How to Work the Phone

Everyone, from forklift drivers to corporate executive officers have one thing in common: they all need phone interview skills to make a positive first impression. And there's only 15 seconds to make one.

That's the biggest lesson Trumbull resident Paul Bailo teaches in his online system, Phone Interview Pro, which takes the user from the first phone interview to its closing. There are 255 evaluation points in between, he said.

"No one in the United States does what we do," said Bailo, who started the website, phoneinterviewpro.com, after his job transition.

Bailo's experience has led him to this point. He holds five patents and has worked for GE and American Express, where he patented a marketing campaign and a management information system.

He also holds masters degrees in management/marketing and clinical social work, and has a background in computer science and is completing a doctorate.

During the development phase of the Phone Interview Pro Evaluation System, Bailo said, "I talked to and surveyed hiring managers." Then he developed the site, using evaluators working from their homes.

The hiring manager forms an impression in 15 seconds, Bailo said. Provided that goes well, both environment and attitude factor into a successful interview. Job seekers are evaluated in online and offline settings.

"There's a lot of psychology to this," Bailo said.

There are also three days of preparation before the interview — for everyone.

"What CEOs have to do is the same thing college students have to do," he said.

First, applicants must research the company, then organize the information logically. Third, they create three "world-class questions."

Those questions should be like "what the news corps would ask President Obama," rather than closed, yes-or-no questions.

"The goal is to show how smart you are," he said. "Speak less, listen more."

One important tip he offers is to get a picture of the interviewer and talk to it during the interview. "The key is to have it right in front of you," he said.

Applicants should also sit, and go through the interview in a quiet place on a land-based phone dedicated to job searching, the CEO said. Avoid interviewing on cellphones, Bailo advises.

Bailo also prescribes follow-up steps to show interest and display intelligence and ambition, which is "very different" from being overeager. The list includes how soon to call back after the interview (24-48 hours), the minimum number of rings before answering the phone (two), and when to let it go to voicemail (after three).

Wait 30 seconds to return a call, he said. If they don't leave a message, it was not meant to be, he added.

Bailo treats the phone interview process like a first date, where the applicant does not know the person well yet and has to make a memorable impression. He compares being overeager to proposing marriage on the first date.

The interviewer "has all the chips," he added.

"There are fundamentals every single baseball player has to know. I teach the fundamentals of phone interviews," according to Bailo.

His book, The Essential Phone Interview Handbook, has earned praise from ExecuNet, CNN Money and other hiring websites.

Julie Cardone, vocational rehabilitation counselor for the New York State Office of Children & Family Services, said of the book, "[It] tells us exactly what employers are really thinking. This information helps us recognize what is already inside of us, what is possible if we are prepared and think about what makes good sense.

"Reading this book will help you meet your potential and put you on the road to success," according to the book review.

Bailo said he has had success with the New York Commission for the Blind and could branch out into Massachussetts.