Want to land that job? Communicate like a CEO

In this economy, job seekers face a tough market, despite strong job growth. Some apply for more than a hundred jobs before landing one.

Many are looking for any edge they can get—to secure a coveted interview, and eventually, land a position they’re excited about. In his book, Sell Yourself Like a CEO, headhunter Ryan Sheppard provides valuable guidelines for anyone wanting to advance in their career.

Sheppard, who works closely with CEOs, argues that top leaders have skills that anyone in the job market would do well to emulate. Here are five ways to sell yourself like a successful CEO would:

1. DEVELOP A CEO MINDSET

A strong CEO is able to convey their vision—and the mission of the company— clearly to stakeholders. “I have always been impressed with what CEOs bring to their role,” says Sheppard. “They present a powerful vision and demonstrate leadership.”

Sheppard encourages readers to think like a CEO by taking ownership of their careers, and bring to each interview a vision and sense of direction. They should manage their career and resources the way a CEO would direct a company.

2. COMMUNICATE WITH CLARITY

If you want to impress the hiring manager, you’ll need to communicate with clarity. Sheppard encourages job seekers to “boil their goals down to one sentence.” For example you might choose something like this: “I see myself leading a technology company through a major transformation, from a volume-based to a value-based firm.” (For further insight into how to develop that one sentence message, see my book, The Job Seeker’s Script.)

Clarity in presenting your goals also involves the ability to see into the future. Sheppard says for job candidates clarity means “knowing what you see yourself doing; where you want to be in 5 years; and what’s important to you as you look ahead.”

3. SHOW CONFIDENCE

Third, it’s important to show confidence in your job search. Some candidates are hesitant to say what they’ve contributed. In praising their team, they may fail to show how they added value. While you shouldn’t appear egotistical or arrogant, emphasize your strong leadership and accomplishments.

If you want to project the confidence of a successful CEO, Sheppard recommends that you go into the interview with a “confidence inventory.” “Write down situations in which you faced—and overcame—challenges,” he says. Memorize these talking points and bring them forward in the interview. Selling yourself is about presenting the leadership you have shown in your career. Have the confidence to act as if you are the leader whom the company is hiring for.

4. PROJECT CHARISMA

It is also important to project charisma—another key attribute for successful CEOs and those in the job market.

Top leaders know what charisma is. A misconception is that charisma is self-centered and that it reflects a big ego. On the contrary, Sheppard says charismatic individuals make others feel great. Sheppard advises that you strive to “be interested, not interesting.” He says that successful CEOs are focused on others, not themselves.

He advises successful job seekers to “know the power of asking great questions, being curious, taking a genuine interest in the interviewers. You might say “Tell me about the growth plans of the company.”  “What are the key challenges the company faces?” “How will you and I collaborate?” “What challenges should I expect in this role?”

All these questions show your unselfish interest in the company and they will allow you to project true charisma.

5. DEMONSTRATE YOUR NEGOTIATION SKILLS

The final step of the process involves demonstrating top notch negotiating skills. Have the courage to ask for what you feel you are worth.

“Negotiating with a future boss can be very intimidating,” Sheppard acknowledges.” When a future boss asks ‘what is your salary expectation?’ the candidate has often not thought it through.”

So Sheppard advises that you “come prepared to name a figure or a range. Before the interview, add up the components of your present salary package.” The total might include your base, bonus, and benefits. “Then negotiate a percentage increase, say 8-10% more than your present package gives you.”  says Sheppard. “That is rarely done. Candidates will often say ‘I’m hoping for such and such an amount.’ The essence of negotiation is to be clear about what you want. Whatever number you ask for, ask with conviction.”

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