No matter what you sell or who you are, one theme that has always stood the test of time is this:
The best sales opportunities predominantly come from referrals.
But people get referrals wrong… they wait for the referrals to come to them.
Top sales people do it differently. They create their own referrals. One of the best ways to do this is the “forward-able email introduction.”
Email Sales Tips: here’s how it works:
Find someone you want to meet and somebody you know who knows them. Stop! Don’t just ask for an introduction. That requires thought and time from your referrer. You want to make this dead simple so…
Write them an email like this:
See what we did here? We wrote our referrer in the top half of the email and made mention of why there is a good fit. Then we dashed a line and and wrote directly to the prospect.
We kept it short but included:
- Who we are
- Why there is fit
- The specific “ask”
The moral of the story: make it stupid simple and be kind to your referrer. All Dharmesh had to do in this case is forward the email. It literally takes someone less than 5 seconds to do that.
Referrals are the lifeblood of the most successful sales organizations. Don’t sit on the sidelines. Make them happen.