85% of all jobs are never advertised. 85%!! Most of these are good jobs with the better salaries that you seek. A networking technique called Informational Interviewing is a successful tool that job hunters have used to find these unadvertised jobs. Many job hunters attending my job search seminars are unfamiliar with it, but 63% of all new jobs were found through contacts last year. It's a valuable technique to learn and implement.



So how does it work? When Ken found out he was being laid off, he decided to use the opportunity to change careers. I advised him to talk to people who were actually doing the job he thought he'd like to do in order to assess the job duties and skills needed for the position. He interviewed several people and explored salary, educational requirements and the normal career track to get this kind of position. This process is called Basic Informational Interviewing, and allows you to gather knowledge to determine whether you want to change fields, enter a new field, or work in a specific industry. Ken was able to successfully use the information and contacts to help him land his new position in an entirely new field and industry. While some people use this technique to change careers, most simply use it to actually hunt for a job. You set up appointments with the people who have the power to hire you, in the organizations where you wish to work. This gives you the opportunity to learn, from your potential boss, their needs and the skills they value. Your conversations will help uncover job leads and important skills employers care about.



The best approach to obtaining an Informational Interview is to be honest, and start with a referral. Reassure the contact that you don't expect them to have a job opening or even know about a job, that you are simply looking for their guidance and input to help you better direct your job search. Also, be specific about the amount of time being requested. While an in-person meeting is ideal, 15 minutes on the telephone is most common, and e-mail is also an option. The drawback to email is that it makes smooth two-way communication difficult unless you use instant messaging, (a great alternative if it's available.)



At the start of the meeting, reintroduce yourself and your reason for contacting them. Summarize your background and credentials in the first sixty seconds. This will save time and allow you to ask specific questions and get the answers you seek in the time allotted. Be sure to ask for referrals to others you could contact. Do get suggestions on other companies to approach. Some contacts will be more helpful than others. If you go past the agreed upon time, offer to arrange a second meeting (by phone) so as not to put the contact out today or cause them to work overtime because you took too much of their time. And always, send a handwritten thank you note immediately after the interview meeting. Use this technique - you'll make good contacts, ones that may lead you to land the perfect job.