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Alright we’re going to get started for now. So welcome to the webinar, basically how to generate leads with LinkedIn, that’s what we’re going to be going over today.
I’m going to leave my window not full screen, because I’m going to be jumping back and forth into LinkedIn itself so bare with me on that front.
So to get started, what we’re going to be going over is my exact LinkedIn process. So everything that I do right now you’re going to learn how to do and basically you’re going to learn how I generate 1 to 3 leads a day; how I target the right businesses for me; how you can do the same; and how you can replicate the entire process yourself without any issues, any hassles, you’ll basically know exactly what to do when you jump into it. And essentially what you’re going to be learning today is how to use automation with LinkedIn to make lots of money.
So the results so far, I wanted to go over it. So basically what I get every month is 60 to 90 leads entirely through LinkedIn, I have 30 -45 calls booked with these leads and I’m generating about $250,000 in opportunities every single month, just through LinkedIn. You can basically do the same if you follow this process to a T and you know and you improve upon it, you can do even better than this.
Here’s what the funnel looks like. Here’s what were basically going to be going over today is you have a top tier of traffic through an automated viewing software which I’m going to go over; content through LinkedIn’s article platform; a very search optimised LinkedIn profile I’ll show you how to do that as well and LinkedIn advertising. And all of that funnels down into your profile and your profile being refocused on optimise as a lead generation tool From there, you have multiple contact platforms from your LinkedIn profile, they may email you, they may go to a link that you have on your LinkedIn profile, or they may just send you a message on LinkedIn if you connect with them. And the goal of, what I’m going to show you is getting a strategy called, “getting onto a call and see if you can make a sale.” So that you can understand what they want in order to make that sale. You can of course, adjust this process however you want but I’m just going to show you exactly how I do it, and if you want to you can basically replicate the entire thing.
So, the automated profile viewing aspect. So this is entirely handled by autopilot for LinkedIn, you don’t have to add this ‘try=3252’ if you’re feeling really awesome, and you want to sign up for it, use that link its an affiliate link. There’s multiple ways of viewing profiles on LinkedIn, auto pilot for LinkedIn is a great option, fully automated, saves you a lot of hassle you don’t have to be sitting there for an hour clicking profiles. Manual is an option. I don’t recommend it because, being able to view 1,000 profiles just leaving your computer open is awesome, and it’s well worth the cost. But, if you have a lot of time and you want to do it very bootstrapped you can do it manually as well and just do your search, click a bunch of profiles, let them load up and then close them, and that’s essentially all that autopilot from LinkedIn does. Another option is using a Mac or a mouse recording software, you can basically record your mouse clicking on a profile, closing the tab, clicking on another profile closing the tab; you’re just doing that thousand times.
So what I actually want to show you right now is exactly how that looks. So this is auto pilot from LinkedIn, it’s going to show up right here. So essentially it’s this little black box here with a bunch of different options and details but in essence what it is, it’s literally a one click to get started. So, I’m going to go through how to do the search and everything afterwards but essentially, it literally is as easy as me just clicking yes and it kickoffs. That’s, the entire process. So that’s why I highly recommend it, check it out, tons of documentation around it. And what we’re gonna jump into right now is how to perfect the search to use this with this software.
So targeting your profile views. This is the most essential step of the entire LinkedIn process, because if you’re driving the wrong type of people to your LinkedIn profile, you’re not going to get anything out of this; they’re not going to want to talk to you, they’re not going to understand why you’re even looking at them and they’re not going to get any interest in getting in touch with you.
So the way that I do it is, you know, I sell marketing consulting services. I know people that I want to deal with are in the text base, they usually making between 3 and 50 million a year, which means that based on very basic calculation of assumption that every employee is worth 50k; I need to be targeting people with 11 employees all the way up to 200 employees, to hit my particular range. And within that there are a bunch of different ways to do this so, I go after people that I’m not directly connect to because, if I’m directly connected with them there’s a ton of other methods that I can go about better, entirely free to go about just, you know… so I don’t want to do that. I want to target the people I can’t contact directly and I only want to target the owners of these businesses because they’re going to make the decisions. So that’s through the seniority level that’s actually here, and also through adding their specific titles here. And you can see here I have them in quotes basically CEO, would be the title that it looks for. This “or operator” basically means it’s going to look for anyone who has either a CEO title or a founder title. And of course in this [inaudible 6:16] for me computer software, internet, IT services there’s a bunch of different industries in there that I could choose. For you, you could basically do the same; they’re generalised industries so it’s going to be a bit hit or miss, that’s why you target in with the titles and company size and everything else along like that.
So let me show you exactly how that would work overall. If you were going to do a search and let’s say you’re in the exact same field as me; so second and third connections, title of CEO or founder…current. Not that they were founder and now retired, they’re still founder Location. Let’s say you only want to look for people in the United States, and you want to do computer software, so let’s say you want to do software start-ups. So that’s computer software, company size 11 to 50 and 51 to 200, so they’re going to be in that couple million to that 8 figure range, and you only want to talk to owners.
So you just do a search, it will come up with a set of people. So 11,000 people meet that criteria, and with autopilot from LinkedIn you just click yes or if you actually want to do it manually you just, you know, pop them open in the tabs…this finishes loading in a couple of seconds, bam . On his side it’s going to look like IV used profile, haven’t had to do anything other than pop them open into a tab or I can just click this off and it will do it itself, all on auto pilot.
So the next aspect of this funnel is content. So, if you go ahead and look at my profile, I have a bunch of content here, I have 19 articles on my profile page all of which I never wrote; what I did is I focused on adding PLR content. So LinkedIn has no kind of connection to the outside realm with SCO with Google, so you’re able to use any content you want, as long as you know its royalty free you’re not going to have any issues with creative comment licences or anything like that.
So private label rights content is the best way to go about doing this; you can find like literally millions of articles, and hundreds of thousands of books written on topics that are specifically for your type of prospects, and you can buy them at a couple bucks a piece. You can buy an eBook for 3 bucks you can buy an article for $1. So basically all you have to do is just go on Google, type in the PLR; in my case its marketing articles, marketing eBooks that I want or even to be more specific it can be like: PLR social media for small business eBook. That’s what I would want to have because I can pop that like onto my LinkedIn profile as either a lead magnet or as just as a full on piece of content. And what that does is it builds authority, but it also opens you up to other networks that you wouldn’t otherwise have access to.
So using autopilot for LinkedIn you can do lots of searching that’s great, you can get lots of profile gains, but you don’t get the benefit of organic discovery. So LinkedIn’s pulse which is the article platform that it has, gives you access to tons more people who are interested in content and may not necessarily be connected to you, but if your article gets a decent amount of views from your own connections, LinkedIn’s going to go and promote that for you to these other people that you’re not connect with, and a lot of the people that I get back, including, you know the managing director of Saab who sent me an email; I got all of those people through my content. All of the key people that I’ve had ever are in the top tier range of doing 10 million dollars plus; those all came through content, they found the article they went to my profile, they got hooked, they got interested they sent me a message, sent me a LinkedIn request or they just sent me an email. So its powerful, powerful tool and you can basically be doing this for $30 a month and you can have an article going out every couple of days.
So the next aspect, LinkedIn has its own search engine obviously I just showed it to you. It also has its own algorithm for doing its SCO basically ranking higher on LinkedIn’s search. The biggest thing, I can’t stress this enough is complete your profile; get it to all star status. You will see right here, if don’t have an all star status, your dropped in like page 5 of any search no matter how awesome, how awesomely SEO’d your profile is. You’re not going to show up in search if you’re not an all star strength profile. And it’s super easy, you basically just fill out all the information they asked for. You see I have a ton of stuff that I still haven’t added in, this is all new stuff, and LinkedIn’s not going to penalize me for it because I’m not a private organization; I don’t have any Honors & Awards, Test Scores none of that stuff, but I still have an all star status just because I filled out the basics of my profile. I have experience, I have a summary I have some skills that I have. It’s super easy to do, complete your profile first before you do anything else, then go to the next step and that’s basically optimizing your entire profile all the text spaces that you have for the key words you want to rank for.
So, say you do growth marketing for start ups, you’re going to want to tailor your entire summary all the experiences that you had and your headline towards saying, “I’m a growth marketer and I deal in start ups; I deal in text start-ups; I deal in B2B start-ups; I deal in B2C start-ups”, tailoring it towards that basically in the way that you would send a cover letter. It’s the exact same idea but in this case you want to go a little bit beyond and basically really stress the idea that you’re a growth marketer. You can also do this by joining relevant groups, so if you join groups that say like growth marketers of Canada, growth marketers across the world, those types of things, those groups the headlines from those groups add to the SCO value of your profile. So when you see some of the top real-estate agents and you go down into the groups that they’re connect in, they’re all real-estate related groups. So when someone searches real-estate agent, LinkedIn’s taking into account all of the content on the profile including the groups that they’re connected to, including achievements including awards all the aspects it basically just does a key word analysis of your entire profile and it will just pop it all in there and say, “ok, yeah this persons more relevant for that keyword.”
Another big aspect there is grow your network. There are tons of like LinkedIn open networkers email lists out there you can Google for them, pop them into your profile and just let LinkedIn send out the network invitations, most of them will accept. That’s how I jumped, that’s how I got my first 2000 people, first 2000 connections and the more connections you have the higher up in LinkedIn search you will show up. Some of the top, the top networks LinkedIn people if you just do a general search of third connections, you’re going to notice that most of them are like extremely, extremely well connected in the 10/20 thousand people connection range and it’s just you really can’t compete with them, if you’re in that market your kind of screwed. If you’re not in that market, don’t worry about it but grow your network, tons of lists out there to help, it’s really easy it really is. People on LinkedIn are all about networking, they just don’t want people to spam them, so as long as you don’t come off as someone who would spam them you’re good.
Another note here, don’t keyword stuff, your profile. So you see on my profile, I mention growth here and down here under my experiences. I mention growth and growth hackers and stuff like that, but you don’t see me putting like… growth hacker, growth hacker, growth hacker because doing this, LinkedIn will pick up on it, it’s a relatively uncomplex algorithm that they use; its smart enough to realize that your just stuffing keywords into a place and they will kind of penalize you for it, but it doesn’t last forever so just don’t keyword stuff and you’re going to be fine. Like if you search up digital marketing you’ll probably notice a bunch of people do keyword stuff and they just figured out the best way to do it, you don’t want to do that, you want your profile to be readable by a human being even if you have to show up a little bit lower in the search.
Another big piece: recommendations. Recommendations more content that gets indexed by LinkedIn for their search algorithm. They’re also really awesome for people that are looking at your page as a lead generation type of tool; just the same way you would have testimonials on a landing page, you want to have recommendations on your profile. So you want to have recommendations saying “yeah, this guy is awesome, he did this for me. He did that for me.” And don’t be afraid to do free work, free coaching, free calls whatever you have to do get these recommendations because the positive side of it is: if you do work for free that gives you more authority to then say, you know, “I want you to write a recommendation for me but I’m going to write the recommendation that you post,” and that way you can tailor it towards your keywords, you can tailor it towards the specific message you want to get across and you can really like make it really pour out for yourself.
Last element: post content. Already covered that, it’s all good stuff. It’s all about unlocking further in your network and also LinkedIn does take into account the content there.
So LinkedIn advertising, I’m not going to touch on this a lot because it does get very expensive. It’s not hard to do right, it’s actually very simple to do right, the only main points that I want to cover off are: don’t do text ads, don’t do Google Ad Words targeting display ads towards LinkedIn, you’re not going to get any targeting there so it’s kind of useless.
Do sponsored stories. That’s the only thing you’ll ever want to do. Like if you look at this compared to what you see on Facebook it’s pretty much Identical and for LinkedIn this is going to get you the highest click through rate, it’s going to get you the most relevant people, and the benefit of this versus Facebook is you can add as much text as you want in this image, like you can see it. Facebook would have like banned your account 10x over if you like had this much content in your image and this much connect up top, but you can get away with this on LinkedIn. So use it to your benefit you know its $6 a click, it is expensive but you’re targeting the most targeted people that you can be really. Like you can target owners, you can target people of specific companies, sizes, you can target people with specific ages, genders, specific degrees you know if you’ve happened to go to the same university and you want to target people within that network so you have a bit of a connection there, you can do all of that. And you know basically the main points of it, targeting is amazing on LinkedIn advertising, it’s entirely B2B focused. B2C it can be done on LinkedIn, don’t want to do it because B2B is where the money is at so you’re not really going to get the benefit there. Engagement is relatively high considering its LinkedIn, even myself I don’t think I’ve ever clicked on a LinkedIn ad, and I’m pretty sure I’ve never clicked on any of the stories that show up in my news feed on LinkedIn so considering that engagement is relatively high. Cost is high it’s like $6 cost per a click on sponsored stories, but if you have a large, like a high ticket item, high ticket service or product you can do very well; you’re probably looking at converting 1 in 10 on LinkedIn versus 1 in 100 on Facebook so it’s really solid.
So now, this is going to be the more deep dives of topics, your profile. So the headline, the entire top section of your profile right here, all of this is used for is to hook your prospect. Don’t worry about making it super information packed or anything like that, the entire idea of this headline is to hook your prospect, capture attention and get them to click through to your profile because this little headline here is exactly what shows up in the “whose viewed me section.” So the section that’s most important which is going to get you all the click through is right here and that little headline is going to show up right here and if it’s not compelling, they’re not going to click on your profile and you’re going to lose a lot of the benefit there. So focus on your headline, make sure it’s captivating, makes sure it’s something that you would click on if you were on the opposite side of things and someone viewed you like that, make sure it’s something that you would want to click on because its captivating, it’s interesting and it’s just a bit mysterious is, that is the best way to put it. If you could make your headline a bit mysterious people are going to be intrigued to click though.
In my case, I made it very over the top, but the people that click through to my profile end up booking a call just for the sake of finding out what the hell I’m offering, which is perfect because I’m basically converting 1 in 1 of every person that gets on a call with me into someone who gets into a pitch. So it’s absolutely perfect for me I think a lot of you guys can probably pull this off as well but just tailor it for your experience, tailor it for your background and tailor it for the offer that you can provided to them, that’s the whole focus of the headline.
The inside part of the profile page, the rest of it; optimize your summary, make your summary, your mini landing page, your mini sales letter and enclose your call to action within your summary. So if you look on my profile my summary is basically a very toned down version of a sales letter that I have that I actually link them to. So, “I’m looking for a June client if you’re this type of client here’s what I’ll do for you. Here are the outcomes that could occur. Here’s what I’m going to do if you feel like I’ve wasted your time. And here’s a link to talk, just pop this link into your browser and we’ll go from there.” And essentially this link leads out to a longer form sales letter that has a call booking form. And from LinkedIn alone I’m getting somewhere around 10 to 20 clicks a 10 to 20 click through a day to this URL from my LinkedIn profile. So as long as your summary is very optimized to get them to hit that call to action, it’s the same idea as running an ad for Facebook or LinkedIn, you’re going to be fine.
And relate the experience that you towards what your offering, so if your whole idea is to offer marketing services, make sure your experience is focused around what you can do for or what you’ve done for other businesses around the marketing realm of things; not just, you know, “I assisted in reorganizing a filing system”, that’s not going to help you. You’re going to want to say you know, “I helped build up a marketing team, that marketing preformed and generated this much in revenue. We acquired this many clients and we were able to do it all with a team of 3 people.” That type of thing is much more attractive to a prospect than the more day to day type of stuff you’d have on your resume. Think of it as if you’re writing a sales letter the entire time, and you’ll have an extremely high opt-in landing profile. And again get recommendations they’re basically testimonials for you which is necessary for you converting prospects 100%.
So now I want to jump into is how this all kind of ties in together. So we talked about how to drive traffic, we talked about what you should have on that page in order to convert the traffic. What I want to kind of go into is how that all ties in together. So profile views turning into leads. This is basically the autopilot method tying in with your profile so the entire kind of overview of it is: you view that person’s profile, they view you back, you send a connection message and you basically say, “Hey. I want to connect because I saw you pass by my profile you look like you have a really interesting background; I’d love to talk further, so let’s connect. Let’s talk.” When they accept that connection you send them a post connection message which would basically says and I’ll give you 10 plates right below, basically says, “Hey great to connect with you, thanks for connecting with me. Let’s jump on a call and I’ll explain what I do, you can explain what you do. It would be great to connect and see if there’s an opportunity to work together.” Or something like that. That’s the entire overview of essentially what you want to do and if you follow this particular process I’ll go through the actual numbers of how this funnel works for me but you’re going to be converting a decent amount of leads every single day; if your following this process and you’re basically going in sequence. It’s essentially like building a marketing or sales funnel, you’re getting them to come in, garner some interest, you’re offering them a little bit of value, you’re offering them a little bit more and then you get them on the call where you can offer them an insane amount of value and get something back in return.
So here’s the connection message that I’m using right now. It’s converting extremely well; out of all the people I send out messages to I’m converting anywhere from… it’s about 50 to 75% of people that I send this connection message to connect back with me. So it’s super basic, this will usually hit the character limit that your allowed so its, “Hi (first name), thanks for visiting my profile. I just have one question; can I offer you a ton of value through a 45min to 90 min strategy in a brainstorming session, very respectfully Janiel.” Basic question, you know, they can’t… essentially their acceptance of this connection basically means yes I want to hop on that call. If they’re saying no, that’s fine, not interested anyways they’re not going to become a lead, they’re not going to become a prospect.
So the post connection message after they’ve connected with you, you basically send out something like this, ‘Hi (first name), my company helps build businesses or helps businesses generate high value lead clients through additional marketing file. I’m reaching out to you specifically because getting good clients is the life blood of every business and I want to help you. If you’re looking to grow your business I want to offer you a free no obligations strategy session with me, where we will map out a custom online strategy for you, to get high value clients. I have 30 minutes tomorrow at 3pm EST. If that doesn’t work with you suggest a time that suites you better and let me know the best number to reach you at. Very respectfully, Janiel.” Essentially the whole purpose of this message is the frank cure model things, offer value, offer extreme value in the form of essentially everything they need to go and do it themselves and then when they get frustrated they know they can’t do it they’ll talk to you and say, “Hey, what’s it going to cost for me to hire you to get this implemented.” That’s my approach to doing things, and you can apply that to many other facets of services and products that you may have but this is what I’ve found to be the best version across the board.
So let’s look at the numbers. So, you’ve heard allot of it of the stuff that I’ve walked through it’s all great stuff, all good in theory, but let’s walk through the numbers of… this is exactly, these are exactly the numbers I use and these are the numbers I get based on this process. So I view 900 profiles a day, that’s a limit that I’ve set on auto pilot from LinkedIn so that I don’t get suspended or anything like that. So 900 targeted profile views, out of that 25 to 35 people viewed m profile all this tells me is that my headline could be better and it’s something that I tweak every couple of days to see if I could improve that but for now 25 to 35 people is not to bad. So out of those 25 to 35, 10 to 15 end up going to my summary and clicking the link and clicking through to the sales letter that’s there. And out of that 10 to 15, I’m booking about 1 call a day, it’s probably like 1 call every 2 days from that, but out of the 25 to 35 that view me the ones that I send out connection requests out to usually 5 to 8 people that fit the criteria, they have a product or company that’s a bit interesting to me so I actually want to work with them, I’ll send them out a connection request and out of that 5 to 8, 4 to 6 are actually accepting so almost all of them are actually accepting my connection requests at which point I send them the message, and 1 to 3 of them reply. Now that reply could be, they click the link that I send them and they go to my calling page where the book a call with me, or they just reply back and they say ok you know they have questions, they want to get more clarifications, they want to do anything around that realm, usually there’s a bit of back and forth there and within a couple of days you usually for that 1 to 3 I’m closing about 80% of that into calls. So essentially from 900 profile views, I’m ending up with anywhere from 1 to 4 calls every couple of days, from those views and over a week period that’s you know that’s 10 to 15 calls.
So essentially to replicate this entire process, here’s everything you need: autopilot for LinkedIn if you want to automate those LinkedIn views; my LinkedIn profile, go ahead model your entire profile off it, all I ask is please don’t copy and paste simply because I’ve spent a lot of time on that and I think it’s very tailored towards me but depending on the service your offering you will have to tailored it towards yourself. So if you’re looking at selling you know Google advertising services and basically you know SCM you’re going to want to tailor that a little bit differently because you’re not going to want to give them a full funnel structure, you’re going to want to give them, here’s your path to the fastest cash. And in the case you’re selling business coaching, lifestyle coaching that’s a whole different tailoring of your profile. So go ahead and model as much as you want against my profile but copying it won’t get you to where you need to be, everything does need to be a little bit tailored towards you. For PRL content, if you go on Fiverr and research PRL articles, there’s people selling packs of a hundred thousand articles for 5 bucks, highly recommend you go there its absolutely phenomenal. The other resource that I really like is the PRLstore.com they have tons and tons of eBooks and tons and tons of other stuff on their that’s a couple of bucks, you can basically buy a 20, 20 to 50 page eBook for a couple of dollars, absolutely phenomenal. And the other thing I really like to use is Calendly for calendar booking, absolutely great. Let’s me ask a couple of questions at the end, after the prospects have done all the work to pick up their time and pick their time zone and everything. So the conversion rate from the people that pick a time to then answering my questions and booking the appointment is very close to 90%.
So what were going to jump into right now is questions, and then after the questions I do actually have a 100% free offer to help you and I’ll give you basically a link to my Calendly where you can basically go and book a call with me and for 15 minutes I’ll help you tailor your profile and your LinkedIn page, and help you understand further this process beyond this question session because we’re going to be wrapping up the question session in about 15min.
So is autopilot a service that LinkedIn offers? Autopilot is not a service that LinkedIn offers. Autopilot for LinkedIn is that URL in the resources section here. So autopilot for LinkedIn fully separated browser extension and basically what it focuses on is automating the views and endorsements of people on LinkedIn. That’s essentially what that is.
I’m more looking for relaters and I’m also a speaker and business coach, how do I craft one profile for multiple niches? Ok with that, that is very interesting. So what you probably want to do is tailor your profile towards being a real-estate…sorry not a real-estate a mortgage agent and realtor coach, and then through content and through some of your other achievements that’s where you’re going to have things in there about how you help other relaters and how you help mortgage agents and how you do speaking engagements and within that content that you have you can post up videos and say you know, “I just spoke at this event last week, here’s a video”, where you can have bullet-point summaries of what you talked about. It’s going to be a bit creative and a bit hard to get around doing it because there are so many things in there. Focus on the two…probably two services or two specific things you want to focus on whether it’s being a realtor and being a business coach or being a mortgage agent or being a speaker, and use the content and other fields that are there for you, recommendations as well to add additional information and to give additional insight to other things that you do. It’s a bit hard to have it all in one, it’s going to be to all over the place it’s not going to be focused enough but if you focus on one or two you’re going to get the right message across and your content, your content is going to finish up the last length of that.
How are we using the PRL material? So the PRL content goes entirely into my article section. So on my profile if you take a look at posts that I’ve done, this is all PRL content. So with some of the PRL content that I’ve purchased… they’re kind of in a series, so there is usually something like an eBook, which this automated guide to beginners is actually an eBook and along with that are small articles for promotion like How To Auto Respond That Works, A Quick Look At Auto Responders Is An Info Graphic and things like that. And you basically buy them as packages and then you can post them up as content, I post up anywhere from 2 to 3 a week, to 1 a day. Depending on just how I think it’s going to hit, if it’s a very short article I’ll post one a day.
Recommendations for testimonials if we don’t have the actual experience? Tim, basically go out there and do some free work. I really hate to suggest it, because I know the biggest thing you want to get an investment, you want to get a return on is your time but a testimonial that will help you close clients in exchange for you know 30 minutes to an hour of your time helping someone is a 100% worth it. I do basically ongoing coaching and basically help small businesses and guys just getting started for free and in exchange for that time I get testimonials back. And they are doing absolutely phenomenal for me, a lot of them are exactly why I’m getting certain deals so definitely go out there and do that. The other option is just start blogging about it. Start blogging and writing articles about the services that you want to provide, that’s how you build authority in that realm of things. So if you can build authority thorough content, you don’t necessarily need testimonials and if you can build authority through testimonials then you don’t necessarily need content, but if you have both together you’re going to absolutely dominate it 100%.
How do you handle your calls and deliver value to each call when they’re different businesses? So, I do a lot of research. I do an absolute insane amount of research about everyone that I talk to. Basically, what I do is I offer them a 45 to 50 minute call; on that 45 to 50 minute call, when they book Calendly blocks of 30 minutes before and after for me and basically that’s administrated time. So, for 30 minutes I do some high impact research; I look at their business and they give me a lot of information as well so they give me information about their revenue around what they sell, around their ideal customer, and I go in and I start looking at, okay so [inaudible 37:08] look at what they’re doing online, what’s their advertising like, what’s their traffic like, I’ll jump into Google and I’ll just try and see if I can find some new articles about them see what they’ve been up to recently. If they’re a start-up I’ll look at Crunch Base, and I’ll start looking at how they got funding recently, have they lost people, have they hired people recently. A lot of the times their website does a lot of the talking for them, and in the case that after the research I still have questions, I’ve opened up calls pretty much flat out saying, “Hey. I’ve done tons of research, I’ve never worked in this industry before so what I want to do is ask you a couple questions to start off the call.” And a lot of times they’re very pone to it, I’ve never had someone actually flat out say to me, “Well, no. Now you’re wasting my time.” And the statement that I have in my profile is saying I’ve never had someone take me up on the offer of saying that I wasted their time and taking money from me, it’s never happened. It’s never happened, and the reason just being that, if you take the approach of curiosity like you’re asking them because you actually want to understand more and more about them, they’ll take that’s as… People just like to talk about themselves and they love even more to talk about their business if they’re really attached to their business. So, it may just come down to asking and sectioning off ten minutes of the call in juts asking questions and just more like, why did you get into this business? What do you like about it? What don’t you like about it? Even, what services do you actually provide? I’ve definitely gotten a call before from someone who deals and its compliance risk and governance and… I have no idea what that means. If you look it up, like just gibberish to be honest. So, when I got on the call I was like, “Okay. I did tons of research, how do you work this industry? What do you actually do?” And it may just be that he was a great guy but he went on and explained it to me for 15 minutes so I really understood what he actually did. And that’s how I provide value. I already know what I would do for the person depending on whether it’s B2B or what particular industry. I have an idea the questions that I ask on the call are where I verify it and then I just give them as many ideas and strategies as I can. And then what I say is, I’m going to go back and I’m going to put these together in a bit of a strategy document of the most high impact and the best strategies for you. Because we talked about a lot of different ones but only certain ones will work well together, and only certain ones will get you where you need to be. And that’s how basically how I handle that.
Have you ever used First Research or IVS for industry research? I have never heard of either of those so I haven’t used either one. Usually a person’s website will have a lot of the information you need. A lot of times if they’re very sensitive to their branding, they’ll have a news section or they’ll have a blog specifically about things that occur in their business and things that are media worthy. And those are kind of the best companies when we do come across those because they will give you everything they need to know to drop a little nuggets there to lead them along the way so you’re basically establishing that you really know their business. And the path that you wouldn’t want to go but it’s a good alternative is flat out to ask questions. On the industries itself, I basically do a bit of Googling and I look at Wikipedia. A lot of the tome Wikipedia has the answers to what the industry does, what are trends in the industry. If you really need to look at trends that are current look at the industry associations. Industry associations sites they’ll have reports, they’ll have trend data, they’ll have tons of information about what happened and that last trade shows and what were [inaudible 41:18] that people were talking about, and all that information adds up to basically give you a really good sense of what the industry is all about and what that business is all about.
Alright, doesn’t look like there are any other questions. If you do have question that you don’t quite know how to do it, there should be a little Q&A or open question box there where you can add them in, but basically if there are no questions in the next minute or two, I’ll just wrap it up. But basically while everyone is waiting on that, I’ll just jump right into the offer.
So essentially, what I’m offering to do for everyone on the call is I’ll basically give you this Calendly link, you can go ahead and book a call with me which will be a 15 minute all. And basically what I’ll help you do is tailor this entire process and tailor your profile towards hitting your goal.
So, if you want to sell, I don’t know maybe you want to sell laptops you want to sell some type of consumer electronics with your profile, I’ll help you figure that out and I’ll help you tailor your profile towards getting that goal. And what we’ll also do is we’ll also probably write up some new copy for you just so you have something that’s a bit unique and something that you can start jumping into.
Can I share this Google presentation? Yeah, I’ll definitely share the presentation after. The goal is, if all goes well, to share the recording with everybody. I’m a little bit hesitant in saying that I will simple because yesterday I did a test and the recording failed, it was corrupted. So, I’m hoping this time it goes through but we’ll basically see. And if it does go through, I’ll share the recording and I’ll also share the presentation so you have everything you need.
Alright, it looks like there are no more questions. And basically, you have the link, book a call with me its 15 minutes, we’ll go through everything you need to tailor your profile and that will basically get you into a really good space where you can start generating leads and clients and deals.
One last question here: how effective are webinars promoted on LinkedIn when targeting a specific niche? Extremely, extremely effective. So you know with Facebook you can do some really awesome stuff with webinars; it’s really cheap, really good. The benefit of LinkedIn is that you’re targeting your most ideal clients and basically you can go ahead and target CEOs of different companies doing 10 to 15 million a year, and even if they don0t show up, you can send them a recording after, you have their email address in opt-in and you can start emailing them. And worse comes worse, if you happened to have captured their phone number in the process, after one or two mails you can give them a call and say, “Hey. I sent you a bunch of emails and I know you missed the webinar. I was wondering if you can take 15 minutes and I’ll actually walk you through all the key points of the webinar that would really benefit you and really benefit your business.” I haven’t promoted one in LinkedIn yet for myself, I’ve done it for a client training for IT services. And from LinkedIn, he spent a lot, he spent $1,500 to get about 100 people to get opt in from LinkedIn; not necessarily the cheapest of things especially when you consider only about 30 or 40% of people actually show up to the webinar out of those who registered. But essentially the idea is that you’re going to convert about 10 to 15% of people that are on the webinar into whatever offer you make. And out of the people that don’t show up, by email you can still convert 10 to 15% out of those who didn’t attend. So it’s still effective if you have a high ticket service. In his case it was IT service training the minimum deal size for any business is 15,000. So even if you only got one customer out of all the people who signed up, he was laughing and he actually got eight so he made a very big killing out of $1,500 that he had spent.
How important is having a website outside of your LinkedIn profile? You don’t actually have to. I’ll be the first to admit, I wanted to go ahead and create a website and do all this other stuff for the marketing consulting that I do. I have yet to have a website, I have InstaPage, it’s a landing page; I just grabbed a template, popped in a bit of information, in ten minutes and built out the home page of my business which essentially has a current pipeline of about 1.8 million. And out of those probably about 30 to 40% will actually become deals over the next one or two months. So you don’t need a website for your business at all. The reason why I have a landing page connected into my LinkedIn profile is because I have a very specific offer that I wanted to make and it’s a bit long to have that juts on your LinkedIn profile. If you actually look at the landing page that I have, it’s quite extensive. Let me go here and show it. So this sales letter is long. It’s been cut down since this is the short version, I may be testing long version versus short but it’s close to 4,00o words. So I wanted to have a landing page for it because having 4,000 words on your LinkedIn profile is a bit much. But even that, you just need a landing page; you don’t really need a website. I’m not sure what InstaPage cost is right now, I think it’s around $20 a month for the premium version. I believe they also give you the option of having a page with a page that’s non branded for free so you can always go ahead and just use that, if you really want to.
So, it looks like no more questions. Awesome. So we’ll wrap it up if no one else has any questions. And definitely feel free to book a call even if it’s just to ask a couple more quick questions about your specific situation; you want to understand how to craft an offer; you want to understand how to run the calls after you generate the leads or anything within the funnel processes that we went over book that call, it’s 15 minutes. I usually…probably the last 15 minutes I’m all about high impact value so I can usually cover off your questions within minutes and you’ll be on your way. But in the case that you need something longer, we’ll figure something out. So definitely book a call and see who I can help you.
Other than that, I want to thank you all for attending the webinar. It was absolutely phenomenal. You guys have some really awesome questions and I really appreciate that. And probably within the next couple of hours hopefully before tonight, I’ll be sending around the presentation and hopefully the video as well.
So, thanks again for attending. I appreciate all you guys showing up and have an awesome, awesome weekend.[/fusion_text][/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]