Sat, 17 May 2025 09:17:56 -0700WeeblyMon, 02 Mar 2020 08:00:00 GMThttps://www.troybillett.com/blog/how-to-get-good-intros-to-potential-customersinvestorspartnersOne of the most valuable assets of an entrepreneur or investor is their network. In order to leverage that network effectively and even expand it, professional and proactive introduction requests (intros) are helpful.
In the United States, I have seen that it is often acceptable to be relatively aggressive when trying to set a time. However, keep in mind that other cultures will have different business/email etiquette.
Most often, people will meet in person and will offer their personal connections once a certain level of trust is established. The key is to REMEMBER who promised introductions to who (write it down on their business card or your notebook). With the name of the person (and hopefully title and company), you can do some research (LinkedIn is pretty common in the US). You should do research because the more specific your request is the better. What experience do they have? Are they the decision-maker you are looking for?
You should ask for that intro within 24 hours (but only after your research!). Make sure to include a specific reason why you want to be introduced for a better chance at getting a response.
The following email template has worked for me in the past:
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Hi XX,
I am following up to thank you again for your helpful insights about XX. Would you still be able to introduce me to XXname, XXtitle at XXcompany? We would appreciate their brief insights on XXexpertise. I am free on Monday at 10am EST for a 15 min call, but happy to make myself available at their convenience.
Thank you,
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Please keep in mind: leading the email with a compliment and a hint as to why/how you are connected is helpful. Are they your mentor? Your investor? A strategic partner? A friend? Whatever it might be, the fact that you have the connection helps establish trust which increases the likelihood of a response to the introduction request.
Also, please note that the second sentence is a specific reason why you want the introduction. It is not "for money" or "for a sale". It is because you want their help or you want to help them. The more specific the reason the better. Usually, asking for their expertise on a topic is effective because it is low commitment and reminds them how capable they are.
Once the person has forwarded your request or introduced you, make sure to follow up within 24 hours with an email like the following:
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Hi XX, perfect intro, thank you! (I put you in BCC to save your inbox)
Hi XX,
It is a pleasure to (virtually) meet you. XX mentioned your XXexpertise and I was hoping to get your brief insights. I am free on Monday at 10am EST for a 15min call, but happy to make myself available at your convenience.
Thank you,
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I know it sounds repetitive, but they may not have read your previous email and the goal is typically to lock down a meeting as soon as possible. It is great to suggest a specific time because it is easier for them to say yes/no to a specific time instead of forcing them to look at their calendar and suggest a time. It also implies that you are professional and like to plan ahead. Additionally, if they cannot do the time you suggested, you are still leaving it open for them to suggest a time that works.
Some percentage of intro requests might not work the first time, so don't forget to follow up until you get a straight yes/no answer.
I hope this helps.
Please let me know if you have any recommendations on the manner as industries, cultures, and many other variables may have an impact on your intro strategy.


For more lessons learned, add me on LinkedIn: https://www.linkedin.com/in/troybillett/
To learn more about social founders, visit my site: http://www.troybillett.com/
#impactinvestor #socialfounders #socialgood #profitableimpact #sustainablebusiness #doingwellbydoinggood #socialenterprises #impactfulprofit 
]]>Fri, 01 Nov 2019 14:59:16 GMThttps://www.troybillett.com/blog/sales-101-for-new-ceosHow to Sell

1. Use real problems your product solves to qualify a prospect as early as possible
2. Stay within your Target Market so you’re not wasting time chasing different markets at the same time
3. Convince each decision-maker based on what they personally care about (what is tough about their job)
4. Build a list (from lead scraping, list vendors, associations, events, etc)
5. Target Audience + Personalize Messaging + Right Timing + Correct Channel = Sales
6. The more you know about your buyer the more likely you’ll know which channel to use
7. Use cold Calling, Emailing, and Social Media
8. Bucket your leads! (i.e. Hubspot: uncontacted, working, priority, scheduled)
9. Use technology to make your life easier: CRM (helps with integrations and reports) + Lead Sources (affiliates, press, outbound) + Contact tools (phone, email, reminders)
10. Here is an example, if your quota is 3 sales per month: 2.5% close rate = present to 12 prospects, 81% meeting hold rate = schedule 15 prospects, 68% meeting schedule rate = speak to 150 prospects, 32% dial/email reply rate = reach 3000 prospects once (or 600 prospects, 5 times each). Based on the above conversion rates you would need to do 3000 touches per month = 750 touches per week = 150 touches per day. (Yes, I know that’s a lot. I am trying to make a point here.) If you do not know your conversion rates, use an industry-standard as an outline until you get real conversion rates. It should be a constant iteration. You can’t improve if you do not know where you currently stand.

Lessons Learned

1. Nobody cares about your product (solve a problem they have or go away).
2. Stay in your swimlane (don’t try to be all things to all companies).
3. Target companies, but sell to people (find what each person cares about).
4. Find out where your buyers hang out and use that to build (or verify) a list.
5. All communication channels are useful with some prospects some of the time.
6. Outbound requires an intrusion of some sort, but if your intrusion solves a problem, all is forgiven.
7. Cold calling, while unattractive to many, yields the greatest learning. The skill of adapting to prospects in live conversation is one of the most important skills in order to advance your career.
8. Put leads into buckets in order to be the most efficient.
9. Technology can help you, not save you, so use it to slowly help you automate processes.
10. How much prospecting do I have to do? However much it takes to hit your quota.
    

​For more lessons learned, add me on LinkedIn: https://www.linkedin.com/in/troybillett/
To learn more about social founders, visit my site: http://www.troybillett.com/


#impactinvestor #socialfounders #socialgood #profitableimpact #sustainablebusiness #doingwellbydoinggood #socialenterprises #impactfulprofit ]]>Fri, 01 Nov 2019 14:57:25 GMThttps://www.troybillett.com/blog/wtf-do-salespeople-mean-by-bucketsIt’s basically how to prioritize your leads. There are many different software platforms out there to help you manage these buckets (i.e. Hubspot) but it can even be done in excel.
1. “ Uncontacted” Bucket
Remove any accounts outside your swimlane
People you plan to cold contact
Performing additional research/pre
2. “Working” Bucket
Verified dial (you know you found a channel they actual reaches them)
Should hold at least 50 leads at all times
Call regularly to make contact
Document phone path (i.e. dial 1, then 314, etc)
Continue with other outreach channels for the same person (email, social media, etc)
3. “Priority” Bucket
You spoke with them but couldn’t schedule a meeting
Engaged heavily with email outreach but never replied
Inbound lead in my swimlane
They were in the deal pipeline but failed to close over the last 6 months
Continue with outreach over all channels to schedule a call
4. “Scheduled” Bucket
All upcoming appointments (where the money comes from!)
Watch like a hawk to ensure they show up for the meeting
During the week the appointment is due, confirm any appointments scheduled 1 or more weeks out
Confirm all appointments within 12-24 hours via email
Calling to confirm 2-3 hours before the scheduled time if the prospect doesn’t respond to the final email confirmation
If they miss an appointment, they go back to bucket 3 until rescheduled


In order to optimize effectiveness, work the buckets in reverse:

1. (Bucket 4) call to confirm any appointments due in the next 2-3 hours not yet confirmed by email.
2. (Bucket 4) confirm any appointments due in the next 24 hours via email
3. (Bucket 4) confirm any appointments set more than 1 week out that are due this week
4. (Bucket 3) contact anyone you’ve already spoken with who’s asked to be spoken with
5. (Bucket 3) call through the remaining leads in this bucket
6. (Bucket 2) call through the entire list in this bucket
7. (Bucket 1) call through any leads you’ve already researched
8. (Bucket 1)  research all brand new leads to ensure you are in your swimlane

​
If you can’t get through all these steps, you’re much better off if you’ve confirmed tomorrow’s appointments than if you started by sending cold emails to brand new leads.


For more lessons learned, add me on LinkedIn: https://www.linkedin.com/in/troybillett/
To learn more about social founders, visit my site: http://www.troybillett.com/
#impactinvestor #socialfounders #socialgood #profitableimpact #sustainablebusiness #doingwellbydoinggood #socialenterprises #impactfulprofit 
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