Chapter 14Business Development

In this chapter, I'll go into detail about the basics for business development and connecting with people. Interacting with people is obviously a huge part of sales, and a major key to success in the long term is building strong and lasting relationships. Here are a few of my favorite tactics and strategies for doing just that.

The Art of the Introduction

A great business-to-business (B2B) introduction is an art as well as proper etiquette. It's simple. Just follow the rules below that I have put together with Outro's chief executive officer (CEO) Bubba Page, and make no excuses!

1. Who Responds First, And How Fast?

When you are making an introduction, the person who asked to be introduced (the “requestor”) or the more junior person should respond first. I find that about 98 percent of the time, the “requestor” is also the more junior person.

The “requestor” should respond within one business day of the introduction being made. There should be no excuses. If you are the one who made the request for the introduction, you should respond promptly, thoughtfully, and politely once you get the introduction.

2. Double Opt-in Introductions Only

Cold, blind introductions are awful. Introductions must require both sides to opt-in. The only exception to this would be a no-brainer that everyone would respond to—for example, “Bill Gates wants to invest in/buy your company…”

It's a huge problem when someone makes an introduction to you and doesn't get your ...

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