How to make business introductions that lead to opportunities starts with paying attention to the people in your network and what they need.
We’ve kicked off the final BD Sprint of the year, and we’re talking about influence. One of the most practical ways to use it is to say:
“You two need to know each other.”
I’ve seen one thoughtful introduction lead to $20,000 worth of work in a single week. Another generated more than $10,000 for a referral partner.
Those introductions began with someone recognising a good fit and taking a moment to connect two people.
Pay attention to what people tell you
Think about your recent conversations. A client might have mentioned they need help with something outside your area of expertise. Someone you met at an event might be looking for a supplier, a fresh perspective or another business owner who has solved a similar problem.
Who do you know who could help?
You can be useful here without having the answer yourself. You may know the person who does.
I find it helps to pay attention to specifics. “I’d like to meet more people” is a starting point. “I’m looking for someone who works with small teams on their finances” gives you something to act on.
When you hear a need you can connect to a person, make a note. Otherwise, it’s easy to have a lovely conversation and forget to follow through once the week gets busy.
Give both people a reason to connect
A thoughtful introduction gives people enough context to start talking. You can keep it simple:
“I wanted to introduce you both. Sarah, you mentioned you’re looking at ways to improve your client onboarding. Priya, I know you’ve done a lot of work in this area. I thought you’d have plenty to talk about, so I’ll leave you to take it from here.”
That sentence about why you’re connecting them makes all the difference. Each person knows what prompted the introduction, and they can decide where the conversation goes next.
Check that both people are happy to be introduced first, especially if you’re sharing contact details or something someone told you in confidence. A quick “Would you like me to connect you?” is enough.
Then make the introduction while the conversation is fresh. It takes a couple of minutes to send a message, and it saves that good intention from disappearing into your to-do list.
Let the relationship be theirs
Once you’ve introduced them, give them room to take it from there.
They might do work together. They might swap ideas, share a contact or simply enjoy a useful conversation. You’ve helped them get started, and they get to work out what happens next.
That’s worth remembering if you want to make introductions regularly. You don’t need to predict an outcome every time. You do need to think about whether there’s a genuine reason these two people would benefit from meeting.
Over time, you’ll get better at noticing those connections. You’ll learn more about the work people do, the opportunities they’re looking for and the people they’d love to meet.
So, here’s your action for the week.
Think of two people in your network who could help each other. Ask if they’d like to be introduced, connect them and include one sentence about why you thought of them.
Then let them take it from there.