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Getting Introductions is easier than Getting referrals
The key to getting strong introductions is, first of all, to ask for one.
However, it's crucial to have a clear idea of who you need to be introduced to
– both the companies and the type of company, along with the specific person
within that company. Most importantly, you need to understand the problems you
plan on solving for that company; this will define your ideal prospect.
Now, an interesting approach to getting a strong introduction is to ask for
a referral and be prepared for rejection. Many people hesitate to give
referrals, but they are more open to providing introductions. The reason behind
this is that they might not know what you'll do when you contact their
connection, fear embarrassing their friend, or are unsure if their friend wants
to be introduced.
To navigate this situation effectively, follow this script: Ask the person,
for example, George, if they know anybody they could refer you to. If they
respond with a "No," say, "Well, this is not unusual. When some
salespeople ask me for referrals, I'm a little reluctant because I'm not sure
how it'll be received. Is that how you feel?" George will likely agree,
and you can explain your approach.
Clarify that if they knew someone, you would have them initiate contact to
see if the person is willing to talk to you or has a problem you can solve. If
the contact agrees, they can provide their permission, and if not, there's no
risk to the person making the introduction. Ask if they can think of someone
they might be willing to introduce you to. Many times, they'll respond
positively, leading to further discussions about potential introductions.
In summary, to get a strong introduction, know who you want to be introduced
to, understand the problems you can solve for them, and alleviate the risk for
the person making the introduction.
For more tips like this, click the follow button on your preferred platform.
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By Dan CaramanicoThe key to getting strong introductions is, first of all, to ask for one.
However, it's crucial to have a clear idea of who you need to be introduced to
– both the companies and the type of company, along with the specific person
within that company. Most importantly, you need to understand the problems you
plan on solving for that company; this will define your ideal prospect.
Now, an interesting approach to getting a strong introduction is to ask for
a referral and be prepared for rejection. Many people hesitate to give
referrals, but they are more open to providing introductions. The reason behind
this is that they might not know what you'll do when you contact their
connection, fear embarrassing their friend, or are unsure if their friend wants
to be introduced.
To navigate this situation effectively, follow this script: Ask the person,
for example, George, if they know anybody they could refer you to. If they
respond with a "No," say, "Well, this is not unusual. When some
salespeople ask me for referrals, I'm a little reluctant because I'm not sure
how it'll be received. Is that how you feel?" George will likely agree,
and you can explain your approach.
Clarify that if they knew someone, you would have them initiate contact to
see if the person is willing to talk to you or has a problem you can solve. If
the contact agrees, they can provide their permission, and if not, there's no
risk to the person making the introduction. Ask if they can think of someone
they might be willing to introduce you to. Many times, they'll respond
positively, leading to further discussions about potential introductions.
In summary, to get a strong introduction, know who you want to be introduced
to, understand the problems you can solve for them, and alleviate the risk for
the person making the introduction.
For more tips like this, click the follow button on your preferred platform.