Book Yourself Solid + Contactually: How to Generate 30% More Referrals This Year

BOOK YOURSELF SOLID +

CONTACTUALLY:

How to Generate 30% More

Referrals this Year

A word from Michael

HI THERE!

Tony CappaertCo-Founder & COO

HOUSEKEEPING ITEMS

• This webinar is being recorded

• You are all in listen-only mode

• Ask questions via the Questions function in your GoToWebinar control panel

• Live Q&A at the end• Chat with us on social media: #ContactuallyBYS

WHAT IS…

An automated, intelligent CRM.

The best way to manage and strategically reach

out to your network in order to drive new business.

?

WHAT IS…

Book Yourself Solid networking strategies and

tactics are built into a custom BYS edition.

You’ll know exactly how to follow up with each

opportunity each day.

?

WHAT IS…

 Book Yourself Solid proven protocols +

Contactually’s sophisticated technology =

unparalleled power to do big things.

?

Great relationships power great businesses.

Contactually powers great relationships.

How does Contactually help

me get more referrals?

WITHOUT CONTACTUALLY

People do business with people they know.

But important relationships often slip through the cracks.

In nearly every professional service business,85% of clients originate from existing relationships

WITH CONTACTUALLY

• Active Contactually users report a 34% increase in the number of referrals they receive annually

• Within 3 months of joining, Contactually users engage with 97% more people in their network than before

Contactually helps you stay engaged

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

43

Where does Contactually fit into my current

workflow?

HEALTHY NURTURING SYSTEM

• Mix of email marketing and personal follow-up

• Using marketing automation and CRM to

manage people throughout the funnel

• Contactually provides most value by helping

you stay in touch with people that will help grow

your business

HEALTHY NURTURING SYSTEM

Rest of network,cold relationships, cold leads

Active pipeline& clients, hot leads

Referral partners, warm/qualifiedleads, past clients, close sphere

Marketing automation

CRM

• Email blasts• Newsletters

• One-to-many broadcastmarketing

• Personal digitalfollow-up

• Daily interaction• Rich client records

HEALTHY NURTURING SYSTEM

Rest of network,cold relationships, cold leads

Active pipeline& clients, hot leads

Referral partners, warm/qualifiedleads, past clients, close sphere

Marketing automation

CRM

• Email blasts• Newsletters

• One-to-many broadcastmarketing

• Personal digitalfollow-up

• Daily interaction• Rich client records

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

CONNECT YOUR ACCOUNTS

• Easy to connect your Gmail, Exchange and IMAP email accounts

• One-click integration with popular BD tools, from MailChimp to Zapier

• API

CONTACTUALLY CONSTRUCTS YOUR ULTIMATE ROLODEX

ALL OF YOUR CONTACTSIN ONE PLACE

ALL OF YOUR CONTACT’SINFORMATION IN ONE PLACE

BACK-END DATABASE MANAGEMENT

• Add new contacts

• Automatic data updates

• Remove duplicate records

• Email signature scraper

• Social media updates

#2: Organizing &prioritizing your top referral partners

INTRODUCING BUCKETS

Not all relationships are created equally!

Networkof 90

Listof 20

Proposals/futureclients

Family/close

friends

every30 days

every30 days

every7 days

no setfrequency

MAKE IT FUN

ORGANIZED AND PRIORITIZED

(90)

SMART FOLLOW-UP FORMULA

Networkof 90

every30 days

+

=

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 = Network of 90

• 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

Save up to 40% of your time with an automated CRM.

#3: Deliver value to your

referral partners

EASY FOLLOW-UP

EASY FOLLOW-UP

But what shouldI say?

FOUR WAYS TO ADD VALUE TO YOUR REFERRAL PARTNERS

1. Just say hello!

2. Talk about something that’s personally relevant

3. Share something 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!

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

Straight fromBook Yourself Solid…

ARTICLE SHARING

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

SETUP

ADD CONTENT TO CONTACTUALLY

DELIVER VALUE TO YOUR NETWORK

INTROMAKER

Influence your network and elevate your thought leadership through introductions.

SETUP

INTRODUCE

Increase your follow-up efficiency

andmaximize your

networking ROI by…

#4: Implementing your system in Contactually

AUTO REMINDERS ON THE DASHBOARD

SCALEMAIL

The best way to send personal communication at scale.

SCALEMAIL

Use in tandem with email templates for maximum efficiency

SCALEMAIL

Maintains personal and relevant touches

SCALEMAIL

Maintains personal and relevant touches

AUTOMATION

Set up a customized sequence of actions with Programs.

AUTOMATION

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

AUTOMATION

Execute steps automatically or with your approval for maximum accountability.

Remember: why are we

doing all this?

HAPPY PEOPLE LEAD TO MORE REFERRALS

EVENTUALLY, YOU ANT TO MAKE THE ASK

TO GET STARTED…

Special offer for July!

Start your free 30-day trial at

www.contactually.com/bys

YOU’LL GET…

• A free 30 trial period for a best-in-class automated

CRM

• A custom Book Yourself Solid version of

Contactually

• Pre-defined bucket sets, follow-up reminder rules

and email templates from Michael and BYS ($199

value!)

AFTER YOUR 30 DAY TRIAL

For more detailed information, see contactually.com/pricing.

$59/month or$49/month

billed annually($588/year)

$35/month or$29/month

billed annually($348/year)

BASIC PROFESSIONAL

Bestdeal!

WHAT OTHER ELITE BYS COACHES ARE SAYING

There's no better system for keeping in touch with the people who will

make the difference to your business (and hey, maybe even your

love life).-Matthew Kimberley

There is no better way to get booked solid than to build long lasting professional relationships, and

Contactually is the system to help you do that.

-Francine Graglia

People make us successful. Contactually keeps me top of

mind with the people who matter the most!-Dawn Doherty

Contactually helps me stay intouch with my network and

get more clients withease and joy!-Ana Melikian

Contactually customers generate,

on average, 32% more business from

referrals and new clients each month.

START YOUR TRIAL NOW

Special Contactually offer for July:

www.contactually.com/bys

QUESTIONS?

Tony Cappaerttony@contactually.com

@cappaert

Want more info?contactually.com/bys

training.contactually.com