Chapter 5. The Referral: LANDING AN INTRODUCTION TO A CRITICAL ENABLER
Cyril was looking to buy small manufacturing companies, and he'd identified one he wanted to acquire. He'd also identified as his prospective critical enabler a man named Josiah, the president of a tool-and-die manufacturing firm that supplied equipment to his target company, who was sure to have valuable background information that would help him approach the CEO of the company he was interested in.
Cyril was connected to Josiah through Diane, whom he'd met casually. He wanted to get a referral to his prospect from Diane, but because he didn't know Diane well, he was hesitant to ask. This is the classic LinkedIn conundrum. How do you get a referral from someone you know to ...
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