Trying to bring in new clients can be challenging.  You’ve got spreadsheets, pitch decks, pipelines, CRMs on tap, but there’s one thing you can do to increase your odds of success - and that’s mastering the art of a warm introduction.  From email marketing to lead generation, a warm introduction can take your sales efforts further.

What is a Warm Introduction?

A warm introduction is an introduction from a known and trusted associate, a referral from a trusted individual.  The term “warm introduction” is common in investor circles in which investors will only deal with entrepreneurs introduced to them by way of a warm introduction.  In sales, it can be a crucial element to garnering a buyer’s attention over the competition.

Tips for a Successful Warm Introduction

Whether you’re looking to give a warm introduction or to receive a warm introduction, there are some things you can do to amplify your rate of success.

1.      Leverage LinkedIn Connections

2.      Don’t Make Assumptions

3.      No Name Dropping

4.      Make Sure You Know the Connector

Leverage LinkedIn Connections

If you’re looking for an introduction to an individual see if you have any connections in common with them on LinkedIn.  If you do, don’t just take the droplet approach to gaining an introduction.  Ask a connection that knows you better than the rest to introduce you to the person in question.

Don’t Make Assumptions

Never assume that just because you have connections in common that the person will provide you with the introduction.  Remember that you’re asking that person for a favor and it should be phrased that way. 

No Name Dropping

A warm introduction is when a third party that knows both you and the potential buyer introduces you.  You cannot just circumvent that third party, or you may end up sabotaging your chance of success.  Having someone vouch for you may result in a more favorable outcome.

Make Sure You Know the Connector

If you’ve been on LinkedIn for long you probably have a percentage of connections that you have never met or engaged with.  Unless you’re using the SalesGig platform, it’s simply more polite to ask someone for an introduction by speaking directly to the connector via phone or meeting for a coffee. If you don’t know the connector, you want to ensure that you’re leaving a good impression on them and not just going for the direct ask.

Providing a Warm Introduction Via Email

These days warm introductions are primarily given via email.  So, how can you give an excellent introduction?  It’s simple.  Always open with a formality (i.e. I hope this email finds you both well!) followed by introductions.  All that’s left after that is to excuse yourself from the conversation and send it off.  Don’t worry, we’ve included an example below for you.  For those using the SalesGig platform, there are some pre-loaded templates that you have access to, to help you provide a stellar introduction.

Subject: Introduction: John Meet Joe

Good morning,

I hope this email finds you both well!

John, I’d like for you to meet Jane.  I met her through and she’s the CEO of X Company.  I wanted to connect you two because (reason).  I hope you’ll be able to find some time to talk and will let you take it from here!

Regards,

Your Name

Research  indicates that 84% of B2B buyers start their purchasing process after receiving a referral or warm introduction.  Mastering warm introductions can help increase your odds of success in sales.  With numbers that large, can you afford to pass it up?

SalesGig creates seamless lead generation with limitless opportunities by connecting companies with referral partners.  Sign-up today and Get Connected.