An informational interview is a 15-to-20-minute conversation where you learn about a role, team, or company from someone who works there. You're not asking for a job. You're gathering intel. That framing changes everything: the person across from you isn't evaluating a candidate. They're sharing expertise with a curious professional.
The strategy works. LinkedIn's talent data shows roughly 70% of people get hired at companies where they have an existing connection. Informational interviews create those connections. You show up prepared, ask smart questions, leave a strong impression, and suddenly you know someone at the company who can refer you when a role opens.
This guide covers the full process: how to make the request, what to say during the call, how to follow up afterward, and the timing that converts a conversation into a referral.
Three Request Templates That Get Accepted
The request is where most people stall. They write long messages explaining their career history, their current situation, and every reason they're reaching out. That's too much. The ideal request is three to five sentences.
Expect a 50-70% acceptance rate from people you share a connection with (alumni, former colleagues, mutual contacts). Cold outreach to strangers runs 20-30%, which is still solid. A Harvard Business Review study found that people significantly underestimate how willing others are to help.
Template 1: LinkedIn connection (warm)
Template 2: Cold outreach (stranger)
Template 3: Mutual connection referral
Notice the pattern across all three: a specific reason for reaching out, a narrow topic, and a small time ask. "I'd love to pick your brain" gets ignored. "I have questions about how the enterprise sales team is structured at Notion" gets a response.
Tip: If you share a mutual connection, mention them by name. A recognizable name in the first sentence doubles your response rate. For a full framework on requesting those introductions, see our guide on how to ask for a warm intro.
Before the Call: 20 Minutes of Preparation
Preparation separates useful informational interviews from ones that waste everyone's time. Spend 20 to 30 minutes on research before a 15-minute conversation. The ratio sounds steep. It's worth it.
Research the person. Read their full LinkedIn profile. Check for published articles, conference talks, or podcast appearances. Look at their career path: where did they come from, how long have they been in the industry? This lets you ask informed questions and avoid asking things you could have found online.
Research the company. Read recent blog posts, press releases, and quarterly earnings (if public). Look at their current job postings to understand what skills they're hiring for and where they're investing. Check Glassdoor for review patterns.
Prepare 5 to 7 questions. Order them by priority. You won't get through all of them, and that's fine. The first two or three will spark follow-ups that are more valuable than anything scripted.
Prepare your story. They'll ask about you. Have a 30-second version: who you are, what you've been doing, and what you're exploring. "I spent the last four years in product marketing at mid-stage SaaS companies, and I'm starting to look at the fintech space." Done.
What to Ask During the Conversation
The best questions surface insider perspective that you can't find through Google, Glassdoor, or the company website. Pick from these categories based on what you need to learn.
About the role
- What does a typical week look like for you?
- What's the most challenging part of the job that outsiders wouldn't guess?
- What skills separate people who thrive from those who struggle?
About the team and company
- What surprised you most after joining?
- What kind of person tends to do well here?
- How does the team make decisions?
About career path
- How did you end up in this role?
- What would you recommend for someone trying to break into this space?
- Where do you see the biggest opportunities in this industry right now?
The closing questions (ask these every time)
- Based on what I've shared, is there anything you'd suggest I focus on?
- Is there anyone else you'd recommend I talk to?
- Would it be okay if I followed up with you down the road?
That last question is how one informational interview turns into three. "Is there anyone else you'd recommend I talk to?" expands your network with each conversation. "Would it be okay if I followed up?" gives you permission to stay in touch, which is how this becomes a relationship.
During the Call: Five Rules
1. Listen more than you talk. You asked for their time to learn. So learn. Let them talk. Take notes. Ask follow-up questions based on what they say.
2. Don't ask for a job. This is the cardinal rule. If you asked for an informational interview and then pitch yourself for a role, you've broken trust. If a job comes up naturally ("we're hiring for that, you should apply"), great. But you don't bring it up first.
3. Watch the clock. At the 14-minute mark, say "I want to respect your time. I had one more question if you have a moment." If they offer more time, continue. If not, wrap up. Going over without checking is the fastest way to leave a bad impression.
4. Take visible notes. On a call, mention that you're writing something down. In person, have a notebook open. It signals that you value what they're saying.
5. End with the closing questions. Every time. No exceptions.
The Follow-Up Sequence That Converts
Half of informational interview conversations end without a follow-up message. That's a missed opportunity to cement the connection and set up future referrals.
Within 24 hours: The thank-you
One week later: The value-add
Send them an article, podcast, or resource related to something you discussed. "I came across this piece about [topic you discussed] and thought of our conversation." One sentence. No ask. This keeps you top of mind without being transactional.
When a role opens: The circle-back
If a relevant role appears at their company weeks or months later, reach back out. "I saw the [Role] posting on your team and it looks like a strong match for what we discussed. Would you be open to sharing any additional context, or would it make sense for me to apply directly?" This is where the relationship converts into a referral. Many people will offer to submit your resume internally or connect you with the hiring manager.
For more on follow-up timing and templates, see our guide on following up after a warm introduction.
Common Mistakes That Kill Your Chances
Treating it as a stealth interview. Show up with a resume and start selling yourself, and the person will feel ambushed. They agreed to share information, not evaluate a candidate.
Asking questions you could have Googled. "What does your company do?" wastes their time and signals zero preparation. Reserve the conversation for insider perspective.
Asking too many people at the same company. If you request informational interviews with five people on the same team, they will talk about it. One or two conversations per company is appropriate.
Never following up. The follow-up is what turns a one-time call into an ongoing professional relationship. Skip it and you've burned the investment you made in the conversation.
Informational interviews compound. Each one gives you a referral possibility, insider intel, and 1 to 3 new names to contact next. Run 10 of these over a month and you'll have more warm paths into companies than any job board can provide. To identify which of your current connections are at companies with open roles, upload your LinkedIn CSV to InsideTrack.
Frequently Asked Questions
Send a short message that names the specific topic you want to discuss, explains why you're reaching out to this person in particular, and asks for 15 to 20 minutes. Keep the message under five sentences. Specificity increases your acceptance rate because the recipient knows exactly what they're signing up for.
Send a thank-you message within 24 hours. Reference something specific from the conversation to show you were paying attention. One week later, share a relevant article or resource tied to something you discussed. This keeps you top of mind without asking for anything. If a relevant role opens at their company within the next few months, circle back with a brief message.
Roughly 10 to 20 percent of informational interviews produce a direct referral, based on networking data from SHRM. The number climbs higher when you factor in indirect outcomes: second-order introductions, insider information about upcoming roles, and connections who think of you months later when a position opens. The compound effect makes informational interviews one of the highest-ROI job search activities.
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