The document discusses how Plus91 Technologies uses a platform to build professional relationships by organizing contacts and generating referrals. It details features like syncing with multiple accounts, email templates, and program automation, illustrated through a case study from Arab Health 2015 that involved meticulous follow-ups and structured outreach strategies. Ultimately, it highlights the efficacy and value of the tools employed, with a successful outcome in deal management.

1. How We Build Relationships Using
By Nrip Nihalani
Plus91 Technologies Pvt. Ltd.
Adding Value to Healthcare

2. What is this talk about?

3. What is it good for
Organizing My Network
Getting More Referrals
Generating More Business

4. How does it do this?
• Syncs with LinkedIn, Facebook, Twitter,
Unlimited Email Accounts, Google Calendar,
Apple Calendar, Android Phones and iPhones
• Deep Integrations with Google Apps, Calendar
• Supports Sending of Emails from your own
server
• See Contacts across Accounts in One Place
• Generates Follow Ups for you based on Set
criteria
• Provides a Very Useful API

5. The Main Ingredients
• Buckets - Create Buckets to Put Contacts In
• Templates – Create Well Crafted Templates for
Common Purposes
• Programs – Create a Set of Linear Steps to
Take for a Variety of Outcomes
• Pipelines – Trace Leads through various stages

6. Buckets
• Buckets are how we
organize and segregate
our contacts.
• Contactually sends us
Daily/Weekly reminders
of who to follow up
with based on the
buckets we have
organized and the
bucket rules we set.

7. Templates
• Email templates allow
us to send the same
message, but
personalized, to our
contacts.
• Having a pre-written
template allows us to
send the message with
just a few clicks of a
button.
• Must Have Templates
– Following up with someone
after an event
– Asking for a referral from a
current client
– Introducing a current client to
someone in your network
– Reaching out to someone you
haven’t spoken to in a long
time
– Sending an article
– Following up with someone
after a new job change

8. Programs
• Programs allow us to
set up a series of
actions with a particular
contact or group of
contacts over a period
of time, either
automatically or by
nudging us to do so
• Sample Programs
– Current Client
Engagement
– Reaching out to clients
you recently worked
with
– New Contact
Engagement

9. Pipelines
• The Pipeline
functionality provides a
visual representation of
where our deals are in
their current process
and what steps need to
be taken.
• ​A pipeline is broken into
Stages while stages are
broken into Deals.

10. Case Study – ArabHealth 2015
• We Created 4 Templates
– [Immediate Follow Up]
– [Post Event Follow Up 1]
– [Post Event Custom Follow Up]
– [Post Event Follow Up 2]
• We Created a Bucket – [TradeShow Lead]
– We planned to add everydays contacts into this
bucket
• We did it for 3 of the 4 days 
• We added the final days contacts 3 days after the event

11. Case Study – ArabHealth 2015
• We Created a Program- [TradeShow Initiation]
– When Someone is added to the Bucket [TradeShow Lead]
 Send the [ImmediateFollowUp] Template
– After 2 Days  Send a Connection Request on LinkedIn
– After 9 Days  “Ask me to follow up” – We planned to
then use either the [Post Event Follow Up 1] or the [Post
Event Custom Follow Up] template based on my notes.
– After 39 Days  “Ask me to follow up” – We planned to
use the [Post Event Follow Up 2]
– After 60 Days  “Ask me to follow up”- We planned to
share an article from the company blog or my curated
news blog depending on the tag I have added in these 60
days

12. Case Study – ArabHealth 2015
• We collected 212 Business Cards
– 148 were contacted within 24 hours of collecting their
cards
– All 212 were contacted at least once within 10 days of
the event getting over.
– 14 Emails Bounced :: 198 Emails were delivered
– responses were received from 82 contacts within the
first 30 days[4 skype calls were setup]
– BUT in the first 60 Days  This number became 104
– Post the final share in the program, The Article , This
number was 138.

13. Case Study – ArabHealth 2015
– Our Deals from ArabHealth 2015
• 1 Deal closed
• 2 Deals in the price negotiation stage
• 2 Deals in the qualification stage
• 4 Deals in the early discussion stage
– We found that Contactually worked for us and it
was worth the money and time investment
Get yourself a Free Trial Using My Personalized Link
http://www.contactually.com/i/loqdprws

14. Lets have a coffee and a chat sometime.
I am just a text (09561092934) or an email away
Email: n.nihalani@plus91.in
Twitter: @plus91 @nrip
Web: http://www.plus91.in
Facebook: http://www.facebook.com/plus91.in