From Know-It-All to Question Queen: Mastering the Art of Informational Interviews with a Smile

As a Type A-minus person (thanks, Swati Ayyar , for the term), I used to feel much pressure during my college years to know everything and answer all questions. One day, while venting my frustration to a mentor about my lack of knowledge, he stopped me mid-rant and asked, "Why do you need to know everything? It's impossible." I responded with the usual "just because" excuse. He then advised me to reframe my thinking: instead of knowing everything, focus on asking great questions!

Fast forward to my current career phase. I've evolved from a "know-it-all" to a "Miss Questions." This skill became very useful, as I' 've enjoyed meeting many brilliant people and learning about their companies, careers, and themselves during my job search. Initially, meeting new people felt awkward. However, my coach, John Madigan, recommended the 20-Minute Networking Meeting book. The authors outline five steps for a concise, efficient, and respectful networking approach through structured 20-minute meetings, emphasizing preparation, practice, and follow-up to maximize professional connections.

Step-by-Step Guide to Effective Networking

Step 1: Make a great first impression within the first 2-3 minutes.

Engage in small talk, pay attention to detail, and showcase your preparation work. This sets a positive tone for the rest of the meeting.

Step 2: Deliver a “crisp, brief, and memorable” introduction within the first minute.

A well-crafted introduction can create a lasting impression and highlight your professional identity succinctly.

Step 3: Have five great questions ready based on your preparation.

This is where the depth of your research and understanding comes into play.

Step 4: Leave a lasting impression within 2 minutes before ending the meeting.

Explain how their advice will help you in your career or in the specific area you’re focusing on. This shows appreciation and relevance.

Step 5: Follow up immediately after the meeting.

Timely follow-up is crucial to reinforce your connection and gratitude.

Deep Dive: The Art of Asking Great Questions

Now, let's focus on Step 3: asking good questions. What makes a “great question?”

According to insights from Tijs Besieux's interviews with 12 senior consultants from prestigious firms like McKinsey, Boston Consulting Group (BCG), and Deloitte, a great question embodies the following characteristics:

1. A great question shows that you’ve done your homework and reflects your understanding of the company and its context. This type of question shows that you’ve researched the company's current focus and invites the executive to share insights on strategic directions and future implications, demonstrating a forward-thinking mindset.

Instead of: “How’s business doing?”

Try: “I’ve read that your bank has been focusing on expanding its digital banking services. With recent advancements in fintech, how do you see this digital strategy impacting customer engagement and satisfaction over the next few years?”

2. A great question subtly highlights your knowledge and experience without coming across as boastful. This approach presents your expertise through examples, positioning you as a knowledgeable professional while opening the door for the executive to connect and build on your ideas.

Instead of: “How do you think we can improve employee engagement?”

Try: “In recent projects, we’ve discovered that fostering a sense of purpose and providing regular peer recognition significantly boosts employee engagement. How do these strategies align with your current engagement initiatives?”

3. A great question encourages others to think more deeply or broadly about a subject, challenging their beliefs or perspectives. This type of question invites the executive to explore traditional and emerging challenges, promoting a richer discussion that can lead to innovative solutions and insights.

Instead of: “What do you think are the most significant challenges in our industry right now?”

Try: “Based on my research, there are several key challenges in the finance industry. I found that while traditional challenges like competition and regulation are significant, emerging trends like digital transformation and sustainability are becoming equally critical. I’m curious to hear your thoughts on how we can strategically address these emerging trends. How does this perspective resonate with you?”

Asking great questions isn’t easy; it requires practice and effort. But as the saying goes, practice makes perfect—or at least makes you better at pretending to know what you're doing!

What kind of great questions do you ask? Where else can you use these structures?

Until next time...

References:

• The Art of Asking Great Questions
• Reeves, M. R., & Udell, N. R. (2012). The 20-Minute Networking Meeting: Learn to Network. Get a Job. Stone Creek Publishing.