latter case, you can use the filter tools to narrow down mutual connections by previous employers, location, their alma mater, etc. Now that we’ve identified mutual connections with the decision maker, it’s time to find one that you have a strong relationship with. Just because I have 10,000+ connections on LinkedIn, doesn’t mean I know all those people personally or that they would be willing to connect me with someone, let alone a close contact of theirs. So, this is where you must put in the work to build your brand, build relationships, and grow your credibility within the industry. This can take years but the more relationships you build and the stronger your brand is, the more successful you’ll be in asking and receiving warm introductions. One thing I always keep in mind is to “Give before you receive.” I also pride myself on is being a connector and helping others SPOTLIGHT MAGAZINE ON BUSINESS MAGAZINE • VOL 24 ISSUE 1 97
Next, I go to LinkedIn where I can send them a connection request, learn more about their experience, and discover mutual connections that we have in common. You may find you only have a handful of mutual connections while at other times (If you’re active on LinkedIn) you may have hundreds. In the
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