Second/third/fourth Networking Calls
Probably going to come off superbly socially inept for asking this but oh well.
For those that have been through the whole IB networking thing already, what do you say on your second/third/fourth calls with a person? The first call is usually pretty easy where you can just sort of get to know the person, ask about the job, group, time in college, etc. and if they’re up for it talk a bit about yourself and your progression, but after that first call, how do you follow up without it seeming like a desperate attempt to talk to them? And what do you say? Once you get the follow up call, what do you talk about given that you’ve already sort of covered all the surface level stuff in the first call? Like would you ask how things have been progressing since you last talked and stuff like that or what?
It’s pretty hard to build personal connections over the phone, so not really sure how to go about it. Thanks for the help!
I had this same question too and never really found a good answer for this on WSO when I was going through recruiting. It felt weird sending them an article for no reason.
Looking back, this is what I did. There's nothing wrong with networking in a somewhat transactional way and they know that you're not trying to be their best friend.
First call: 1st semester of sophomore year. Like you said, the call was generally pretty straightforward. I talked about school, work, and just found a way to connect.
Second call: 2nd semester of sophomore year (usually right after applications opened). I emailed them with a short update and basically told them that I got an internship for the upcoming summer and was getting more interested in whatever group they worked in so I was looking to speak again.
If you had a good call with them last time, I found that they always set up another call or (if they were busy) just told me that they would push my resume. Since they already remember you, the second call is even easier than the first. I would just give my update again over the phone, ask them how the group was (usually they would say something about how the deal environment changed, doesn't really matter what they say), and then I would ask them how to get into the process and if they have any advice for interviews given that recruiting has started.
The second call is just to make sure that they remember who you are so they can vouch for you. I usually spent >30 min on the first call and 10-15 min on the second. I never did a 3rd/4th call because like you said, there's only so much you can talk to them about.
You don't need four calls - it starts to get annoying when people keep reaching out, especially if they aren't strong candidates. The reality is, I'd say this cycle about 30 students reached out to me (and if it wasn't like 2 weeks before the application deadline then I probably gave them a call) but I don't have infinite pull with HR and the selection committee so I can't recommend everyone. Max I'll put my credibility on the line for 2-3 candidates in a cycle otherwise if I recommend someone who bombs then it reflects poorly on me.
At least for me, the best candidates:
1) Exude confidence - not like a Chad-like confidence, but the confidence that you know what you are talking about, have a goal with the call, and are conversational rather than shooting off questions. There is an extremely high correlation between candidates who show confidence in these early calls and ones that perform under pressure on the job. BTW, The best way to gain this confidence is to actually know what you are talking about and prepare
Don't be timid in the email - cut all the stuff about "I know you are extremely busy", don't say "Mr./Mrs. Smith," or other overly formal and apologetic things. Be direct, say who you are, what's your background, what you'd like to get from the call, and when you're free.
2) On the call don't come with a laundry list of robotic questions. It's much better to have like 5 questions that at least follow a semblance of a pattern than fire off "what is the culture like" and then "what is your favorite deal". Ask a question, listen to the response and then ask follow-up questions - it's like a date, you don't want to be in interview mode, it has to feel conversational
3) After that call feel free to send me updates about what you have been up to. Did you just get a sophomore internship? Do something relevant to what we talked about on the phone? Just send a short note - 99% of the all time I'll just respond 'Great to hear, thanks for the update' but at least you're keeping yourself top of mind
4) when it starts getting closer to the application deadline I'd recommend reaching out again and setting up a call under the guise of interview prep and advice. If you had a good first call, have been keeping yourself top of mind with updates, then good chance I'll take another call to give advice.
And that's it, repeat that with a ton of bankers because it is a numbers game. Maybe you aren't in my top 3 but if you do this with enough people you'll end up in other people's and that will convert to interviews