Tracking 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 read
Blog
Tagged referrals
Every post tagged referrals.
Buyers20 postsIndustries38 postsLeadership37 postsMethod50 postsPipeline40 postsProduct6 postsReplies21 postsSignals57 postsWarm intros32 posts
Latest
Intros 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 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 readThe forward to a colleague
What it means when a buyer forwards your note to a colleague, how to reply to both people, and the mistakes that turn a good handoff into a dead end.
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 readWhen they say they're not the right person
A "not the right person" reply is often a referral in disguise. What it usually means and the short reply that turns it into the right meeting.
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 readYour delivery team knows more buyers than your sales team
Your engineers and architects know more future buyers than your sellers do. Here's how to find those paths and ask for intros without it getting awkward.
3 min readIntros through alumni networks
How to use school and former-employer alumni networks for warm intros to senior buyers, and how to ask without sounding like you're cashing in.
3 min readHow to thank a connector
A connector who makes an intro for you is spending their own credibility. Here's how to thank them so they're glad they did it and would do it again.
3 min readReferral pipeline that doesn't depend on luck
Referrals feel random, but they come from a few people you can name and work with on purpose. Here's how a services firm builds a referral pipeline.
3 min readWhen not to ask for an intro
A warm intro spends someone else's trust. Here's when asking does more harm than good, and when going direct or waiting is the better move.
3 min readThe warm intro is the most underused channel in services
Why services sellers should try a warm intro before any cold message, and how to write a short note a connector will forward without editing.
3 min readAsking a client for an intro
How to ask a happy client for an introduction to a target buyer, when to make the ask, and how to write a note they can forward in one click.
3 min readThe forwardable note, line by line
A warm intro lives or dies on the note your connector forwards. Here's how to write that note line by line so it's easy to send and easy to answer.
3 min readMapping who you know at a target account
Before any cold note, map who you and your team already know at a target account. Here's a simple way to find the warm paths hiding in your network.
3 min read