USE THIS To Hire Or Close Sales

We found an incredible way to hire. It's actually the exact same way that we close sales. We find our ideal target, and then we find somebody who knows our ideal target, a friend, a mutual connection, and we ask that friend to make an introduction to our ideal target. And that creates a warm introduction that allows us to meet the person and hopefully hire them, or at the very least, get to know them.

Here's how it works.

Step 1 here is putting a list together of second-degree connections. That you're excited to get in touch with. For this use case in particular, we're looking to get in touch with former McKinsey, Bain, BCG consultants that have a background in growth marketing for positions at Aux Insights. In this case, used Sales Navigator, built out a bunch of filters. You know, they used to work at these companies. They currently hold one of these job titles. They used to have one of these job titles. They're based in the US. And very importantly, their second-degree connections. So anyway, step 1 is putting together this list of second-degree connections, which Sales Navigator makes very easy, but you can also do without Sales Navigator in just the people search on LinkedIn. I'll show you that real quick just so you can see in case you don't have Sales Navigator. We just go to the people section. You guys notice that you can pick second-degree and then you probably just have less filters than on Sales Navigator, but you can do the same thing. You can use the search bar up here to include job titles that are relevant. So you can just filter away and get to your list of maybe a couple hundred people that you would love to get in touch with. Then let's say we want to get in touch with one of the people on this list. So this is an example of someone that we wanted to get in touch with, and it turns out we actually just have 2 mutual connections, right? So then the next question becomes, which mutual connection do you reach out to? In some cases, there's like 50 mutual connections. And so the process becomes a little longer in terms of figuring out who might be the best one. But in this case, the process that I follow and the reason I picked This one is just because there's 2, so it's a little bit quicker. But I typically start by looking at the previous messages that we've had with the person. And in this case, you can see that this person, Rana, was somebody that probably commented on one of Jesse's posts and we sent him a guide, but isn't probably one of Jesse's close connections by any means. So then we look at Ash, and Ash is interesting because, you know, they go way back. And what's interesting is Jesse asked for some introductions back in 2022, and he was helpful. And if someone's helpful once, they're probably gonna be helpful again. It's like every year there's a, you know, mutual intro with this person. Again, he's, he was helpful. Between these 2 people, it was pretty clear that Ash would be the right person to reach out to. And so we did, right? So this was January 28th, so a couple weeks ago. Hey, do you happen to know Christine? That's it. It's just like, you're not asking for an intro at this point. It's just like, do you know this person well?

Yeah, look at how short that is. I really do notice that people, when they're doing it for the first time, go long. And Suk, you're nodding at that. That is a problem, right?

Yeah, it's funny. Like we ask clients, like, send us what you're comfortable with. It's just like, there's so much like fluff in there. Really sorry to bother you. I know, you know, all this kind of stuff. That's the worst thing to do, guys.

Just get to the point.

I'm also noticing that he's including a link to the person on LinkedIn, which is interesting.

Yeah, it just makes it very easy for them to click on their profile and just see what kind of history they have. This is the message we've been sending and it's worked extremely well. In fact, we've gotten probably like a 75, 80% response rate. And at this point, I know that for every 4 people that I pursue an intro to, one of them will be interested in talking to us and like make it to like a first round interview. So it's been pretty effective for this use case. I would expect it to be different for a sales use case, cuz in this case you're asking for intros that are gonna help the other person's friend probably, uh, if they do get a job with us. So it makes it a little bit less salesy cuz you're really not selling anything.

You are sending messages through Jesse's account here. And the reason I'm saying this is I want to point out for people who are thinking about scaling, we know that you want to scale. We know that you don't want to send messages yourself. We ask you to send messages yourself so you can feel what works for you. So you can see this and experience it. But we know that you're going to eventually bring other people on to support you. This is just not the first step, but it is one of the steps.

I did want to show one example because I saw if somebody asked a question about someone getting annoyed if you've asked them for things before. So actually coincidentally pulled up an example that shows a little bit of like a weird interaction, but still worked out. So this guy's interesting, you know, they go way back. And you'll see in November '22, there was an ask. Sorry, Robo Jesse, you know, I don't know him very well. So this guy is like catching on potentially.

So funny, he's catching on to the fact that there's another human being or some automation in here. Got it.

So Jesse just like, Robo Jesse, you mean Growth Assistant Jesse?

And so there— and he's acknowledging that there's a growth assistant on this. Yeah.

It's, you know, if I think if someone's a friend, they're not going to get upset about this. And then in January, we asked for an intro to Dana. Haven't talked to her in 15 years. I can swing the bat. What are you looking for? So we sent him a note. I don't know if that intro actually worked out, but this was on mid-January. And then late January, we found someone else. So this is only 15 days apart. Someone else that Zachary knows that we would like to meet. And so We sent him an ask, we followed up, and he says, yes, he's a friend. Let me know what you wanna sell him and I'll ask if he's interested. Uh, we'll say it'll save time. Not looking to sell anything. So we're just saying, hey, you know, we're just trying to hire people like Jeremy at Aux. And so he said, sure thing, sent him a blurb.

And there it is.

And once we get our mutual connection to make an introduction to the person we wanna meet, we take the conversation into email and we start things off that way. It's a wonderful way to meet people who we plan to hire.

And also it's the exact same way that we close sales.

We find someone who we want to meet, we find someone we want to close, and then we get an introduction to them from a mutual friend or connection.