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ENGAGING WITH THE RIGHT CONTACTS AT THE RIGHT TIME
VIA SOCIAL MEDIA & EMAIL
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Hold tight! We’re going to start in 3 minutes
ENGAGING WITH THE RIGHT CONTACTS AT THE RIGHT TIME
VIA SOCIAL MEDIA & EMAIL
Hosted by
WHY EVEN DO IT?
MORE RELATIONSHIPSMORE LEADS
HOW?
3 KEY PRINCIPLES
SOCIAL AS A NETWORKING TOOL
PRIORITIZE OPPORTUNITIES
1
2
3 TALK LIKE A HUMAN
SOCIAL ≠
DISTRIBUTION CHANNEL
1
SOCIAL =
NETWORKING TOOL
1
SOCIAL = NETWORKING TOOL
SOCIAL = NETWORKING TOOL
X
SOCIAL = NETWORKING TOOL
SOCIAL = NETWORKING TOOL
LESS AGGRESSIVE,LESS COMPETITION FOR THEIR
ATTENTION
PRIORITIZE CONVERSATIONS TO JOIN
2
PRIORITIZE
20%of conversations
80%20%of conversations
make
PRIORITIZE
of the impact
RELEVANCY IS CRUCIAL FOR BUILDING TRUST & AUTHENTIC RELATIONSHIPS
3
RELEVANCY IS CRUCIAL
RELEVANCY IS CRUCIAL
RELEVANCY IS CRUCIAL
RELEVANCY IS CRUCIAL
RELEVANCY IS CRUCIAL
THINGS YOU CAN DO NOW
LISTEN ACTIVELYTO THE PEOPLE YOU WANT TO WORK WITH
& CONTRIBUTE TO THE CONVERSATION
1
LISTEN ACTIVELY
What hashtags are they using? What kind of articles are they sharing? What are they
talking about?
LISTEN ACTIVELY
LISTEN ACTIVELY
LISTEN ACTIVELY
CREATE A TWITTER LIST OF 10 PEOPLE TO START
LISTENING TO
LEAD THE CONVERSATIONSELECT TOPICS & INDUSTRIES THAT
YOU WANT TO BE RECOGNIZED AS A LEADER IN
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WHEN SOMEONE COMES TO YOUR PAGE FOR THE VERY FIRST TIME, WHAT DO THEY SEE?
FEEDLY.COM
HASHTAGIFY.ME
ACTIVELY ENGAGE IN THE CONVERSATION
CurateCommentContribute
ENGAGEMENT TABOOS
RESPONDING TOO LATE
ENGAGEMENT TABOOS
RESPONDING TOO LATE
RETWEETING EVERYONE
ENGAGEMENT TABOOS
RESPONDING TOO LATE
RETWEETING EVERYONE
CANNED RESPONSES
LEAD THE CONVERSATION
LEAD THE CONVERSATION
LEAD THE CONVERSATION
LEAD THE CONVERSATION
CURATE CONSISTENTLYPICK 2-3 TRENDING INDUSTRY CONTENT
TO POST EACH DAY
LEVERAGE & DELIGHTUSE AMPLIFICATION EFFECT OF YOUR AUDIENCE’S
AUDIENCE
3
THE AMPLIFICATION EFFECT
THE AMPLIFICATION EFFECT
THE AMPLIFICATION EFFECT
CASE STUDY
LEVERAGE & DELIGHT
CASE STUDY
LEVERAGE & DELIGHT
CASE STUDY
LEVERAGE & DELIGHT
RULES OF THUMB
TIMING IS KEY
REACT TO TRIGGERS
DELIGHT 2-3 PEOPLE EACH WEEKAND CONTINUE THE CONVERSATION AFTERWARDS
BOTTOM LINE
LISTEN ACTIVELY
LEAD THE CONVERSATION
LEVERAGE & DELIGHT
AUTOMATE WHEREVER POSSIBLE
LISTEN
LEAD
LEVERAGE
ENCORE ALERTTHE BEST SOCIAL MEDIA ASSISTANT YOU’VE EVER HAD
ENCORE ALERTTHE BEST SOCIAL MEDIA ASSISTANT YOU’VE EVER HAD
1TAKE IN YOUR
TWITTER & INSTAGRAM NOISE 2YOUR PERSONAL MACHINE-LEARNING
ALGORITHM FINDS THE MOST IMPORTANT, PRIORITIZED
OPPORTUNITIES3
YOU GET EMAIL/MOBILE ALERTS ABOUT THE BEST, SO YOU CAN TAKE
ACTION RIGHT AWAY
AND IT KEEPS GETTING SMARTER OVER TIME
4
Good news!
Nearly everything James talked about also applies to nurturing
relationships long-term via email.
Flickr: @lwr
Text
The 4 Step Framework toStaying Relevant with
your Network
The best way to strengthen your network is to stay
relevant with them.
In order to stay relevant, you need to regularly follow
up.
If you’re not stay top of mind, people are forgetting you.
You’re missing both revenue andreferral opportunities.
Use the 4 Step Framework to...
• Send timely, personal, and relevant follow ups to your top email and social media contacts
• Use online tools to make the entire process easier and more automatic
#1
Generic follow ups suck
Make it personalFind personal opportunities to reconnect
Ways to make your follow ups personal
• Major life events: birthdays, children, vacations
• Major professional events: job changes or promotions, company news
But How?
#2
Deliver value...through CONTENT
Good Content is King
• Relevant relevant relevant
• Keep it related to their interests, hobbies, company
• And even if it’s relevant, make sure it’s good content that they’ll appreciate receiving
But How?
#3
Deliver value...through YOUR NETWORK
The best way to add value is through
intros• Much like content, people want intros to
other people that are relevant
• Make sure the intros are mutually beneficial to both parties
But How?
#4
Systematize!Wash. Rinse. Repeat.
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Managing a manual follow up system is hard
• Lots of different products and sites
• Very time consuming
• People are probably still going to slip through the cracks
But how do I make it easier?
We automatically build (and keep updated) the address book for all
your contacts
We help you prioritize your top contacts into groups (or buckets)
We prompt you to follow up with the top people in your network that you haven’t
connected with in several weeks or months
By regularly following up, you’ll stay top of mind, and get more referrals & repeat
business
1 2
43
Let’s apply the4 Step Framework
1. Find personal opportunities to reconnect
2. Deliver value through content
3. Deliver value through your network
It took me 3 minutes to research & send Jay a really personal follow up.
He’s going to remember me.
1-2 months from now...
I’m likely going to get the referral from Jay.
Contactually customers generate 32% more referrals
each month.
We’ll be sending out the recording within 24 hours
Look for a other free goodies via email as well :)
