- The heart of the interview is relating your good points in the best way possible. Be concise and to the point. Don't be embarrassed about being good. Be able to recite your two minute pitch and key accomplishments without hesitation.
- Keep control of the interview. Don't let the person you're meeting with talk too much or too little. If he goes on about something inappropriate, jump in when you can and relate it to something you want to say. Remember, this is your interview.
- Find out which of your achievements he's really turned on by. That's his hot button, so keep referring to the achievements he likes.
- Be self-critical as you go along with this process. Don't become so enamored with the process that you become inflexible. Don't become a professional information gatherer or job hunter.
- Interview hard. Probe. Be prepared to answer hard questions in return.
- Take notes when you are getting what you want. This lets the manager know that the interview is going well, and encourages more of the same. The person you are talking to is just like everyone else who is being interviewed everyone wants to do well.
- Show enthusiasm and interest. Lean forward in your chair when appropriate. Ask questions that sincerely interest you, and sincerely try to get the answers.
- Don't be soppy and agree with everything. It's better to disagree mildly and then come to some agreement than to agree with everything 100 percent.
- Remember your goals. Don't go away from any interview empty handed. Get information or the names of other contacts.
- Don't overstay your welcome. Fifteen minutes or half an hour may be all a busy person can give you. Never take more than one and a half to two hours.
- If you are meeting over lunch, go someplace simple so you are not constantly interrupted by waiters.
- If you are looking for a job, don't conceal that fact.
- If the person you are interviewing suggests passing your resume on to someone else, that is usually not helpful unless you know who the person is and can follow up yourself. Say, "I hate to put you to that trouble. Would you mind if I called her myself and used your name?" If the manager does not agree to this, then you must accept his wishes.
- If the person you are meeting tells you of a job opening, say, "I'd like to know more about that job possibility, but I also had a few questions I'd like to ask you." Continue to get your questions answered. If you follow up only on the job lead, you will probably wind up with no job and no information.
- It is important to remember that these are only suggestions. You must adapt your own style, your own techniques. You'll find that the more you meet with people, the better you'll get at it. Start out with friends, or in low risk situations. You do not want to meet with your most promising prospects until you are highly skilled at networking meetings. The more you practice, the better.
Who Is A Good Contact?
A contact is any connection between you and the person with whom you are hoping to meet. Most often the contact is someone you've met in another information gathering interview, but think a little, and you will find other, creative ways to establish links with people. Here are a few real life examples:
Example one: A man's mother used to clean the office of the president of a good sized corporation. One day the son wrote to the president, "My mother cleaned your office for twelve years." He was granted an interview with the president and shown a good deal of courtesy. This may seem farfetched, but it happened.
Example two: Eileen wanted to leave a company where she had worked for nine years. She thought about the person who had taught her data processing twelve years earlier. Her teacher had left the company to form his own business. She had never kept track of him, but he had impressed her as worldly, and she thought he would be a good person to give her advice.
Other Sources Of Contacts:
In addition, you can consider:
- Contacting acquaintances even more so than friends. Friends may be more reluctant to act as a contact for you. You are more of a reflection on them than you would be for an acquaintance. And if things don't work out, they could lose your friendship but acquaintances don't have anything to lose.
- Network every chance you get on the bus, at parties. Don't be like those job hunters who don't tell anyone they are looking for a job. You never know who knows someone who can help you. Everyone you meet knows lots of people.
Out Of Town Search
The principles are the same wherever you are. If you have targeted another city, sometimes it is difficult to get face to face meetings with some of the people you would like to talk to. But plan ahead. If you are making business trips to, or attending seminars or taking a vacation in, that city, think about whom you would like to make contact with there for your network. Telephone or write to him or her well in advance for an appointment. Keep your ears open about who might be coming through your area, and try to get time with him or her if you can.
Summary
Networking is a powerful job hunting tool if it is used properly, which it most often is not. It is also a life skill that you can and should use throughout your career. Become expert at it, and do not abuse people. Give them something back.
