Identify the buyer, evaluators and influential stakeholders. Research whether a customer, colleague, advisor, investor or partner genuinely knows them. Confirm the relationship before requesting an introduction.
Partner co-selling can create a relevant reason to meet. Executive events can build relationships around a shared problem. Useful public expertise can bring buyers to you. Existing customers may support appropriate expansion conversations or introductions to peers.
Each approach needs a reason the recipient should care. A friendly opening into an account with no need is not automatically a qualified opportunity.
Provide a concise introduction note, make refusal easy and follow approved requests through. Coordinate the account team so the target does not receive conflicting invitations or messages.
Track meetings held and accepted opportunities alongside connector workload and total cost. Distinguish newly sourced activity from influence on existing deals.
Orbb's Referral Agent supports the relationship-led research and coordination in this process. Sales still owns discovery and the opportunity. Avoid promising that these channels eliminate the need to build demand or can reach every executive immediately.