Step 1: Build your introduction sequence

1. Create the skeleton of your introduction sequence
   1. List how many messages you’ll send before stopping the sequence
   2. List a channel for each touchpoint
   3. List a media for each touchpoint
   4. Define a cadence (time between each touchpoint if you receive no answer)
2. Pick a messaging template (or build your own)
3. Apply it to your situation
4. Execute the sequence

• Example:
• Your Turn:

Step 2: Build your referral sequence

1. Create the skeleton of your referral sequence
   1. List how many messages you’ll send before stopping the sequence
   2. List a channel for each touchpoint
   3. List a media for each touchpoint
   4. Define a cadence (time between each touchpoint if you receive no answer)
2. Pick a messaging template (or build your own)
3. Apply it to your situation
4. Execute the sequence

• Example:
• Your Turn:

Message templates

Introduction Templates

<aside> 🤝 Intro request

• Trigger: The reason for reaching out.
• Question: A question + teaser about a problem you prospect could have.
• CTA: A simple ask for an intro.

Example:

• Trigger: Pierre-Yves, saw you were connected with Oliver Horter.
• Question: Do you think he’d be down for a quick chat so I can show him why he’s losing deals to competitors?
• CTA: Opposed to making an intro? </aside>

<aside> 🤝 Job to be done

(inspired by this post from Nate Nasralla)

• Memory: A past topic of conversation.
• Tool: A tool/resource related to the conversation.
• Ask: A question to ask if the tool would make sense.
• CTA: A simple ask for the intro.

Example:

• Memory: Pierre-Yves, last time we spoke, you told me about your friend Nikolas at Squared having issues with bad inbound leads.
• Tool: I stumbled on a checklist to help him disqualify bad prospects.
• Ask: Do you think he’d be down to see it (and a have a few suggestions on how to implement it)?
• CTA: If so, would you be opposed to introducing me?

</aside>

<aside> 🤝 Do the math

(inspired by this post from Krysten Conner)

• Trigger: The reason for reaching out.
• Quick pitch: Short explanation of the quantified impact your solution provides.
• Calculation: Back of napkin calculation.
• CTA: Ask for intro.

Example:

• Trigger: Alex, noticed you friend Nora at Stamped has a VP of sales job open on her job portal.
• Quick pitch: I have started helping founders identify what type of VP of sales profile they should avoid, so they don’t end up wasting 12 months on the wrong person.
• Calculation: With a typical cost of VP of Sales mishire around $10,000 per month, this would mean saving around $120.000.
• CTA: Worth a intro to Nora?

</aside>

Referral Templates

<aside> 🤝 Thank You

(inspired by The Thank You Email from Skip Miller)

• Thank You: A problem-oriented question to get your prospect to reflect.
• Next Step: An intriguing resource to help your prospect solve a part of the problem you mentioned in your question.
• CTA: A simple ask for an intro.
• PS: A PS for the prospect to reply to you.

Example:

• Thank You: Michaela, thanks for the call yesterday.
• Next Step: I’ll send over another email with a few ideas to solve the issue you mentioned.
• CTA: In the meantime, do you know of anyone who could benefit from a conversation like ours? If that’s the case, just forward this email.
• PS: If Michaela sent you this email, you can join me at thibaut@saleslabs,io. </aside>