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How do you know how much you should expect in a job offer? This is especially difficult for candidates to assess when one is entering a new field, making a career change, moving to a new location, or entering the workforce as a recent graduate. It is also a question you should have an answer to before accepting a job offer.

In order to negotiate a competitive salary, you need to know what the industry standard is for that job and that location. For instance, you can easily see a $20K or more salary difference for the same position simply by being based in a metropolitan city versus a small town, reflecting the associated cost of living. Or if you have unique talent or skills valued by an employer, you may also have better leverage in negotiating a more competitive salary.

Although today’s market condition means that many candidates are more concerned about securing a job versus being offered competitive pay, do not sell yourself short. At minimum, research what you are worth so that you are prepared to negotiate with the employer for a salary that meets the industry standard when an offer is presented.

So, you may ask, “Where do I begin to look for or research salary information?” Here are several reliable ways to obtain salary information. Resort to more than one of these resources for a comprehensive view of what is reasonable and fair.

1. A reliable resource for salary information is your own network of contacts. Do you know someone in the particular field of practice? While most people do not share personal salary details, you may inform the person that you are seeking advice on salary to help with negotiation. Present your contact with a salary range and ask for their opinion as to whether they view it as low, reasonable, high or what they think would be fair.
2. Seek information from your industry’s professional organizations and publications. Many professional organizations and industry publications conduct annual surveys and publish results, breaking down fine details. For instance, public relation professionals may rely on PR Week’s annual Salary Survey results. It also offers information related to job satisfaction for professionals at various levels in the industry.
3. Research at salary websites. There are dozens of salary websites you can resort to in order to find details on what others are being paid for similar positions in particular fields, industries and locations. Each site varies in their method of salary calculation. However, by reviewing several of these sites, you will have a general understanding of what a competitive salary is for the position you seek. In alphabetical order, some of the salary websites include:

• CareerBliss (www.careerbliss.com): Find salary information and reviews on positions at different companies and organizations from this site. Employees directly contribute to the information offered.
• Glassdoor (www.glassdoor.com): This site’s data is based on information entered directly by employees at the companies included. In addition to salary information, you can obtain perspective on company and organization cultures.
• Indeed (www.indeed.com): This site offers salary information and you can also see trends for particular industries in terms of employment growth.
• PayScale (www.payscale.com): This site is relied on by candidates and employers, alike. The online compensation database provides current pay records collected from employees and employers. A salary calculator is also offered. Certain services and access require a nominal fee.
• Salary (www.salary.com ): Provides real-time statistics on thousands of positions by location. You can price 3 jobs for free and other services and access require a nominal fee.
• The Vault (www.vault.com): In addition to finding particular positions within an organization and the salary scale for those positions, you can review company message boards for insight to how the interview process is conducted and take a peek at other insiders’ perspectives. There is a nominal fee to access certain information.
• WetFeet (www.wetfeet.com): This site offers information on compensation for particular careers and insight into companies and desired talent and skills for positions.

At the moment, the job market is not in its best state. However, you still have the option to negotiate for an offer that meets industry standards. If you don’t bother asking, you will never know and may end up falling short. Also keep in mind that while salary is important, you should also factor in additional employee benefits that may make the overall offer package a greater value, including benefits, bonuses, 401K matches, and many other considerations.

People hire people they like. So while your skills and experience are important elements to securing a job offer, just as important is your ability to build rapport that is natural and engaging with your interviewer. The rapport you establish during an interview can greatly impact the impression you leave behind.

Building rapport occurs in many ways. In addition to having subject matter that you both can relate to, it is also very much about body language. The handshake you offer when you first meet your contact, how you stand and sit, your facial expression and eye contact, to where you place your arms, hands, legs and feet is all part of body language to help establish the confident and engaged impression you want to leave with the interviewer. The more engaged you are and the more similarities the interviewer sees in terms of your body language, the easier it is to establish rapport.

Find out more on how to project effective body language during an interview from my blog post on “What Your Interview Body Language Reveals about You.”

Effectively building rapport is what gives many candidates the leg-up in the company’s interview process. Even if the candidate does not have as much experience as another candidate, he is seen as more favorable because he’s been able to connect with the interviewer in a way that is more relatable and can be seen as fitting along with the rest of the people at the company. Those who do the hiring want to know that the candidate is someone they themselves would enjoy working with.

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Ace your interviews by applying confident and positive body language with relevant topics that help build effective rapport. You will come out of the interview leaving your contact with the best possible impression for consideration to a job offer. Meaningful topics of relevance to help build rapport during an interview include:

1. Current events on the company and/or industry.
   Before you go in for an interview, look over the company’s website for news events. Most company websites have a section with press releases. Did the company just sign a significant partnership, bring in a key individual from the industry or launch a new product? These are topics that can help build rapport and show you are on top of what’s going on at the company or industry.  It shows you have a sincere interest in the company.
2. Challenges of the position and challenges the company faces.
   Asking questions about challenges and then turning around the discussion to clearly point out how you may have experience handling the issues is an easy way to show your contact that you have a desire to learn, face problems and bring solutions.
3. Information about your contact.
   Establishing small talk with your interviewer may be done by asking questions such how she came to work for the company or her experience with particular projects. If you are conducting an interview in your interviewer’s office, take note of any family photos showing children or locations you may relate you. You may draw up small talk simply by commenting on the beautiful smiles of the children in the photo, asking how old they are, and sharing information on the age of children you may have of your own. You can also ask if a photo was taken at a certain destination and add comment on how it relates to you – whether it’s your hometown or if you went on vacation there recently. Small talk is a time where an interviewer can get a better feel for your personality and a chance to establish a stronger bond by showing how you two may have similarities. Many questions during the interview may be standard and seem a bit rehearsed, so slightly stray from the norm with small talk during the earlier part or latter part of the interview.

There’s generally a clear sense of what is expected out of an interview. The employer wants to know how serious you are about this opportunity by your preparedness for the interview and what you can offer to the company through your skills and experience. Now, just let them know you are someone who can work well with the team and you will be on the right path to acing the interview.

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Imagine stepping into a deep conversation with a friend. You may share the same posture, hand gestures, tone and rate of speech. You can also tell when other people are in deep conversation by similarities in body language. What is happening is mirroring. It is subconsciously helping those in conversation maintain rapport through similarities observed from body language. There is a sense of ease talking with one another and a sense of the same mood.

Establishing good rapport is vitally important during a job interview and it may make the difference between getting an offer or not. Remember, people hire people they like so, the next time you find yourself in a job interview, apply the technique of mirroring to help you get a better handle of the other person and to make everyone feel at ease with the conversation that is taking place.

Mirroring is about observing the other person’s body language, which may include posture, hand gestures, facial expressions, tone, volume and rate of speech, and applying it to your body language. Of course, mirroring should be sincere and natural.

Keep in mind the following tips to help observe body language and apply mirroring subtly.

• Body Posture: Review body posture, which may include sitting upright, leaning forward and placing hands on the table. Wait at least 10 seconds after observing before making adjustments to your own body posture to match.
• Hand Gestures: Watch how your contact makes hand gestures when talking and, if applicable, do the same when it is your turn to talk.
• Voice: Review the tone, volume and rate of speech when your contact speaks and apply the same when you are responding with comment.
• Head Movement: Look out for head gestures such as a nod or tilt of the head and respond accordingly.
• Facial Expressions: Facial expressions may include a raised eyebrow or smile. Make a connection with your own facial expression to exemplify that you understand what the other person is saying and that you are engaged in the conversation.

Be careful though. If mirroring is not done sincerely, you can come off as dishonest and it can ruin your chance of making a positive impression. Take care in applying the tips above and avoid mirroring negative connotations in body language. Negative connotations may include crossing arms over the chest, looking at the clock or watch, leaning the chin on the hand, yawning and turning the body sideways.

Mirroring is a technique that is effective, easy to apply and offers a simple way for you to establish a connection in new ways by reinforcing perceptions and physical behaviors. Apply the technique during a job interview, networking, and many other instances in life to help build rapport and relationships with important constituents.

Many employers have found a new way to save time screening applicants. Today, more employers are first resorting to a telephone interview before inviting a job candidate to an in-person meeting. With more applicants available for each opening, employers do not have the time to invest in a meeting for every candidate that simply looks good on paper, so the telephone interview is used to screen a candidate and determine if he sounds as good as he looks on paper.

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Some of these phone interviews may include standard questions that ask about facts, such as your experience and any specific skills you have. However, there are also employers who dive right into some of the most challenging questions, such as giving you a scenario and asking for your response and plan to handle the situation described.

As a job applicant, there are benefits and disadvantages to a phone interview. Some people are well-spoken and are great on the phone, but in person, their nervousness gets to them. Some are more comfortable speaking in-person and lack personality on the phone. Under both situations, it can be a challenge when you don’t have feedback that may typically appear through face-to-face contact.

Regardless of the situation, you need to put your best voice forward to leave the employer with a good impression. This may be the only shot you have at getting a step closer to securing a job offer with them. Remember that the employer may change their mind about inviting you in for an interview if you fall short of their expectations or leave a negative impression on the phone.

Note that in a phone interview, your intonation is most important in how you come across, so you should be energetic and enthusiastic and change your tone to better engage the interviewer. You should also be prepared to ask some basic questions, although save the big ones for a formal interview.

Take the tips offered here to help put your best voice forward and further advance on an opportunity to a job offer.

• Treat every call you receive as an interview. Phone interviews may not always be scheduled. An employer may call you to respond to your submitted cover letter and resume, and the moment you pick up the phone an interview may occur right then. Most employers will be courteous to first ask you if this is a good time, but that does not always happen.  So, if you believe there is a chance an employer may be calling, be prepared by providing a professional greeting on your voicemail or when you pick up. Also be conscious of what the caller may hear in the background if you pick up the phone. If it’s not an appropriate time or place to talk, let it go to voicemail, but try to call back immediately when it is more appropriate for you to talk.
• Talk enthusiastically. Since the interviewer will not see your face, all they have to work off of is the voice you present, so make sure it sounds enthusiastic and energized with confidence. Try keeping a smile on your face as you talk and be aware of your tone and pitch so you do not come off sounding monotone.
• Watch your words. Keep a “can do” attitude when you talk. It will leave a more positive impression than if an employer were to hear, “I can’t,” “I don’t,” or “I haven’t.” Also be conscious of how you speak, to avoid the “ahs,” “errs” and “ums.” You can come across as unsure of yourself and lacking in confidence.
• Use a clear line. Many people list their cell phone number on job applications, cover letters and resumes, which is fine, as long as when the phone is answered you are under good reception. If you are the one initiating the phone call, use a landline to avoid static or dropped calls. Also important is finding a quiet location where you will not be disturbed or distracted.
• Be prepared as you would when you attend an interview in person. Keep in mind points that you can use to help explain how your previous experiences or skills make you a good fit for the open position. Also, always have questions in mind to ask during the interview that show your interest and desire to work with the company. Don’t forget to also keep your resume, a sheet of paper and pen on hand. You’ll need these items for reference or to take notes while on the call.
• Find out next steps. Interviews, whether in-person or over the phone, should end with an understanding of what the next steps are. If it was not covered, be sure to ask. The employer may also view this question in a positive way that you care about this opportunity and have a desire for it.

Remember, phone interviews deserve a follow up thank you note or e-mail to the individual(s) you spoke with – just as you would do after an in-person interview.

Treat phone interviews as important as a face-to-face interview. The impression you make on the phone will also be taken in to consideration when the employer is trying to decide between you and another candidate for the position.

Poor body language can derail an interview regardless of how confident and well-spoken you are. Body language is as much a part of your communication style as what you say verbally – it’s really about how you say it. Impressions are made within seconds of reviewing body language.

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Consider the first step to entering an interview – the handshake. While it may take less than 10 seconds to complete a handshake, in that time, the interviewer has already developed an impression of your character based on eye contact and the firmness of your shake.  A weak handshake and lack of eye contact can leave the impression that you are timid and insecure. A sincere and firm handshake with eye contact expresses professionalism and confidence. An overpowering handshake with a fixed gaze may come across as overconfident and arrogant. So, be cautious with your next handshake and start the interview off with a positive impression.

Body language is present from head to toe. Consider the following:

Posture: Whether you are sitting or standing, your posture projects a level of confidence and engagement in the conversation. When one slumps, it implies to the interviewer a lack of confidence and interest. Sitting stiff as a rock implies nervousness and it creates an uncomfortable situation for building rapport. Sitting at the tip of the chair implies you don’t want to be there. Lying back on the chair with your ankle on top of your other knee may come off appearing unprofessional and too relaxed. In general, crossing your arms and legs may be interpreted as building a barrier.

To project professionalism, confidence and engagement, consider sitting on the chair with your lower back touching or close to the back panel while leaning 10 degrees forward. Keep your hands relaxed in your lap and feet grounded on the floor.  When standing, avoid crossing your arms or placing them in your pockets. The point is to project a balanced posture that is not limp or overly stiff.

Eye Contact: Eye contact allows you and the interviewer to connect beyond words alone. However, there is a fine balance between good eye contact and when eye contact becomes a weird gaze or stare that can make the other person feel uncomfortable. When you stare without having breaks in between, a casual conversation can come across as a lecture.

Whether you are listening or speaking, maintain eye contact with your interviewer for a couple of seconds at a time (no more than 7 to 10 seconds) and then glance away before returning eye contact again. If you are looking down to take notes, look up occasionally, especially when it appears a special point is being made or when you are asked a question.

Voice: Speed, tone and pitch combined presents an impression. Talking too fast can be hard to understand and appear as nervousness. When your tone projects apology or defense, you can come across as unconfident and insecure. When you don’t make changes between your tone and pitch, you can sound monotone, making it more difficult for the other person to stay engaged.

Learn to take control of your voice.  If you are nervous, it can come across in your pitch so take a breath to help you relax before speaking. Be conscious of your tone and pitch to offer variation and to help emphasize certain points.

Bobble head: Some people have a tendency to bobble their head as a gesture of agreement, but when you nod in excess during a conversation, it becomes a distraction and can be interpreted as though you are agreeing on everything for the sake of wanting to please. You can lose credibility in such instances.

To avoid appearing like a bobble head, nod occasionally to show you are still engaged and have control over how you nod. You can also tilt your head slightly to the side as though you are trying to listen more carefully as another way to show you are engaged.

Extremities: There are people who do certain things out of habit, such as flaring arms while talking, twirling hair, playing with a pen in hand, rocking back and forth on a chair and shaking or thumping their feet. Many of these actions occur unconsciously, however, these are distractions to the person you are speaking to and may be perceived as signs that you are bored or have trouble focusing. Some people also touch their nose or face frequently when they are nervous.  An interviewer may perceive this as a sign that you are not being totally honest.

Be conscious of what you do with your hands, legs and feet and that will help you take control of your movements.

Be aware of your own body language and also read your interviewer’s body language to give you hints about how she is responding to you. The interview may start off very formal, but as you both become acquainted with one another, the mood may relax and you may adapt your body language to reflect what you sense from the interviewer.

There is no absolute rule around body language, but it would be wise to avoid any chance of being misinterpreted. You can properly prepare your body language before heading into an interview by watching yourself in the mirror act out how you introduce yourself and speak. Another helpful way is to have someone interview you and video record the entire session. Review how you present yourself and become aware of problem areas to adjust before your interview.

Want to really own the interview? Proactively take the next step in identifying a company’s woes.

For example, Bill was interviewing for a senior sales executive role with a Fortune 500 company and he really wanted this job. He was interviewing with the CEO and at that time he was asked the basic question, “So what do you know about us?”. 

Bill replied with some information that anyone can find online and then added: “You clearly have a brand reputation for providing the highest quality and personalized service. So I thought it would be interesting to mystery shop some of your locations. I also mystery shopped your 2 biggest competitors to see what they thought about you. Want to know what I found out?”.

Well the CEO jumped out of his seat and what started as a 30-minute scheduled interview turned into a 90-minute enthusiastic discussion of what Bill saw as problems and opportunities and how he would address them. During this time he asked the CEO dozens of questions and was able to develop both professional and personal rapport.

Yes, he got the job!

Note that this can be used for most jobs. Just imagine that you’ve been asked how you would fix their problems and plan to go into detail as to what you learned and how you would apply a solution. Makes a world of difference in differentiating yourself and leaving a positive impression.

A long time ago I was being screened over lunch by an executive search firm. Everything was going fine and as we reached dessert, the partner looked me straight in the eye and asked, “What would you do if you inherited an elephant?”.

I kind of laughed but he quickly followed up by saying, “I mean it, what would you do?”.

I gave him my answer and then asked him why he would ask such a question.

Apparently the answers you give tell a lot about your makeup, he told me. For example, a sales person would tell you ways to make money giving rides, a marketing person would showcase it into a promotion and an operations person would worry about care and feeding.

I actually found this to be very accurate and have used it over the years.  What are your thoughts?

In today’s electronic age, there is often some confusion as to whether you should send a thank you note after an interview. Some people believe it is not necessary and others think it is a nice touch. I will go beyond that and say it is a must!

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That’s how long it takes for an employer to decide whether they want to hire you or not. First impressions set the tone for the interview and in the vast majority of cases, once that impression is set, it is not usually turned around. So here are some important tips you can use to ensure you make a great first impression.

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Most people who are interviewing have 1 thing in mind – get a job offer. This is certainly the proof that you interviewed well but before you accept that offer, make sure you did some appropriate interviewing on your own.

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