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

Matt HeinzPresident, Heinz Marketing Inc

@heinzmarketing

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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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Scripts & practice

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NEVER used the LinkedIn tool

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Read Joanne Black

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Read To Sell Is Human

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Use value-added assets for intros

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Outro

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Make yourself more shareable

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Use every department in your org (and theirs)

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Be more aggressive with LinkedIn connections

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Be precise about requests

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Be more generous

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Write thank you notes

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Leave voicemails

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Follow up

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Be synonymous with something specific

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Daily Tools

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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)

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Use excuses to reach out

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Respond to EVERY birthday message

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Offer free samples (of your ideas too)

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Write more letters

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Lead with problems you solve (NOT what you do)

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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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Thank You!Matt Heinz

President, Heinz Marketing Inc@heinzmarketing

matt@heinzmarketing.com