The perfect introduction – What is the best way to be introduced to a prospective client?
In our previous article on the perfect client, we talked about what an ideal client is. We discussed that a perfect client is different for every firm and every partner. You also learned how to identify your perfect client.
Now, it’s time to help you understand the best means of introduction to those perfect clients. As you already know, first impressions are a big deal. The way a prospective client meets you matters, and their perception of you will most likely remain as it was during the introduction.
With that in mind, let’s see how you should go about it.
How to get introduced
It doesn’t matter what kind of prospective client it is. You should know that it’s always vital to get introduced the proper way.
First of all, think about who is the one to introduce you to your perfect clients. It should be on a case by case basis as each client is an individual, with different connections, their own wants and problems.
Consider whether the person introducing you to that client should be:
- A member of your staff
- A business associate
- Current client
- A family member
- One of your LinkedIn connections
In selecting your ‘introducer’, consider how credible they will be in making the introduction. For example, a current client who is in the same industry as your prospective client or has experienced an issue very similar to your prospective client will be more credible than a client that has nothing in common. In this increasingly digitised world, it’s still much better to get introduced by an actual person, no matter the industry. Why? Because referrals are always more than worthy.
Additionally, you still have to take advantage of modern marketing. You can develop much trust between you and prospective clients through the use of case studies and testimonials.
- Testimonials work because they adequately demonstrate that you’ve solved problems for actual people. Here’s how to ask for a testimonial from previous and existing clients.
- Case studies work because they adequately demonstrate how you’ve brought value to other clients. Here’s how to make case studies that work well.
How to build trust once the introduction is made
Once you get properly introduced, it’s still important to work on building trust with your perfect client. That will enable you to improve their impression of you.
Here’s a few tips:
- Be genuine and honest. Even if the introduction is brief, most people will end up liking you as long as you are sincere with them. You don’t need to build a profound connection with them; you only need to show genuine interest in them and what they do. Additionally, it’s good to smile and maintain eye-contact.
- Show them that you are a person they can trust. Naturally, your marketing efforts need to portray you as someone who keeps their word. For example, let them know you’ll connect with them on LinkedIn -and then do it!
- At the right time, and this may not be at your first introduction, explain to them that you can bring value to their business. Ultimately, the introduction is made because the client is considering doing business with you. That’s why you need to show them that you can deliver value to their business, not just provide a specific service.
Ultimately, it’s all about doing as much as you can to show the client that you are right for their business. By heeding our advice, you are likely to be the thought leader these prospective, perfect clients need.