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

3

Referral Hacks: 25 Best Practices, Tips & Tricks (in 15 Minutes!!)

Matt HeinzPresident, Heinz Marketing Inc

@heinzmarketing

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

5

Scripts & practice

6

NEVER used the LinkedIn tool

7

Read Joanne Black

8

Read To Sell Is Human

9

Use value-added assets for intros

10

Outro

11

Make yourself more shareable

12

Use every department in your org (and theirs)

13

Be more aggressive with LinkedIn connections

14

Be precise about requests

15

Be more generous

16

Write thank you notes

17

Leave voicemails

18

Follow up

19

Be synonymous with something specific

20

Daily Tools

21

Daily Do List1.Schedule (yesterday & today - follow-ups, thank yous, LinkedIn requests)2.Touch Base (birthdays, Likes)3.Thank you notes4.Chochkie mailings – notepads, coasters, water bottles, notebooks?5.Tweepi (#mktggenius, #mktgnation, #forrforum, #martech, #salesacceleration, #sdsummit, #b2bsummit, #socialhangout, @chiefmartec)6. Named Account engagement6.5 @Action clean-out7.Gmail7.5. Google+ adds & Plus-Ones8.Cell phone voicemails

8.5. QuotaDeck9.Text messages10.Contactually (including the Bucket Game)11.Reading folder12.Salesloft Prospector follow-up13.Endorsements (skills, Kred, Klout)13.5. LinkedIn group approvals14. Facebook review15.Feedly review15.5. SFDC leads (no source, web site visits)16. Buffer refill17.Moleskine To-Do list19.Engage (Comments, LinkedIn Groups)

22

Use excuses to reach out

23

Respond to EVERY birthday message

24

Offer free samples (of your ideas too)

25

Write more letters

26

Lead with problems you solve (NOT what you do)

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

28

Thank You!Matt Heinz

President, Heinz Marketing Inc@heinzmarketing

matt@heinzmarketing.com