Utilizing your relationships with others can help you make connections. In this video, learn how you can ask others for help.
- A coworker of mine was prospecting once and got a response that shocked and embarrassed him. The response said, "Hey, my husband works at your company, "do you know him?" He quickly looked up the prospect's husband and was embarrassed to find out that not only did he also work in sales, but he literally sat on the same floor. Imagine how much easier it would've been if he'd just walked over to his coworker and asked, "How well do you know her? "Would our products be a good fit for their company? "Can you make an introduction?" Getting an introduction to a prospect is a better experience for the prospect and for you as a sales person.
Yet for many sales people, it's the last thing they think about when prospecting. Years ago, it was difficult to know who knows who and map out all the different connections. But now, it's pretty easy to see who knows who on LinkedIn. There are two main networks you can use when looking for introductions to key sales contacts. The first is your personal network. If you have a shared connection with a prospect, asking for an introduction can be your most effective way into that account. The second most important network for you to leverage is your company's network.
Everyone at your company has a vested interest in the success of your company, which creates many opportunities for introductions to thousands of people that you might not have been otherwise able to get to. Here are the four key steps to a successful introduction. First, identify who will make the introduction. LinkedIn already highlights shared connections on the profile page, so that's a great place to start. The second place to look is within a profile page in LinkedIn Sales Navigator, if you have it. Sales Navigator will highlight if anyone in your company that you may not know knows your prospects.
If you have multiple options for an introduction, evaluate the strength of the relationship and prioritize accordingly. Second, ask for an introduction. If you're asking someone you know pretty well, a simple request will probably do the trick. Something like, "Hey Rachel, I happened to notice "on your LinkedIn profile that you're connected "with David Smith over at Acme Corporation. "How well do you know him? "Would you be willing to introduce me?" If you don't know the person very well, for example, if you're asking an executive from another office that works for your company, then I would recommend a more formal approach of introducing yourself and why you think this person would be a good fit for your company's products or services.
Third, make it easy to introduce you. Everyone is busy and they're doing you a favor, so make it as painless as possible. One of the best ways to do that is to provide a template they can use to reach out to your prospect. Here's an example. "David, this is John. "I wanted to take the opportunity to introduce "the two of you. "David is a good friend of mine, "and John is a sales training specialist who is engaged "with a number of my clients and who does topnotch work. "John, I would ask that you reach out to Dave "and set up a time to speak.
"If either of you want me to be a part of that conversation or have any questions, please reach out. "All the best, Rachel." It's possible your introducer might want to check with their contact first, to see if they're up for an introduction. That can be expected, especially in situations where it's been a while since your introducer has been in touch with your prospect. The last step is for you to respond quickly to the introduction, to ask how your prospect prefers to be reached. A quick response shows the introducer that you have appreciated them being willing to make this introduction for you.
If you want to go the extra mile, keep the introducer up to speed on how the conversation went. And if that introduction turned into new business for you, you might want to think about sending them a thank you note or a small gift to show your appreciation. Asking for referrals can feel daunting, but this technique can be an easy first step as you begin integrating social selling to get more warm introductions. It's time to put what you've learned to the test. So look at one of your top prospects and see if there's anyone that can make an introduction for you.
- Crafting a customer-centric profile
- Creating a professional brand that expands your reach
- Identifying your ideal prospects
- Understanding what your buyer values
- Knowing when a prospect is ready to buy
- Engaging with personalized outreach
- Asking for an introduction
- Measuring social selling success