the 4 step framework to build stronger relationships & get more referrals

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