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

79
The 4 Step Framework to Build Stronger Relationships & Get More Referrals +

Upload: contactually

Post on 15-Apr-2017

590 views

Category:

Business


5 download

TRANSCRIPT

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

LET’S  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 you’re not staying top of mind, people are forgetting you.

You’re missing referral opportunities. You’re 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 don’t slip through the cracks

THE  4  STEPS  TO  GETTING  MORE  REFERRALS

Let’s 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!

• There’s a really strong tendency to try to bucket hundreds and hundreds of people and set reminders for all of them. Don’t 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 that’s personally relevant

3. Share an article of interest

4. Make a mutually-beneficial intro

NO  MATTER  WHAT,  DON’T  BE  GENERIC

#1:    JUST  SAY  HELLO

• Nearly everyone underestimates the power of just checking in to say hi to someone

• While it’s low value, it’s extremely quick & easy — and still let’s people know you’re thinking about them

• As long as you’re not spamming people, you’re still adding value to the relationship

WHAT  I  SAY

Hey Michael -

I was just thinking about you today. I know I don’t say it enough, but I’ve really enjoyed working together over the past few years. I can’t 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 don’t 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 it’s relevant, make sure it’s good content that they’ll 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.

Let’s 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  

 

YOU’LL  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