Most job seekers have heard suggestions like “make sure you network,” and “don’t forget to ask your uncle if he can get you a job in his company.” Given the recent rise in unemployment, networking and informational interviewing are more important than ever when searching for a job. As a career counselor, numerous people have told me that simply being instructed to network is not sufficient. What they want (and often need) is the confidence and skills that will facilitate their networking efforts. Below I discuss the purpose of networking, barriers encountered by many when they attempt to network, and tips on conducting informational interviews.

Your career network consists of those people who may provide you with information related to your job search. You may think of your network as a “web” of individuals, with each member of the web having his or her own network. As you can see, establishing a small number of job contacts could easily expand to a substantial network of professionals. Although your network will likely begin with people you know, it will grow to include professionals you’ve yet to meet. As you develop your network, you will arrange informational interviews with members of your web in order to obtain advice about the job search, leads on existing job openings, and support for the job search journey.

The job seeker should identify and work to overcome barriers to networking. Two commonly experienced barriers are not knowing people with whom to network and feeling nervous about speaking to strangers about your job search. You should utilize a variety of resources in order to widen your networking web. The best place to start is with family, friends, and former employers. If you are affiliated with an academic institution, ask the alumni office if they maintain a database of alumni who are willing to provide career resources. Identify regional and national professional organizations for your industry of interest and inquire whether they can refer you to professionals who may help you in your search. Don’t forget to “cold call” individuals who are working in the field and add them to your list of contacts. Cold calling refers to contacting people without a specific invitation to do so in order to gather information, ask for advice, inquire about job opportunities, etc. Cold calling is a commonly used job search technique that often yields great results.

After you have identified your network, you should then conduct informational interviews over the phone or in person. The purpose of an informational interview extends beyond speaking to someone with the hope of landing a job. Think of the interview as a way to obtain information about a career field, to clarify your interests and goals, and to seek out advice on how to conduct a job search in a particular industry. Here is an example of an introduction to a potential contact: “Hello, Ms. Taylor, this is John Moran calling. How are you today? Ms. Taylor, this afternoon I was reviewing my consulting association membership roster and saw your name listed. I am currently involved in a job search and I was wondering if you could spare some time to offer me feedback about my job search strategy. Is this a good time to talk?” If the contact is not available, avoid playing “phone tag” by suggesting times which are good for you and ask the individual to contact you with a time that fits his or her schedule. Using index cards, record information about your contact including the individual’s name, phone number, job title, and company name. Keep a log of the day and time you speak to your contacts and make notes about your conversation.

Prepare questions for the informational interview, such as “tell me about a typical day on the job,” “what is the job market like in your field,” “what are the best ways to search for a job in this industry,” “can you give me the names of other professionals who may be helpful in my job search,” and “what is the best way to find out if there are openings at your company.” If job openings exist at the company, ask about the preferred method for sending your resume and cover letter. It is very important to research the company before you apply for the job and to address the required skills in your cover letter. The letter should reference any prior discussion with a contact (using a current employee’s name demonstrates a sincere interest in the company) and provide an overview of your career focus and relevant experience. Remember to send a thank you note to your contact within a day of the informational interview.

Let’s say that you are interested in broadcast journalism so you cold call the local radio station and set up a phone appointment with a news editor. Since you have never worked as a journalist, your goal is to ask about the typical work schedule of a news editor, the type of education and training necessary, current industry trends (e.g., what’s hot in radio news), and the salary range for an entry-level editor. You learn that much of what you like about the job can be found in other media as well, such as newspaper and television. Additionally, your contact gives you the names and phone numbers of two people who work for the local newspaper. Although the informational interview did not result in a job, you learned about the industry, opened up search options beyond radio, and obtained two additional contacts.

The thought of conducting cold calls and asking for an interview often sends shivers down our spines. Job seekers who are anxious about speaking to professionals should remember that networking is a widely accepted technique of gathering occupational information and inquiring about jobs. Take some deep breaths, practice informational interviewing with a friend, and take the plunge with a professional. Many people enjoy talking about themselves and their work and welcome the opportunity to give advice to job hunters. Realize too, however, that some contacts will not be able to speak with you, saying “I don’t have time to talk” or “there are no job openings at this time.” You may choose to clarify the purpose of your call by saying “I appreciate that you are very busy, but I am not asking for a job. I simply wish to take a few minutes of your time to ask general questions about your field and to seek your feedback about my job search strategy.”

There are many excellent resources on networking and conducting informational interviews. Check out Richard Beatty’s Job Search Networking (Bob Adams, Inc.) or Susan Shelly’s Networking for Novices (Learning Express, LLC.).

Article by Mike Schaub, is the Associate Director for Career Education and Counseling at the MBNA Career Education Center at Georgetown University.