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Practical How-to Guide to Building Stronger Relationships & Getting More Referrals

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Why pay for leads when there are hundreds of people you already know that are ready to send you business?

If you want to start generating more referrals or repeat business from your network, this is the session for you!

In this session, I'll walk through a 4 step framework the top professionals in the country use to generate more sales from their network. Within 30 minutes, you'll have the process and tools to start generating 40%+ more referrals every month.

By the end, you'll leave with three key takeaways:

- The 4 step framework to stay relevant with the top people in your network
- 7 new tools to automatically manage your follow ups
- How to use Contactually to bring it all together and follow up with the right people, with the right message, at the right time

But if you to learn the specific tools and strategies to start growing your business, make sure you don't miss this!

(Presented at RETSO in Atlanta -- June 2014)

Why pay for leads when there are hundreds of people you already know that are ready to send you business?

If you want to start generating more referrals or repeat business from your network, this is the session for you!

In this session, I'll walk through a 4 step framework the top professionals in the country use to generate more sales from their network. Within 30 minutes, you'll have the process and tools to start generating 40%+ more referrals every month.

By the end, you'll leave with three key takeaways:

- The 4 step framework to stay relevant with the top people in your network
- 7 new tools to automatically manage your follow ups
- How to use Contactually to bring it all together and follow up with the right people, with the right message, at the right time

But if you to learn the specific tools and strategies to start growing your business, make sure you don't miss this!

(Presented at RETSO in Atlanta -- June 2014)

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Practical How-to Guide to Building Stronger Relationships & Getting More Referrals

  1. 1. Your Network isYour Life! A Practical How-To Guide to Building Stronger Relationships & Getting More Referrals
  2. 2. Who am I? Tony Cappaert tony@contactually.com @cappaert
  3. 3. Flickr: @lwr Text
  4. 4. The 4 Step Framework to Staying Relevant with your Network
  5. 5. Now before we get started...
  6. 6. The best way to strengthen your network -- and get more referrals -- is to stay relevant with them. In order to stay relevant, you need to regularly follow up.
  7. 7. If you’re not stay top of mind, people are forgetting you. You’re missing both revenue and referral opportunities.
  8. 8. 72%
  9. 9. 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
  10. 10. #1
  11. 11. Generic follow ups suck
  12. 12. Make it personal Find personal opportunities to reconnect
  13. 13. Ways to make your follow ups personal • Major life events: birthdays, children, vacations • Major professional events: job changes or promotions, company news
  14. 14. But How? Alerts
  15. 15. #2
  16. 16. Deliver value... through CONTENT
  17. 17. 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
  18. 18. But How?
  19. 19. #3
  20. 20. Deliver value... throughYOUR NETWORK
  21. 21. 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
  22. 22. But How?
  23. 23. #4
  24. 24. Systematize! Wash. Rinse. Repeat.
  25. 25. 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
  26. 26. 7
  27. 27. But how do I make it easier?
  28. 28. Calendar CSV A B C DHot Leads Warm Leads Referrals Not Important 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 @ www.contactually.com TO: FROM: SUBJECT: 1 2 43
  29. 29. Let’s apply the 4 Step Framework 1. Find personal opportunities to reconnect 2. Deliver value through content 3. Deliver value through your network Alerts
  30. 30. 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.
  31. 31. It took me 3 minutes to research & send Jay a really personal follow up. He’s going to remember me.
  32. 32. 1-2 months from now...
  33. 33. I’m likely going to get the referral from Jay. Contactually customers generate 32% more referrals each month.
  34. 34. Follow up with me for a copy of this presentation tony@contactually.com 617-680-2764 @cappaert P.S. We do webinars like this every week! Come on up and drop your card in the bowl.

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