View webinar here: https://contactually.wistia.com/medias/c4ce1as4mt Nearly every agency and consulting firm generates the vast majority of their business from referrals. But, the top agencies and consultants don't just wait for referrals to come to them; they nurture the most important people in their network to regularly stay top of mind and drive more referrals. By doing so, the best firms generate 30% more referrals every year. We’ve partnered with our friends SumAll for an exclusive webinar, "How the Top 1% of Agencies and Consultants Drive More Referrals," on June 16th at 3pm EST. In this webinar, you'll learn how to: Prioritize the top people in your network Remember when to follow up with them Mine social media to figure out what exactly to say when following up Turn nurturing your network into a regular habit

1. Be the Top 1%
How the Best Agencies & Consultants
Build Stronger Relationships & Get More
Referrals

2. Who am I?
Tony Cappaert
Co-Founder & COO,
Contactually

4. And who’s that other
guy?
Scott Pollack
Head of Business Development,
SumAll

5. INSERT COOL
PHOTO THAT
DESCRIBES
SCOTT!

6. Flickr: @lwr
Text

7. The 4 Step Framework to
Staying Relevant with
your Network

8. Now before we get started...

9. The best way to strengthen
your network is to stay relevant
with them.
In order to stay relevant, you
need to regularly follow up.

11. If you’re not stay top of mind,
people are forgetting you.
You’re missing both revenue and
referral opportunities.

14. 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

16. Generic follow ups
suck

17. Make it personal
Find personal opportunities to reconnect

18. Ways to make your
follow ups personal
• Major life events: birthdays, children,
vacations
• Major professional events: job changes
or promotions, company news

19. But How?

26. Deliver value...
through CONTENT

27. 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

30. But How?

35. SumAll overview

36. SCREENSHOT
Show you’d use SumAll to find really great
content (the stuff that was RT’ed the most in
the past month, for ex) to share with your
network

37. SCREENSHOT or bullets
A special trick or two on how to use SumAll to
engage with people OR find great content

39. Deliver value...
through YOUR NETWORK

40. 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

42. But How?

47. Systematize!
Wash. Rinse. Repeat.

48. 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

51. But how do I make it
easier?

53. 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

56. Let’s apply the
4 Step Framework
1.Find personal opportunities to
reconnect
2.Deliver value through content
3.Deliver value through your network

57. 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.

62. SCREENSHOT
How to find something
relevant to Jay in SumAll

69. It took me 3 minutes to research
& send Jay a really personal
follow up.
He’s going to remember me.

70. 1-2 months from now...

71. I’m likely going to get the referral
from Jay.
Contactually customers generate
32% more referrals each month.

73. One more thing!

74. Special offer just for
this webinar