Timid about making introductions for others?
I just got off the phone with someone I called to create an introduction with another professional colleague of mine. The person I called (let’s call him Steve) said “No, it wouldn’t make sense for me to talk to Mark (my colleague)”. When I asked Steve why, he didn’t think it made sense; he said he didn’t want to be “sold to”.
Hmmm…
How often has this happened to you? You actively reach out into your network to put two people together and one of them shoots down the request. Depending on how often this occurs, it’s no wonder we get timid about making introductions for others. Why would I put my tender backside out to help someone when all I’ll get is “no thanks” or worse?
Aahh, the beginning and the end of creating introductions as a marketing strategy. “-)
So what is there to do (or be) about this situation?
First, have some compassion for the person you’re calling making a request that they talk to someone you know. Everyday we all get sales calls from strangers trying to sell us one thing or another (I might be one of them). We get tired of “being sold to” and put up the wall of resistence in an instant.
Second, get clear that you’re making a request. Not a fuzzy, round about, beat around the bush, “I’m going to sell you on my buddy” demand, but a straight-forward, clear request. Here’s an example, “Hi Steve, it’s Preston. I’m calling to make a request. Would you be open to having a conversation with Mark of ABC Company. He does a lot of work with companies like yours and I thought you two might hit it off. I don’t know if you need anything he’s got, but I respect both of you and wanted to make the connection.” Be clear and don’t BS the reason you’re calling. And be willing to accept a “yes” or “no” without upset. Make Choice available to them.
Third, consider that the intention of putting two people together is NOT to have them do business with one another but to offer them one more person to be in THEIR network. And, consider that when someone sees you making introductions for someone else, they’ll begin to see you as a valuable resource for their own business (especially when it comes time for them to ask for introductions).
By making introductions for others you will elevate yourself in the eyes and hearts of many.
Happy Match-Making,
-Coach Preston
