Asking customers when you’re meeting them for intros must take center stage in your prospecting efforts. It’s a simpler way to build your network versus cold-calling, and it helps you qualify your prospect and learn insights about their current buying state.

First, it’s imperative that you remember to close each customer meeting – whether F2F or video – with the question, "From what we’ve discussed today, do you feel comfortable helping me inside the org?" They’ll likely say "yes" or start talking about potential folks you should meet with. That’s good on both fronts.

But, asking the aforementioned question also offers these tangible benefits:
1. It might lead to a discussion about your prospect’s opinion of your offering.
2. You open the door to learning where decision power is seated in the org by learning who that customer recommends you talk to next.

Once you’ve got a name, inform your client that you will write the intro note for them to send along….make it easy on ’em.

Congrats, you’re off and running and probably just secured the easiest meeting you’ll ever get.