Referral hacks 22 best practices to help you win more business

Referral Hacks: 25 Best Practices, Tips & Tricks (in 15 Minutes!!) Matt Heinz President, Heinz Marketing Inc @heinzmarketing Housekeeping • This is going to go fast • Feel free to madly scribble notes, but you can also have a copy of this deck • You can also have (for free!) copies of: • • • The Modern Marketer’s Field Guide Our Referral Marketing Benchmark Study My award-winning* bacon recipe • Just bring me a business card (or send email to matt@heinzmarketing.com) noting what you want Scripts & practice NEVER used the LinkedIn tool Read Joanne Black Read To Sell Is Human Use value-added assets for intros Outro 10 Be precise about requests 14 Be more generous 15 Write thank you notes 16 Leave voicemails 17 Follow up 18 Be synonymous with something specific 19 Daily Tools 20 Daily Do List 1.Schedule (yesterday & today - follow-ups, thank yous, LinkedIn requests) 2.Touch Base (birthdays, Likes) 3.Thank you notes 4.Chochkie mailings – notepads, coasters, water bottles, notebooks? 5.Tweepi (#mktggenius, #mktgnation, #forrforum, #martech, #salesacceleration, #sdsummit, #b2bsummit, #socialhangout, @chiefmartec) Named Account engagement 6.5 @Action clean-out 7.Gmail 7.5 Google+ adds & Plus-Ones 8.Cell phone voicemails 8.5 QuotaDeck 9.Text messages 10.Contactually (including the Bucket Game) 11.Reading folder 12.Salesloft Prospector follow-up 13.Endorsements (skills, Kred, Klout) 13.5 LinkedIn group approvals 14 Facebook review 15.Feedly review 15.5 SFDC leads (no source, web site visits) 16 Buffer refill 17.Moleskine To-Do list 19.Engage (Comments, LinkedIn Groups) 21 Use excuses to reach out 22 Respond to EVERY birthday message 23 Offer free samples (of your ideas too) 24 Write more letters 25 Lead with problems you solve (NOT what you do) 26 Housekeeping • I told you that was going to go fast… • You can also have (for free!) copies of: • • • The Modern Marketer’s Field Guide Our Referral Marketing Benchmark Study My award-winning* bacon recipe • Just bring me a business card (or send email to matt@heinzmarketing.com) noting what you want 27 Thank You! Matt Heinz President, Heinz Marketing Inc @heinzmarketing matt@heinzmarketing.com 28 [...]... Lead with problems you solve (NOT what you do) 26 Housekeeping • I told you that was going to go fast… • You can also have (for free!) copies of: • • • The Modern Marketer’s Field Guide Our Referral Marketing Benchmark Study My award-winning* bacon recipe • Just bring me a business card (or send email to matt@heinzmarketing.com) noting what you want 27 Thank You! Matt Heinz President, Heinz Marketing...Make yourself more shareable 11 Use every department in your org (and theirs) 12 Be more aggressive with LinkedIn connections 13 Be precise about requests 14 Be more generous 15 Write thank you notes 16 Leave voicemails 17 Follow up 18 Be synonymous with something specific 19 Daily Tools 20 Daily Do List 1.Schedule (yesterday & today - follow-ups, thank yous, LinkedIn requests) 2.Touch Base (birthdays,... Prospector follow-up 13.Endorsements (skills, Kred, Klout) 13.5 LinkedIn group approvals 14 Facebook review 15.Feedly review 15.5 SFDC leads (no source, web site visits) 16 Buffer refill 17.Moleskine To- Do list 19.Engage (Comments, LinkedIn Groups) 21 Use excuses to reach out 22 Respond to EVERY birthday message 23 Offer free samples (of your ideas too) 24 Write more letters 25 Lead with problems you. .. 17 Follow up 18 Be synonymous with something specific 19 Daily Tools 20 Daily Do List 1.Schedule (yesterday & today - follow-ups, thank yous, LinkedIn requests) 2.Touch Base (birthdays, Likes) 3.Thank you notes 4.Chochkie mailings – notepads, coasters, water bottles, notebooks? 5.Tweepi (#mktggenius, #mktgnation, #forrforum, #martech, #salesacceleration, #sdsummit, #b2bsummit, #socialhangout, @chiefmartec)