Often, the first step in the hiring process is the telephone interview.

Companies and the recruiters they employ use the telephone interview to develop a pool of candidates to look at closer, and to pare down the number of applicants for a job opening.

The advantages to the company are:

• the cost is less.
• the list of questions can be standardized.
• the interview can be delegated to a lower level (cheaper) employee.
• it can be done quickly.

Since you are unlikely to win the job from a telephone interview, your goal is to secure an in-person interview with the person who has the authority to hire. Approach the call with that attitude.

Managing the Telephone Interview

Try to reschedule surprise interviews. Say that you have a conflict and suggest a time you can call back. When you call back, be prepared for the call just as you would for a full-dress interview.

Have ready

• pen and paper, a calculator
• the job ad and the resume and cover letter which you sent in response to the ad.
• a list of your accomplishments which relate to the job you are discussing.
• research you have done on the company.
• a short list of questions about the job.
• your calendar.

• Smile - it comes through in your voice.
• Speak directly into the phone.
• Don't smoke, chew gum, eat or drink anything. It all telegraphs to your listener.
• Stand up. Your voice sounds stronger.
• Avoid ah, er, hum. This habit is especially noticeable on the telephone. This takes practice. So practice.

• Confirm the caller's name and company. Get the caller's telephone number.
• Be aware that the caller can't see you - can't see your hand gestures, can't see you taking notes.
• Pace the call. Let the caller do most of the talking, without interruptions.
• Do use the technique of repeating or re-phrasing questions. It tells the caller that you listened carefully, and gives you time to think about your answer.
• Avoid the simple yes or no; add selling points at every opportunity.
• If you need time to think, say so - as in radio, silence during a telephone conversation is dead air time.
• Compensation issues come at the end of the interviewing cycle, never at the telephone stage. You can truthfully say you don't know enough about the job to state a salary figure. And, of course, you would need a personal interview to really talk with the company.
Which is another way to go for the personal interview. Re-affirm your qualifications, express your interest in the job and the company. Say you would appreciate the opportunity to talk about the job further - in person.

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