Friend Intro to Buyer

Introduction 

Your objective with this play is to have your friend introduce you to a specific person who you believe is the buyer, evaluator, or key decision maker. This might be based on job title or other research that you’ve done. 

It is important to note that your target may not be actively searching for a solution. They may be vested in what they’ve got and they may not realize they have a pain. If it feels like a hard sell or  qualification call, you could scare them off. 

To get to a meeting, and ultimately a sales cycle, you need to think about the motivations of each person in the chain, and make it easy to say yes.   

Sequence of Events

Email #1 - Make the ask of a friend 

From: Corey Stone [Requestor - me]
To: Chris Lui  [Requestor’s Friend]
Subject: Introduction to Kingsley Joseph, Director of Web Marketing

Hey Chris, It’s been a long time since ______. I think we last crossed paths working on the Google AdWords Launch. It’s been amazing to see where you’ve taken your career. 

I see you know Kingsley Joseph, Director of Web Marketing. They would be a great fit for our product. We are driving impressive results with lots of similar retailers including Trunk Club and the Gap. 

Would you mind introducing me to Kingsley? I’ve drafted an email below that you can copy/paste.  Modify as you see fit. 

Thanks! Corey 

---------Draft Email Below--------- 

From: Chris Lui  [Requestor’s Friend]
To: Kingsely Joseph [Target Buyer]
Cc: Corey Stone [Requestor - me]
Subject: Tukatu intro

Kingsley, I hope you’re doing well. I’d like to introduce my friend Corey over at Tukatu.  It is a great product for website optimization.  They have delivered impressive results for retailers similar to you, including Trunk Club and the Gap. I thought it’d be worth connecting you. I will let you two take it from here. 

Best, Chris

Email #2 - You reply-all with more detail 

From: Chris Lui  [Requestor’s Friend]
To: Kingsely Joseph [Target, Director of Web Marketing at Bonobos]
Cc: Corey Stone [Requestor - me]
Subject: Tukatu intro

Hi Kingsley, Nice to e-meet you! 

To expand on what Chris wrote, we have driven an x% increase y/y in website conversion for Trunk Club and y% decrease in shopping cart abandonment for The Gap. We’d love to see if we could help drive similar results for Bonobos. 

Here is a link with real-time availability where you can pick a 30 minute time slot that works for you to discuss: http://calend.ly/30min-call

Thanks! Corey

Email #3 - Target confirms interest

From: Kingsley Joseph [Decision Maker at Bonobos]
To: Corey Stone [Requestor - me]
Cc: Chris Lui [Requestors Friend]
Subject: Re: Tukatu intro

Corey it’s good to meet you. 

Sounds interesting. I grabbed some time on your calendar and may have 1-2 other people on my team join the call. 

- Kingsley

Email #4 - Close the loop and thank your friend

From: Corey Stone [Requestor - me]
To: Chris Lui [Requestor's Friend]
Subject: Re: Introduction to Kingsley Joseph, Director of Web Marketing

Chris I wanted to thank you again for your help with this introduction. 

We had a great kickoff call today and it sounds like we may be able to solve a pressing need for them. 

I owe you one! Let me know if I can ever return the favor! 

Best, Chris

Product Tour

• Company Page - What insights can I uncover from checking Connect The Dots? What is the best way in?
• Person Page - How do I know this person? What are some personalization points for my outreach?
• Chrome Extension - How does this work in context of my LinkedIn workflows? 
• Search - What are the most valuable searches to run on Connect The Dots?
• List Views - What are some of the default views and how would I use them?