Everybody Says It. Get A Personal Introduction And Youll Fare Much Better.So, What? I Walk Up To This Guy When Hes At Lunch And Introduce Myself, Noting That Id Like 850,000 For My New Business? No, I Dont Think So.There Are, Actually, Much Better Ways Of Getting That Personal Introduction, Such As:1.Via RejectionsYes, Rejections Do Have A Rosy Side. Every Time A Lender Or Investor Rejects Your Business Plan, Call And Ask Who They Recommend As A Good Prospect.Then, Contact The Personcompany That Is Recommended, Noting, Jan Snicker At Big Oldie Bank Suggested I Contact You.Voila! Theres Your Personal Introduction.2.Via ResearchUse Your Research To Identify Something Common Between You And The Lenderinvestor. Perhaps Your Neighbor Went To The Same College He Did. Perhaps Your Kids Are Both Into Ice Hockey.Use That Commonality To Get Your Personal Approach.For Example, You Discover That He Is A Scout Leader, Just As You Were. So Start Out, Being A Scout Leader Taught Me The Importance Of Teaching Leadership Skills To My Team.Before You Know It, You And He Are Good Buddies.3.Via A Common ContactSomewhere Within Seven Degrees Of Separation There Are People Common To Both Of You, Either In Your Professional Lives, Or Your Personal Circles.This May Take Some Legwork. You Need To Hook Up With The Person Who Knows The Person Who Knows Him. But Its Well Worth It. The Gold Mine Of Information You Discover Along The Way, As Well As That Ever Valuable Personal Introduction, Make Every Moment Worth While.Is This Imposing On People? Not At All. People Like To Be Asked. They Like Feeling Important. So Give Them Both.Dont Be Surprised If A Journey Like This Turns Up Other Investorslenders That You Hadnt Even Thought Of.4.Via A Chance EncounterYou Suspect That Mr. Gingle Will Be At The Investor Forum Next Week? Well, What The Dickens Is Stopping You? Line Up That Intro Now.If You Can Manage To Be At His Table At Lunch, Youve Hit A Home Run. But Any Chance Encounter Will Do Just Fine. All You Need Is A Few Minutes To Give Your Investor Introduction Pitch.Your Goal Is To Have Him Say That Its OK For You To Send A Business Plan To His Attention. That, Realistically, Is All The Time He Will Have At A Brief Encounter Like This.5.Via The Back DoorYour Lenderinvestor Has Clients. Some Have Been Very Successful And Earned Him A Lot Of Money.If You Cannot Get To Your Person, Try Getting To That Particular Client. Industry Conferences Are Always A Good Bet. Local Business Conferences Often Work Well Too.I Know One Industrious Entrepreneur Who Moved To Menlo Park, California, And Hung Out In The Local Pubs Known To Be Frequented By Venture Capitalists. While That Was A Bit Radical, The Approach Is Right On Target.I Cannot Over-emphasize The Importance Of Conducting Research On Your Potential Investment Partner. It Doesnt Matter Whether Its The Bank Around The Corner Or The Venture Capital Firm On The Other Side Of The Country. Find Out Everything You Can Names, Biographies, Hobbies, Speeches, Education, Career Path.Then, When You Do Get That Personal Introduction (and Its Invariably At A Time When You Least Expect It!), You Will Have The Info Glue To Make The Introduction Stick.Good Luck On Your Adventure!
