contactually & encore alert: top tools to engage your prospects & close more sales

ENGAGING WITH THE RIGHT CONTACTS AT THE RIGHT TIME

VIA SOCIAL MEDIA & EMAIL

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Hold tight! We’re going to start in 3 minutes

ENGAGING WITH THE RIGHT CONTACTS AT THE RIGHT TIME

VIA SOCIAL MEDIA & EMAIL

Hosted by

SABEL HARRIS DIRECTOR OF DEMAND GEN, CONTACTUALLY

sabel@contactually.com Tweet us @Contactually

JAMES LI COFOUNDER & CEO, ENCORE ALERT

james@encorealert.comTweet us @Encore

WHY EVEN DO IT?

MORE RELATIONSHIPSMORE LEADS

HOW?

3 KEY PRINCIPLES

SOCIAL AS A NETWORKING TOOL

PRIORITIZE OPPORTUNITIES

1

2

3 TALK LIKE A HUMAN

SOCIAL ≠

DISTRIBUTION CHANNEL

1

SOCIAL =

NETWORKING TOOL

1

SOCIAL = NETWORKING TOOL

SOCIAL = NETWORKING TOOL

X

SOCIAL = NETWORKING TOOL

SOCIAL = NETWORKING TOOL

LESS AGGRESSIVE,LESS COMPETITION FOR THEIR

ATTENTION

PRIORITIZE CONVERSATIONS TO JOIN

2

PRIORITIZE

20%of conversations

80%20%of conversations

make

PRIORITIZE

of the impact

RELEVANCY IS CRUCIAL FOR BUILDING TRUST & AUTHENTIC RELATIONSHIPS

3

RELEVANCY IS CRUCIAL

RELEVANCY IS CRUCIAL

RELEVANCY IS CRUCIAL

RELEVANCY IS CRUCIAL

RELEVANCY IS CRUCIAL

THINGS YOU CAN DO NOW

LISTEN ACTIVELYTO THE PEOPLE YOU WANT TO WORK WITH

& CONTRIBUTE TO THE CONVERSATION

1

LISTEN ACTIVELY

What hashtags are they using? What kind of articles are they sharing? What are they

talking about?

LISTEN ACTIVELY

LISTEN ACTIVELY

LISTEN ACTIVELY

CREATE A TWITTER LIST OF 10 PEOPLE TO START

LISTENING TO

LEAD THE CONVERSATIONSELECT TOPICS & INDUSTRIES THAT

YOU WANT TO BE RECOGNIZED AS A LEADER IN

2

WHEN SOMEONE COMES TO YOUR PAGE FOR THE VERY FIRST TIME, WHAT DO THEY SEE?

FEEDLY.COM

HASHTAGIFY.ME

ACTIVELY ENGAGE IN THE CONVERSATION

CurateCommentContribute

ENGAGEMENT TABOOS

RESPONDING TOO LATE

ENGAGEMENT TABOOS

RESPONDING TOO LATE

RETWEETING EVERYONE

ENGAGEMENT TABOOS

RESPONDING TOO LATE

RETWEETING EVERYONE

CANNED RESPONSES

LEAD THE CONVERSATION

LEAD THE CONVERSATION

LEAD THE CONVERSATION

LEAD THE CONVERSATION

CURATE CONSISTENTLYPICK 2-3 TRENDING INDUSTRY CONTENT

TO POST EACH DAY

LEVERAGE & DELIGHTUSE AMPLIFICATION EFFECT OF YOUR AUDIENCE’S

AUDIENCE

3

THE AMPLIFICATION EFFECT

THE AMPLIFICATION EFFECT

THE AMPLIFICATION EFFECT

CASE STUDY

LEVERAGE & DELIGHT

CASE STUDY

LEVERAGE & DELIGHT

CASE STUDY

LEVERAGE & DELIGHT

RULES OF THUMB

TIMING IS KEY

REACT TO TRIGGERS

DELIGHT 2-3 PEOPLE EACH WEEKAND CONTINUE THE CONVERSATION AFTERWARDS

BOTTOM LINE

LISTEN ACTIVELY

LEAD THE CONVERSATION

LEVERAGE & DELIGHT

AUTOMATE WHEREVER POSSIBLE

LISTEN

LEAD

LEVERAGE

ENCORE ALERTTHE BEST SOCIAL MEDIA ASSISTANT YOU’VE EVER HAD

ENCORE ALERTTHE BEST SOCIAL MEDIA ASSISTANT YOU’VE EVER HAD

1TAKE IN YOUR

TWITTER & INSTAGRAM NOISE 2YOUR PERSONAL MACHINE-LEARNING

ALGORITHM FINDS THE MOST IMPORTANT, PRIORITIZED

OPPORTUNITIES3

YOU GET EMAIL/MOBILE ALERTS ABOUT THE BEST, SO YOU CAN TAKE

ACTION RIGHT AWAY

AND IT KEEPS GETTING SMARTER OVER TIME

4

Good news!

Nearly everything James talked about also applies to nurturing

relationships long-term via email.

Flickr: @lwr

Text

The 4 Step Framework toStaying Relevant with

your Network

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 you’re not stay top of mind, people are forgetting you.

You’re missing both revenue andreferral opportunities.

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

#1

Generic follow ups suck

Make it personalFind personal opportunities to reconnect

Ways to make your follow ups personal

• Major life events: birthdays, children, vacations

• Major professional events: job changes or promotions, company news

But How?

#2

Deliver value...through CONTENT

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

But How?

#3

Deliver value...through YOUR NETWORK

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

But How?

#4

Systematize!Wash. Rinse. Repeat.

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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

But how do I make it easier?

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

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Let’s apply the4 Step Framework

1. Find personal opportunities to reconnect

2. Deliver value through content

3. Deliver value through your network

It took me 3 minutes to research & send Jay a really personal follow up.

He’s going to remember me.

1-2 months from now...

I’m likely going to get the referral from Jay.

Contactually customers generate 32% more referrals

each month.

We’ll be sending out the recording within 24 hours

Look for a other free goodies via email as well :)