book yourself solid + contactually: how to generate 30% more referrals this year
TRANSCRIPT
BOOK YOURSELF SOLID +
CONTACTUALLY:
How to Generate 30% More
Referrals this Year
A word from Michael
HI THERE!
Tony CappaertCo-Founder & COO
HOUSEKEEPING ITEMS
• This webinar is being recorded
• You are all in listen-only mode
• Ask questions via the Questions function in your GoToWebinar control panel
• Live Q&A at the end• Chat with us on social media: #ContactuallyBYS
WHAT IS…
An automated, intelligent CRM.
The best way to manage and strategically reach
out to your network in order to drive new business.
?
WHAT IS…
Book Yourself Solid networking strategies and
tactics are built into a custom BYS edition.
You’ll know exactly how to follow up with each
opportunity each day.
?
WHAT IS…
Book Yourself Solid proven protocols +
Contactually’s sophisticated technology =
unparalleled power to do big things.
?
Great relationships power great businesses.
Contactually powers great relationships.
How does Contactually help
me get more referrals?
WITHOUT CONTACTUALLY
People do business with people they know.
But important relationships often slip through the cracks.
In nearly every professional service business,85% of clients originate from existing relationships
WITH CONTACTUALLY
• Active Contactually users report a 34% increase in the number of referrals they receive annually
• Within 3 months of joining, Contactually users engage with 97% more people in their network than before
Contactually helps you stay engaged
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
1 2
43
Where does Contactually fit into my current
workflow?
HEALTHY NURTURING SYSTEM
• Mix of email marketing and personal follow-up
• Using marketing automation and CRM to
manage people throughout the funnel
• Contactually provides most value by helping
you stay in touch with people that will help grow
your business
HEALTHY NURTURING SYSTEM
Rest of network,cold relationships, cold leads
Active pipeline& clients, hot leads
Referral partners, warm/qualifiedleads, past clients, close sphere
Marketing automation
CRM
• Email blasts• Newsletters
• One-to-many broadcastmarketing
• Personal digitalfollow-up
• Daily interaction• Rich client records
HEALTHY NURTURING SYSTEM
Rest of network,cold relationships, cold leads
Active pipeline& clients, hot leads
Referral partners, warm/qualifiedleads, past clients, close sphere
Marketing automation
CRM
• Email blasts• Newsletters
• One-to-many broadcastmarketing
• Personal digitalfollow-up
• Daily interaction• Rich client records
1.Build the database of everyone in your network
2.Prioritize the people you think are most likely to send your referrals
3.Deliver value to your referral partners via four key methods
4.Implement a system to ensure people don’t slip through the cracks
THE 4 STEPS TO GETTING MORE REFERRALS
Let’s dive into the weeds!
#1: Building your database
CONNECT YOUR ACCOUNTS
• Easy to connect your Gmail, Exchange and IMAP email accounts
• One-click integration with popular BD tools, from MailChimp to Zapier
• API
CONTACTUALLY CONSTRUCTS YOUR ULTIMATE ROLODEX
ALL OF YOUR CONTACTSIN ONE PLACE
ALL OF YOUR CONTACT’SINFORMATION IN ONE PLACE
BACK-END DATABASE MANAGEMENT
• Add new contacts
• Automatic data updates
• Remove duplicate records
• Email signature scraper
• Social media updates
#2: Organizing &prioritizing your top referral partners
INTRODUCING BUCKETS
Not all relationships are created equally!
Networkof 90
Listof 20
Proposals/futureclients
Family/close
friends
every30 days
every30 days
every7 days
no setfrequency
MAKE IT FUN
ORGANIZED AND PRIORITIZED
(90)
SMART FOLLOW-UP FORMULA
Networkof 90
every30 days
+
=
REMEMBER: FOCUS!
• There’s a really strong tendency to try to bucket hundreds and hundreds of people and set reminders for all of them. Don’t do it!
• Focus on only those people that will help you grow your business = Network of 90
• You need to follow up 4 people every weekday — can you do it?
CONSIDER STARTING WITH ONLY 20 PEOPLE
Networkof 90
ReferralPartners
You can put people in more than one bucketFocus on only your TOP referral partners — only about 20 people
PROACTIVE DASHBOARD
Save up to 40% of your time with an automated CRM.
#3: Deliver value to your
referral partners
EASY FOLLOW-UP
EASY FOLLOW-UP
But what shouldI say?
FOUR WAYS TO ADD VALUE TO YOUR REFERRAL PARTNERS
1. Just say hello!
2. Talk about something that’s personally relevant
3. Share something of interest
4. Make a mutually-beneficial intro
NO MATTER WHAT, DON’T BE GENERIC
#1: JUST SAY HELLO
• Nearly everyone underestimates the power of just checking in to say hi to someone
• While it’s low value, it’s extremely quick & easy — and still let’s people know you’re thinking about them
• As long as you’re not spamming people, you’re still adding value to the relationship
WHAT I SAY
Hey Michael -
I was just thinking about you today. I know I don’t say it enough, but I’ve really enjoyed working together over the past few years. I can’t tell you how many customers have told me how much Book Yourself Solid + Contactually has helped them grow their businesses.
Enjoy the rest of your week!
Tony
P.S. Please don’t feel you need to reply back to this email (I know we all get too many). Looking forward to the next time we connect.
#2: TALK ABOUT SOMETHING PERSONALLY RELEVANT
• Major life events: birthdays, children, vacations
• Major professional events: job changes or promotions, company news
BUT HOW?
#3: SHARE SOMETHING OF INTEREST
• 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?
#4: MAKE A GREAT INTRO
• Much like content, people want intros to other people that are relevant
• Make sure the intros are mutually beneficial to both parties
BUT HOW?
Whew, that was a lot.
Let’s put it into practice!
YOU CAN ADD VALUE THROUGH A FEW KEY FEATURES
EMAIL TEMPLATES
Keep your most effective messages on hand.
TO CREATE YOUR OWN…
TO CREATE YOUR OWN…
POWERFUL MESSAGING AND ENGAGEMENT
Straight fromBook Yourself Solid…
ARTICLE SHARING
Add value to your network with relevant and high-quality content.
SETUP
ADD CONTENT TO CONTACTUALLY
DELIVER VALUE TO YOUR NETWORK
INTROMAKER
Influence your network and elevate your thought leadership through introductions.
SETUP
INTRODUCE
Increase your follow-up efficiency
andmaximize your
networking ROI by…
#4: Implementing your system in Contactually
AUTO REMINDERS ON THE DASHBOARD
SCALEMAIL
The best way to send personal communication at scale.
SCALEMAIL
Use in tandem with email templates for maximum efficiency
SCALEMAIL
Maintains personal and relevant touches
SCALEMAIL
Maintains personal and relevant touches
AUTOMATION
Set up a customized sequence of actions with Programs.
AUTOMATION
Easily regulate simple or complex business development workflows without missing a step.
AUTOMATION
Execute steps automatically or with your approval for maximum accountability.
Remember: why are we
doing all this?
HAPPY PEOPLE LEAD TO MORE REFERRALS
EVENTUALLY, YOU ANT TO MAKE THE ASK
TO GET STARTED…
Special offer for July!
Start your free 30-day trial at
www.contactually.com/bys
YOU’LL GET…
• A free 30 trial period for a best-in-class automated
CRM
• A custom Book Yourself Solid version of
Contactually
• Pre-defined bucket sets, follow-up reminder rules
and email templates from Michael and BYS ($199
value!)
AFTER YOUR 30 DAY TRIAL
For more detailed information, see contactually.com/pricing.
$59/month or$49/month
billed annually($588/year)
$35/month or$29/month
billed annually($348/year)
BASIC PROFESSIONAL
Bestdeal!
WHAT OTHER ELITE BYS COACHES ARE SAYING
There's no better system for keeping in touch with the people who will
make the difference to your business (and hey, maybe even your
love life).-Matthew Kimberley
There is no better way to get booked solid than to build long lasting professional relationships, and
Contactually is the system to help you do that.
-Francine Graglia
People make us successful. Contactually keeps me top of
mind with the people who matter the most!-Dawn Doherty
Contactually helps me stay intouch with my network and
get more clients withease and joy!-Ana Melikian
Contactually customers generate,
on average, 32% more business from
referrals and new clients each month.
START YOUR TRIAL NOW
Special Contactually offer for July:
www.contactually.com/bys
QUESTIONS?
Tony [email protected]
@cappaert
Want more info?contactually.com/bys
training.contactually.com