0 - How to Setup and Have a Successful Informational Interview
How to Set Up and Have a Successful Informational Interview
An informational interview is a meeting with a perspective mentor to ask questions that will help you achieve your goals.
Step 1: Contact Your Potential Mentor
Once you’ve identified the person you’d like to target, contact the person through email or telephone with a message that goes something like the following:
Hi [insert first name],
I read your [insert book, article, paper, etc.], and I really admire you because [insert reason].
My name is [insert name], and I [insert short background on yourself].
I know you’re very busy and you probably get asked this a lot, but would it be possible for me to have 15 to 20 minutes of your time, either in your office or over lunch, to ask you a few questions about my career? I think your experience as [insert relevant experience] would help me [insert specific reason on how it would help].
Are you available on any of the following days and times?
[insert dates and times]
Sincerely,
[insert your name]
This letter is effective because it shows that you:
- Research and care enough to learn more about the person.
- Respect the person’s time.
- Have specific areas that you want help with (people like to know that they can help).
- Are organized and have clear next steps.
Step 2: Follow Up with Your Potential Mentor and Set Up a Meeting
Over 80% of sales are closed after the fifth contact. The first contact should be the first step, not the last one. If the person you reached out to didn’t respond, the email might have been lost or the person might be really busy. Either way, it is better to be persistent than to be completely forgotten. If you aren’t able to get through to anyone, try some other people on your list until you’re able to set up an in-person or over-the-phone meeting. Below are a few thoughts to keep in mind when following up for the second time:
- Don’t show the person any trace of anger or try to make the person feel guilty.
- Try a different form of communication. If you called first, then email. If you emailed first, then call.
- Ask for a small amount of the person’s time – 15 to 30 minutes. How can anyone say “no” to that?
- Offer to meet the person wherever and whenever it is most convenient.
- See if you can get an introduction to the person through somebody in your network. When asking for the introduction, send a sample email that the individual can simply forward on. The easier you make it, the more likely and the more quickly the individual will do it.
- Think about why the person is meeting with you and how you can give back. You can ALWAYS help someone else, even if that person is much more accomplished than you are. Why else would the person be meeting with you? You can offer a fresh perspective, contacts, etc. If the person is meeting with you just to help you, then play to that. How can you show the person that you appreciate the help offered and make him/her FEEL GOOD about giving it to you?
Step 3: Plan the Meeting
Once you have the meeting set up, make sure you arrive at least 10 to 15 minutes early. Have questions prepared so that you protect yourself against delays, and come into the meeting with a calm state of mind. You only get one chance to make a first impression. Below are a few general questions that can help to break the ice:
- How did you get started?
- What do you think is the best way to maximize…
- What are the biggest mistakes that I should avoid?
- If you were me, what would you do? (Ask this after the person fully understands your particular situation.)
Also, take the time to research the person on his/her personal website, corporate website, online, and in the media. If the person has written anything, try to read it so you can comment on it or drop names when you meet.
Have a Great Meeting and Ask for More
During the meeting, write down important things the person says that you’d like to remember. This will also convey that you really appreciate what the person is saying and that you plan to apply it to your life.
Also, if you’re meeting over a meal, then seriously offer to pick up the tab to show your appreciation.
Once you have a meeting with someone, having good rapport with no follow up is not worth it. You don’t use the time to just meet with people. Play to win! If you decide that you want to build a relationship with this person, then consider doing the following “asks”:
- Referral. “Based on our conversation and what you know about me, are there two or three people you’d be willing to introduce me to?” If the person says yes, then ask what the best way to follow up on this is. Should you contact them directly? If so, what is their contact info? Will you be introduced via email? After the meeting, write the person sample emails that can be forwarded on to those contacts. Remember, make it easy for the person, knowing that he/she wants to help but is busy.
- Another Meeting. “Thank you very much for your advice. I specifically appreciate your advice to do XYZ. Can I follow up with you once I do that to report on the results and get your feedback again?” If the person says yes, ask what the best way to follow up is. Is it email or phone? Is it directly or through an assistant?
- Other Resources. “I’d really like to know more about the industry. Are there any events that you’d recommend I go to that you could get me into? I’d be happy to volunteer.” If the person says yes, then ask who the best person is to set that up with, and ask for that person’s contact information.
Step 4: Follow Up
After the meeting, follow up with a thank you letter. I like to send hand-written notes, which are more personal and memorable. In the note, if the person offered to make an introduction for you, then thank him/her for introducing you to [insert people’s names] and ask if there is anything you can do to move the process along. This shows just how much you appreciate the person’s time and effort on your behalf.
Action Steps
- Contact your potential mentor
- Follow up with your potential mentor and set up a meeting
- Plan the meeting
- Follow up