Last time, I discussed the research to be done prior to a networking interview. Today I want to discuss the format a networking interview can take. First, I’ll say there is no “correct” format. An interview can take many different directions. However, it is our responsibility to have a format in mind and ready to go since we asked for the meeting. We want this interview to leave a favorable impression on the interviewee. After all, if we are going to ask them to trust us with their friends, we must be trustworthy. The best way to show we are professional is to be prepared and run a professional interview.
Here is a basic format I have used.
- Introduction
- Brief biography
- Questions about them
- Ask for advice
- Ask for contacts
- Follow up
Of course, every interview will have its differences. To some extent, the interviewee is in control. If they have a a plan or direction in mind, let them take it. I have experienced the entire range. Some interviews I hardly got a word in edgewise. In another excruciating experience, my contact sat there, looked at me and didn’t utter a single word. Those were the far extremes, though, and 95% followed the above agenda.
Introduction
The interview starts before I even leave the house. The clothes worn to a networking interview are important. I believe in wearing a white shirt, jacket and tie. I believe in trying to make a favorable impression and wearing a tie demonstrates my seriousness and professionalism. Use judgement, however. A suit may not be appropriate for meeting the owner of an auto repair shop.
From the moment of pulling into the parking lot, I am on my best behavior. It is impossible to say who is watching and so I treat everyone and everything with the utmost respect. I am especially aware of customers, holding doors for them, hanging back, making sure they are serviced first. I don’t want to be in the way of business. If there is a receptionist, I announce myself and state I have an appointment to see my contact. I have often been asked for a company name. Since I am not representing anyone but myself, I say it is personal business and leave it at that.
This is often the first time I have met the contact, so I always start with a smile, handshake, my name and thank them for taking the time to meet with me. Be prepared with a little smalltalk while moving to the place where they wish to talk. This is where the research comes in handy. Sometimes the walk is across a building and takes several minutes. Don’t let it pass in silence, but don’t dive into the reason for the visit. Upbeat current events. local sports or light business topics are appropriate.
Brief biography
Once settled at the interview location, I again thank them for their time and then give a brief biography of myself. This is the famous two minute elevator speech we should all have written and practiced, listing our job history, interested and goals. I have actually written this speech and memorized it. It works for a job interview as well. Well worth the time to create a good one.
Questions about them
After summing up a little about myself, I pause to give them to follow up with questions or information on themselves. This is, after all, a conversation, so give them a chance to talk. When control passes back to me, I start asking some of the prepared questions to learn more about them and their work. The goal is to learn enough to fill in the holes in my research, but not sound like an attorney on cross examination. Keep it light and friendly.Above all, listen! You may find an opportunity to give back to them.
Ask for advice
The next step is the heart of the interview. Ask their advice on your career, places where they see your skills fitting, how their company goes about finding talent and so forth. People like being asked for their opinion. Let them give it. Never contradict their views. If they say something disagreeable, let it go. This is their opportunity to help. Take notes if valuable, specific information, like the name of an organization, web site or magazine is given. Ask open ended questions to keep them talking and sharing ideas.
Ask for contacts
Now for the point of the interview: find more people to contact. There are several easy ways to ask for the names of their friends. “You mentioned XXXXXX. Do you know anyone I can talk with to learn more?” Simple, non-confrontational and open. If they have names and they feel comfortable, they will give them to you. If not, it is okay. I will ask the question a couple different ways. If I have a particular company I am interested in learning about, I will ask if they know anyone working there or in that industry. Sometimes it takes a little specific reference to job the memory. However, if they don’t trust me, they won’t pass on their friends. That is fine. Not every interview yields fruit. Don’t take it personally.
Follow up
When I finish up an interview, I usually ask if they would mind keeping in touch. Most people will respond positively. I then ask for their preferred method of contact: phone, letter, email, etc. Just about everyone prefers email. That opens the opportunity to ask for their email address. I thank them again for their time and leave. I try to keep everything to twenty minutes to not be intrusive on their time.
The next step is simple. Follow up! I hand write a thank you note and send through the mail immediately upon leaving their place of business. Email, to me, is not good enough. They sacrificed time to meet with me. The least I can do is a hand written note. Of course, I then add their contact information to my address book and add a task to follow up at least once per quarter. Then I contact the friends to whom they have referred me and start the whole process over again.
The first few interviews can be nerve wracking experiences. The pressure of saying everything right, not appearing over eager or foolish is intense. I promise, however, it gets easier with practice. After doing a dozen, I started looking forward to meeting new people and seeing what they will recommend. When I was out of work and building a network, I went on over 125 interviews. They became fun and exciting, something I looked forward to each day. I gained access to companies and people I never would have dreamed possible. Interestingly, I found the higher in an organization, the more helpful people would be. CEOs were some of the most personable and free with valuable advice and contacts. They understand the value of networking.
Get out there and do it! Start with a friend whom you know won’t turn you down. Make the first dozen interviews with friendly people and your fears will be conquered before taking on the CEO of a company you have never heard of. Good luck and have fun.
One last thing.
Don’t be shocked if a networking interview abruptly changes to a job interview. This has happened to me more than once. I went in thinking I was meeting someone interesting, only to have them quiz me on a position they needed to fill. That is why you need to have a few extra resumes tucked into a folio. Don’t protest, even if you love your current job. What’s the worst that could happen? You might be offered an even better opportunity. If it does turn into an interview, scrap the agenda. It is their interview now. Don’t ask for friends or advice. Got with it. Stranger things have happened.
I have very little time this morning. Remember last week, when I said we need to have a resume ready at all times? Not only that, we need to be ready for an interview at a moment’s notice. Yesterday afternoon, I received a request for an interview for today. The job I had heard about materialized and events are moving quickly. Since receiving the job description yesterday, I have been analyzing it, preparing answers to potential questions, thinking of questions I want to ask and developing a 90 day plan. That is a lot of work to do in 24 hours.
