We talk a lot about how relevance is the key to making introductions. Reach out with something that matters to the individual, something that offers a promise of real value.
This is immensely important, but it’s still an introduction. There’s more to do before you land the client, because as it stands, all the prospect has to hold onto is that point of relevance that you’ve identified. If you can’t support it with anything else, it’s possible that doubt will get in the way and the prospect will let go.
But what more can you give them? How can you reassure them that this is a good decision? How do you prove yourself until you work with them as clients?
We suggest something we call ‘pre-value.’ It means giving them something that’s more than just words. It should be something that demonstrates your approach and offers some kind of value in and of itself.
There are lots of ways to do this. Here are three: