Close every informational interview with one forward step

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.

How to do it

1. Near the end of the conversation, ask: "Is there anyone else you’d suggest I talk to?"
2. If they offer a name, ask whether you can mention them when you reach out.
3. Send a thank-you message within 24 hours that references something specific they said.
4. Keep them updated on what you do with their advice — people like to know their input mattered.

Evidence

Word-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. (mechanistic)

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.

Sources

• 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.