Referral Hacks: 25 Best Practices, Shortcuts, Tech Tips & More To Grow Referral Sales with Matt Heinz, President of Heinz Marketing Visit www.advocamp.com for everything you need to know about Advocamp - the biggest customer experience, engagement and advocacy event of the year.

2. Referral Hacks: 25 Best Practices,
Tips & Tricks (in 15 Minutes!!)
Matt Heinz
President, Heinz Marketing Inc
@heinzmarketing
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3. 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
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4. Scripts & practice
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5. NEVER used the LinkedIn tool
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6. Read Joanne Black
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7. Read To Sell Is Human
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8. Use value-added assets for intros
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9. Outro
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10. Make yourself more shareable
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11. Use every department in your org (and
theirs)
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12. Be more aggressive with LinkedIn
connections
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13. Be precise about requests
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14. Be more generous
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15. Write thank you notes
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16. Leave voicemails
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17. Follow up
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18. Be synonymous with something
specific
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19. Daily Tools
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20. Daily Do List
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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)

21. Use excuses to reach out
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22. Respond to EVERY birthday message
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23. Offer free samples (of your ideas too)
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24. Write more letters
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25. Lead with problems you solve (NOT
what you do)
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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
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27. Thank You!
Matt Heinz
President, Heinz Marketing Inc
@heinzmarketing
matt@heinzmarketing.com
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