Intros inside a client's own company
Your best warm intro is often inside a company you already serve. How to ask a happy client to open a door to another division, and what to send.
3 min read
Blog
Warm intros
Posts on warm intros for services firms selling $50K to $500K engagements.
A week of warm outreach, start to finish
A day-by-day walk through one week of warm outreach for a services seller, from picking accounts on Monday to following up on intros by Friday.
3 min readTracking intros as pipeline
Warm intros are pipeline, so track them like pipeline. A simple way to log asks, follow the handoff and see which paths turn into meetings.
3 min readWho should ask, the founder or the seller
Who should ask a connector for a warm intro, the founder or the seller, and how to decide based on who owns the relationship and what's at stake.
3 min readIntros when you're the new firm in town
How a new or unknown services firm gets warm introductions when nobody knows its name yet, by borrowing the trust its people already earned.
3 min readThe cost of a burned intro
A badly handled warm introduction costs more than one lost deal. What burns an intro, what it does to your network and how to keep it from happening.
3 min readAdvisory boards as intro engines
How a services firm builds a small advisory board of senior operators who open doors to buyers, and how to ask for intros without wearing them out.
3 min readIntroductions at conferences
How to turn a conference into warm introductions to buyers by asking the people you already know to make a short in-person or written intro.
3 min readReconnecting with a dormant contact
How to reach back out to someone you haven't talked to in years without it feeling transactional, and when a dormant contact can open a door.
3 min readWarm intros into private equity portfolios
How to find warm paths into private equity portfolio companies through operating partners, boards and fellow portfolio executives, and what to ask.
3 min readWarm intros for a new market
How to find warm intros when you enter a new industry or region where nobody knows your name, using adjacent ties, delivery teams and investors.
3 min readThe intro that turns into a referral
An intro is a favor done once. A referral is a connector who sends buyers your way on their own. How to turn the first into the second, step by step.
3 min readFollowing up on an intro that went quiet
The connector said yes, the intro went out, and nothing happened. How to follow up without burning the buyer or the person who vouched for you.
3 min readDouble opt-in intros done right
A double opt-in intro asks the buyer before connecting you. Done right, it protects your connector and gets you a warmer first meeting.
3 min readWeak ties are where intros come from
Your closest contacts rarely know your next buyer. The intros that open big services deals come from people you know only a little.
3 min readLinkedIn Premium or Sales Navigator for warm paths
Which LinkedIn plan helps you find warm intro paths into target accounts. What Premium does, what Sales Navigator adds and how to pick.
3 min readHow to ask for an intro people actually forward
The intro ask that gets forwarded is short, written for the buyer, and takes the connector ten seconds. Here's how to write both notes.
4 min readBuilding a network before you need it
Warm intros only work if the network exists before you need it. Here's how a services seller builds one steadily without it becoming a transaction.
3 min read