Most of us know how important networking is when we are job searching. In fact, you may have heard that only a fraction of jobs are advertised on job boards or through recruitment agencies. Global research shows around 20 to 30% of people actually find jobs this way. So why do you spend the majority of your time on job boards and contacting recruiters? How do you tap into the remaining 70% of jobs, what many people call the “hidden” job market?
The best way is by arranging networking meetings, also called informational interviews. These are short, focused conversations with other people working in your field of interest. They are not about immediately asking for a job, but are about introducing yourself, stating your interests and collecting insider information that will help you advance your job search. Who you approach makes all the difference in hearing back. The more personalised your request for advice the more chance you have of getting a yes to meet up or have an online chat.
Step 1 – Talk to People
Firstly, you need to contact lots and lots of people! Particularly people outside of your existing network of friends, family and colleagues. Employers hire people they know and trust. Networking with different relevant people helps you get known in your professional field. Candidates with a pre-existing relationship with the employer, even a weak relationship through a connection, are more likely to have an inside edge. When employers hire, they reach out to their network for referred candidates. However, you only hear about these positions if you are talking to people in your field.
Step 2 – Information Gathering
Make a list of 10 companies where you would love to work. Then make a list of job titles or positions that you would be interested in. Then using LinkedIn, look at people who work in your ideal company and who are in positions you are interested in. What is their background, what qualifications do they have, how did they get to the position they are in now?
It helps to also look for people you have some sort of connection with. For example, someone who went to your university or has a shared connection. If you have someone or something in common, then people are more likely to reply to your email or connection request. LinkedIn is the ideal platform to use as a research tool to gather your information.
Step 3 – Know Why you are Reaching Out
The purpose of an informational interview is not to initially ask for a job. You have asked for the meeting in order to learn about an organisation or profession. When you first get the meeting, either online or face to face, ask the person about themselves. People love to talk about themselves! Then try asking the following questions:
- What’s it like working at your company?
- What’s your opinion on [exciting development in their industry]?
- How did you get your role there?
Step 4 – Be Clear About What you Want
This is very important. You must state your goal otherwise it’s difficult for people to help you. When you initially contact them, if you sound like you are really just looking for a job, the person may push you to their HR department or the company’s career page. Therefore, be sure you make it clear that you want to talk to this person to learn about their career journey and their perspective on the company, industry or job.
Step 5 – Ask
What can frustrate busy people is when they agree to talk or meet you, and you spend 15 minutes talking about yourself and your job search! It should be a meeting to absorb information and find stuff out. Prepare a brief and succinct explanation about yourself, that you can tell them in around two minutes. Click here for instructions on how write your explanation. People can’t help you unless they understand what you’re looking for, but this part of the conversation should be brief.
Once you meet, at the end of your meeting you can mention the job hunt. The people you see expect you to ask for help. Two requests you should make:
- Have you heard of any current or upcoming opportunities that match my goals and skills?
- Can you recommend one other person in your network that I could talk with?
If they do give you the name of someone, then ensure you follow that person up. Don’t leave it up to your contact to do this on your behalf. Keep control of your own job search and always be the one to follow up. Don’t leave it to someone else to do this for you.
Step 7 – Email a Thank You Note
This is important, and I cannot emphasize this enough. You need to email a thank you message, within 24 hours of the meeting. It’s not just good manners, it also reinforces the positive impression you made and reminds people that you are out there. Thank them for their time, tell them how much you enjoyed meeting them and you appreciated them being so helpful. Remind them again that if there is ever anything you can do to assist them, you would be happy to help.
Step 8 – Stay in touch
Connect through LinkedIn. Also, check in occasionally with the people you have met. An easy way to do this is to send a quick email after you meet someone that they have recommended to you. Keep an activity tracker so you know who you have contacted and why, and what follow up is required. Create an Excel spreadsheet to track and monitor your job search activity.
Step 9 – Tell people when you get a new job
Once you find a new job, make sure you email or call everyone you met and connected with. Send a final thank you note with the good news and your new contact information. The people who helped you will feel pride in your success. Also, you will find that every city is really like a small town, particularly among peers in your industry. You will keep running into the same people in your field again and again in the years ahead.
Doing all this takes time and it doesn’t always result in quick job offers. Aim to split your time each day and week as 70% informational interviews (including researching and speaking or meeting with people) and 30% applying for job adverts and speaking with recruiters.
Finally, remember to offer to help anyone who asks you. Zig Ziglar, a famous author & motivational speaker once said, “You can get everything you want in life, if you will just help other people get what they want.” Reciprocation is important and is also the right thing to do.
Whenever you’re ready, there are 3 ways I can help you:
- Career crossroads and need clarity? Click here
- Maximise your LinkedIn and Resume for a successful job search, click here
- Nail that job interview and get the job offer, click here
Alternatively, if you are feeling overwhelmed or are unsure where to start and need help with EVERYTHING click here
