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Use Informational Interviews to Get More Networking Meetings and Interviews

26 November, 2015 - 10:53

Informational interviews lead to additional meetings. If you have a good interview, don’t forget to ask the interviewee for referrals to other interviews: Based on my research, I am planning to talk to [name specific people or at least companies]. Is there anyone else who should be on my research list? Can I useyour name when I contact them?

Ask for names directly. Your well-researched interview should have assured the interviewee that you will not waste other people’s time, so they will be more confident about sharing names. Always try to get the contact information so you make the contact directly, rather than asking the interviewee to do an introduction. Otherwise, the interviewee, while well intended, may forget or just get too busy. Also confirm if you can use their name when you approach the new contact, as they will be more receptive to someone who has been referred.

If the interviewee insists on contacting people first before referring them, try to get specific agreement on when you can follow up. A good approach is to say, “Thank you for offering to speak to [person the interviewee referred] on behalf of my research. Can I check in with you [pick a specific date within a week or ten days] to follow up?” This confirms your understanding of what they promised to do, gives them a deadline, and gives you a reason to check back in with them in seven to ten days.

Remember to use information you gain from earlier informational interviews in future interviews. It is not just the secondary research you should allude to. In fact, it can help you land additional interviews if you mention to future interviewees that you have already spoken with their competitors and are happy to share what you have learned. You will not share anything sensitive or confidential or reveal specific names of your sources. But you can talk about what you have learned in general and the types of people you have interviewed—for example, “I have been speaking with people in accounting at leading manufacturers, and they are concerned about the recent changes to accounting regulations.”

KEY TAKEAWAYS

  • Informational interviews confirm and refine existing research. They are not a shortcut or replacement for your own research.
  • The best informational interviews are two-way exchanges of information where you share what you have learned but also get to know the interviewee, their background, and their ideas.
  • Try to get candid feedback on your competitiveness as a candidate. It is easier to get this candid feedback during informational interviews than during real job interviews.
  • Use your research as a springboard for the interview questions to assure the interviewee that you are an insider and to give them ideas of what to talk about.
  • Be polite before, during, and after the interview. E-mail is ideal for requesting an interview and for the thank-you.
  • Use your informational interviews to get referrals for additional meetings.

EXERCISES

  1. Do you have some ideas for people you can interview now? Try to practice with family and friends before your first informational interview.
  2. What are some questions you will use, based on your research to date?
  3. If you are uncomfortable with informational interviews, what support and resources will you use to master this effective and important job search tool?