Informational Interviews Revisited

Most everyone knows about informational interviews, but you may not recognize the value of using them effectively. Here are some key steps for great outcomes:

• Research – Find out which companies you’d like to interview (you do have a target list of at least 30 prospects, don’t you?). Then find out the movers and shakers in those companies by researching their websites (particularly the “News” section), LinkedIn, Google Alerts, Reference USA, Mergent, etc. Find out if those individuals Tweet and, if so, “Follow” them.
• Arrange the Meeting – Email first, and then call if you haven’t had a response in a couple days. For example, “I’m Joe Snuffy and I’m leaving the service or I’m a veteran with NANET/MEA/VetNet/etc. who’s researching the blivet industry. I understand from your speech/report/interview/etc. that you’re an expert in that field. Could I have 20 minutes (no more) of your time to get some better insight into blivets.” Don’t mention that you’re in transition unless they ask and absolutely do not ask for a job.
• At the Meeting – Thank them for their time, have at least a half dozen well researched, thoughtful questions and ask their advice. When your 20 minutes are up, thank them for their time, and leave (unless they say otherwise). As you leave, ask them for referrals to other contacts of theirs. You could then mention that you are in transition and ask their advice, but do not (under any circumstances) ask for a job. If you have sufficiently impressed them with your Q&A and they know of an opening, they may discuss it with you, but that’s a bonus and not the reason for the meeting. Ask if it would be OK to connect via LinkedIn.
• After the Meeting – While you could send a “Thank You” email, always, always mail a thank you note within a day and comment on anything you forgot in the meeting or found really useful. You’ll set yourself apart.
• Follow-up – Connect with him/her on LinkedIn, comment on any suggestions made that you pursued and the referrals after you’ve contacted them. Your likelihood of connecting with the referrals increases when you say, “Walter Smerdlap suggested that I talk with you about blivets”.