If you're being strategic about your practice, you've probably identified potential clients, strategic alliances, referral sources or individuals that you'd love to meet. Maybe you don't know the name of an individual, but would like to gain entrance to an association, industry or business. What should you do?
Request an introduction!
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Be very clear about who it is you want to meet, even if you don't have a name. Is your best connection the CEO or the COO? Do you want to meet the publication's editor or a reporter that covers a specific beat?
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Identify your value proposition - what can you offer that is of value to your target? How would meeting you benefit them? Which concerns can you address? Which discussions can you contribute to?
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Once you've found a connection within your network, request an introduction. Be specific about why you want the introduction and what you think you can offer that is of value. Focus on the value you can provide, rather than what you want to get out of the relationship.
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Make it easy for others to make connections for you or introduce you by articulating what kind of introduction you would like - are you looking for a 'cyber-introduction' just to warm up your initial email or telephone call? Do you want to schedule a meeting? Would you like your connection to attend the meeting as well? Do you have a specific time frame in mind? How much information do you want the person making the introduction to provide?
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Make the person who made the introduction look good - follow up and be sure to provide the value you promised; look for opportunities to compliment the person who made the introduction or to highlight their value
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Thank your connections/referral sources regularly
For more about making connections on line, see Tips for Making Connections on Social Networking Sites
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