Home > General Career Advice, Interview Advice > People don’t buy things

Lloyd Dicks

Lloyd Dicks

We have all heard it before.  It is written in every sales or marketing book ever written.  People don’t buy things they buy what those things can do for them.  A man shopping for a  50mm bit for his drill, really doesn’t want a drill bit, what he wants is a 50mm hole.

This should be at the top of our minds when looking for a new job.  Your job, as the candidate, is to show the prospective employer, that you are the solution to his/her problems.  Think about it as if you were sitting on the hiring side of the desk.  What would you want to know about the person you were interviewing?  

If you were recruiting for a receptionist you would want a well-groomed individual, who spoke well, and would enhance your companies image.  The person would need exceptional people skills, a pleasant disposition, and the ability to work in an often-stressful environment when it gets busy.   The person will need to be efficient and accurate, you wouldn’t want them to take down the wrong number when taking a message.

When you think of it like this (from the hiring side of the desk), it is easy to identify what characteristics the interviewer is looking for in you, the candidate.  They want to know that you are presentable (so include a small photo of yourself in business attire in the CV and make sure you dress well for the interview).  They want to know that you enjoy people, so include examples of opportunities you have had in dealing with people.  They want to know that you are efficient and accurate, even under stressful environments, so make sure you demonstrate that you have handled this before.  

Before you start looking for a new job, sit for a while and imagine that you were on the hiring side of the desk.  What characteristics would you be looking for?  Write these down on a piece of paper.  Then decide how your personality and skills can solve these problems for the employer, and make sure that your CV shows this.  When you are interviewed, emphasise these abilities to the prospective employer.  You will be surprised how you suddenly understand why interviewers ask the questions they do.

It is all about making the interviewers decision to hire you, as easy as possible.  It is your job as the candidate to show them that you are the solution that they have been looking for.

Lloyd Dicks

Lloyd Dicks – Founder of the JobFishing website.  After many years contracting in IT roles, in South Africa and abroad, Lloyd has spent the last 12 years in the recruitment and selection business.  He is currently Sales Director of Star Personnel Recruitment (Pty) Ltd.  While very much involved in the recruitment of top IT staff, Lloyd is also a Job Coach and Trainer. 

, , , ,

Comments are closed.