Use External Introducers to introduce new potentials into your pipeline

Using external introducers can be a powerful way to get in front of potential clients and expand your network. External introducers are individuals or organisations that can introduce you to new prospects, either through direct introductions or referrals. This is one of the best ways to get people into your pipeline. This is because the referral is normally indicative that the individual has a need which you can solve.

There are several ways you can work with these external introducers to grow your business:

Identify potential introducers:

Look for individuals or organisations that have a strong network and could potentially introduce you to new prospects. This could include industry associations, business owners, or professionals in your field. The best type of introducer is someone who is spending a significant proportion of their time with your ideal client. Add those who currently refer work to you to your list and look to grow and expand these list as part of your business development / networking strategy.

Build relationships:

Take the time to build relationships with potential introducers. This could include meeting them in person, connecting with them on social media, or reaching out to them via email or phone. You need to be top-of-mind with your introducers to get the referral when it being made. Unless you have a completely unique business, it is likely that they will also have relationships with some of your competitors.

Offer value:

In order to get introductions or referrals from external introducers, you need to offer value. This could include sharing valuable content, providing helpful resources, or simply being a supportive and helpful professional.

Follow up:

After you receive an introduction or referral, make sure to follow up with the potential client. This could include sending a brief email or LinkedIn message to remind them of your connection and offering to answer any questions they may have.

If your network is not yet generating the right type of referrals you need to ask yourself whether you have got a strong enough relationship with your current introducers. Then, whether they are able to send you enough of the referrals you want and need.

By working with external introducers, you can tap into their networks and get in front of new prospects that you might not have been able to reach otherwise. It’s important to be proactive and consistently work on building and maintaining relationships with potential introducers to ensure a steady stream of new business.