DOCUMENT 1 The Narratov DM Playbook (Internal Use Only)
The document package defines the Narratov Direct‑Message (DM) method for LinkedIn and chat‑based selling. It begins with a mindset shift: stop pitching, start being useful and demonstrably attentive. The core framework is the six‑step Trust Ladder (Believability → Relevance → Recognition → Confidence → Urgency → Advocacy) that maps the internal questions a buyer asks; outreach must progress sequentially, never skipping a rung. Three conversation categories are outlined—cold outreach (rung 1), warm‑signal outreach (rung 2), and inbound conversations (post‑rung 2)—each with distinct objectives and sourcing tactics. The “Only‑You Message” test forces true personalization: a message must not make sense if sent to anyone else. A seven‑move cold‑open structure (common ground, own the ask, proof you looked, proof you belong, unprompted fix, no‑strings offer, easy out) operationalises the ladder. Detailed writing guidelines cover precision, unexpected relevance, question design, pacing, follow‑up, objection handling, and low‑friction closing. Trust‑building speed across channels is ordered from content → comments → DMs → voice notes → calls → personal messaging → video → in‑person, with channel‑matching advice. A daily rhythm (1 post, 10 comments, 10 DMs, monthly warm‑contact campaign) and benchmark data (reply rates, message length, timing) provide performance targets. The coaching rationale explains why each element works (e.g., why urgency only works after confidence, why generic personalization fails, why “permission to say no” boosts replies, why gap‑based qualifying beats checklists, why acknowledging objections first reduces defensiveness, and why giving value without expectation fuels advocacy). Finally, an audience‑facing prompt library lists concrete user queries for diagnosing stalled conversations, drafting cold‑opens, personalizing, qualifying, handling objections, closing, pacing, and channel decisions. The overall purpose is to train both humans and an AI coach to diagnose conversation state, apply the appropriate rung‑based fix, and craft truly personalized, low‑friction messages.
Topics
Mindset Shift: From Pitching to Being Useful
Adopts a utility‑first approach, emphasizing genuine attention over sales language.