The 4 Types of Warm Intros And When to Use Each One

Warm intros are not a single tactic. Depending on the relationship, they’re distinct pathways, each with its own purpose, trust level, and speed.

Pick the wrong type and the intro gets awkward.

Pick the right one (and write it properly), and the meeting books itself.

To make this dead simple, every example uses the same cast:

• You = Erika (seller)

• Connector = Sarah

• Target = Tom (VP Sales at Stripe)

✅ 1. Direct Relationship Intro

Best when: Sarah the connector genuinely knows you and and has no hesitation forwarding a note.

Trust level: ⭐⭐⭐⭐⭐

Reality: Take this path whenever it exists regardless of account size. It carries the strongest trust transfer. These intros cut through noise and lead to immediate calls.

Why you write forwardables

The connector should never have to rewrite your message, explain who you are, or summarize your request.

They should only have to:

1. Hit Forward

2. Add a single optional sentence

3. Click Send

That’s the golden rule.

What you send to Sarah

Subject: Quick intro to Tom?

Hey Sarah - hope you’re doing great, looking forward to seeing you at the RevOps summit next week!

Saw you and Tom overlapped at HubSpot. If you’re open to it, could you forward the short note below? Totally fine if the timing isn’t right.

FORWARDABLE (addressed directly to Tom):

Hi Tom,

I work with sales teams who are trying to reduce brute-force outbound because the math just isn’t there anymore. Warm paths are converting 4–10x higher across the teams we’re working with, and reps are finally getting replies from accounts that were dead cold for months.

Via surfaces real introduction paths into target accounts - not just 1st/2nd degree, but inferred overlap, shared history, and the people in your orbit who can genuinely open doors. For teams with referral programs, this has been a cheat code: they’re getting way more leverage out of the networks they already have rather than adding more volume up top.

I think there’s a meaningful upside here for you, and I’d love to compare notes. If you’re open to a quick conversation, I’m free Tuesday at 11 or Wednesday at 2.

What Sarah forwards

Tom - passing this along. I thought you two should connect.

[Your email]

That’s it. No heavy lifting.

✅ 2. Permission to Name-Drop

Best when: The connector wants to help but is too busy to forward anything.

Trust level: ⭐⭐⭐

Reality: This is the warm intro type sellers get most often. It allows you to borrow their credibility without requiring their involvement. It’s warm, credible, and respectful of the connector’s time - and it scales beautifully.

What you send to Sarah

Hey Sarah - no need for an intro (I know your week is packed).

Is it okay if I mention I was chatting with you when I reach out to Tom?

What you send to Tom

Hi Tom,

I was chatting with Sarah recently, and your name came up. She mentioned you’ve been focused on improving outbound efficiency. I can share a warm-access framework that’s been driving better reply and meeting rates for teams like yours.

Is Thursday morning open?

✅ 3. Team-Routed Intro

Best when: Someone on your team has the stronger relationship.

Trust level: ⭐⭐⭐⭐

Reality: You use this when your path is weak but a teammate’s is strong.

Why forwardables matter here

Want your CEO to tap their network for you? Don’t make them think. Execs are drowning in intro requests, and anything with friction gets ignored. Give them a dead-simple forwardable and you’ll actually get the intro.

What you send to David (your CEO)

Hey David - you and Tom overlapped at TripAdvisor.

If you’re open, could you forward the note below?

FORWARDABLE (addressed directly to Tom):

Hi Tom,

I’m working with sales teams that want to generate more predictable outbound by leaning on warm-path access. Thought this might be relevant to what you’re driving. Here's a link to a demo that shows how we've helped sales teams close more deals through referrals. Happy to hop on a call if you're interested in learning more.

What David forwards

Tom - passing this along, think this aligns with what you and I discussed last year.

✅ 4. Job-Changer Warm Entry

Best when: Someone who trusts you moves into a new company.

Trust level: ⭐⭐⭐⭐⭐

Reality: When someone who knows you - past customer, champion, or collaborator - moves into your target account. This is often the strongest path into a net-new logo. New execs are historically far more open to new vendors within their first 30–90 days. You already have relationship equity and they’re trying to demonstrate fresh thinking and hit early wins.

Why the structure still matters

Even though there’s no connector, you still write as if the message must be:

• short

• obvious

• low-lift

• easy to answer “yes” to

What you send directly to Tom

Hi Tom,

Congrats on the Stripe role - huge move!

When we worked together at HubSpot, you mentioned wanting more predictability in outbound and relying more on warm paths.

If you’re thinking about early wins in your first 100 days, I can share what’s working across similar teams. Quick version = 10 minutes. Want me to send the breakdown?