I’m involved in the selection process to hire an Executive Director for a licensing board. Following resume submittals, we distilled the candidates based on qualifications. There were several who are very qualified with education, experience and setting-familiarity.

The next step was to conduct phone interviews with each of them. Interestingly, only half of those who participated in the phone interviews were invited to continue in the process. What made the difference between those who were selected and those who were not?

What Matters

It came down to how they presented themselves. Even though it was over the phone, they gave an impression of themselves that was very telling. They showed themselves in ways that helped or hurt their presence.

What Hurts

You also, reveal yourself over the phone to your clients, probably unbeknownst to you. Your phone presence reveals a volume of information that you may or may not want to convey. Here are some observations I made of the behaviors that you may want to be aware of as you speak to your clients, prospects and potential hires.

• Interruptions; talking over someone
• Long-windedness
• Always selling yourself
• Expressing your opinions too strongly (over-confidence)
• Expressing your opinions too weakly (over-reticence)
• Reasons given as to why (blaming, resenting)
• Over-expressing assurance of your capabilities

What Helps

Other behaviors that demonstrate a favorable perception

• Pleasant: quick to laugh, positive disposition and graceful understanding
• Fluid in speech: articulate, succinct and clear
• A (very) brief pause before speaking
• A simple statement assuring your competence
• Asking questions that demonstrate your experience

There is much more that could be addressed on how to interview and be interviewed. But the point is that if you ever believe that your education, expertise and experience are all that matter, you are sadly putting yourself in a losing position. In the end, it’s only you—who you are and who you are becoming. Make sure you show yourself worthy of the conversation.