7 ways to steer your job interviews

Robin Ekholm - June 18, 2021
DIQQ staff walking towards camera in Amsterdam with a tram in the background.

When you have an interview with a potential candidate, it is essential that you know what you are selling, that you are original in your story and that you come across as energetic. But it is not that you are always lucky because of this, is it?

At DIQQ, we like to help our candidates and clients with tips in addition to our recruitment and selection processes. That is why I have written this blog about various neuromarketing techniques and how they can influence a situation such as a job interview.

Someone well known for this is Robert Cialdini: Professor of Psychology and Marketing at Arizona State University and known for his authoritative book 'Influence'. More than a million copies of this book have been sold worldwide. Cialdini is therefore considered an authority when it comes to convincing people.

Robert Cialdini also devised 'The 7 principles of influence' that people can apply in their daily lives. Whether this is in marketing research or during a sales conversation, these tips can help you make sure that the conversation goes the way you want!

The 7 principles of influence

1. Reciprocity

The idea of giving and getting something in return plays a subconscious role in our choice process. If a company has done something for us, even a small gesture, we are inclined to do something in return. Even if it is only a cup of coffee that you offer at the beginning of a job interview, there is a good chance that you will come across as sympathetic—definitely an excellent way to make a good first impression.

2. Consistency

People make choices that seem logical to them. Once the first steps have been taken, the second will quickly follow. A path that has been chosen will therefore not be changed quickly. Sellers apply this technique, for example, by first asking a few questions that are always confirmed. This actually increases the chance that the answer to the next question is also favourable. When asking questions, start with questions of which you know you will get a good response.

3. Social proof

People are inclined to follow others. Especially when a person is uncomfortable in a certain situation, they tend to look at others and most likely follow their lead. It strengthens people's belief that they are making the right choice. A great example of how to apply this is to your organisation is to have good references from your employees.

4. Sympathy

People we like are more likely to be believed and trusted. We are therefore more likely to follow them in their advice and choices. A good influencer, therefore, creates a goodwill factor, for example, by complimenting the other person. Be sincere and original; this way, you will leave a lasting impression during your conversation.

5. Authority

Professionals and celebrities have more persuasive power than someone who is just like all the others. Simply put: what an authority figure says is often taken for granted. In practice, this is used, among other things, by certificates of quality. Testimonials of, for example, future colleagues are often authentic, so let them do the talking to improve the status and reputation of your organisation. This can already help to give you more authority.

6. Scarcity

People are sensitive to the risk of missing out (Fear Of Missing Out). By creating a sense of short supply, they are encouraged to take action more quickly. By appealing to their 'greediness', people are more quickly tempted to buy a product. Are you having multiple conversations? Be honest. In this way, you can set the right expectations and at the same time get the other party to act more quickly.

7. Unity

People like to belong to something, for example, a community. People are simply influenced by people who interest them. As a company, you can play cleverly on this by clearly stating your mission and vision in your job ads. This way you can work together as a team towards the same goal!

Of course, it is not certain that these tips will always be successful. However, it has been proven that in most cases, it actually contributes to a positive experience. Are you curious about more tips from DIQQ? Keep an eye on our social media and blog pages!

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