Informational Interviewing: 3 Questions You Must Ask and 1 to Avoid

By Sima Dahl

President, Parlay Communications, Ltd. and Founder, MarketingJobWire.com

The informational interview is a useful tool and can help you:

Explore new career paths

Become more confident interviewing

Expand your network

Uncover hidden job opportunities

The best way to get started is within your own network. Ask your connections for a personal introduction to someone they know who works in your target industry or line of business. LinkedIn is a great tool to quickly see which of your contacts are well connected.

When you make the request, only ask for 20-30 minutes and be willing to meet in person or chat by phone. Send a copy of your resume in advance and be prompt. In many ways, an informational interview is an audition; if you perform well, more doors will be opened for you.

Begin and end your informational interview by expressing gratitude and be sure to follow-up with a note of thanks. Don’t forget to also thank the person who made the introduction for you; I’m always impressed when someone circles back and lets me know how the connection went and oftentimes I volunteer to make another introduction.

When you arrive, start by briefly articulating the reason you’re there. Don’t ramble – be prepared with a well-rehearsed statement about your intent such as, “I’m trying to launch a career in consumer packaged goods and would like to know more about your experience in that industry.” Next ask these three important questions:

1. What career path did you take to arrive in this job?

What subject do you know better than yourself? None! This question is your conversation-starter and gets the interviewee talking about what they know best. Listen carefully for former job titles or companies that interest you – these are great hooks to keep the conversation flowing.

2. What skills are most valuable to you in this role?

This question serves to keep your target talking – the more they talk the better. Remember that most interviewees have zero vested interest in you so keep the conversation centered on them and you’ll do fine. Pay attention to the skills they mention. If there’s a gap in your resume make a plan to fill it.

3. Can you recommend someone else who might be willing to speak with me about…?

You may not always leave with another name in hand but many times the interviewee, impressed by your preparedness and professionalism, will offer to introduce you to someone else in their network. Be specific about the introductions you want. If you’re uncomfortable being so direct remember this: Being specific will help them quickly scroll through their mental Rolodex – they’ll be grateful for the direction.

And the one question you should never ask? Don’t ask for a job. It’s inappropriate and puts the interviewee in an awkward position. On the other hand, if he or she says they’re looking to hire someone just like you, express interest in pursuing the opportunity and ask about next steps.

Have additional questions about information interviews? Drop me a line at sima@marketingjobwire.com.

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Informational Interviewing: 3 Questions You Must Ask and 1 to Avoid