Your connections, the people you know, are an amazing treasure trove.
You not only get the benefit of their awesomeness in your life. You can also tap into their knowledge and their connections to grow your business.
This tapping in is not about using people. It’s about allowing the gifts that others want to offer you to come to light.
The truth is, people would LOVE to help you. If you’ve got a happy client or a devoted friend, they’d be delighted to help you grow your business.
Value those connections enough to give them that opportunity.
Some of the ways to allow our connections to help us are more well known, like referrals.
Some are hidden treasures.
Information interviews are one of those hidden treasures.
Information interviews are not nearly as dry as they sound. They are an awesome opportunity to connect with someone in a whole new way!
Information interviews are a great way to tap into your connections.
Information interviews are meetings, either in person or on the phone (or online, using one of the great tools for connecting that are out there). The interview is structured by the questions you ask the person you’re meeting.
One of the first questions I get from clients when coaching them on ways to value their connections is, who do you ask?
The answer: start with happy clients and trusted colleagues. Then you can branch out further, and ask people you know less well and who you think might be an amazing resource.
The most obvious reason to do an information interview is to ask questions. Here are some ideas for questions to ask:
Here’s what I’m planning to offer. Do you think that would be valuable to someone like you?
If not, is there some aspect of what I’m planning that would be valuable?
What is your experience with others who do similar work?
Then build from there based on what their answers are. It’s like any conversation: go with the flow of it, keeping your goals for the interview in mind as you go.
Another really important aspect of information interviews is the opportunity to let people know what you’re doing and what you’re planning.
They themselves may want to call on you for what you’re offering.
When I started my business, the first thing I did was to arrange information interviews with about a dozen people. At the time, I thought, who would take the time to do this? I was so happily surprised – everyone except one person gladly agreed.
One of those interviews turned into a mutual interview of sorts, and that person became my first client.
The person you’re interviewing might not be the one who gives you an opportunity to do your best work. They might know someone who would really benefit from your service or product. Information interviews are a great referral tool.
One of the other hidden benefits of information interviews is that you get to gather information about what this person really wants or needs. You get inside information. You can ask questions!
Then, you get to tailor what you offer to what people actually want! Brilliant!
Setting up information interviews can be scary. What if they reject me? What if it looks bad, like I don’t know what I’m doing? What if they don’t want to help?
Relax. Breathe! (always a good idea! Lol)
The fact is, people love helping other people. It gives them an opportunity to be of service.
Here’s a script for approaching someone you want to interview:
I’m planning to start a new business/enter into a new area in my business. I think you’re amazing at [fill in the blank]. Would you be willing to speak to me for 15 minutes about this idea, so I can get your advice?
It’s important to limit the time. It shows the person that you’re respectful of their time, and that there is a limit to what you are asking.
Then stick to that time limit. I usually say something like, we’ve come to the end of our 15 minutes. I want to thank you so much for your time and your advice. It’s been really valuable to me.
In most cases, they will give you some extra time. Be ready for that: build on the conversation you are having when asking additional questions.
Your connections are part of the world that you have built for yourself and your business. That knowledge builds more confidence in yourself. Those connections are a valuable support and resource.
One final word (OK, a couple!): be grateful. Send the person a handwritten thank you note, thanking them for their time and acknowledging that they did something special for you.
And be grateful within yourself. You’ve been given a great gift.
You’ve built these connections. You are an important link in other people’s worlds too. Celebrate your own abilities in growing and maintaining those connections!
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Can you think of anyone you would like to do an information interview with?
What would you ask them?
Doing this for the first time can be a little scary. To help you get through that fear, share your feelings and experiences about it and get some support!
Leave a comment below.