Let’s say Person “A” (Call him Fred) asks me for a referral to Person “B” (Call her Mary) or I offer to introduce Fred to Mary.
First, I would call Mary to make sure she wants to meet Fred. If so, then I send both an email making the introduction and include complete contact info for each, a description of each person’s business, and an explanation for the introduction.
This approach has several advantages:
- Avoids embarrassment – if Mary doesn’t want to meet Fred, I won’t make the intro.
- Formalizes the introduction – if the introduction is in writing, you’ve made the extra effort to connect the two parties
- Creates an impression – Both parties are more likely to act on the intro and are more likely to remember you for it
Once someone makes an introduction on your behalf, I recommend that you:
- Immediately thank that person via email
- Follow up promptly with the person you’ve been introduced to
- Promptly update the “referral agent” (the person making the introduction) on any meetings or discussions that result.
It’s very important to keep the “referral agent” in the picture. This is a common courtesy. Also, you’ll stay on his/her radar screen for future referrals.
I recently went to some effort to introduce an acquaintance to several contacts. One of my introductions may have resulted in a consulting assignment for this person.
But I’m not sure. I never heard back from him. And that’s the last time I’ll make an introduction for him.
Even if an introduction results in a dead-end conversation, be sure to thank “the agent,” anyway.
