Last week I cracked a referral code that booked me 3 meetings in 48 hours. I am going to show you 1 out of the 3 today.
Here's exactly how:
COMMI$H’$ 5 $TAR TIP:
The goal for most people here is to build a big fat pipeline. However, that does not mean you need to go cold every single time. For my AEs and sales leader reading this you can ask for referrals to build pipeline as well.
Here's exactly what I did:
Step 1: Mine Your Network
Opened Sales Navigator
Filtered my 1st-degree connections
Asked: "Who would actually give me a warm intro?"
Step 2: The Company History Hack
Looked at their past companies
Found mutual connections who worked there WITH them
This boosts your "they know them" odds from 5% to 90%
You will see that I only got 16 results here. That is 100% fine because I know the chances of Austin knowing these people is very high. This is why the success rate hits 90%... you're only reaching out to people with REAL shared history.
Step 3: The Message
Quick favor to ask.. if I see someone in your network I would like a warm intro to for my social selling training program would you be open to it? if not that is cool as well.
Once they say yes.
Then I will say.
Looking for an intro to x, y, and z. Open to making that warm intro about my social selling services? Happy to provide context if need be.
Thing I realized here is most people will just text the person or message them to see if they are interested. If it works then you will see a reply like below and now we got the meeting booked.
The Result:
Referral → Intro → Meeting booked with decision maker
This isn't theory.
I literally just did this last week with the example above, AND you can do the same thing.
You could run this play on Monday and book 3-5 meetings by Friday.
Happy prospecting, everyone!
P.S. Want to see this strategy in action? Join me and Nat for Pipeline Power Hour on October 7, where we'll build this live.
CHEAT CODE$: Sponsored by Fathom
The AI Follow-Up Formula That Never Misses
The fortune is in the follow-up up as they always say. That is why I love what John Barrows taught me back in the day, around doing follow-up emails, and even Anthony Natoli’s updated one. So I took the best of both worlds to create my own AI follow-up process.
The Setup:
Use Fathom (or any AI recorder) on every call
Feed the transcript into this prompt:
Prompt:
“You are an expert sales professional writing a follow-up email after a sales call. Using the transcript below, create a concise follow-up email that:
Keeps their stated problem front and center
Uses their exact language (not your interpretation)
Provides clear next steps for both parties
Makes it easy for them to respond
Format the email exactly like this:
Hi [Name],
Thanks for your time yesterday. Below is a summary of the highlights from our conversation. Could you please email me back to let me know if it's accurate and if I missed anything?
Problem we're solving:
[Pull their exact pain point from the transcript - use their words]
Decision Priorities:
[List 3-5 specific priorities they mentioned, in bullet points]
Timeline discussed:
[Their timeline from the call]
Your Next Step:
[One simple, clear action they can take]
My Next Step:
[One specific thing you'll do to move this forward]
Cheers,
[Your name]
IMPORTANT RULES:
Keep it under 200 words
Use their exact phrases when describing problems
Don't add anything they didn't say
Make the next steps crystal clear
End with an easy yes/no question.”
Why This Works:
You reference THEIR words, not yours
Shows you actually listened
Takes 30 seconds instead of 10 minutes
Follow-up sent while you're still top of mind
Pro tip: Set this up as a shortcut on your computer so you can input the prompt in seconds. Bonus points if you have Fathom and use the prompt in AskFathom.
There is no reason to be reflecting through every single piece of your notes when we have recorders that will document the information even better.
Want to never miss another follow-up? Fathom records, transcribes, and helps you follow up perfectly every time. Try it free:
THE JOURNEY:
Last week, I finally got a co-working space. I have been working from home since 2018, and I needed to switch up my working environment.
The only reason I found out about this place was because I got invited to a podcast interview at this spot. I walked in and immediately knew… this is it. This is what I've been looking for.
Also, God cracks me up.. The person who is over all the memberships of course was Christian. Of course.
As I always tell y'all.. I'm exactly where I need to be.
Anyway, they have this massive whiteboard in one of the working spaces. I've been craving whiteboard time to get ideas out of my head and provide even more clarity.
So I grabbed a marker and started mapping out what God's been putting on my heart about AMP.
What came out got me so fired up:
"We make elite sales simple, human, and scalable with soul at the core."
Read that again.
Soul. At. The. Core.
Think I sat there and realized, ah… This is the mission. This is the calling.
Because here's what I've learned after 9 years in this game...
I can teach you every Sales Navigator hack.
Every AI prompt.
Every outbound framework.
But if your soul isn't intact to make an impact with what you have accomplished? What's the point?
I've seen the highs of what a career can look like. I've also seen the lows.
And my belief is that success without soul is empty.
Just came back from Sedona, where I got real quiet with myself and the Lord. Asked the hard question:
"How can I evolve even more into who I'm meant to be?"
Not who LinkedIn wants me to be.
Not who the sales world expects.
Who I'm MEANT to be.
Which is the question we all should be asking ourselves. “Who am I meant to evolve into?”
For me, what I have realized is that my calling is built on this foundation of working with elite sellers and helping them become elite, which honors your soul.
With this newsletter and content, my goal is not only to help you build a pipeline but also to provide valuable insights and guidance. It’s to guide you along to build a life worth living for.
Let's get after it (with soul),
P.S. Take that trip. Book that quiet time. Ask yourself where your head's really at vs. what the world's telling you. You'll get beautiful stuff from that. Trust me.
WATCH. LI$TEN. LEARN.:
LinkedIn Post You Missed: More love is the only answer (2 min read on how I feel about the state of the world right now)
YouTube Video of the Week: 10 Years Of LinkedIn Knowledge In 21 Minutes (Go to 5:00 if you want to increase your connection request acceptance rate)
Everyone have a blessed week, stay safe, and continue to pursue excellence.
Cheers,
Morgan J Ingram
P.S. If you have any direct feedback on the newsletter, send it my way. Always looking to improve!
P.P.S. Live in Amsterdam? If you are, pull up at David Wilkins and I’s event that we are doing together. Drink, vibes and GTM talk. https://luma.com/dtqzl417