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.

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