Done well, it opens the door to meaningful conversations and lays the foundation for trust. Done poorly, it risks losing trust or wasting a valuable opportunity. Follow these best practices to make the most of every warm introduction and set yourself up for success.
Step 1: Establish Context
The first message sets the tone for your interaction. Referencing the connector and crafting a thoughtful, casual message is essential. This creates a bridge of trust and ensures the prospect feels comfortable engaging with you.
Mention the Connector:
Always start by acknowledging the person who facilitated the introduction. This reinforces the trust already established through the warm intro.
Template Example:
Hi {Connector} - thanks for making the intro! Moving you to Bcc.
{Target Prospect} - pleasure to meet you and thanks so much for being open to talking. Really excited to chat with you - here's my calendar or feel free to send me yours and I'll book time!
Thanks and looking forward.
Keep It Short and Sweet:
Your message should be concise and easy to read.
Remove the Sales Talk:
Even if the prospect has agreed to the meeting, avoid launching into a hard sell. Keep it conversational and focused on establishing rapport. A pushy approach can deter even the most interested prospects.
Don’t Forget:
Embed your calendar link rather than pasting a long URL. For example, write something like: "Here’s my calendar link to schedule." This keeps your message clean and professional.
Step 2: Once the Intro Is Made, It’s Up to You
Once the connector facilitates the introduction, the responsibility shifts to you. They’ve secured the prospect’s approval—it’s now your job to nurture the conversation and close the meeting.
Follow Up Strategically:
Sometimes, prospects don’t respond to your first message, even if they agreed to connect. Follow up politely, referencing the original intro, and offer to adjust to their schedule. A message like this can work well:
"Hi {Prospect}, just circling back on my earlier message. Let me know if this week works for a quick chat—happy to accommodate your schedule."
Stay Persistent (But Polite):
A lack of response doesn’t always mean disinterest. Prospects are busy, so a gentle nudge can make a difference. Space out your follow-ups and avoid overwhelming them with multiple messages in a short period.
Step 3: Seal the Deal
Once the conversation is flowing, your next goal is to secure the meeting or demo. Keep the process simple and frictionless for the prospect.
Focus on Scheduling the Demo:
When proposing a meeting, make it easy for them to say yes. Offer flexible times, confirm their availability, and lock in a specific date and time.
Conclusion
A well-crafted ping can make or break the success of a warm intro. By establishing clear context, staying persistent in follow-ups, and seamlessly moving the conversation toward scheduling, you can turn warm introductions into valuable opportunities. Remember, the key is to stay authentic, casual, and considerate—your prospects will appreciate the effort, and your conversion rates will reflect it.
