practical how-to guide to building stronger relationships & getting more referrals

Your Network is Your Life!A Practical How-To Guide to Building Stronger

Relationships & Getting More Referrals

Who am I?

Tony Cappaerttony@contactually.com

@cappaert

Flickr: @lwr

Text

The 4 Step Framework toStaying Relevant with

your Network

Now before we get started...

The best way to strengthen your network -- and get more referrals

-- is to stay relevant with them.

In order to stay relevant, you need to regularly follow up.

If you’re not stay top of mind, people are forgetting you.

You’re missing both revenue andreferral opportunities.

72%

Use the 4 Step Framework to...

• Send timely, personal, and relevant follow ups to your top email and social media contacts

• Use online tools to make the entire process easier and more automatic

#1

Generic follow ups suck

Make it personalFind personal opportunities to reconnect

Ways to make your follow ups personal

• Major life events: birthdays, children, vacations

• Major professional events: job changes or promotions, company news

But How?

Alerts

#2

Deliver value...through CONTENT

Good Content is King

• Relevant relevant relevant

• Keep it related to their interests, hobbies, company

• And even if it’s relevant, make sure it’s good content that they’ll appreciate receiving

But How?

#3

Deliver value...through YOUR NETWORK

The best way to add value is through intros

• Much like content, people want intros to other people that are relevant

• Make sure the intros are mutually beneficial to both parties

But How?

#4

Systematize!Wash. Rinse. Repeat.

Managing a manual follow up system is hard

• Lots of different products and sites

• Very time consuming

• People are probably still going to slip through the cracks

7

But how do I make it easier?

Calendar

CSV

A B C DHot Leads Warm Leads Referrals Not Important

We automatically build (and keep updated) the address book for all your contacts

We help you prioritize your top contacts into groups (or buckets)

We prompt you to follow up with the top people in your network that you haven’t connected with

in several weeks or months

By regularly following up, you’ll stay top of mind, and get more referrals & repeat business

@

www.contactually.com

TO:

FROM:

SUBJECT:

1 2

43

Let’s apply the4 Step Framework

1. Find personal opportunities to reconnect

2. Deliver value through content

3. Deliver value through your network

Alerts

Newsle is only when your contact is in breaking news.

Jay wasn’t in the news recently, so we can’t use it this time.

Not today.

It took me 3 minutes to research & send Jay a really personal follow up.

He’s going to remember me.

1-2 months from now...

I’m likely going to get the referral from Jay.

Contactually customers generate 32% more referrals

each month.

Follow up with me for a copy of this presentation

tony@contactually.com617-680-2764

@cappaert

P.S. We do webinars like this every week! Come on up and drop your card in the bowl.