"It's not enough to simply refer to someone because you like them-there needs to be a clear business reason. Phyllis explains that you should help your contacts introduce you in a way that highlights your value and relevance to the person you want to meet. "We have to help that person introduce us in the way we want to be introduced to the kind of person that we want to work with.""
"The conversation highlights that people take meetings for business reasons, not just because of personal rapport. Steve and Phyllis discuss the power of having your advocates repeat back the story of why a meeting with you is valuable. This ensures the introduction is set up for success and that both parties understand the benefit."
"Phyllis emphasizes the importance of follow-up and accountability in business development. When you're copied on an introduction, you can see if the other person responds. If not, it's an opportunity to reach out and have a candid conversation with your client or contact. She also cautions that referrals can go "dark" if not set up properly: "If it wasn't set up properly, if it wasn't teed up beautifully for me or for someone else, there could be a chasing game there. It could go dark real fast and it could waste our t"
Intentional introductions require clear business context and a concise statement of value to create meetings that matter. Advocates should be coached to introduce a person by communicating why the connection is relevant and what results the person delivers. A short, compelling story about background and outcomes makes it easier for others to advocate. People agree to meetings for clear business reasons rather than personal rapport alone. Follow-up and accountability are essential; when copied on introductions one can monitor responses and proactively reengage if conversations stall. Poorly set up referrals can go dark quickly and waste time.
Read at Above the Law
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