According to Neilsen’s, customers are 4 times more likely to buy with referrals from friends. Naturally, this means that the more referrals we get, the better our business will be. We also learn that LinkedIn is a great place to find new business opportunities and referrals/introductions. There is only one problem though… how does one do it exactly? Well, lucky for you, in this episode I share what NOT to do based on my experience and I offer you a step by step approach to effectively use LinkedIn to prospect and get referrals/introductions.
Here is the proper process you should follow:
Step One: Be prepared by researching the company to see that they truly have a need you can solve. Also, make sure to research the proper decision maker before you request an introduction. Here is a secret, learn something personal about the individuals.
Step Two: Ask for a personal invitation from a trusted, mutual friend once you’ve completed step one. Make sure you ask for a “specific reason for the introduction.” Reasons may include anything from them having a pain you can solve to you wanting to learn more about the industry from an expert or about a company. Whatever the reason, make it clear so that your mutual friend (source) knows exactly what to say in the email introductions. Another little secret here too, ask to be cc’d on the email!
Step Three: Once you have the introduction, thank the person who introduced you. Express appreciation to the person you were introduced to and set a specific date/time to meet or speak on the phone. Remember when you meet, make sure you do what you asked for in step two (to help solve a pain or learn about the business). Whatever that is, make sure you stick to that in your meeting.
Step Four: Demonstrate that you did your research throughout your conversation and especially when you bring up the pain you can solve for them.
Step Five: Post the meeting, send a thank you note to the person who introduced you and the person who you were introduced to.
Step Six: Seek out opportunities to return the favor and introduce your mutual friend to those you know and that they could benefit from meeting.
It’s that simple! But as you listen to this episode, you will hear how I messed it up lol. Listen above and let me know if there is something you would do different. Send me a message here on our FB page. I look forward to hearing from you. As always, remember to go out and DO BIG THINGS!
Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.