Signal led Warm Intros - How to get warm intros like sales champions using AI
Discover how to master warm intros like a sales champion using AI. In this newsletter, learn actionable strategies for leveraging signal-led insights to get warm intros at the right time.
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Sales has evolved. Now cold outreach alone can’t help you close a high-value deal.
Today, it's all about starting with trust.
And there’s no faster way to establish trust than through a warm intro.
According to LinkedIn, 73% of social buyers prefer to work with sales professionals who are referred by someone they know. (Source)
Why? It’s simple—warm intros cut through the noise.
But here's the thing: getting these referrals isn’t easy.
Sales reps who master warm intros consistently outperform those who don’t.
Higher Response Rates: A referred lead is 4X more likely to respond than a cold one.
Shorter Sales Cycles: Trust speeds things up. Intros reduce the back-and-forth.
Bigger Deals: Warm intros often lead to high-value opportunities.
Many sales reps put in the work, networking and asking for referrals. But they still miss key opportunities because they lack context and insights.
The Problem?
Manual Process: Digging through LinkedIn, checking who-knows-who—it’s time-consuming.
Lack of Timing: Asking for an intro at the wrong time can hurt your chances.
Missed Signals: Without proper research, you won’t know when a lead is ready.
This is where AI changes the game.
If you know when to ask for a warm intro, you just get the conversation. AI Tools like Evabot.com can help you track signals and identify best time to ask for a warm intro from a common connection, such as:
Job Changes: Your prospect just got promoted? Congratulate them and ask for a warm intro.
LinkedIn Engagement: Your prospect commented on a post of a mutual connection? Engage on that comment and ask for a warm intro from a connection.
Business Expansion Announcements: Perfect time to ask for a warm intro using insights that would even surprise your common connection.
Sales champions use data to perfect their timing and tailor their intro asks.
The result? Higher meeting bookings and a healthier pipeline.
Types of warm introductions & referrals
Warm intros vary in categories, types and outcomes.
Warm Introductions: The Key Players
1. From Partners
Use Case: Partners who target a similar customer profile can refer you.
Benefits: Strong credibility. Prospects trust recommendations from their existing partners.
Challenges: Requires deep, mutually beneficial relationships.
Example: A cybersecurity firm got introduced to a CISO by a cloud services partner, leading to a $200K deal.
Build strategic alliances. The more aligned your offerings, the more referrals you’ll get.
2. From Consultants
Use Case: Consultants often have deep ties with decision-makers.
Benefits: Highly trusted source. Consultants' word carries weight.
Challenges: They expect something in return, like commissions or favors.
Example: A SaaS company secured a meeting with a Fortune 500 firm after a consultant intro. Timing was critical; the firm was actively seeking a new vendor.
Not all consultants are ideal referrers. Vet them carefully.
3. From Customers
Use Case: Satisfied customers refer you to peers or partners.
Benefits: Social proof and genuine trust. Referrals from happy users are gold.
Challenges: Timing is everything. Ask too soon, and it may backfire.
Example: A logistics software provider increased sales by 30% after a key customer referred them to five industry contacts.
Use NPS scores to identify happy customers. Then ask for referrals.
4. From Advisors
Use Case: Advisors who support your company or product introduce you to their network.
Benefits: High trust and strategic alignment.
Challenges: May be limited by the advisor’s bandwidth or willingness.
Example: A startup got a warm intro from a well-known industry advisor, landing a pilot project worth $50K.
Make sure advisors understand your ideal customer profile.
5. From Connections
Use Case: People in your network, like friends or colleagues, introduce you.
Benefits: Casual yet impactful. Leverages existing rapport.
Challenges: Informal intros may lack the gravitas of a professional referral.
Example: A sales rep used a college friend’s intro to get in front of a CMO, leading to a deal after just two meetings.
Always express gratitude to connections. It keeps the door open for future intros.
Types of Referrals: Digging Deeper
1. Introductions
- Use Case: A simple connect over email, LinkedIn, or tagging in comments.
- Benefits: Easy and fast. Low effort for the referrer.
- Challenges: Often lacks context, so be prepared to establish credibility.
- Example: A rep got tagged in a prospect’s LinkedIn comment thread, leading to a discovery call.
2. Trial/POC Referrals
- Use Case: Introductions to users who can try your product and advocate internally.
- Benefits: Low risk for the prospect. High impact if successful.
- Challenges: Not every product fits a trial or POC model.
- Example: A CRM tool was introduced to a sales ops manager for a trial. The trial’s success led to a company-wide rollout.
Perfect for products with quick, measurable wins.
3. Discount Referrals
- Use Case: Offering discounts to new prospects referred by existing connections.
- Benefits: Attractive and easy to pitch, especially for PLG models.
- Challenges: Can set expectations for ongoing discounts, impacting margins.
Use discount referrals wisely. Ensure they attract quality leads, not just bargain oriented bad leads.
How sales champions master warm intros
Securing warm intros isn't about luck. It's a strategic game that top sales pros have mastered.
Let’s look at how they do it, step by step.
Staying Active and Visible
Sales champions don’t wait for opportunities. They create them.
- Monitor Network Activities: They keep a close eye on their network. Who just got promoted? Who’s hiring? Tracking these signals is key.
- Engage Consistently on LinkedIn: They’re active on LinkedIn, commenting on posts, sharing insights, and tagging others. This builds visibility and positions them as industry leaders.
- Example: One sales rep made it a habit to comment on relevant posts daily. Over time, a simple comment led to a warm intro to a VP of Sales at a Fortune 500 company.
Building Strong Personal Relationships
Sales champions invest in relationships.
- Engage with Leaders and Partners: They engage regularly with senior leaders, partners, and customers. A quick comment or a thoughtful message keeps them top of mind.
- Leverage Thought Leadership: They share learning nuggets, free resources, or exclusive content. This establishes their credibility and encourages others to share their work.
- Example: A rep shared a free eBook on sales trends. A mutual connection shared it, leading to an intro to a decision-maker.
This approach takes time. But the long-term payoff is massive.
Finding Common Connections
Smart sales reps just operate like detectives.
- Watch Who’s Commenting on Whose Posts: They look for prospects engaging with people they know. Once they spot a connection, they reach out for an intro.
- Join Communities and Clubs: They join industry groups or referral exchanges. These communities are goldmines for warm intros.
- Example: A sales leader joined a niche industry club. Through a simple referral exchange, they landed a warm intro that turned into a major partnership.
Tracking and Offering Value
Sales champions always add value before they ask.
- Track Important Signals: Job changes, promotions, or new hires. These events are signals for a perfect time of an intro request.
- Offer Help First: They offer hiring help, product/service reviews, feedback or even lead generation tips. Helping builds trust.
- Example: A rep noticed a prospect’s company was hiring. They connected the hiring manager to a great candidate. This led to an intro to a key executive.
Some argue this is time-consuming. But consider this: Would you rather send 50 cold emails or have one trusted intro that leads to a high-value deal?
The Warm Intro Process
Sales champions follow a proven process:
Direct Ask to Connections: Straightforward and effective. If you have a strong relationship, ask directly.
Engage on Social Media: Build visibility by engaging on posts where your prospects are active.
Engage with Thought Leaders: Give shoutouts, comment, and get noticed by influential connections.
Referral Exchange Partnerships: Partner with complementary companies for mutual referrals.
Offer Exclusive Resources: Share resources with your network. People will remember you and be more likely to connect with you.
Solve Problems Publicly: Help relevant connections and prospects solve problems and showcase this to your network.
Engage with Target Prospects’ Posts: Tag a mutual connection on prospect’s posts. Engage and create opportunities for intros.
What's the challenge?
- More Automation: Tracking signals manually is tough. AI tools can make this easier.
- Better Signal Tracking: If you know in real time when a mutual connection engages with your prospect, you can immediately use that as an opportunity.
Sales champions don’t rely on chance. They have a playbook, and now, so do you.
The Power of Signals in Warm Intros: Timing Is Everything
In sales, signals are the key indicators that something has changed or is about to change with your prospect.
Signals tell you when, who, why, and with what context to ask for a warm intro. They give your outreach relevance and increase your chances of getting a meeting when introduced through a mutual connection..
Key Signals to Watch For —
1. Hiring Signals
- What It Means: The company is expanding and investing in new roles.
- How to Get a Warm Intro: Reach out to a mutual connection who knows the prospect.
2. Job Change Signals
- What It Means: Your prospect just got a new role or promotion.
- How to Get a Warm Intro: Congratulate them and ask for a warm intro from a mutual connection. Frame your connection message around how you can add value in their new position.
3. Promotion Signals
- What It Means: Your contact now holds more influence and decision-making power.
- How to Get a Warm Intro: Ask your mutual connection to give a shoutout and highlight your expertise on linkedin. And then ask for a warm intro.
4. Business Goals or Initiatives
- What It Means: The company is pursuing a major strategic objective.
- How to Get a Warm Intro: Write a post on how you are helping companies and If your mutual connection can tag the prospect in a comment and introduce you to him over a chat.
5. Office Expansion or New Geography Launches
- What It Means: The company is opening new offices or entering a new market.
- How to Get a Warm Intro: Ask your mutual connection to introduce you as an expert in helping companies scale efficiently.
6. New Tool Stack Signals
- What It Means: The company has adopted new software or technology.
- How to Get a Warm Intro: Use your mutual connection to position you as an expert offering a product as a complementary solution.
7. LinkedIn Post Mentions and Community Signals
- What It Means: Your prospect is actively engaging with content or sharing their thoughts on a linkedin post.
- How to Get a Warm Intro: Ask your mutual connection to mention your expertise in the area your prospect is discussing.
AI tools like Evabot can automate signal tracking, making it easier to act quickly.
Tracking signals isn’t just smart; it’s essential today.
It makes your outreach relevant, on-time, and more likely to get a warm intro.
How AI Tools (like Evabot) enables Signal-Led Warm Intros
AI tools like Evabot can revolutionize how sales reps look for warm intros, making the entire process faster and more precise.
It’s like an assistant who does the heavy lifting for you. It tracks key signals, scores your relationships, and tells you when and how to ask for warm intros.
Here’s How It Works:
1. Create Your Target List
Identify your high-value prospects.
Import them into Evabot to start tracking.
2. Map Out Your Connections
List all your possible connections: advisors, customers, friends, and partners.
Organize and score them based on your relationship strength:
Low: Seldom talk now
Moderate: Acquaintance, professional conversations
High: Close friends or trusted contacts
3. Find Overlapping Connections
Scan LinkedIn profiles to see if your connections are linked to your target prospects.
Look for common work experiences or recent interactions, like LinkedIn post engagements.
Score these connections:
1: Unknown connection
2: Acquaintance
3: Friend or strong link
4. Set Up Signal Tracking
Use Evabot to track posts, job changes, and any recent posts of prospects.
Monitor engagement between your connections and prospects on those posts.
5. Engage or Ask for Intros
When you see a signal (like your prospect engaging with your connection), you have two options:
Engage Directly: Add value by sharing your insights, offering help, or commenting on their post.
Ask for a Warm Intro: If the timing is right as per the signal, message your connection and request an introduction.
6. Prioritize Based on Relationship Strength
Start with close friends who are more likely to help.
Move to acquaintances if needed.
Using AI tools like Evabot is necessary in today’s hyper-competitive sales world. Time to start working smarter and getting warm intros at the right time.
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