the 4 step framework to build stronger relationships & get more referrals
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The 4 Step Framework toBuild Stronger Relationships &
Get More Referrals
Tony Cappaert Co-Founder & COO
An automated, intelligent CRM for people that work with clients.
Contactually helps you strategically reach out to your network in order to drive new business.
A B C DHot Leads Warm Leads Referrals Not Important
We aggregate, merge, & find social data forall of your contacts and interactions
We help you prioritize your contactsthrough in-app plugins & games
We help you interact with you network in a meaningful & relevant way, via automatic follow up
reminders, ScaleMail, & Programs
By regularly following up, you delightyour contacts and stay top of mind, resulting
in more referrals and more $$$
LETS GET ON THE SAME PAGE
The best way to strengthen your network is to stay relevant with
In order to stay relevant, you need to regularly follow up. !
If youre not staying top of mind, people are forgetting you.
Youre missing referral opportunities. Youre missing out on more revenue.
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 dont slip through the cracks
THE 4 STEPS TO GETTING MORE REFERRALS
Lets dive into the weeds!
#1: Building your database
CONTACTUALLY CONSTRUCTS YOUR ULTIMATE ROLODEX
ALL OF YOUR CONTACTS IN ONE PLACE
ALL OF YOUR CONTACTS INFORMATION IN ONE PLACE
#2: Organizing & prioritizing your top
Not all relationships are created equally!
Who are the top 20 people whowill send you referrals?
MAKE IT FUN
Theres a really strong tendency to try to bucket hundreds and hundreds of people and set reminders for all of them. Dont do it!
Focus on only those people that will help you grow your business i.e. people who will send you referrals
You need to follow up 4 people every weekday can you do it?
CONSIDER STARTING WITH ONLY 20 PEOPLE
You can put people in more than one bucketFocus on only your TOP referral partners only about 20 people
#3: Deliver value to your referral
But what should I say?
FOUR WAYS TO ADD VALUE TO YOUR REFERRAL PARTNERS
1. Just say hello!
2. Talk about something thats personally relevant
3. Share an article of interest
4. Make a mutually-beneficial intro
NO MATTER WHAT, DONT BE GENERIC
#1: JUST SAY HELLO
Nearly everyone underestimates the power of just checking in to say hi to someone
While its low value, its extremely quick & easy and still lets people know youre thinking about them
As long as youre not spamming people, youre still adding value to the relationship
WHAT I SAY
Hey Michael -
I was just thinking about you today. I know I dont say it enough, but Ive really enjoyed working together over the past few years. I cant 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!
P.S. Please dont 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
#3: SHARE SOMETHING OF INTEREST
Relevant relevant relevant
Keep it related to their interests, hobbies, company
And even if its relevant, make sure its good content that theyll appreciate receiving
#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
Whew, that was a lot.
Lets put it into practice!
#4: Implementing your system in Contactually
AUTO REMINDERS ON THE DASHBOARD
YOU CAN ADD VALUE THROUGH A FEW KEY FEATURES
Keep your most effective messages on hand.
TO CREATE YOUR OWN
TO CREATE YOUR OWN
POWERFUL MESSAGING AND ENGAGEMENT
ARTICLE SHARINGAdd value to your network with relevant and high-
ADD CONTENT TO CONTACTUALLY
DELIVER VALUE TO YOUR NETWORK
INTROMAKERInfluence your network and elevate your thought
leadership through introductions.
This feels like a lot of work. Can I scale this a
SCALEMAILThe best way to send personal communication at scale.
SCALEMAILUse in tandem with email templates for maximum efficiency
AUTOMATIONSet up a customized sequence of actions with Programs.
AUTOMATIONEasily regulate simple or complex business development workflows
without missing a step.
AUTOMATIONExecute steps automatically or with your approval for maximum
Remember: why are we
doing all this?
HAPPY PEOPLE LEAD TO MORE REFERRALS
EVENTUALLY, YOU WANT TO MAKE THE ASK
TO GET STARTED
Special offer for WeWork!
Start your free 30-day trial at
A free 30 trial period for the best CRM for people in professional services
A free 30-minute coaching session with one of our Rela>onship Marke>ng Experts
Free top-performing templates and programs to get you started right away
AFTER YOUR 30 DAY TRIAL
Contactually customers generate, on average, 32%
START YOUR TRIAL NOW
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