Top reps don't cold call all day, they ask happy customers for referrals. A warm introduction gets a look that a cold application rarely does, yet most candidates send hundreds of cold applications before they make a handful of warm ones. Flip the ratio.
from sales · referral selling7 min
Most jobs go to people with a warm path in
A referred candidate starts ahead of a cold applicant. If warm paths win most jobs, most of your effort should live there too. Most candidates run that ratio in reverse.
Warm paths win the job. So why is most of your search going to job boards?
Three circles of warmth
Map your warm paths
You probably have 500+ LinkedIn connections. The hard part isn't who you know, it's seeing who's actually warm, who's already at a Tier 1, and who can walk you in.
The three scripts (steal these)
Script 1 · Inner circle re-activate (DM)
Hey [name],Wanted to give you a heads up, I'm in the market again, looking for [specific role] at [stage] companies, particularly in [industry].I'm not asking you to know of an opening. But if anyone comes to mind I should be talking to, I'd love an intro.How's [specific thing about them]?[Your name]
Script 2 · Asking for a specific intro
Hey [name],I saw you're connected to [target person] at [target company]. They're at exactly the kind of place I'm targeting.Would you be open to a quick double-opt-in intro? Totally fine if not, and if you'd prefer I send a forwardable blurb, I can have one in your inbox in 10 minutes.Thanks either way.[Your name]
Script 3 · Cold outreach to a Tier 1 hire
Hi [name],I've been following [Company]'s work on [specific thing, recent product launch, talk they gave, podcast appearance]. The [specific detail] really resonated with how I think about [their function].I'm exploring [your role] roles at companies doing [the specific thing]. Not asking you to refer me, but if you're open to a 15-minute coffee chat about how [Company] thinks about [specific topic], I'd love to learn.Best,[Your name]
Build your warm pipeline
Prompt 1 of 4
Old colleagues, managers, direct reports. Don't filter. The first time you do this you'll come up short, push past 20.
Prompt 2 of 4
Format: [Person/role you want to meet] via [your contact who knows them]. Look at LinkedIn shared connections.
Prompt 3 of 4
Write all 3 today. Send them tomorrow. Don't overthink it.
Prompt 4 of 4
Before any cold reach, comment on their LinkedIn or Twitter for 1–2 weeks. List who, and one specific thing about each.
Saved on this device as you type.
Want Shep working your search? Add your email and we'll let you know when you're in.
