Do more than "asking for intros"

• Two Types of Networkers

• Creation and Activation

• 💼 Play 1: The Secret Recruiter

• 💸 Play 2: The Meta Connector

• 👋 Play 3: The Knowledgeable Expert

• More Trust, More Wins

Two Types of Networkers

Meet Chompy and Benny — two sales dinos trying to navigate the prehistoric world of Go-To-Network.

🦖 Chompy, the Transactional T-Rex

Chompy sees networking as a simple transaction. 

• When Chompy reaches out, it’s always a request (a referral, an introduction, a meal).

• He rarely gives first. When he does, it’s only because he expects something back. Carnivores.

• His network? It’s thin and reluctant. Other dinos help when they must, but no one’s excited to go out of their way for him.

When Chompy needs a warm intro, his messages get a lot of polite “I’ll see what I can do” replies… and then radio silence.

🦕 Benny, the Trust-First Sales Dino

Benny knows that GTN is about building goodwill before you need it.

• He actively looks for ways to help others, whether or not there’s an immediate benefit.

• He shares insights, connects people, and makes intros that create value.

• His network? Engaged, willing, and growing. Other dinos see him as a genuine connector, not just another sales ask. A real planter of trees, if you will. 

When Benny needs an intro, dinos stop their grazing and sprint to help. They know he’s the kind who gives without expectation, so they return the request without hesitation.

So how do you build trust like Benny? It starts with a mindset shift. 

Creation and Activation

It’s not about how you ask — it’s about what you’ve built.

GTN has two key parts:

1️⃣ Network Creation. Building relationships, credibility, and goodwill before you need them.

2️⃣ Network Activation. Turning that goodwill into intros, referrals, and warm connections when you need them.

Most sellers fixate on activation, firing off intro requests when they need a win. 

But if you don’t invest in creation consistently, one day you’ll look up and realize… there’s nothing left to activate.

💭 But doesn’t network creation take a lot of time and creativity?

Not at all. 

Network creation works like the Baader-Meinhof Phenomenon — you know, that crazy experience where you buy a new car and suddenly see it everywhere on the road. 

Once you start looking for creation opportunities, they start showing up everywhere.

Here are three of my favorite GTN plays — simple, effective, and way more powerful than just asking for intros. (And honestly, we’re just scratching the surface.)

💼 Play 1: The Secret Recruiter

You’re deep in a sales cycle when your prospect hits you with the dreaded, “We love this, but we need to hire someone to own it first.”

Most sellers either push back or put the deal on ice, hoping the right hire gets made (eventually). But there’s a third option: Help them find the person.

Why it works 

Hiring is slow, and every day they spend searching is a day your deal sits in limbo. 

By stepping in and connecting them with a strong candidate, you accelerate their process and establish yourself as a trusted partner — not just another vendor waiting on the sidelines.

In Practice

A few months ago, a prospect told us, “We love the product, but we need to hire someone to own this first.”

Instead of letting the conversation stall, we introduced them to a candidate in our network who was a perfect fit.

✅ The candidate got hired
✅ The prospect solved their problem faster than expected
✅ Our deal moved up a full quarter

That’s a true win-win-win.

💸 Play 2: The Meta Connector

You’re on a discovery call, and your prospect casually mentions they’re struggling to break into a specific industry or account.

Most sellers nod along and keep the conversation moving. But the best GTN operators seize the moment — offering an intro to someone in their network who can help.

Why it works

By introducing your prospect to someone in their target industry, you’re helping them make progress on their goals right away — no purchase necessary. 

That’s a powerful way to build trust, stand out from the competition, and turn your network into a differentiator.

In Practice

On a call, a prospect mentioned they were struggling to sell into a super niche industry.

I thought for a second, then said, “I actually know someone at [Company X] — one of our top accounts. Want me to connect you?”

✅ They were floored (and said yes immediately)
✅ The intro happened before they even became a customer
✅ They saw firsthand how GTN worked — in action

Helping your prospects win before they buy? That’s how you build credibility that pays off down the road.

👋 Play 3: The Knowledgeable Expert

You’re deep into a sales conversation, and your prospect brings up a challenge that’s outside your product’s scope.

Most sellers either ignore the comment and steer the conversation back to their solution or offer a vague, “I might know someone who can help” and never follow up.

But high-GTN sellers lean in, connecting prospects with an expert who can actually solve their problem.

Why it works

Trust is built by helping people solve real problems, even when there’s nothing in it for you. A well-placed introduction positions you as a resource rather than just another vendor.

In Practice

A prospect was scaling a partner program, but my solution wasn’t the right fit for that piece of their strategy.

Instead of brushing past it, I said, “I know a partnership expert who’s helped companies just like yours. Want me to intro you?”

✅ The intro happened within 24 hours

✅ The prospect got immediate, relevant value

✅ And a few weeks later? They came back, ready to buy

Instant credibility.

More Trust, More Wins

The GTN flywheel is simple: Give first, build trust, and watch the wins stack up.

By investing in network creation, you’re setting up future deals before you even need them.

Ready to start? Put these plays to work:

1. The Secret Recruiter – Connect a prospect with a great candidate for a key hire they need to move forward. Win trust, solve their problem, and accelerate the deal (without needing a LinkedIn Recruiter license).

2. The Meta Connector – Introduce your prospect to a high-value connection in their target industry. Strengthen the relationship, offer meaningful value, and position yourself as a trusted partner.

3. The Knowledgeable Expert – When a prospect mentions a challenge outside your product’s scope, connect them with an expert who can help. Be the person who actually helps and you’ll be the first call when they need what you sell.

Until next time,
Mac 🦕