Use Interview Pointers To Prepare For Job Fairs
by Sarah E. Needleman

For many job seekers who attended a recent job fair in New York, the event was just that -- fair. An estimated 3,000 visitors thronged Madison Square Garden, waiting in long lines and navigating crowded aisles to meet with recruiters, most for only minutes at a time. Even worse, the majority failed to land follow-up interviews, but recruiters say that's likely because they didn't come prepared.

For instance, only six of about 300 applicants were offered follow-up interviews with Ricoh Business Systems Inc. in Fairfield, N.J. JoAnn DeMaio, the company's corporate recruiting manager, says these candidates demonstrated a basic understanding of the office-products manufacturer and showed sincere interest in landing a job there. Plus, they behaved and dressed professionally and had some sales experience, she adds.

Doing research on Primerica Financial Services helped Roger Foltynowicz, a first-year graduate student at Pace University in New York City, land an interview for a financial consultant's job at the Duluth, Ga.-based insurer. "I found out that the firm trains employees for their [broker's] license. Since I already have it, I knew it would be to my advantage to point that out to the recruiter," says Foltynowicz, who's studying investment management.

Still, no matter how well-prepared candidates were, competing for jobs was tough because the event was densely packed. John Stabile, a 2002 graduate of Framingham State College in Massachusetts, stood in line for over an hour just to enter from the lobby, which was freezing because its far end was open to the cold outdoor air. "I'm glad I did it, though," he says. Stabile landed two follow-up interviews for sales jobs. One resulted in a job offer a week later. He accepted.

Another frustration for job seekers was that the fair failed to offer what was advertised -- a variety of employers and employment opportunities. Only about half of the 40 organizations expected were in attendance. Further, most were in the financial and insurance industries and the majority of the job openings available were for experienced sales and financial-services professionals. For job seekers such as 2002 Ohio University graduate Alan Peterson, however, the fair was still worthwhile. He's been searching for a job as a financial analyst since May, e-mailing five to 10 resumes a day to employers. "It was a bit discouraging, but at least you got to meet recruiters one-on-one and let them get a feel for who you are," he says. "I definitely expected to see a lot more types of employers though."

Still, taking advantage of job fairs and other employment-related resources appears critical for this year's graduating class. College hiring is expected to be flat this year, reports the National Association of Colleges and Employers in Bethlehem, Pa. A recent job-outlook survey by the association shows that nearly 60% of employers plan to make additional cuts in college hiring in 2003. Still, 75% of employers surveyed say they plan to participate in career and job fairs on campus.

Getting Prepared

If you'd like your job-fair experience to be worth braving the likely crowds, follow this advice from recruiters on how to land a follow-up interview:

1. Research the employers. Recruiters are more likely to grant follow-up interviews to job seekers who demonstrate knowledge about their company and the jobs they have to offer. "Candidates shouldn't be asking me questions," says Brendan Naughton, sales manager at New York Life Insurance Co. in New York City. "You only have about 30 seconds to speak to me, so use that time to give me a quick summary of your qualifications and tell me why I should hire you." A list of employers is generally printed on a fair's ads, brochures or Web site.

2. Practice your presentation. Weak communication skills can give recruiters a poor impression, says DeMaio. "If someone can't present themselves well to me, how are they going do that for our Fortune 500 clients?" she asks. To prepare, rehearse a 30-second speech that tells what you know about an employer and how you qualify for the position you're seeking, recommends DeMaio. Also, practice speaking clearly and with a smile on your face.

3. Dress professionally from head to toe. There was no coat check at the New York event, so most job seekers wound up wearing outdoor coats over their business attire. "Many people dress in nice suits, but you can hardly tell because they have on casual jackets," says Martin Murphy, Northeast regional sales recruiter in Parsippany, N.J., for T-Mobile USA Inc., a telecommunications company. As an example, he points to a man wearing a coat with a large sports-team logo on the back. "When you're making an initial contact, you want to put your best foot forward," he says.

4. Behave as if you're on a "real" interview. Your candidacy may be jeopardized if you ask questions that aren't appropriate for an initial conversation with a recruiter. For instance, don't ask how much a job pays or what benefits it offers. "That's just rude and unprofessional," says Naughton. "Use the same judgment as you would for any other type of professional interview."

5. Keep your hands dry and clean. Before you shake a recruiter's hand, make sure yours is clean and dry, says Tiffany Cota, recruiter at Shore Road Financial Group, an agency of the Metropolitan Life Insurance Co., in New York City. "Nobody wants to touch a sweaty hand," she says. Keep a handkerchief handy for the occasion.

Remember, be patient with the recruiters you meet at a job fair. They may be talking to thousands of job seekers for hours at a time. Consider that by necessity many operate on a don't-call-us-we'll-call-you basis, so keep your expectations aligned with reality. "I get 60 to 70 calls from people the following week asking me if I remember them and where they stand in the interviewing process," says Kelly Rescer, field recruiter at U-Store-It, a storage company based in Cleveland. "I tell them that I'm going through piles of resumes and if I'm interested, I'll call them."

Ms. Needleman is associate editor of CollegeJournal.com.