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This is the post that explains why your investor sometimes goes quiet on an intro ask: their reputation rides on every forward, so they will not push you to someone until they are confident you will not embarrass them. Wilson coined the double opt-in that is now default etiquette in VC, and reading it from the investor's side tells you exactly how to earn more intros: give them a specific, credible ask they can vouch for without hesitation. Vague asks make them do the reputational math themselves, so they stall.
The Double Opt-In Introduction
From AVC (Union Square Ventures) by Fred Wilson 4 min read
- An investor checks with the target before forwarding, because their standing with that person is on the line, so make it trivially easy for them to say yes to you first
- Intros are rationed by trust, not abundance: earn more by never putting the introducer in an awkward spot with a weak or ill-fitting ask
- Explain why the intro makes sense for the recipient, not just for you, so the investor can pitch it as a favor to both sides
