March 8, 2025
How To Quickly Find Potential Buyers
Need to locate a bunch of potential buyers quickly?
Send the following one-line message to everyone in your contact list (e.g., friends, family, colleagues, etc):
“Quick question: Do you know anyone who owns thoroughbred horses?”
...but replace owns thoroughbred horses with a characteristic of your ideal buyer that anybody who knows them would probably know.
Once people start replying with “Yes, why?” ask them for an introduction.
NOTE: It’s very important that the characteristic you include in your message is something that would be immediately obvious to an outsider, like “is an avid skier” or “runs an e-commerce business” or “is a Fortune 500 CFO”.
Using an obvious characteristic increases the odds of triggering a Rolodex Moment in your contact’s mind.
Here are some common BAD examples you should avoid:
- “Do you know any businesses that are about to enter a rapid growth phase?”
- “Do you know any businesses that want to deliver a better mobile experience?”
- “Do you know any businesses that need to automate internal processes?”
These are bad examples because they are things that haven’t happened yet and, therefore, would only be evident to people who can read minds.
Reading minds is hard.
If you want introductions to potential clients, don’t ask your friends to read minds for you.
Yours,
—J