Use Internal Introducers to introduce new potentials into your pipeline

Internal introducers are individuals or groups within your own organisation who can introduce you to new prospects or clients. When you are in a big organisation and you have the luxury of long term client relationships. These long term client relationships are likely to be the best chance of you generating new business and getting your client portfolio started. These introductions can be especially powerful because they often come from a trusted source and can help build credibility with potential clients.

However, before you can do this you need to get the client team on side. This means you need to spend time with the client teams to educate them on your proposition and see whether there is potential speculative spend within the client and the opportunity to expand the work being carried out for that client.

Here are a few of the ways you can work with internal introducers to grow your business:

Identify potential introducers:

Look for individuals or groups within your organisation who have a strong network and could potentially introduce you to new prospects. This could include department heads, team leaders, or colleagues who work with a lot of external clients.

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.

Offer value:

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

Bear in mind that the relationship lead for a client may being bombarded by other people like you with a great proposition to put to their client. Your proposition needs to stand out and be strong enough to be prioritised by the client account team.

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.

By working with internal introducers, you can tap into the networks of your colleagues 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.