While building a great product is important for every startup, finding and close prospective customers is a skill many entrepreneurs often overlook. Some potential customers buy right away, but what do you do with prospects that aren’t ready to buy yet? How do you keep them warm without spending a ton of effort? Learn the tools and best practices to stay in touch with -- and ultimately close -- the leads that matter most What you'll learn in this class: - The 4 step framework to stay relevant with top leads - 12 new tools to automatically manage your follow ups - How to get updates sent to your inbox on any lead - BONUS: 4 tools to mine leads from LinkedIn and Twitter Originally presented by Tony Cappaert (Co-Founder of Contactually) during a Startup America webinar.

1. How to Stay Relevant with
Great Potential Customers
(And keep them warm until they’re ready to buy!)

2. What we’ll cover
today...

3. Text
Flickr: @temprec13
Flickr: @lwr

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

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

7. Now before we get started...

8. Why should you follow up
with your network?
Because following up:
more leads
more closed sales
more $$$

10. Follow up is key
with any lead
• Lead = prospective or current customer,
colleague, family member, friend, etc
• We all know we should follow up with
folks, but we don’t
• Why don’t we? Because it’s HARD and
we don’t have enough TIME

11. +
=

12. Use the 4 Step
Framework to...
• Send timely, personal, and relevant follow
ups to your top contacts
• Use tools to make the entire process
easier and more automatic

13. #1

14. Make it personal
Find personal opportunities to reconnect

15. Generic follow ups
suck

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

17. But How?

19. #2

20. Deliver value...
through CONTENT

21. 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

24. But How?
+

25. #3

26. Deliver value...
through YOUR NETWORK

27. 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

29. But How?
Match people with the same topics from Step 2
+

30. #4

31. Systematize!
Wash. Rinse. Repeat.

32. 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

33. 10

35. But how do I make it
easier?
+

36. Yep, one of these is my startup.
It’ll be quick (and useful). I promise!

37. Framework Recap
1. Find personal opportunities to reconnect
2. Deliver value through content
3. Deliver value through your network
4. Systematize for the long-run

38. BONUS
ROUND!

39. Bonus #1:
How to find & contact
new leads on LinkedIn
(without having to spend $$)
+ bit.ly/rapportiveleads

40. Bonus #2:
How to find & contact
new leads on Twitter
(again, no $$)
+

42. Questions?
Feel free to send me any follow ups
tony@contactually.com
617-680-2764
@cappaert