Finding Leads in Your Connections' Engagement

We naturally distrust strangers.

But if someone we both trust introduces us, trust transfers through that mutual connection.

And if we ask a mutual connection to introduce us, the same trust transfers.

In the B2B LinkedIn world, trust is a 'mutual connection'. And if you ask a mutual connection to introduce you, you get some trust.

How do you find interesting people that share a mutual connections then?

LinkedIn of course! You can search on LinkedIn (or Sales Nav). Then message the mutual connection. Then wait. Maybe the mutual connection isn't ever on LinkedIn. And if they are, maybe you don't actually know them. Then if you know them and they introduce you... Woohoo!

Except it took a lot of time to do that.

You can also skip trust, and use Clay to find good ICPs, then segment, enrich, find signals, stack signals, and then make masterful messages. And it works!

Except it takes a lot of iteration to figure out each piece. And if you figure it out, then maybe your competition also figures it out :(

It's also still cold. Clay doesn't know if they're your 2nd degree connections.

Based on this, we asked a question: is there a way to find people, people active on LinkedIn, just outside of your network, and leverage your mutual connection, to connect with them, all in an automated way.

And then we made a theory: If send a connection request, referencing their engagement on a mutual connection's post, it will act as a soft-introduction, and get significantly more traction than a generic campaign.

We've run this 5 times now across multiple ICPs.

Here's what we're seeing:

• 1 out of ~2-3 sends accepts the connection request.
• 1 out of ~4.5-6 sends will reply to a message.
• 1 out of ~10 sends reply immediately on connection accepted (these are 2.2x more likely to book a meeting).
• 1 out of ~20 sends book a meeting.

Here's how it works.

How to build it: