Introductions make the business world go round. But remember that every favor is a withdrawal from any relationship’s bank account. Handle these correctly and you’ll score the valuable introductions that you want and deserve.

Play the 7-minute episode above or hear a 45-second clip:

Timestamps:

2:20 Skip the weather and generic pleasantries: personalize

2:40 Sample introduction request to Susan

3:02 It’s okay that it’s one-sided sometimes

3:15 Don't sound entitled 

3:37 People love the power of saying “no"

4:05 Book: Never Split the Difference by Chris Voss - click to order on Amazon. Excellent negotiation manual (thanks for the rec, Mitch Joel)

4:44 Include two things: 

1. A copy/paste blurb about you so they don’t have to write it

2. An easy out:

5:17: The easy out (zero-guilt escape): Say, “I would appreciate the intro if possible but if you can’t, no problem and thank you in advance.”

5:34 Don’t seem beholden to the outcome so no one will feel trapped. Give everyone involved room to escape (to say no, escaping what can feel like homework). Then they’ll feel better about not escaping and give willingly by choice. This is the power of “no” being perceived as a totally acceptable reply.

5:45 Realize that you called in a favor (whether you are the requester or the introducer)

6:30 This is a withdrawal from a relationship bank account for the requester and for the introducer