"So why do you want to work here?"

“為什么你想來這里工作？”

Eventually this question comes up in every interview. Over the course of the last 30 years, I have been and I continue to ask this question all the time.

每次面試最終都會談到這個問題。在過去30年里，我一直在詢問求職者這個問題，也將繼續問下去。

I have learned there is a limited set of answers applicants give in response to this question and one particular answer is so much better than all the others. It leaves me with a much more favorable impression than any of the other answers.

求職者聽到這個問題時，有幾種回答，其中有一種回答明顯優于其它，給我留下更好的印象。

When I ask this question, here are some of the more common responses and what I am thinking when I hear each answer:

當我問到這個問題時，以下是一些更常見的回答，以及我聽到這種回答時的想法：

第一種回答：

"I have heard the work is challenging and that your company truly invests in providing training and development of its staff."

“我聽說這份工作很有挑戰性，貴公司也為員工培訓和個人發展投入了很多。”

I hear: This candidate values us giving her challenging assignment. And she wants us to invest in her development.

我這樣想：這位求職者覺得我們會給她挑戰性的工作任務，她還想讓我們為她的個人發展投資。

第二種回答：

"I have heard about your company's great team and positive corporate culture."

“我了解到貴公司的團隊很優秀，公司文化也很積極。”

I hear: This candidate wants me to make sure her peers are people she appreciates and wants me to make sure she becomes part of corporate culture she values.

我這樣想：這位求職者想讓我跟她確認，這里的同事都是她欣賞的人，她也會融入她認為有價值的公司文化。

第三種回答：

"I see your company is growing and creating much opportunity for advancement."

“我看到貴公司發展很好，也有很多晉升機會。”

I hear: This candidate wants the company to provide opportunities for her advancement.

我這樣想：這位求職者想讓公司為她提供晉升機會。

There are other responses like these, but some variation of these statements embodies the typical responses I hear from most people. Fundamentally, the candidate is explaining what they think they are going to get as result of getting this job.

還有些類似的回答，但像上面這樣的回答代表了我從大多數求職者那里聽來的典型回答。從根本上看，面試者都在解釋他們認為受聘后自己能得到什么。

下面就來看看，我認為最理想的答案是什么樣的：

第四種回答（完美回答）：

"Simple really. I have read your mission and vision. I have gleaned information about you and your company through social media, engaging my professional network, and exploring other publicly available information. As a result, I think I can clearly state four things and I would like you to validate my thinking."

“其實很簡單。我看過了你們的職位描述和對聘任者的要求。我利用職業關系網，從社交媒體收集了您和公司的資料，以及其他公開信息。因此，我覺得我能清晰地說明四件事，也想請您確認我的想法。”

This is where research and preparation will make an interviewee stand out in a sea of other candidates. Job candidates need to demonstrate that they understand:

在眾多求職者中，你的前期調研和準備將讓你脫穎而出。求職者需要講清楚他們對以下問題的理解：

What the company is trying to accomplish.

公司想要實現的目標。

What is making that hard.

期間存在的困難。

Why this work is so important to the company and to the interviewer personally.

為什么這份工作對公司和面試者個人很重要。

Specific ways to help the company achieve its mission.

幫助公司達成目標的明確方式。

When a candidate responds with this kind of answer, as an interviewer, I hear — This candidate is not here to get something for herself. She is here, well researched and offering specific ways she can give value to me.

當求職者這樣回答問題，作為面試者，我會覺得：這位求職者并非只為自己而來。她來到這里，之前還做了詳盡的調研，并提供了明確且有價值的辦法。

In response number four, I quickly become inclined to believe good things about this candidate including:

如果求職者如上回答，我很快就會認為求職者有如下特質：

Solid communication skills.

可靠的溝通技巧。

Diligent. Worked hard and creatively to understand my situation.

勤勉。努力工作且有創造力，能理解我的處境。

Knows at least the basics of social media.

對社交媒體至少有基本了解。

Has and actively manages a professional network.

有自己的職業關系網，并積極維護。

Understands my business and my goals and vision.

理解我的業務、目標和期待。

Realizes what's at stake should we fail and the possibilities afforded us when we succeed.

在我們遭遇失敗時，明白問題出在哪兒；在我們成功后，知道我們還有哪些機遇。

Understands what is making my path hard.

理解我開展工作過程中的困難。

Has made a compelling case that she has some or part of what I need to be successful.

做出過令人嘆服的案例，可以助我一臂之力。

When applicants answer in line with number four, I believe we share some common values like:

當求職者給出第四種回答，我認為我們有一些共同的價值觀：

As employees we show up and do what the business needs us to do. Not necessarily what we want to do.

作為員工，要做公司需要我們做的事，而不是我們想做的事。

We become and do what the business needs rather than make the company become and do what we need.

我們為公司做事，成為公司需要的樣子，而不是讓公司為我們做事，成為我們需要的樣子。

We, the employees, are here to serve the business and the business is here to service the customer. If all that goes well the business will take care of us.

員工為公司服務，公司為消費者服務。一切進展順利，我們會從公司業務的發展中獲益。

If you are interviewing candidates, try screening for applicants whose response most closely matches number four. And if you are interviewing for a job do your homework and try answering the "So why do you want to work here?" question as close as you can to number four and be ready when the interviewer says, "How much salary do you need and when can you start?"

如果你正在面試求職者，試著挑選出回答最接近第四種的人。如果你正在面試找工作，先做好功課，盡可能按照第四種答案去回答，然后做好準備，回答面試者“想要多少薪水？何時能入職？”的問題。

"So why do you want to work here?"

“為什么你想來這里工作？”

Eventually this question comes up in every interview. Over the course of the last 30 years, I have been and I continue to ask this question all the time.

每次面試最終都會談到這個問題。在過去30年里，我一直在詢問求職者這個問題，也將繼續問下去。

I have learned there is a limited set of answers applicants give in response to this question and one particular answer is so much better than all the others. It leaves me with a much more favorable impression than any of the other answers.

求職者聽到這個問題時，有幾種回答，其中有一種回答明顯優于其它，給我留下更好的印象。

When I ask this question, here are some of the more common responses and what I am thinking when I hear each answer:

當我問到這個問題時，以下是一些更常見的回答，以及我聽到這種回答時的想法：

第一種回答：

"I have heard the work is challenging and that your company truly invests in providing training and development of its staff."

“我聽說這份工作很有挑戰性，貴公司也為員工培訓和個人發展投入了很多。”

I hear: This candidate values us giving her challenging assignment. And she wants us to invest in her development.

我這樣想：這位求職者覺得我們會給她挑戰性的工作任務，她還想讓我們為她的個人發展投資。

第二種回答：

"I have heard about your company's great team and positive corporate culture."

“我了解到貴公司的團隊很優秀，公司文化也很積極。”

I hear: This candidate wants me to make sure her peers are people she appreciates and wants me to make sure she becomes part of corporate culture she values.

我這樣想：這位求職者想讓我跟她確認，這里的同事都是她欣賞的人，她也會融入她認為有價值的公司文化。

第三種回答：

"I see your company is growing and creating much opportunity for advancement."

“我看到貴公司發展很好，也有很多晉升機會。”

I hear: This candidate wants the company to provide opportunities for her advancement.

我這樣想：這位求職者想讓公司為她提供晉升機會。

There are other responses like these, but some variation of these statements embodies the typical responses I hear from most people. Fundamentally, the candidate is explaining what they think they are going to get as result of getting this job.

還有些類似的回答，但像上面這樣的回答代表了我從大多數求職者那里聽來的典型回答。從根本上看，面試者都在解釋他們認為受聘后自己能得到什么。

下面就來看看，我認為最理想的答案是什么樣的：

第四種回答（完美回答）：

"Simple really. I have read your mission and vision. I have gleaned information about you and your company through social media, engaging my professional network, and exploring other publicly available information. As a result, I think I can clearly state four things and I would like you to validate my thinking."

“其實很簡單。我看過了你們的職位描述和對聘任者的要求。我利用職業關系網，從社交媒體收集了您和公司的資料，以及其他公開信息。因此，我覺得我能清晰地說明四件事，也想請您確認我的想法。”

This is where research and preparation will make an interviewee stand out in a sea of other candidates. Job candidates need to demonstrate that they understand:

在眾多求職者中，你的前期調研和準備將讓你脫穎而出。求職者需要講清楚他們對以下問題的理解：

What the company is trying to accomplish.

公司想要實現的目標。

What is making that hard.

期間存在的困難。

Why this work is so important to the company and to the interviewer personally.

為什么這份工作對公司和面試者個人很重要。

Specific ways to help the company achieve its mission.

幫助公司達成目標的明確方式。

When a candidate responds with this kind of answer, as an interviewer, I hear — This candidate is not here to get something for herself. She is here, well researched and offering specific ways she can give value to me.

當求職者這樣回答問題，作為面試者，我會覺得：這位求職者并非只為自己而來。她來到這里，之前還做了詳盡的調研，并提供了明確且有價值的辦法。

In response number four, I quickly become inclined to believe good things about this candidate including:

如果求職者如上回答，我很快就會認為求職者有如下特質：

Solid communication skills.

可靠的溝通技巧。

Diligent. Worked hard and creatively to understand my situation.

勤勉。努力工作且有創造力，能理解我的處境。

Knows at least the basics of social media.

對社交媒體至少有基本了解。

Has and actively manages a professional network.

有自己的職業關系網，并積極維護。

Understands my business and my goals and vision.

理解我的業務、目標和期待。

Realizes what's at stake should we fail and the possibilities afforded us when we succeed.

在我們遭遇失敗時，明白問題出在哪兒；在我們成功后，知道我們還有哪些機遇。

Understands what is making my path hard.

理解我開展工作過程中的困難。

Has made a compelling case that she has some or part of what I need to be successful.

做出過令人嘆服的案例，可以助我一臂之力。

When applicants answer in line with number four, I believe we share some common values like:

當求職者給出第四種回答，我認為我們有一些共同的價值觀：

As employees we show up and do what the business needs us to do. Not necessarily what we want to do.

作為員工，要做公司需要我們做的事，而不是我們想做的事。

We become and do what the business needs rather than make the company become and do what we need.

我們為公司做事，成為公司需要的樣子，而不是讓公司為我們做事，成為我們需要的樣子。

We, the employees, are here to serve the business and the business is here to service the customer. If all that goes well the business will take care of us.

員工為公司服務，公司為消費者服務。一切進展順利，我們會從公司業務的發展中獲益。

If you are interviewing candidates, try screening for applicants whose response most closely matches number four. And if you are interviewing for a job do your homework and try answering the "So why do you want to work here?" question as close as you can to number four and be ready when the interviewer says, "How much salary do you need and when can you start?"

如果你正在面試求職者，試著挑選出回答最接近第四種的人。如果你正在面試找工作，先做好功課，盡可能按照第四種答案去回答，然后做好準備，回答面試者“想要多少薪水？何時能入職？”的問題。