RETURN TO NETWORKING STRATEGIES

Informational Interviews
By Terri Mrosko

A wise career counselor once said, "The process begins with who you know. The job is gotten from who knows you."

Truth is, a successful job search or career advancement also depends on what you know. The "what" is the information and knowledge you have about a particular industry, career or job market.

Now link the two concepts together and you have the basis of networking. Networking involves talking to people and gathering information. Many job seekers are nervous about networking because they are uncomfortable asking for a job.

A better approach to networking is to set up informational interviews with prospective contacts. In the informational interview, you do not ask the contact for a job. Instead you ask for information that might lead to a job or a sale.

An informational interview is a good approach to use when you are just starting out in a particular career or changing career directions. It takes the pressure off the job seeker, as well as the other person.

Set Up the Interview

A good approach is to ask friends, relatives, coworkers or professional contacts about possible interview candidates. Phone or send a letter or e-mail stating the purpose of your request and how you obtained their name. Many people are more than happy to discuss their careers. They tend to recognize themselves in your struggle and will actually go out of their way to help.

Establish the length of the visit beforehand. Setting limits helps put the other person at ease, knowing that you are not trying to take up too much of their valuable time. Keep the initial contact brief and to the point. Schedule a mutually acceptable meeting point, usually midway between the two of you. Meeting for coffee is more conducive to a good discussion than meeting for a meal. Remember to keep it simple.

Prepare For the Interview

You should allow for about 30 to 45 minutes of discussion time. Preparing a list of questions is essential. Be very clear in what information you are seeking and be prepared to ask very specific questions. Any homework you can do prior to your meeting is helpful. Visit Websites or read publications in which your contact's work is featured.

Begin by asking about their background. It helps to get the conversation flowing and makes for a good transition to the next part of the discussion. Most of the time, the conversation takes on a direction of its own, but it is still a good idea to have those pointed questions written down so you can refer to them as needed.

Other topics to discuss might include training and education, qualifications and skills, likes and dislikes about the career, challenges, payment ranges and available opportunities.

When your predetermined time has come and gone, mention it and be prepared to leave. Most often, they will continue the discussion. Don't be afraid to let enthusiasm and passion for your career show. It will validate the mutual connection you share with your interviewee and establish a supportive bond.

Exchange Information

This is where you shine if you did your homework. During the course of the conversation, try to find opportunities to share information that can be of assistance to the other person. Sometimes it is as simple as an update on what your mutual contact is doing these days. Sometimes it is just being an active listener and showing appreciation and respect.

Introduce your resume or marketing materials. Make it clear it is for them to learn more about you and not specifically in reference to a job. Tell them to feel free to pass the information along if the opportunity arises. This is the time when additional contacts may be offered to you. Accept any and all names graciously. You can later decide if a particular contact can be of further help.

Always take notes during the conversation. This will show your interest in what they are saying, as well as give you a handy reference when your meeting is over.

Follow Up After the Interview

Always follow up with a timely thank you letter as soon as possible after your meeting. If you can, enclose some new information your networking contact may find helpful, such as an interesting Website or pertinent book title you think they would enjoy. The give and take creates a bond and helps cement a continuing relationship.

© Terri Mrosko. This article originally appeared in its entirety inInscriptions Magazine, an online e-zine for writers. If you are interested in reprint rights to this article or commissioning a feature article for your company newsletter, contact us.