30 seconds of theory before you start
“My own base” and “I know everyone” are easy to check with questions about details.
Strong questions
- «How many such contacts do you have, and who are they?»
- «When did you last work with them?»
- «How would you bring them to our company?»
The usual miss
Taking a big claim at face value.
You're done when
You got verifiable details or found there are none.