C Squared Solutions Business Matchmaking-Using Introductions As A Core Marketing Tool

What Is It? An introduction is the process of connecting two firms through a third party with the purpose of helping both firms. The third party making the introduction knows both firms and communicates the meeting benefit to the two parties in advance. The purpose is for all three parties to benefit from the process.

Why Do It? For the two non-familiar parties, they are introduced to new resources, services and connections supporting the growth of their business. For the third party, the opportunity to strengthen their referral network and their referral volume is enhanced.

The Process Used By C Squared We share target client lists with our referral partners –Opens doors to people that may know insiders and targets desired introductions We coordinate introductions in multiple ways –We sponsor a three way coffee, breakfast or lunch for face to face introduction –We make introductions when preferred for timeliness –We cosponsor events where multiple introductions can be made We follow up to support a meeting actually occurring –Sometimes the neutral party can encourage action –Follow up shows sincerity in the belief of benefit

Process Results C Squared receives 85% of new business through this process We provide an average of introductions per month This process has allowed us to build our brand in Denver to a base of 2,000 referral contacts in two years We have built a reputation of paying forward without strings We have increased our customer base by 100% each year since inception

How to Proceed Determine who in your firm should participate Determine which referral partners would participate in the process Look for existing relationships to initiate the process Reach out to referral partners to discuss the process and offer introductions for them Assign targets for participants to provide 2-3 introductions per month Set up system to track introductions, when meeting took place, notes and follow up with introducing participants.

How To Manage the Ongoing Process There is a need to track introductions in process A history log must be maintained to avoid duplications Notes on interaction should be maintained Monthly review of the process, invitation status and success Hold quarterly discussions on program effectiveness Modify process as needed to maintain momentum Use a CRM system such as Sales Force to keep process clean

Contact Information Dave Johnson – Managing Partner C Squared Solutions 1624 Market Street, Suite 202 Denver, Colorado (303) Office (303) Mobile All partner bios found at as well as whitepapers and blogswww.c2solves.com