Ask strangers for introductions and referrals.
Asking for referrals from strangers may seem a fruitless task yet when requests are made in the right way, most people respond well.
To begin, decide who you want to be referred or introduced to. Whatever you are selling, some potential customers in your market have an immediate need for what you offer.
These days, it is quite easy to find businesses that fit a particular profile. If you haven't already created a detailed profile of your ideal customer, now is a good time to do so. You are looking for businesses that are experiencing a situation or problem that can be resolved with what you sell so your profile needs to specify the issues they face.
Part three of our free B2B sales training presents seventeen ways to find those who need what you are selling, right now.
It is also not too difficult to find the names and contact details of the decision-makers in the organisations you need to reach.
Referrals From Strangers
If you have a strong LinkedIn network or use Sales Navigator, you can find people who know those you want to reach.
A particularly effective strategy is to approach people who used to work for a business you want to be referred to because they will be less guarded about sharing information. Visit their LinkedIn profile to see if you have common contacts or experiences that you can use to make a connection.
Then simply send an in-mail, email or message asking for an introduction.
Better still, find their telephone number and call.
Say, "I'd like to ask for your help."
"My research suggests that [business name] would benefit from [the main benefit of what you sell]."
If they have worked for the company previously ask, "Do you know if this is correct?"
When you get a yes, and you will if you kiss a few frogs, ask:
In your opinion, would [name] be the best person to approach?
Then, after some chat, if you are right or if your intermediary has suggested someone else, say:
"You seem to know [name]. Would you introduce me?"
Be ready with a message or form of words that your intermediary could use to make an introduction.
If you sense resistance try, "Do you mind if I mention having spoken with you?"
You will have a lot of success with this approach if you make the request in person, via a telephone or video call.
The approach can be initiated through a LinkedIn message based on the first two lines of the dialogue. Then you will need to get on a call to develop some rapport.
Step-by-Step Guide for Getting Referrals from Strangers:
Getting introductions or referrals from people you don’t know requires an approach that combines research, networking, and effective communication. Here’s a step-by-step guide to help you navigate this process:
Step 1: Identify Your Target Connections
Target Profile: Identify the organisations and people you want to be introduced to based on their need for what you are offering and their suitability for your purpose.
Step 2: Research Potential Connectors and Intermediaries
LinkedIn: Use LinkedIn to find professionals connected to your target contacts. Look for mutual connections and people who are active in your industry.
Other Social Media: Explore Twitter, industry-specific forums, and groups where your target contacts might be active.
Company Websites: Check the ‘About Us’ or ‘Team’ sections of company websites to find potential connectors.Industry Events:
Internet Research: Use Google, Bing, and your preferred AI tool to find people and background information. Review the search filter guides in each case to refine your search or prompt terms.
Step 3: Craft Your Approach
Here is an example:
Subject: Seeking Your Expertise and Assistance with an Introduction
Dear [Name],
I hope this message finds you well. My name is [Your Name], and I am [brief introduction about who you are and what you do]. I came across your profile on [platform/website] and noticed your connections with [Organisation/Company].
I want to connect with [target individual or type of professional] to [specific objective, e.g., explore partnership opportunities, discuss industry trends, etc.]. Given your connections, I thought you might be willing to guide me in the right direction.
If you could spare a few minutes, I would greatly appreciate your insights or an introduction to [target individual’s name or type of professional]. I believe that connecting with them could lead to [specific benefit or value].
Thank you for considering my request. I look forward to the possibility of speaking with you soon.
Best regards,
[Your Name]
[Your Contact Information]
[LinkedIn Profile or Website]
Step 4: Follow Up and Build Relationships
Prompt Response: Follow up promptly if you receive a positive response or introduction.
Gratitude: Always thank the person who made the introduction or referral.
Engagement: Stay engaged with the person who referred you and the new contact. Share relevant information and updates.
Offer Value: Continue to offer value to maintain and strengthen the relationship. This could be through sharing insights, offering assistance, or simply staying in touch.
Understand Limits: Recognise that not everyone will be able or willing to provide a referral or introduction, and respect their decision.
Securing referrals or introductions from people you don’t know might seem challenging, however, people lie to say yes. If you persist with a well-prepared, thoughtful approach you will enjoy success and potentially develop new contacts. By identifying the right intermediaries, crafting compelling messages, and leveraging common ground, you can get introductions and referrals from people you don't know.
This is the twelfth of 17 referral prospecting methods shared on this site. See the others here.
If you want to develop skills for getting introductions and referrals from strangers, we can help. Call +44 (0)1392 851500. Alternatively, use the contact form here or send an email to jimm@salessense.co.uk.
