5 tips for better introductions
Published May 14, 2013 11:16 AM
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Updated May 14, 2013 11:18 AM
1 Min Read
1. Learn as much as you can about your new prospect.
Ask the powerful questions, Whats going on in their life thats important to them at this time? Craft your approach to your new prospect with this in mind.
2. Let your client know that you think their friend would probably prefer to hear from them before they hear from you.
Say something like, My guess is that George would prefer to hear from you before he hears from me. Lets talk about how you introduce me to George so he feels comfortable.
3. Create in-person introductions whenever you can.
A typical in-person introduction is where you take your client and their friend to lunch. Dont talk business, unless it comes up from their side. Avoid giving any advice until you learn more about their situation, goals, etc.
4. Discuss what the client is likely to say to their friend and how their friend is likely to react (receive the referral).
Say something like, What do you think you need to say to George to get him to take my call? And how do you think hell respond to this introduction? This helps your client make the best possible introduction.
5. Dont leave the meeting without knowing who will do what by when.
Set a time frame for the introduction. Say something like, When do you think youll have a chance to leave a voice mail for George so I know when to follow up? If the client wants to have a real conversation with George not just leave a voice mail or send an email then say, When do you think youll be able to speak to George about his so I know when to follow up?
