Informational Interviews: A Critical Key to Accessing the Hidden Job Market

Last week we discussed Kicking Down the Door to the Hidden Job Market – essentially defining what it is, and a broad overview of how you can access it. Today, I want to go into more detail on one specific method of accessing the hidden job market—informational interviews.

What Is an Informational Interview?

If you’re going to access the hidden job market you have to network—it’s just one facet of your job search. One of the best ways to do this is by arranging for informational interviews. An informational interview isn’t a job interview, so you don’t even need to bring a resume (in fact, some experts believe it’s better if you don’t). Rather, it’s a meeting you arrange with an expert in his or her field so that you can ask questions about what they do and to obtain any career advice they may have for you. I’ve heard it described as a “fact finding mission”. Your goal is to gather as much information as possible. In this way, you expand your network and can locate employment leads. Another great perk—especially if you’re just starting out—is that you’ll learn what it really takes to be successful in your chosen industry/field and how othersexperienced success. The following tips will explain how to use informational interviews to break into the hidden job market.

Find Decision Makers and Experts in Your Field

Find out who the decision makers and experts are in the field that interests you. Notice that we’re not seeking out the HR department (unless you want an HR position, that is). You may not be able to gather all this information on your own, but that’s where your network comes in. Ask your friends, LinkedIn contacts, coworkers, suppliers, clients, etc. Emphasize that you’re not asking for a job referral; you just want to know if they know of anyone you should talk to in order to find out what’s happening in the field. Explain that you're doing research about a field/position/industry that interests you. By the time you’ve canvassed your network, you should have a good idea of who can give you the inside track and point you in the direction of other people you might want to talk with. This works for a job seeker at any career level not just for entry level.

Make Your Request – By Mail, E-mail or LinkedIn

Yes, I mean actual letters. These days they’re harder to ignore than e-mails. Explain who you are, and if you were referred, state who it was that referred you. State your interest in the field, and mention something about their contribution to it. Request a brief meeting (10-15 minutes), at their convenience, so you can pick their brain. Emphasize that you’re just looking for information and guidance—you’re not expecting an interview or job offer. Thank them for their consideration, and let them know that you’ll be following up by phone. Then, of course, make the phone call in a few days. I have had people approach me via e-mail and LinkedIn, asking to speak with me about my experience in the industry—saying they’re interested in a career in the resume writing industry and they’d like to know what it takes to be successful and how I got started. In most cases I’ve reached back out to them via e-mail and spent a few minutes discussing my thoughts.

I think most people are open to this type of sharing of information, and it’s not just for those starting out in the industry either. I find myself occasionally reaching out to colleagues who have been in the industry much longer than I have, and asking for advice, mentoring, or coaching. It works for any level job seeker, in any industry, for any type of position. It’s all about gathering information. And it's important to remember to make your request for information at their convenience not yours. You certainly don't want to demand to speak and only be available Tuesday at 10.

Research, Prepare, Ask

Do your research—make sure that you know a fair bit about the company, and also about the person you’ll be meeting with. Have a list of questions ready so that you can make the best use of your (and their) time; remember, you’ve only asked for 10 or 15 minutes. Ask questions such as:

- How did you get into this field?

- What are qualities that make a person successful in this industry?

- If I wanted to get into this industry, what recommendations would you give me or how do you advise I go about it?

- Is there anything else that you feel is really important to this particular field that I should know about?

Ask a couple of questions that you really want to know about the industry or field. Try not to waste time on too much small talk; your purpose is to gather information. Bring a notebook so that you can record important bits of information.

Ask for Referrals

Remember, you’re trying to access the hidden job market, and the best way to do that is by networking—so don’t forget to ask for referrals of others who may be able to provide additional information. It’s a given that your contact will know of others in the field with whom you should speak—but they may not offer that information if you don’t specifically request it.

Don’t Forget to Follow Up

Send a thank-you note within 24 hours. This isn’t just basic courtesy—it actually helps to keep you at the forefront of your contact’s mind, and could be an important step in cultivating a long-term relationship. You can also request to connect with the person on LinkedIn to help you network further, stay in touch, and open the door to other connections.

Informational interviewing is one of the easiest ways to expand your network. And of course, the more you network, the more likely you are to be able to tap into the hidden job market.

Another one of the most valuable tools when tapping into the hidden job market is a value proposition letter. I'll be sharing more about this strategy next week. It is tremendously successful at grabbing the hiring manager’s attention and showing them the value you offer as a candidate. Studies have shown direct mailing a value proposition letter to a decision maker results in an 85% success rate securing employment within 90 days. That’s pretty substantial. You can learn more about value proposition letters and see a sample of one here.

While you're in networking mode I'd love to connect on Twitter or here on LinkedIn.