Who 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 read
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Tagged relationships
Every post tagged relationships.
Buyers20 postsIndustries38 postsLeadership37 postsMethod50 postsPipeline40 postsProduct6 postsReplies21 postsSignals57 postsWarm intros32 posts
Latest
The 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 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 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 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 readMake it easy to say no
Connectors say yes more often when saying no costs them nothing. Here's how to write an intro ask with a clean exit that still gets forwarded.
3 min readKeeping score without keeping score
Warm intros run on give and take, but a ledger kills them. Here's how to stay generous with your network and still know who's carried you.
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 read