A referral gets you in the door. What happens next depends entirely on how clearly you can communicate your value relative to the career stage you are targeting and the specific problem the company is trying to solve.
Through networking, soliciting your network, or having a family member that works at company XYZ by happy coincidence, you’ve been referred in to great company XYZ as someone who is worth talking to about a potential position. Here are some tips on how to use that referral to get a job at a great company.
Take it seriously. The person who introduced you to the potential employer is putting their reputation on the line - for you. In certain organizations, this may not be a big deal. In other organizations - it can be a big difference at year end review time. Either way, at least some part of their reputation is on the line for you. If you blow off the introduction call, or are late or unprepared. It makes you look bad - and your friend even worse.
The most effective referrals are specific about the match — not just 'this is a great person' but 'this person has built exactly the thing you are trying to build.' That specificity requires understanding the smart way to join a startup team versus a larger organization.
Company XYZ already thinks my friend is great. My friend told Company XYZ how great I was. Ergo, Company XYZ should already understand how great I am. When do I start?
This is flawed logic. Your friend’s referral got you a chance to speak with someone at the company - something that most applicants who submit resumes through job sites and emails never ever get. The rest is up to you.
Once in the door, the transition into a new leadership role is where most referred candidates succeed or fail. Earning trust when nobody asked your opinion is a different skill than the one that got you hired.
Direct vs. indirect connections. Getting referred to the hiring manager is best. This gives you the opportunity to speak directly to the person making the decision. But, your friend may not have a direct connection to the hiring manager for the job positing that you believe is a perfect match for you within the company. Instead, he or she may refer you to someone inside the organization who can refer you to the hiring manager. If not possible to speak directly to the hiring manager, a person within the organization who can directly refer you into the hiring manager is a great way to get an “in” at an organization that you are truly passionate about. However, this puts the onus on you to stand out in your very first meeting or discussion. The person you’re meeting with needs to make a decision, usually within a half hour of meeting you, whether or not to refer you along to the hiring manager, and put some part of their own reputation on the line for you.
Remember to thank. No matter which way the process turns out - got an interview or not, hired or not hired - your friend did you a huge favor. Out of every candidate’s resume that is sitting in a stack at the hiring manager’s office, your friend successfully moved your name to the top of the list. Say Thanks in a meaningful way. This could be the deciding factor whether your friend ever decided to refer you again in the future.
