When it comes to business, there's often times when it is crucial to engage with another business leader that you may or may not have had a connection with in the past. Sometimes you may know someone who knows the person you are reaching out to, which makes the process of connecting and engaging a bit easier. But other times you find yourself reaching out to a complete stranger, which can be a bit awkward and a bit nerve-racking. Following are a few tips in engagement and sample scripts to make that initial outreach a bit easier.

What You Should Be Thinking

1. Am I adding value and making it worth people’s while to meet with me and/or introduce me to someone I would like to meet?
2. Are my actions enabling me to establish rapport and trust? [Hint: They should be]
3. People are attracted and gravitate to high energy people. Engagement and energy are critical. Be engaging and compelling. Focus on asking questions that focus on engaging them in a conversation.

rapport - noun  

a close and harmonious relationship in which the people or groups concerned understand each other's feelings or ideas and communicate well. 

trust - noun    
firm belief in the reliability, truth, ability, or strength of someone or something.

There are three elements that make up whether or not you trust someone or not:

1. Sincerity is the assessment that you are being honest with me. You are not holding back some part of your truth, your own private internal conversation about the commitment you have made.
2. Competence is the assessment that you are able to perform the actions necessary to fulfill the commitment.
3. Reliability is the assessment that you are able to fulfill the commitment on time and as promised.

What You Should Do:

1. Make it easy to be referred or introduced
2. Clearly articulate what is in it for them
3. Make it easy for someone one to opt in or opt out of your request...keep tension as low as possible
4. Communicate gratitude and appreciation for the investment of time and energy shared on your behalf

What You Should Say:

A: The Person you are asking to make an introduction:

[Name],

Hello! How are things going for you [something personal/professional about them]

Things are busy for me in [location]....

[The nature of the request and why they should want to help you].

Sample:

I'm working on a project with a client that does [service] in the lab industry. This [service] allows companies to [ ____ ], and it also allows them to [ ____ ]. [Company] is one of   their target companies and I was wondering if you'd feel comfortable introducing me to [Name]. I know she works there and I was hoping she might be able to point us in the right direction.

I look forward to any help you might be able to provide.

Best Regards,

Teicko

 

B: To the person you are requesting an introduction and you don't know them (2nd Degree):

[Name of person to whom you are introducing yourself],

I had the privilege of working for [Name] in the past and I would work for her again in a heartbeat. 

I'm currently the President of a company I started called [company name], a [type of company] firm. 

One of my clients is looking to connect with someone at [Company Name] that is responsible for [service]. So, I was wondering if you might be able to provide any insights on who we might connect with.

Any assistance you could provide would be greatly appreciated. 

If there is anything I could do to return the favor, please let me know.        

- OR -

Hi, my name is Teicko and I was calling to speak with [Name]

[Name], how are you?

Sorry for catching you off guard, as I said my name is Teicko and we work with many companies like [Company names] with their [service/s] program. Part of what we do as experts in [service] is conduct ongoing research with specific industry leaders in regard to customer retention. And, I was hoping to sit down briefly with you to learn more about your company’s approach to [service].

Wait for Response from [Name].

Yes:
Firm things up and make it as convenient as possible. Settle on a specific time and date.

No:
Cordially and respectfully move and/or ask if they might be willing to refer you to someone else they respect that might be a good candidate for a brief interview.

 

Contact Teicko!