The document provides a 4-step framework for staying relevant with your network and getting more referrals: 1) Make follow-ups personal by finding opportunities to reconnect based on life/work events; 2) Deliver value through relevant content; 3) Deliver value through introductions within your network; 4) Systematize the process using tools to automate and group contacts. It emphasizes making follow-ups timely, personal and relevant in order to stay top-of-mind with contacts to get more referrals and business opportunities.

1. Your Network isYour Life!
A Practical How-To Guide to Building Stronger
Relationships & Getting More Referrals

2. Who am I?
Tony Cappaert
tony@contactually.com
@cappaert

4. Flickr: @lwr
Text

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

6. Now before we get started...

7. 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.

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

10. 72%

12. 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

13. #1

14. Generic follow ups
suck

15. Make it personal
Find personal opportunities to reconnect

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

17. But How?
Alerts

25. #2

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. #3

36. Deliver value...
throughYOUR NETWORK

37. 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

39. But How?

43. #4

44. Systematize!
Wash. Rinse. Repeat.

45. 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

46. 7

48. But how do I make it
easier?

50. 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

53. 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

54. 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.

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

67. 1-2 months from now...

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

70. 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.