Close every informational interview with one forward step
End by asking: "Is there someone else you think I should talk to?"
Key takeaways
- What it is: End by asking: "Is there someone else you think I should talk to?"
- Why it works: One of the most reliable outcomes of a well-run informational interview is a referral to the next conversation. The person you just spoke to has validated your approach, been impressed by your questions, and now feels mild reciprocal motivation to help further. Asking explicitly for a referral at this moment — while they’re engaged — converts their goodwill into a concrete next step before it dissipates.
- Evidence: Plausible mechanism, limited direct outcome data.
- Avoid: Ending the conversation without asking for a referral — this is the single most reliable next step and most people skip it out of awkwardness.
Why it works
One of the most reliable outcomes of a well-run informational interview is a referral to the next conversation. The person you just spoke to has validated your approach, been impressed by your questions, and now feels mild reciprocal motivation to help further. Asking explicitly for a referral at this moment — while they’re engaged — converts their goodwill into a concrete next step before it dissipates.
How to do it
- 1Near the end of the conversation, ask: "Is there anyone else you’d suggest I talk to?"
- 2If they offer a name, ask whether you can mention them when you reach out.
- 3Send a thank-you message within 24 hours that references something specific they said.
- 4Keep them updated on what you do with their advice — people like to know their input mattered.
What the evidence says
MechanisticWord-of-mouth referrals are more effective than cold outreach in most job-finding contexts; Granovetter’s research and subsequent replications support the referral mechanism. Explicitly asking for the next person is practitioner advice.
Honest caveat: Referrals only flow if the conversation went well and the person trusts you enough to attach their name to the introduction — this depends on everything prior.
- — Granovetter (1974), Getting a Job: A Study of Contacts and Careers
Common mistake
Ending the conversation without asking for a referral — this is the single most reliable next step and most people skip it out of awkwardness.
IX Coach prompts you to ask the referral question and reminds you to send a follow-up note while the conversation is still fresh.
Practice this with IX Coach →