How to connect beyond the click when asking for referrals.
My client, Sue, identified a colleague on LinkedIn who knew her prospect, George—a high-profile, very senior buyer. She’d tried asking for referrals to George on LinkedIn, but she felt their introductions lacked the emotion needed to convince George to meet with her. This time, she arranged a call with her colleague to get the referral.
What a difference! Not only did she get the referral. She got the inside scoop. She learned what George valued, the best way to communicate with him, key topics to probe, insights to share, and most importantly, what he was like. She also got an inside story that was quite comical, which she was ready to use if the opportunity arose.
Turns out, George was not ready for her solution, but he introduced her to two of his counterparts in other companies. Sue expanded her network into
