Referrals = $$$ (How to actually book meetings from them)

Referrals are one of the strongest ways to book meetings.

It should be a top 3 play for every rep cold calling.

Today we will share our favorite way on how to grab attention and book meetings from referrals.

The first order of business is getting the name of the person who owns the problem that your product solves.

On a cold call sometimes they might give it to you - 80% of the time they wont and you will have to ask.

HOW TO ASK FOR THE OWNER OF THE PROBLEM YOU SOLVE:
Examples:
1. “I know it’s not your job to help a lost sales rep out but would you happen to know who owns territory planning at COMPANY?”
2. Who would care most about *Problem* ?
3. I wont mention your name - do you know who would care about increasing *Metric* ?

HOW TO ASK FOR MORE INFO TO MAKE THE REFERRAL RELEVENT
Once you have the name of the person - data mine as much as you can. Ask qualifying questions on their tech stack. Ask how many reps, trucks, what matters to you etc. Priorities or Initiatives are gold. Here is how to ask for more info:

1. “Just so I make it as relevant as possible for John, do you happen to know any priorities or initiatives he’s focused on right now?”
2. “Just so I make it as relevant as possible for John, do you know what the team calls out of today and how many reps are on the team?”

Ok now you have done all you can. Thank them and exit the call. Now you are setup beautifully for the referral email. This should have a very high hit rate and book you a lot of meetings. This is one flavor of it but you can customize how you like.

The general format is
1. Context
2. Show me you know me
3. What you do / outcome / problem you solve etc
4. Assumption CTA
5. P.S with surprise value

SUBJECT: Intro via *NAME OF REFERRER* - PROBLEM**

Mike -

Just got off the phone with *John* and he thought it would be worth finding 30 minutes to sit down with you.

Reason being, he mentioned that connect rates are top of mind and the team is currently seeing 3-4% calling out of Outreach.

Connectrate.ai is a tool that brings you from 5% to 25% + connect rates by validating who is most likely to answer the phone. We have a grading model that looks at 30+ signals to tell you who picks up and who doesn’t.

I have some time Thursday afternoon between 3-5 est but Friday afternoon is open as well. Let me know what works best and I can send an invite.

Chat soon -

P.S. (P.S.’s are great for surprise value. Get creative) Saw you were a golf guy. Just shot you some new Pro V’s. (Had extra budget left over and I figure you wouldn’t mind a bribe :)

Past this email, you should be following up multiple times with phone calls, Linkedin messages and VM/s all referencing the conversation with the referrer.

The reason this play works is because you rely on political pressure + insider knowledge.

This play works even better the more senior the referrer. Talk with the CEO? You can get a meeting with anyone. The “Top down” referral is a thing of beauty when executed correctly.

Happy calling -