Most job seekers (70-85%) find jobs through networking. Informational interviewing is an underutilized networking process that can be very helpful in researching unfamiliar (1) industries, (2) professions, and (3) employers. Done well, it will also allow seekers to uncover “hidden” jobs and even create positions crafted toward their specific skill set.
An informational interview is usually a relaxed, friendly question/answer session conducted in person or via telephone. However, you still need to prepare for the meeting. Oftentimes the person you're meeting doesn't know you. Give them some background about yourself and ask questions appropriate for the level of the person you're meeting. For example, you don't want to ask a VP of Marketing the basics of marketing.
Before going into a meeting, get prepared. You are going to be leading the meeting so prepare:
1. Write down questions you want answered. Remember, make the questions relevant to the position of the person you're talking to. Do some research on the industry beforehand.
2. Find out as much as you can about the person, their responsibilities and the area they work in
3. Be prepared to give a short 'advertisement' about yourself and your accomplishments
When starting the meeting, you'll want to exchange pleasantries as well as talk about why you are there. It wouldn't hurt to plug the research you've done on the company and why you thought the person is a good contact. If you were referred, remember to mention the person who referred you to them.
Sooner or later they will be wondering how they can help you. Before giving them the details, make sure you have shared the 'advertisement' you've already prepared. Then begin to ask the questions you've created. This will help you keep the conversation targeted.
Some questions that are useful:
1. What is it like to work in this profession/industry/company?
2. How did you break into this field? Do you have any suggestions for how I can gain access?
3. What do you see as the trends for this profession/industry/company?
4. What would you suggest I do to pursue the career changes I am considering?
5. Is there someone else in this profession/industry/company who would be good for me to meet?
Basically, you're showing an interest in what the person does for a living. With informational interviews becoming increasingly popular, some managers are wary of meeting with job seekers because they can be overly demanding or because they pressure them for internal support. These are misuses of informational interviews.
Consider these do's and don'ts:
DO:
- Research the company ahead of time
- Use referrals or affinity marketing
- Offer subtly “what’s in it for them”
- Make the interviewee comfortable
- Respect their time
- Maintain your focus
- Express appreciation
DON'T:
- Skip the warm up and jump into your personal agenda
- Ask for a job or for internal support (unless volunteered)
- Cold call them and ask complex questions
- Ask questions not suitable for their level
- Forget to write a thank-you note to everyone
- Get offended if they do not have time to meet you
If the informational interview is the first time you've met with this contact, you need to judge the rapport level you have developed and gauge whether they will willingly offer you referrals. Always remember to send a thank-you to the referral for their time and the information they gave.
If you have been given a warm referral to the contact or have approached them on an "affinity marketing" basis, many professionals and executives will be happy to share the knowledge they've gained over the years. Keep the pressure off them and they will many times volunteer referrals to other helpful people they know. When you have become proficient at developing great interpersonal rapport, you will be positioning yourself to uncover “hidden” jobs as a byproduct of your informational interviewing meetings. Remember: 25-30% of all positions are created after meeting with a candidate. |
