Most people agree that being stressed with a job is much better than being stressed without a job. As a job seeker, you’re not only worried about making sure your bills are paid on time, you’re more than likely also worrying about job applications, cover letters, and interview anxiety.
There’s a lot of pressure on job seekers to make an excellent first, second, and sometimes third impression, as many jobs nowadays have multiple rounds of interviews with corporate higher-ups. But there are six techniques outlined in Robert Cialdini’s book Influence: The Psychology of Persuasion that are sure to grab your interviewers’ attention during and after you leave your interview. They’re also an excellent guideline to follow to ensure you’re touching on all the essential talking points for your interview.
Here’s how to use each principle to land the job you want on the first try:
Reciprocity
The reciprocity principle is based on the idea that if you provide something of value during the interview, your interviewer will feel like they need to return the favor and be more likely to offer you the position. Now, this doesn’t necessarily mean you provide them a physical gift; rather, it could be a piece of valuable advice or accepting a lower wage during salary negotiation because you like the company culture or their values.
For example, suppose you highball your interviewer with your desired salary, and it’s rejected. You could offer to take a lower salary when it was the salary you wanted all along.
Commitment/Consistency
Achieving commitment from your employer, or arriving at the decision that they want you to get the job, begins with demonstrating consistency throughout your interview. This can quite literally mean that you consistently convey that you’re a reliable employee with every question your answer. It can also be achieved by reframing your responses as questions for your interviewer. This makes them reevaluate all of the information you’ve given them to solidify you in their mind as a good candidate. For example, you could ask, “What goals should I start working toward during the first few months of employment, should I be offered the position?”
Social Proof
Social proof is the idea that you’re willing to make a quicker decision about something you’re contemplating if you’re able to obtain the options of others. Simply put, as the interviewee, you’re like the product the interviewer is shopping online for, and they need to see what the reviews are saying before making the purchase. The first thing that comes to mind is the references you provide, but your prospective employer might not get to those until after the interview. During the interview, make it your mission to quote past employers on how good your work ethic is, or describe significant accomplishments you’ve made at your old jobs. You can even mention that other companies have already offered you the same position.
Liking
Employers a more likely to hire you if they like you, plain and simple. Naturally, making yourself likable to your interviewer will leave a mark in their memory when they’re deliberating the various candidates they saw that day. Positive filters in conversations are essential because even if you fumble on a question, if you’ve already established yourself as a likable person, then it won’t matter as much in their eyes.
An excellent way to increase liking is by finding things you have in common with your interviewer, whether that’s hobbies, values, or attending the same university.
Authority
Sell yourself as an authority in your industry, and you won’t have to worry that your interviewer will doubt any of your answers. Don’t be afraid to share your in-depth knowledge and industry expertise during your interview. Share tips and tricks on how you’ll use your skills to streamline and improve productivity, for example, or generally how you would do things better if you were to be offered the role. Think of yourself as the dentist in toothpaste commercials. If it weren’t dentist recommended, would you buy the toothpaste?
Scarcity
It will help if you show your prospective employer that you’re a rare find. Make them think about what they’ll be missing if they decide not to hire you. Make it clear what value you bring to the table and how you can make them more money. Play hard to get, so to speak. Don’t be over-enthusiastic at first, and hint at other offers you may be considering. This will make your employer want you more and feel the need to snag you first before other companies get to.
You can also question the company about their reputation or what growth will look like for you. Of course, you must remember not to overdo it, and you don’t want to come off as a snob. Persuasion is an art, after all, and you have to toe the line between desperate and aloof. Read more about how to do that with ease at https://www.betterhelp.com/advice/persuasion/.
Author
Marie Miguel has been a writing and research expert for nearly a decade, covering a variety of health- related topics. Currently, she is contributing to the expansion and growth of a free online mental health resource with BetterHelp.com. With an interest and dedication to addressing stigmas associated with mental health, she continues to specifically target subjects related to anxiety and depression.
