A resume writing expert and accountability coach, Rebecca Henninger guides clients to job search smarter and build recession-proof careers.
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Networking is a hot-button issue for every job seeker, regardless of what stage of their career they are in. Most fall somewhere on the networking continuum between completely comfortable and totally terrified.
One of the most common comments I hear when I start talking to my clients about their network — and what it means to network in today's job market — is that they simply don't have a network, don't understand what the goal of networking is or don't believe it works. I'm going to break it all down for you, and share some tips and tricks along the way, to help you amp up your networking efforts, kick your job search into high gear and build authentic connections with influencers to recession-proof your career.
What the heck is an informational interview?
Career research, or informational interviews, are conversations where the implicit intent is not asking the other person to help you find a job. Instead, the focus is on gathering advice and information that can help you expand your network and further your job search and career development efforts.
Rather than just asking someone to pass along your resume, ask questions to learn about the things that will make the difference when you do apply. What can you find out? A lot!
For more junior candidates, you can uncover the titles to target based on your experience level, the groups and positions that you are qualified for and interested in and often the progression or pathway that leads to your long-term goal position.
For more experienced candidates, you can learn about the company's competitors, challenges and high-level goals, which will begin to shape your strategy for getting your foot in the door. Armed with new information, you can continually evolve and elevate your conversations, eventually getting to a decision-maker who can offer that critical inside referral by demonstrating that you are the solution to the business problem they are struggling with.
You can gather valuable insight about the company in general — what the culture is like, what their policies are around work-from-home, how long employees stay there — just from talking casually to your contact about their job. Asking questions like, "What is the culture like?" and "How long have you been there?" will often get people talking about work-life balance and overall culture.
Who do I ask?
Unless you're in human resources, HR leadership is not the right place to look. They are inundated and are not going to be able to give you the career-specific insight that a leader in your field might be able to.
For example, if you're an aspiring marketing leader, seek out vice president or senior manager level contacts in marketing. If you graduated from Penn State use LinkedIn search filters to locate alumni in positions or companies you are interested in.
Come up with a list of target companies to start with and use LinkedIn to narrow your list of potential contacts. Once you find them, study their profiles and do some google research on the contact and the company to find commonality.
• Is there a project ongoing that you can add value to?
• Did they go to the same school as you? Are you members of the same group or organization — online or otherwise?
• Has your contact made a career transition — say from communication to technology?
• Did you attend the same conference?
• Have you worked in the same company?
• Do you have contacts in common?
Ask them thoughtful questions about their career, the company and how they landed in the role they are in.
How do I ask?
Once you identify the right contact, you can send an InMail on LinkedIn, however, keep in mind that this will burn through your InMail credits quickly. Another option is to send a connect request with a customized invite. You only have 300 characters for those, so something like this works great:
Hello!
I came across your profile while researching tech marketing opportunities. A fellow marketer, I have over 10 years of product and brand experience in CPG and Acme Corp is a company I'd love to learn more about.
Are you open to a quick chat? I know your time is valuable so no worries either way.
TIA
Rebecca
Alternatively, try to identify their email using the naming convention at their company and a variety of available tools like Rocket Reach. In my experience, response rates tend to be higher when you are able to reach someone on their work email.
Finally, set your expectations here. Not everyone will be open to your invite, but some will and it's the yeses that count.
Why would someone want to talk to me?
The question I get most often when I talk about this type of networking is, "Why would they want to help me?"
My answer is this: Human beings are helpful creatures! It feels good to be valued for your insight and to be seen as a source of advice that may help someone else reach similar goals. Also, people love talking about their jobs.
Why golden rule networking?
Golden rule networking means networking with a give-to-get mentality. It means asking questions because you are genuinely interested in learning. Always remember that is is a two-way street. Even if you aren't in a position to help someone meet their goals today, the likelihood is that someday, you will be.
Always be on the lookout for opportunities to help others, connect with others and make recommendations. In fact, one principle I do my best to implement is to help someone every day. Whether it's a comment on a post, a connection within my network or simple advice to improve job search materials for someone who isn't ready to invest in a coach, it comes back to you in spades and is just plain good karma.
Forbes Coaches Council is an invitation-only community for leading business and career coaches. Do I qualify?
