Why introductions are important for your business and how to make them

If you’ve been here with us for a while, or heck even if you’re here for the first time, you probably understand the importance of networking in business.

Part of networking is creating referrals, but I want to make it clear, introductions are NOT referrals.

Introduction = Bob meet Sally. This you will have some great synergy.

Referral = Bob meet Sally. Bob is looking for your services and is excited to talk. (a sales conversation is expected)

When I started out in business and got into the networking scene, I did it all wrong.I always went for the sale.

And while, yes, we want to make money, we have goals we want to reach, appointments we need to set, whether for ourselves or a quota for our boss, making money isn’t the only part of business relationships.

But that’s what I did. I made networking a complete prospecting move. Looking for clients who would pay for what I had to offer.

Because of this, a lot of bridges were unintentionally and unfortunately burned.

I actually came across introductions, or the idea of opening doors for other people, by accident.?

Someone made an introduction for me, had a super interesting conversation and I returned the favor the next week and that person also had a great conversation that opened a lot of doors for them.

And I just thought that was awesome.?

Know the intention for the introduction

There are different types of introductions you can make.

And depending on the purpose of the introduction you’re making will help you decide the mechanics of how it should go.

Again, the type of introduction I’m talking about today is different from a referral.

If I think two people can have a really great conversation and potentially collaborate on something, then it’s important to say that.

Two people, like Kevin and myself, could be introduced because we are both in business and veterans. This would NOT be intended to be a sales conversation, but rather just two people getting to know each other and possibly collaborating on something.

Just remember that when introducing people, you want to be clear on why you think it would be beneficial for them to exchange their time with one another.

Don’t overlook introductions because they don’t make you money right off the bat

Some of the most amazing business relationships and clients I’ve had came on the back of an introduction, not a referral.

Introductions, however, are unfortunately overlooked because you’re not getting a sale from it or you aren’t able to pitch to that person because they might not even need your services.

If someone, and it can depend on the person, introduces you to someone else because they think you will have great synergies, then you should probably take the call. That person is taking time out to create that intro.

Of course, use your own judgment with this too. You want to make sure the person making the introduction is a trustworthy person and has built a reputation on creating good relationships.

And to be honest, introductions are easier to make than a referral. There are less stakes with no money on the table. You’re simply just trying to get to know one another and how you could possibly help one another in your businesses.

Making introductions is a skill

Just like almost anything else in business, making fruitful introductions is a skill.

One of the best ways to have great conversations that lead anywhere is to find questions that get people talking about their work and genuinely make them feel really cool about what they do.

First of all, if you’re networking, you’re probably looking for clients. And having a mouth full of sales breath is not good for genuine connection because you will always come off as desperate and wanting to sell.

So, get rid of that and go into events with the curiosity of getting to know people and not trying to sell them.

Next, develop your listening skills. There are trigger words or phrases that could indicate what someone is looking for.

Someone I was talking to recently was looking for connections in Canada and we have a few chapters of Success Champions moving up there so it was easy to make that introduction because it had been so fresh in my mind

And the last thing is to know who is in your network. Look through your phone contacts, business contacts, clientele, etc. so you know who is around you. If you don’t know all of the people you have connections to already, it will be harder to make that immediate introduction.

Go into a conversation wanting to make an introduction

Introductions are not only important for the two people you’re helping create a connection, but for yourself as well.

Being the person who knows other people is a huge asset no matter what industry you’re in.

And I say this because you should be more intentional about being that person.?

Go into a conversation with a person, listen to them, make sure you connect with each other on a relationship level and then intentionally think about people you can introduce them to.

For myself, if I connect with someone and they seem like a stand up person, I make it a goal to introduce that person to three people before our conversation is over.

But don’t be in a conversation only thinking about introductions and not listening to the person.?

You have to listen to them on a deeper level so you can know who to actually introduce them to so it is a fruitful connection and one that you would put your name next to.

Make the introduction as soon as possible

One of the worst things you could do is say you’re going to make an introduction to someone and then never do it.

It makes you come off as untrustworthy and flakey. So don’t do it!

Instead, when you’re in a conversation with someone in person or over video and you want to make an introduction, grab that person’s email or social media links and connect the two right then and there.?

You know we can all get distracted in our own lives and businesses and you wouldn’t intentionally not connect the people, so make sure you find a way that fits best for you to make sure you do it as soon as possible.

If that means pulling out your phone quickly and jumping on LinkedIn, like I do, and sending a group message to make the introduction, then do it. And the same with over video.

Or if that means making a note that you go through at the end of your work day, then do that. But do not forget!

The best bet is to get the introduction done while you’re having the actual conversation. The person will appreciate you taking the time to actually do what you said you were going to do.

Main takeaways:

1. Know the intention for the introduction
2. Don’t overlook introductions because they don’t make you money right off the bat
3. Go into a conversation wanting to make an introduction
4. Make the introduction as soon as possible

As always, if you’ve got any tips or tricks of value out of this, do us a favor, and make sure you’re subscribed to our newsletter! Become one of our Champions, Visit SuccessChampionNetworking.com & email us at: [email protected]

Donnie Boivin is the Founder and CEO of the Success Champion Networking, a 4x best-selling author and host of the Growth Mode Podcast.

#Networking #SuccessChampion #Business

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