This document contains 25 best practices, tips, and tricks for referral marketing presented by Matt Heinz of Heinz Marketing Inc. in a fast-paced 15 minute presentation. It includes suggestions such as using value-added assets for introductions, being more aggressive with LinkedIn connections, writing thank you notes, and leading with the problems your business solves rather than what services you provide. The presentation concludes by offering additional free resources and instructions for following up.

3. Referral Hacks: 25 Best Practices,
Tips & Tricks (in 15 Minutes!!)
Matt Heinz
President, Heinz Marketing Inc
@heinzmarketing
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4. 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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5. Scripts & practice
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6. NEVER used the LinkedIn tool
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7. Read Joanne Black
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8. Read To Sell Is Human
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9. Use value-added assets for intros
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10. Outro
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11. Make yourself more shareable
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12. Use every department in your org (and
theirs)
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13. Be more aggressive with LinkedIn
connections
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14. Be precise about requests
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15. Be more generous
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16. Write thank you notes
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17. Leave voicemails
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18. Follow up
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19. Be synonymous with something
specific
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20. Daily Tools
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21. 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)

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