Informational Interviews

We all know we need to do them and yet so many people struggle with what they are, how to get them, and what do I do once I am there. Let me try to de-mystify the Informational Interview for you.

What is it?

An informational interview is all about the company and or role of the person you are speaking with. In other words it is all about them and not you. The best way to blow an Informational Interview is to talk more about you and your needs than they talk about their job and their company.

You should do a little preparation before going in. Know the company. Understand a little about their industry. You may want to skim the annual report so you will know highlights to discuss. You do not need to know everything, just enough to ask intelligent questions.

You should have some questions already prepared. They need to be intelligent and show you have a good mind for business. You may want to ask about market share, culture, competitors. You will want to stay away from questions about pay scales and benefit packages. These questions are centered on what is in it for you and are a turn off.

Take a notepad and paper and take notes. You will use these later as you apply for a job or send thank you notes.

How do I get one?

You ask! It is as simple as that. This is what comes after networking. Once you have names of people who might be able to help you, you will want to invite yourself to their office for a brief 15 minute informational interview. This time frame is important because it is short enough that it does not impose on their day.

When you meet them introduce yourself by looking them in the eye and giving them a firm handshake. Tell them your name and thank them for their time. As you are sitting down take a look around their office and see if there are things you can use to connect with them. (Example: You see a golf theme pen holder on their desk and ask them if they enjoy golf.) Be careful not to spend too much time making small talk. But do try to connect with them in some way.

When 15 minutes are up, stand up and thank them for their time. If things are going well they may ask you to sit down and let you know they have more time. When the interview is done, thank them for their time. If it has not come up yet, let them know that your mutual friend recommended you speak with them because you are looking for a position in their industry or company. Ask them if there is anyone they would recommend you speak with. If the interview went well they should give you a name or two.

If you know there is a position in their organization that you are interested in, you should have a copy of your resume in your briefcase. Only take this out if they ask for it! You may want to let them know that one of the reasons you were interested in speaking with them is because you were aware of an opening in their company, and wanted to see if the company would be a good fit. After the interview today you are thinking you will apply. Ask them if their organization has a referral program that would get them a little something for referring good people. This is one way to enlist them as your advocate. If they like you and there is a bonus, they should ask for your resume. Note: I would probably not ask a Sr. Leader if he gets a bonus for recommending me.

These 15 minute interviews serve a few purposes:

1. They give you information about the organization
2. They let you know if you will like working for the company
3. They let people at the company get to know and like you
4. They help you network to more people

The more people you connect with the sooner you will find the hidden jobs you are looking for.

Resume Review

Your network of friends is the most powerful tool you have to find a job. However, If they are going to help you, you need to be able to help them help you. We have discussed the right way and wrong way to approach them in "The Power of Networking". I am going to give you another approach to helping them help you.

This approach centers around asking their opinion on your resume. The purpose of this process is to develop the best resume and to help them understand more about your experience and future contributions.

The Process:

Step 1. Ask for a 15 minute one on one to review your resume with them.

Step 2. Have them read through your resume and give you any pointers they have.

Step 3. It is important that you stand up at 15 minutes and let them know that you are mindful of their time. Chances are they will ask you to sit down and continue.

Step 4. During the interview you should be answering their questions and giving examples of your best work. (See Power Statements)

Step 5. Before leaving ask "Based on what you have seen and we have talked about, who would you recommend I speak with?"(You want to walk away with at least two new contacts to put on your list.)

Using this process you will be amazed at how fast you can get to the right people. Be sure when you go to the new contacts you tell them your friend asked you to call them to help you with your resume. Ask for only 15 minutes. Repeat the steps above. Before you know it, one of those people will get you into a job interview with the right person.

The Power of Networking

Fact: Sending out resumes to job listings is the least effective way to find a job.

Not long ago, I was looking for a job. Wanting to make the best use of my time, I researched what has the greatest return on your personal investment. Did you know on average it takes 1500 resumes to get a job. On the other hand it takes 12 informational interviews. That is a big difference! The question remains, "how do I get the interviews?". The answer is you get the interviews through networking.

Knowing the right people.

When I was a kid there was a commercial for a shampoo. In the commercial a lady said that if you tell two people then they'll tell two people, and so on, and so on, and so on. Each time she would say this, the number of people on the screen would double.

If you think about it, you know some pretty amazing people. And you know what? They know some pretty amazing people too. That is the power of networking. What you may not be aware of is that they want to help. Think about it. If you had a good friend or family member approach you and say they were looking for a job wouldn't you do what you could to help? Of course you would and they will too.

The problem is we are embarrassed to ask. When we worry about what others will think, we miss out on the greatest opportunities to network. Family members and close friends are the first people we should let know. But don't blow it.

Networking.

There is a right way and a wrong way to ask for help. When networking, it is your responsibility to help others help you. Before you begin networking, you need to be clear on what help you are seeking. This is important for a few reasons.

1. They cannot help you if they do not know specifics

2. Being specific will open up their thought process

3. Being specific will allow you to open up multiple conversations with them

The Process.

The first thing you need to do is get very clear on what you want to do next. No matter if you are looking for a career change, a new company, or going to the next level on your career path, you need to be clear on what you want to do.

Next you need to be clear on what companies have those types of roles and are companies you might want to work for. Research the companies in your area that have roles in your field of interest. This will allow you have an educated guess on who you would like to work for as well as information on the company you will use later in the "Informational Interview" process.

Once you know what you want to do and where you want to work, you can begin to network.

Let me give you an example of the right way and wrong way to approach people you know.

Joe a neighbor of yours is a Sr. VP at a company you would like to work for. You and he are freindly neighbors and you see him as a great opportunity to find a job. You also know that he knows a lot of high powered people.

Wrong way:

You-Joe, I recently lost my job and I wondered if your company is hiring.

Joe-Wow, I'm sorry to hear that. What are you looking for.

You-I am willing to do anything. I am a hard worker. What do you have at your company?

What is wrong with this? Joe has no idea how he can help. Saying you do anything means that you are not specialized in anything. You also sound desparate and depentent on him to help you find a job.

Right way:

You- Joe, I recently lost my job. I am looking for a role as a Chemical Engineer. Do you know any Chemical Engineers I could network with, or anyone at the XYZ or ABC companies?

Joe-Wow, I am sorry to hear that. I do not know anyone at those companies, however, I do know a couple of Chemical Engineers I could speak with to see if their companies are hiring.

You-Thank you, Do you think you could introduce me to them so that I could build my network?

Joe-Sure, I'd be happy to. Let me call them first and I will tell them you will be calling.

In this example you were able to give Joe two options for helping you. You also helped to spark his memory by naming an occupation and some companies. When you follow-up with Joe you may also find out that he remembered later that he knows a VP at the XYZ company.

How do I begin?

Just like in the Shampoo Commercial you will want to build a network of people that you can interview with. If you follow the two friend rule you will be amazed at how quickly you will get interviews with influential people.

Step 1. Make a list of all the people you know who you think can help you.

Step 2. Call them and let them know you are looking. Remember to do this the right way.

Step 3. Ask for two or more people they would introduce you to.

Step 4. Prepare for meeting those people. (See Informational Interview or Resume Review)

Good luck and stay positive!