If your professional network is good, it’s likely that colleagues will reach out to you to recommend resources for projects, or to hire as employees. When this happens, set your connections up for success by making a business introduction the right way, keeping the introduction relevant to both parties.
Taking a minute to strategize on what the important information is can help the people you’re connecting have a great conversation – one that could lead to a business relationship. Connecting people is always a win-win. You look like a trusted advisor and, should the two parties decide to work together, both will likely be willing to help you in the future.
Think about it as a deposit in the karma bank.
The way you make the introduction is very important, and can greatly impact whether this introduction converts into business for the people being introduced.
Let me give you an example.
One of my clients, I’ll call him Mike, was asked to submit a proposal for a project. He was very qualified for certain pieces of it, but lacked some of the knowledge needed to properly scope and price the project. On top of that, he was on a deadline with a client of his and didn’t have time to write the proposal to meet its deadline.
I introduced Mike to another client of mine, Donna. Donna had the complementary knowledge that Mike needed to see the whole picture of what the project would require so Mike could come up with a price.
In addition, Donna was a strong writer and had some availability. The cherry on top was that I knew she had recently bid on something similar and had already gone through the thought process, so it wouldn’t take her very long.
I could have done something lame like just sending Donna’s email and phone number to Mike, but I think you need to position your business introductions. I think you need to and tell each person WHY they need to talk to the other.
Basically, I recommend that you sell it to them, so my email went something like this:
Donna, Mike is a long-time client of mine. He is a top-notch writer and copy editor. He has a proposal opportunity for <institution> that he needs some help with. It’s a website buildout from basic landing pages to version 2.0. The details are very similar to the <other project> you were working on in some ways. The really good news:
- The institution has use-it-or-lose-it budget that they have to spend before July
- Mike has worked for multiple groups within <institution> and is currently swamped with project work for them – so he is in a strong position to win the work
Mike needs your technical knowledge and marketing strategy savvy to round out his offering <link to Mike’s website>.
Mike, meet my client, Donna <link to Donna’s website>, who has a background that includes website design, SEO, and marketing. She also has some <relevant industry> background and recently did an expert presentation about <relevant topic> at a conference in Atlanta.
You two might want to connect in the next day or two.
Do you see how that is much more powerful than just a bland message with an email address and phone number? These two professionals are now relevant to each other. They will actually be talking and possibly doing business together (not playing phone tag for weeks).
This is how you set your connections and colleagues up for success.
