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Referral hacks: 22 best practices to help you win more business

Presentation deck from Influitive's Adovcamp on March 9, 2016 in San Francisco

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Referral hacks: 22 best practices to help you win more business

  1. 1. Referral Hacks: 25 Best Practices, Tips & Tricks (in 15 Minutes!!) Matt Heinz President, Heinz Marketing Inc @heinzmarketing 3
  2. 2. 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 4
  3. 3. Scripts & practice 5
  4. 4. NEVER used the LinkedIn tool 6
  5. 5. Read Joanne Black 7
  6. 6. Read To Sell Is Human 8
  7. 7. Use value-added assets for intros 9
  8. 8. Outro 10
  9. 9. Make yourself more shareable 11
  10. 10. Use every department in your org (and theirs) 12
  11. 11. Be more aggressive with LinkedIn connections 13
  12. 12. Be precise about requests 14
  13. 13. Be more generous 15
  14. 14. Write thank you notes 16
  15. 15. Leave voicemails 17
  16. 16. Follow up 18
  17. 17. Be synonymous with something specific 19
  18. 18. Daily Tools 20
  19. 19. Daily Do List 21 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) 6. 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)
  20. 20. Use excuses to reach out 22
  21. 21. Respond to EVERY birthday message 23
  22. 22. Offer free samples (of your ideas too) 24
  23. 23. Write more letters 25
  24. 24. Lead with problems you solve (NOT what you do) 26
  25. 25. 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
  26. 26. Thank You! Matt Heinz President, Heinz Marketing Inc @heinzmarketing matt@heinzmarketing.com 28

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