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1. Learn as much as you can about your new prospect.
Ask the powerful questions, Whats going on in their life thats important to them at this time? Craft your approach to your new prospect with this in mind.
2. Let your client know that you think their friend would probably prefer to hear from them before they hear from you.
Say something like, My guess is that George would prefer to hear from you before he hears from me. Lets talk about how you introduce me to George so he feels comfortable.