How to get a job by controlling the frame during an interview
















After talking with a lot of recruiters, we realized that a huge percentage of people lose a job opportunity because of two reasons: appearing needy and not managing to keep recruiters' attention. And most importantly, those people do not even realize that they seem that way or that they sound exactly like everybody else. Could that be you?

Let's start with the usual scenario. You prepare for the interview. You appear ten minutes earlier (not too early to appear needy and definitely not late right?) Then they ask you to wait. And you do. Then they tell you that you need to wait ten minutes more for the recruiter to finish the interview with the guy that came for the same position as you do. You smile and say something: It's ok, take your time! Then you enter, and they tell you to sit down. You do. They tell you that the interview is starting. You now have that stressful feeling in your chest. They ask you to talk about your experience. Perfect. You have practiced that. I did that. Then I did this. Then I went there to study that. And afterwards, bam! I managed to build that and create this. (How awesome am I?, you might think, if you have enough things to say). I am perfect for that role. But you know that you need to be open to discussion. You throw in the "What do you think?" question to engage them in conversation. They smile. You made them feel important, you want their opinion, you built rapport. Great!. They tell you that the interview is finished. You breathe out. You make a joke about you being stressed during the interview. They smile and tell you, you did great. You get out. You wait. And wait. Then you decide to start searching for another job. Good choice. That interview went horribly. Did you notice?

If you didn't. Don't worry. You are not the only one. There are a lot of things that went wrong (or "just ok"). We will focus in two. To understand the first one, let us introduce you to the concept of frames.
Every person carries some frames with him. Every time you interact with someone, there is a frame collision. Your frames collide with the other person's frames. The stronger wins and controls the conversation. Everytime that you are in a situation where you react to what another person says or does, he/she controls the frame. Give it a minute to sink in. 

We will repeat: every time that you are in a situation where you react to what another person says or does, he/she controls the frame. When you appeared they asked you to sit down and wait. You reacted as they told you to do. They control the local authority frame. Then they told you to wait and you did. They control the time frame. Then you are just one more person in their recruiting pipeline. The control the value frame (they control the value that you are trying to reach). Then they tell you that they start the interview and you react to their questions. Local authority frame again. We can go on. But we won't. You got it. You are losing each single frame. What could you have done differently?
Oren Klaff is used to raise hundreds of million of euros by using a very specific method. Once you have been exposed to the method, your view of human interactions will be transformed in an amazing way. The cool part, this method works with every interaction. In his amazing book Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, Oren explains beautifully how you can use it in each and every interaction that you have during the day. And you can use it to get an amazing job, convince people to follow you and support you. Klaff explains that each frame you can encounter you can fight it with another specific frame. We will not go into details here for which frame is best to use in each situation (if you are interested in that I highly suggest reading the book) but we will discuss one important frame: the value frame.

You know that you control the value frame when you control the value. If your son is asking you for money to buy candies, you control the value frame. When you go to an interview the usual situation is to believe that the recruiters control the value frame. They can give you the job or reject you. What you need to do is to re-frame everything as if you are the value. How can you possibly do that, you might ask. Let's see a couple of examples.

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First thing to keep in mind: recruiters usually get paid when they find the right candidate. And their reputation can be destroyed if they send the wrong people. The companies that used to be their clients can turn to other recruiting agencies. Or if the recruitment process is being done by the Human Resources department of the company, they can get in trouble if they make the wrong choices. Moreover, they have deadlines and they are running to find the right person in time. Do you see where am I getting with that?

People ask you to wait longer till they finish with the previous interview. How can you get the value frame under your control? If that waiting time is prolonged, just by stating "I thought we had an appointment for 14:00. I consider my time as valuable as yours and I will have a second interview this afternoon. I was looking forward for our interview but now I believe we should reschedule for another day. I will send you my availability unless you believe we can get to the interview soon". Stop and wait to see what happens. Boom! Now you control the value frame. You have more options. More people consider you "interview" material. Your time is valuable, it is not just you sitting at home all day waiting. They need to be on time, keep their commitments, they have their deadlines. To be honest you are actually applying a lot more techniques with that statement: you also control the ethical frame (they should not abuse other people's time) and you are applying a push-pull technique-check the book for more info.
A simple second example: they asked you about your experience and then you started listing the things you do. First things first. Who is reacting to who? You to them. Aka: they control the frame. You have collected all the relevant experience and telling them. They hear, nod, take notes. What could you have done differently?


As I said: you are the value. Every single experience that you consider relevant to the job position is valuable for them (by the way, if you are interviewing for your first job, so you do not have previous experiences, then I highly recommend reading the book Brag!: The Art of Tooting Your Own Horn without Blowing It. It has a very specific method with which you can collect all the non-professional experiences and create a powerful interview toolbox that you can use. Great book). How can you make them react to you, and get more information? How can you avoid asking "What do you think?" and potentially seem insecure? The trick here is simple and effective. You can say something like: You mentioned that your client (the company they are recruiting for) is interested in developing his {marketing} program. That remind me of a project I deliver to {name of ex-employer}. I worked two years and together with the team we developed a powerful solution combining {that} and {that} skill set. If your client doesn't share this view of solving problems I am not sure if we can work together. But if he has a clear understanding of that approach I believe we can build something great together. What is your client's current approach?

Magic happens. You are the value. You have the experience. Now, they have to respond to you and justify the good fit. And you applied again a push-pull technique. By the way, if this is your first job then you can change the message: You mentioned (in the job description maybe) that your client is developing his {whatever} program. That remind me of a story that happened a couple of years ago. {Input a story that highlights one of your key personality traits, --showing-- the way you react to problems and challenges.} If your client doesn't share this approach when dealing with challenges I don't think we can work together. But if he does I believe we can build something great together. What is your clients current approach?

At that point you might be thinking, how am I going to pull out all those stories right on the right time. The book Brag!: The Art of Tooting Your Own Horn without Blowing It that I mentioned can help you a great deal with that. You will be a able to create a lot of stories that you can use anytime: in interviews, in your job environment, in meetings etc. It gives you a powerful way to show people your achievements and personality in a very natural and warm way.

There are a lot more opportunities to control the value frame. Check the timeline of the interview we described before and think how you can transform each event as an opportunity to control the frame.

To finish, we know that sometimes the whole process can be overwhelming. Interviews can be very stressful. And people put too much pressure on themselves. The easiest way to do great in an interview is by having inside information about the sector and the company. That can help you get prepared and you might even come with a referral. This approach is complimentary to the interview process and we have seen it to be really powerful. If you want to try this approach, at a cost equal to a cost of a simple lunch at a restaurant check this. And make sure you book a free 15 minute session with us afterwards to give you specific advises. We will be happy to do so.

Make sure you subscribe to get informed about the next article, tackling the second reason people fail in interviews: losing the recruiters' attention.


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By Dimitris Bronowski

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