In this presentation (originally delivered at WeWork offices as part of a Lunch and Learn series), we walk through the steps you can take to better engage the most important people in your network and ultimately drive more referrals for your business. We work with over 10,000 customers and have distilled their best practices into this presentation. By following the 4 Step Framework, you should expect to increase your referrals by over 32%!

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

2. HI THERE!
Tony Cappaert
Co-Founder & COO

4. 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.
?

5. Calendar
CSV
A B C DHot Leads Warm Leads Referrals Not Important
We aggregate, merge, & find social data for
all of your contacts and interactions
We help you prioritize your contacts
through 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 delight
your contacts and stay top of mind, resulting
in more referrals and more $$$
@
www.contactually.com
TO:
FROM:
SUBJECT:
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43

6. 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.!

7. If you’re not staying top of mind, people are
forgetting you.
You’re missing referral opportunities.
You’re missing out on more revenue.

9. 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

10. Let’s dive into
the weeds!

11. #1: Building your
database

14. CONTACTUALLY CONSTRUCTS
YOUR ULTIMATE ROLODEX

15. ALL OF YOUR CONTACTS
IN ONE PLACE

16. ALL OF YOUR CONTACTS’
INFORMATION IN ONE PLACE

17. #2: Organizing &
prioritizing your top
referral partners

18. INTRODUCING BUCKETS
Not all relationships are created equally!
Past
clients
Referral
partners
Warm
potential
clients
Family/
close
friends
every
60 days
every
60 days
every
30 days
no set
frequency

19. Who are the top 20 people who
will send you referrals?
Bucket them.

20. MAKE IT FUN

21. 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?

22. CONSIDER STARTING WITH
ONLY 20 PEOPLE
Network
of 90
Referral
Partners
You can put people in more than one bucket
Focus on only yourTOP referral partners — only about 20 people

23. PROACTIVE DASHBOARD

24. #3: Deliver value
to your referral
partners

25. EASY FOLLOW-­‐UP

26. EASY FOLLOW-­‐UP

27. But what should
I say?

28. 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

29. NO MATTER WHAT, DON’T
BE GENERIC

30. #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

31. 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.

32. #2: TALK ABOUT SOMETHING
PERSONALLY RELEVANT
• Major life events: birthdays, children, vacations
• Major professional events: job changes or promotions,
company news

33. BUT HOW?

39. #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

40. BUT HOW?

45. #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

46. BUT HOW?

50. Whew, that was a lot.
Let’s put it into
practice!

51. #4: Implementing
your system in
Contactually

52. AUTO REMINDERS ON THE
DASHBOARD

53. YOU CAN ADD VALUE THROUGH
A FEW KEY FEATURES

54. EMAIL TEMPLATES
Keep your most effective messages on hand.

55. TO CREATE YOUR OWN…

56. TO CREATE YOUR OWN…

57. POWERFUL MESSAGING
AND ENGAGEMENT

58. ARTICLE SHARING
Add value to your network with relevant and high-
quality content.

59. ADD CONTENT TO
CONTACTUALLY

60. DELIVER VALUE TO YOUR
NETWORK

61. INTROMAKER
Influence your network and elevate your thought
leadership through introductions.

62. SETUP

63. INTRODUCE

64. This feels like a lot of
work. Can I scale this a
little more?

65. SCALEMAIL
The best way to send personal communication at scale.

66. SCALEMAIL
Use in tandem with email templates for maximum efficiency

67. SCALEMAIL

68. SCALEMAIL

69. AUTOMATION
Set up a customized sequence of actions with Programs.

70. AUTOMATION
Easily regulate simple or complex business development workflows
without missing a step.

71. AUTOMATION
Execute steps automatically or with your approval for maximum
accountability.

72. Remember:
why are we
doing all this?

73. HAPPY PEOPLE LEAD TO
MORE REFERRALS

74. EVENTUALLY, YOU WANT TO
MAKE THE ASK

75. TO GET STARTED…
Special offer for WeWork!
Start your free 30-­‐day trial at
www.contactually.com/
invite/wework

76. 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

77. AFTER YOUR 30 DAY TRIAL

78. Contactually customers
generate, on average, 32%
more referrals.

79. START YOUR TRIAL NOW
Special Contactually offer for WeWork:
www.contactually.com/
invite/wework