How did they do it? Probably not by being pushy or using a canned spiel. Instead he or she probably took the time to understand your needs, and demonstrated how they could help fill those needs. No doubt, you probably still remember this individual not for taking your money, but for doing you a favor. 

The on-site interviewing process is also a kind of sale you are both the product and the salesperson. Your job is to sell an interviewer on your abilities, transferable skills, and personality. However, if you're unprepared to discuss and highlight your unique features and benefits, you're not likely to motivate an interviewer to 'buy. While on-campus and screening interviews are important, on-site visits are where jobs are won or lost. Let's hit some detailed steps to the on-site interviewing process to give you the competitive edge with your sell. 

Planes, Trains & Automobiles

Unlike on-campus and screening interviews, on-site visits require travel to the interviewing company. Some companies cover the travel expense associated with on-site visits. This generally includes, air, train or cab fare, plus hotel, meal and mileage expense. However, before you incur them, you are advised to verify what expenses are paid for, if at all. If applicable, be sure to discuss reimbursement procedures as well. 

When a company is within driving distance, you will be responsible for securing ground transportation to and from the site. If not, when a company covers the expense, it normally has agents that arrange both travel and stay for you. Upon arrival to your hotel, schedule a wake-up call, and consult the concierge to arrange for a cab pick-up. Bring extra money for unforeseen expenses and have the names and phone numbers of those you will be meeting with in case your plans change unexpectedly. Anything can happen during travel and you need to be ready for emergencies. In addition to your best outfit, take an extra shirt or blouse in case any part of your primary interviewing attire is damaged. 

Know the Client

Demonstrating knowledge about the employer and position you're interviewing for is perhaps the best way to communicate your interest in a company which is almost as important as your ability to do the job. Learn as much as you can about the company beforehand. Know its products and services, profit margin, major competitors, history, or anything else you can think of. 

Frank Edmonds, vice president of general management for Xerox says, "I can't tell you how much of a turn off it is when I'm 15 minutes into an interview and a candidate asks me, 'What does your company do?' If a candidate is serious about securing a position with my company, it will definitely show in the amount of preparation and research they do before the interview." 

It is even more important to demonstrate your knowledge of the position you're interviewing for. Obtain a copy of the job description from your campus placement office or via the Internet, and research the role prior to the interview. This will help you identify which skills are most important to the job; consequently, you'll be able to better relate your experiences to the position. Research will also help you determine whether the position complements your goals and interests. 

Ken Spruill, human resources and workforce diversity officer at Wachovia, advises that Web sites are a great source of information on companies. Don't limit yourself to the information in the candidate portions of the site. Valuable information about product and service offerings may be found elsewhere, and this type of information may give you the edge needed to get 
the position you're after. 

Know Your Product

Many candidates stutter their way through a disjointed litany of "resume sound-bites." Congratulations on winning the on-site interview, but if you only repeat your resume, you aren't likely to convince the interviewer you're the right person for the job or 'make the sale.' 

One of the keys to making a successful sale is product knowledge. Before the interview, analyze your strengths and weaknesses to determine exactly what you want and do not want to say. Prepare "short stories" about yourself that highlight your experience and exemplify traits employers most value. Evaluate questionable areas in your record employment gaps, 
lack of experience, and low grades and be prepared to offer a strong case for these blemishes. It is important to be able to discuss in detail the experiences listed on your resume not just what you did, but the lessons learned, challenges overcome, and results gained. 

Jackie Richmond, vice president of social marketing for Porter Novelli, says that in any interview, you should be able to explain how your background and experience relate to the position. Be concise and to the point, so that the interviewer doesn't have to try to interpret your remarks or read between the lines. Your objective should be to convince the manager that you represent a viable solution to his or her need. 

Spruill of Wachovia adds that many employers are now using behavioral interview questions as opposed to the traditional ones like, "What is your greatest strength?" Behavioral questions (e.g., "Tell me about a time when ") require answers that contain a situation, task, action, and result; and, are usually more anecdotal in nature than answers to traditional interview questions. You should prepare to talk about past experiences in this format in order to have successful interviews. 

Overall, interview preparation will help you to articulate your strengths, and prevent you from volunteering negative information about yourself without the necessary, positive 'spin.' 

Dress for Success

My father once told me, "You have to look the part to play the part." You may take pride in wearing the latest fashion trends the baggy clothes and pierced ears, or hip-hugger mini skirts with high-heeled clogs. However as appropriate as this look may be on the social scene, it can be the kiss of death in a professional setting. 

Invest in a conservative business suit. Wear spotless, ironed clothes, leave your jewelry at home, shine your shoes, wear a belt that matches your shoes, and for men, never under any circumstances, wear white sweat socks with your professional attire. It is also important to invest in a quality, all-weather coat and large umbrella. This is especially important when traveling from one region of the country to another. Unfavorable weather should not prevent you from arriving at your destination looking your best. 

Richmond of Porter Novelli advises that the way you present yourself sends a clear message about how you perceive yourself."First impressions are difficult to change. Wear something tasteful to the interview; and, if you are worried about how it looks, don't wear it. The last thing you want to do is to distract the listener. You want the interviewer to focus on what you are saying and your credentials, not your outfit." 

Spruill adds, "Overdressing for an interview will never be held against you, while under-dressing may cost you the job. Annual reports and Web sites are often excellent sources of information on what conservative, acceptable attire is appropriate for the 
first visit in-house. Additionally, if the company has a local office, an informal walk-by may provide just the information you need to make the right visual impression." 

Be Positive

If you don't express confidence during the cordial atmosphere of an interview, what may a recruiter think will happen to you once exposed to the harsh realities of corporate America? People feed off the energy generated by a positive, self-assured attitude. In fact, it only takes 7 seconds to make a first impression! That's not a lot of time to sway a recruiter's opinion in your favor, so take advantage of it. 

Research has shown that we send 55% of our messages through body language, 38% through tone of voice, and only 7% through words. We conduct the majority of our face-to-face communication through eye contact, posture, gestures, expressions, and tone of voice. If you neglect the power of non-verbal communication and convey a hesitant attitude, you greatly diminish your chances of interviewing success. 

Richmond points out that the interviewer is also watching and listening to you to determine how well you will fit into the existing work environment. "Will others find you easy to work with? Will you quickly find your place in a team that is already formed? And, yes, will others like you? It might sound trite, but people skills are an essential component of this process. Let's face it, tasks are successfully accomplished by people working effectively together." 

As an interviewee, you need to, and should want to talk about yourself and you should do so with confidence. After all, you are not trying to win the job for someone else. However, in selling yourself to the interviewer, it's important to distinguish confidence from arrogance. The confident person knows the facts and relates how those experiences prepare him or her to 
deal with the challenges that await them. The arrogant person often magnifies the situation, and focuses on the accolades he or 
she has received and in turn, neglects to communicate the relevance of those experiences. 

Ask Questions

When an interviewer asks, "do you have any questions?" never answer with a "no!" How can you make one of the most important decisions in your life accepting a job offer without knowing more? Even if you think you are sold on the position and are clear on the responsibilities, you must speak up. If you don't the interviewer may assume you're not interested in the position. 

Edmonds of Xerox adds: "Good questions elicit positive responses from the employer, and demonstrate your interest in and knowledge of the organization. By asking intelligent, well-thought-out questions, you show the interviewer that you are serious about the organization and need more information. It also indicates to the recruiter that you have done your homework." 

It's also important to know what questions not to ask. Don't ask questions that are answered in the company's annual report or employment brochure it demonstrates your lack of preparation. Avoid asking interviewers personal questions that might put them on the defensive educational background, marital status, past work experience, and so on. And don't bring up salary or benefits in the initial interview it can sound like, "What's in it for me?" Concentrate first on convincing the interviewer that you're the best person for the position. 

The Close

What you do after the interview is just as important as what you do before and during. You must write a thank-you letter within 48 hours after the interview. This simple courtesy reminds the interviewer of your visit, and may spur a reconsideration of your candidacy if it was in question. If you do not hear a reply from the interviewer in a timely fashion, it is perfectly acceptable for you to call him or her in follow-up. As effective as this standard sales approach can be, surprisingly, many people neglect it. 

On-Site Etiquette

Before the interview, make sure you're equipped with the bare essentials. Bring extra copies of your resume and of any paperwork you may have forwarded to the employer; the names and contact information of references; an updated college transcript; a copy of your best writing sample; a portfolio and a non-plastic pen. Going to an interview without these items is 
like a soldier going to battle without his gun. 

When entering the business office, always introduce yourself to the receptionist, and state the time and purpose of your visit. After this brief introduction, thank the receptionist for her efforts, and have a seat in the reception area to gather your thoughts or to review any material pertaining to the interview. 

Expect to meet with a variety of people outside the initial interviewer. This list of people may include the head of the department in which you would work, your would-be immediate supervisor, associates and support staff, and fellow college alumni. Greet everyone to whom you are introduced to with a pleasant smile, eye-to-eye contact, and a firm (and well-practiced) handshake. Whenever possible, use the person's name in the greeting it will help you remember it for future use. If you failed to catch the name during the initial introduction, kindly ask for it again. At all times your demeanor should be cool, calm and friendly. 

Some recruiters may invite you to lunch or dinner during the on-site visit. When ordering food at a restaurant, follow the host's lead. For example, don't order a 20-pound steak if the host is having a more moderately priced entrée. If you have anxieties on what to order or are unsure of your table etiquette, order something that is easy to handle, such as boneless chicken breast or filleted fish. Avoid ordering difficult or messy foods such as shellfish, and never order alcohol. In addition, don't overindulge gluttony is one of the deadly sins for a reason. 

One More Thought... Timing is Everything

There is a statement that reads, "if you're early, you're on-time; if you're on-time, you're late; if you're late, you're forgotten." You may have done extensive research on an employer, practiced your interviewing skills, asked all the right questions, and provided all the right answers during your visit, but if you're late, it all goes for naught. As obvious as it may 
seem, your first priority is to arrive at the site at least 15 minutes early. 

Prior to the interview, map out your travel route and perform a dry run the day before. This decreases your chances of getting lost, and gives you an idea of the traffic patterns during the hours preceding the visit. The day of the interview, leave even earlier than you did during your dry run accidents and unexpected delays have caused many interviewees to be "forgotten." If the site is not local, the evening before your interview, secure a hotel room close to your destination. It is important to arrive early, but equally important to arrive well-rested. 

Interviewing the Bottom Line

The secret to on-site interviewing success is not locked in a vault secure enough to trip the cleverest thief rather; it's a mix of preparation, confidence, and most importantly, common sense. Take your career into your own hands. Prepare for the interview as you would a final exam. Like your final, the interview is a test, and your success will be a direct reflection of how well you have prepared for it.