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

    +

  • HI THERE!

    Tony Cappaert Co-Founder & COO

  • WHAT IS

    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.

    ?

  • Calendar

    CSV

    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 $$$

    @

    www.contactually.com

    TO:

    FROM:

    SUBJECT:

    1 2

    43

  • LETS GET ON THE SAME PAGE

    The best way to strengthen your network is to stay relevant with

    them.

    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

    referral partners

  • INTRODUCING BUCKETS

    Not all relationships are created equally!

    Past clients

    Referral partners

    Warm potential

    clients

    Family/ close

    friends

    every60 days

    every60 days

    every30 days

    no setfrequency

  • Who are the top 20 people whowill send you referrals?

    Bucket them.

  • MAKE IT FUN

  • REMEMBER: FOCUS!

    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

    Networkof 90

    ReferralPartners

    You can put people in more than one bucketFocus on only your TOP referral partners only about 20 people

  • PROACTIVE DASHBOARD

  • #3: Deliver value to your referral

    partners

  • EASY FOLLOW-UP

  • EASY FOLLOW-UP

  • 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!

    Tony

    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

  • BUT HOW?

  • #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

  • 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.

    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

  • EMAIL TEMPLATES

    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-

    quality content.

  • ADD CONTENT TO CONTACTUALLY

  • DELIVER VALUE TO YOUR NETWORK

  • INTROMAKERInfluence your network and elevate your thought

    leadership through introductions.

  • SETUP

  • INTRODUCE

  • This feels like a lot of work. Can I scale this a

    little more?

  • SCALEMAILThe best way to send personal communication at scale.

  • SCALEMAILUse in tandem with email templates for maximum efficiency

  • SCALEMAIL

  • SCALEMAIL

  • 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

    accountability.

  • 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

    www.contactually.com/ invite/wework

  • YOULL GET

    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%

    more referrals.

  • START YOUR TRIAL NOW

    Special Contactually offer for WeWork:

    www.contactually.com/ invite/wework

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