Intros

Warm intros and referrals are the best converting lead source in B2B. Compared to the single digit percentages you see from cold calls, emails and ads, referrals convert as high as 50-60%.

These leads don’t only convert better, they also:

• cost 60% less to acquire
• see 20% higher retention (bigger LTV)
• close 2-3x faster

It’s no wonder that great sellers often know that their best leads are the ones who come to them after already speaking to a partner or existing customer. They’re warmer and ready to go.

Add a warm intro check to your sales process

Boiled down to their simplest form, most top of funnel sales processes contain three steps. Get an account list, do research, start outreach to that list.

But before you do step three and make that cold call or send that cold email, you should do a warm intro check. Don’t just check one executives network though. Make sure to tap into the networks of investors, advisors, partners, existing customers, etc. Broadening your network increases the surface area you have to pull intros from.

You’ve spent all this time building a lead list, researching them, crafting the perfect message. Why not spend a little bit more time to make sure you’re choosing the ideal messenger to get your foot in the door?

Do the work for your intro makers

Do the work for your intro makers. Tell them exactly who (if you know a specific person they’re connected to. Commsor makes this easy!) or which persona type to refer. Better yet, write a forwardable message that they can send onwards to your target. Reduce the workload and make it as easy and seamless as possible for people to make intros for you.

Incentivize the right people to refer

There are three kinds of people who will make intros for you. Those who do it organically, unprompted, those who do it if you ask, and those who do it if you offer them an incentive. Building the right referral program with the right incentives can help make intros a scalable process for you and your team.

‍