” and hope for the best, or you can be prepared to provide substantive answers. The point is, you must be able to differentiate your skills, experience, and character from those of other candidates. You must provide compelling information to convince the employer that you have the “right stuff.” In order to do this, you need to study the company’s mission, goals, and challenges, and then position your talents and skills accordingly. 

Abraham Lincoln once said: “If I had eight hours to chop down a tree, I’d spend six sharpening my ax.”
 
For you to be an effective interviewee, you must have sharpened your metaphorical ax to a razor’s edge. Following are four easy, targeted steps to follow:

1. Provide a brief introduction. Introduce attributes that are key to the open position.

Sample introduction: During my 10 years’ of experience as a district sales manager, I have mastered the ability to coach, train, and motivate sales teams into reaching corporate goals.

2. Provide a career summary of your most recent work history. This is the “heart” of your response, so it must support your job objective and, at the same time, be compelling.  Keep your response limited to your current experience. Don’t go back more than 10 years.

Sample career summary: Most recently, at XYZ Corporation, I was challenged with turning around a stagnant territory that ranked last in sales in the Mountain States region. Using proven strategies, I developed an aggressive sales campaign that focused on cultivating new accounts and nurturing the existing client base. The results were very successful. Within six months, my sales team and I were able to revitalize the territory and boost sales by 58 percent.

3. Tie your response to the needs of the hiring organization. Don’t assume that the interviewer will be able to connect all the dots. It is your job as the interviewee to make sure the interviewer understands how your experiences are transferable to the position the company is seeking to fill.

Sample tie-in: Because of my proven experience in leading sales teams, Joe Friendly suggested I contact you regarding your need for a sales manager.

4. Ask an insightful question. By posing a question, you gain control of the interview. However, don’t ask a question for the sake of asking. Be sure that the question will engage the interviewer in a conversation.

Sample question: What strategies are currently under way to increase sales and morale within the sales department?  (This is an example of a response that meets the needs of the interviewer AND connects you to the agenda.)

When broken down into manageable pieces, the question, “So, what can you tell me about yourself?” isn’t overwhelming. In fact, answering the question effectively gives you the opportunity to talk about your strengths, achievements, and qualifications for the position. So take this opportunity and make your two-minute pitch score big!

• Prepare to offer a brief statement outlining why you are the most qualified candidate (your “Two-Minute Pitch”).
• Mention three to five accomplishments that would be of interest to hiring managers in this position/industry.
• Note three to six positive personality traits that would be appropriate to this position/industry.
• Point out other key selling points that might apply even indirectly to this industry or position.
• Imagine an objection the interviewer might raise, and envision how to handle it.

Need help on perfecting your two-minute pitch? Contact Julie Swaner, Program Manager Alumni Career Services: jswaner@sa.utah.edu; (801) 585-5036.

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