Prepare for each interview. The questions you want to ask and the way you want to pitch, or position, yourself, will vary from one meeting to another. Think it all through. Review the following format before every networking meeting. If you use it, you will have a good meeting.
Pleasantries this is a chance to size up the other person and allow the other person to size you up. It's a chance to settle down. Say two or three sentences of small talk, such as "Your offices are handsome," or "Your receptionist was professional. She took good care of me," or "You must be thrilled about your promotion."
- Why am I here? For example: "Thanks so much for agreeing to meet with me. Joe Brown thought you could give me the advice I need. I'm trying to talk to CEO's in the Chicago area because I want to relocate here." If this meeting is in response to a targeted mailing, say something like "I'm so glad you agreed to meet with me. I've been following your company's move in the international area, and thought it would be mutually beneficial for us to meet." Remind the person of how you got his or her name and why you are there, because she may have forgotten the contents of your letter or who referred you. Here are a few suggestions on "Why I'm here" (going from early on to later in the search process):
- I'm trying to decide what my career path should be. I have these qualifications and I'm not sure what they add up to. For example, I'm good at . . . What I think they add up to is . . . What do you think?
- I've moved here from upstate New York because I wanted to get into the publishing industry. I think it's important for me to meet people in the field so I can find out what it's like. Dr. Cowitt, my dentist, knew you worked in this industry and thought you would be a good person for me to talk to.
- For the past three or four months, I've researched the publishing industry and I think the operations area would be a good fit for me. I was especially interested in learning more about the operations area in your company, and I was thrilled when Helen Boney at the Publishing Association suggested I contact you.
- I have met with a number of people in the publishing industry, and I think some of these meetings may turn into job offers. I'd like your insight about the companies and which ones might be the best fit for me. I wrote to you because I will be in this industry soon, and I know you are one of the most respected publishers in it.
- I've worked in the publishing industry for ten years and have also learned sophisticated computer programming at night. I am looking for a new situation that would combine both of these areas of expertise because I find the growth opportunities are limited at my present firm. John Blazon thought you would be a good person for me to talk with since your company is so highly computerized.
- Establish credibility with your two minute pitch. After you tell the person why you are there, they are likely to say something like "Well, how can I help you?" Then you respond, for example, with, "I wanted to ask you a few things, but first let me give you an idea of who I am." There are a number of reasons for doing this:
- The person will be in a better position to help you if he or she knows something about you.
- It's impolite to ask a lot of questions without telling the person who you are.
- You are trying to form a relationship with this person to get to know each other a bit.
- Ask questions that are appropriate for this person. Really think through what you want to ask. Consider having your list of questions in front of you so you will look serious and keep on track. Remember: you are the interviewer. As the person is answering your questions, tell them more about yourself if appropriate. For example, you might say, "That's interesting. When I was at XYZ Company, we handled that problem in an unusual way. In fact, I headed up the project." By the time you leave the meeting, you should know something about each other.
- Ask for referrals if appropriate. For example, "I'm trying to get in to see people at the companies on this list. Do you happen to know anyone at these companies? May I use your name?"
This is an opportunity to extend your network. As you meet with people, show them your target list of companies, and ask questions:
"I've made a list of companies I'm interested in. What do you think of these companies? Which ones do you think I should contact, and which ones do you think I should stay away from?"
"Are there other companies you would suggest?"
"Who do you think I should contact at each of the good companies on this list?"
"Could you tell me something about the person you suggested at that company?"
"May I use your name?"
As you probe, they may respond that they do not know of any job openings. That's OK with you. You simply need to meet with more people in this industry, whether or not they have positions available: "I'm just trying to get as much information as possible."
Some job hunters get annoyed when they go away without contacts. They are thinking short term and are not trying to build long term relationships. Remember, you were not entitled to a meeting with the manager, or any information at all. The manager was being kind simply by meeting with you.
If you get no contacts, be very grateful for what you do get. Assume the manager is giving you whatever he can. It may be that the manager has no names to give. On the other hand, so many people network incorrectly (aggressively and abrasively) that many managers are reluctant to give out names until the job hunter has kept in touch for a number of months and proved his or her sincere interest. Many managers feel used by job hunters who simply want names and are not interested in them.
- Gather more information about the referrals. (Such as: "What is Sandra Bandler like?")
- Formal time of gratitude. Thank the person for his time.
- Offer to stay in touch. Remember that making a lot of contacts is not as effective as making contacts and then re contacting people later: "May I keep in touch with you [to let you know how I'm doing]?" You might call these people later for future contacts, information, etc.
- Write a follow up note, and be sure to follow up again later. This is most important and a powerful tool. State how the interview helped you or how you used the information. Be sincere. If appropriate, offer to keep the manager informed of your progress. Recontact your network every two to three months. Even after you get a job, these people will be your contacts to help you in your new job and maybe you can even help them!
Remember:
- You are not there simply to get names. It may often happen that you will get excellent information but no names of others to contact. That's fine.
- Be grateful for whatever help people give you, and assume they are doing their best.
- Remember, too, that this is your interview and you must try to get all you can out of it.
- This is not a job interview. In a job interview, you are being interviewed. In a networking meeting, you are conducting the interview.
