X
Group 4 Created with Sketch.
Your changes have been saved

Snippet of Merchant Sale Podcast: Leverage LinkedIn

From Audio: Leverage LinkedIn

Duration: 18:58
Listen to this super informative snippet of advice for generating leads on LinkedIn, and see how much the site has to offer beyond what's presented on your feed.
Playlists that Snippet of Merchant Sale Podcast: Leverage LinkedIn appears on.
Up Next
Full Description
Back to Top
While joining LinkedIn will lead you to an extremely active community of productive engagement, there are many ways to take advantage of its basic utilities to build a stronger profile than what gets posted on the feed. Here, our host breaks down how, more than a social media site, LinkedIn is the world's largest virtual Rolodex, an open ledger of sorts comparable to the network transparency of the blockchain, where a connection's connection's connection could lead to the next step of your career. Tips for finding said connections, and how to approach them, are also covered.
Transcripts
Back to Top
strategies. And today I really want to talk with you about social media in general and specifically about linked in. I'm going to share with you the strategies that I used to generate leads from linked in, uh, just yesterday, I made a change. Some of you might have noticed that when you try to schedule a call with me now it goes through. Angela, Uh, I used to have a me doing that. And that is because Amy is moving over to basically full time manage my networking. And so she's gonna be basically have a full time person doing nothing but managing my Lincoln activity. And so it's really caused me to think a lot more about Lincoln, and I want to share some strategies with you today that are very effective. Uh, just yesterday I talk. I reached out and invited. I think seven or eight people unlinked in already had four or five of them who accepted my invitation back, and I was able to follow up and schedule a meeting with two of them. So that was about two hours worth of work. So, you know, I scheduled one really high quality interested lead an hour from my Lincoln efforts yesterday. And really, I used to do a lot more than that when when I was selling small business owners. Now I'm selling a larger clients, and so it's a little bit more tricky with LinkedIn. But I want to share those tactics with you. So the first thing that I want to do before we get into the specific tactics eyes that I want to just talk about the general mindset around social media and online marketing sales people. In my experience, the independent sales drops I talked to in the sales offices. They just have completely the wrong idea about social media. They all believe that, you know, online marketing is really important, and it could be this like Silver Bullet that's going thio. You know, if they just find the right formula or the right program or the right campaign or the right content, then it's just gonna magically generate lots of leads for them with very little work. And so, unfortunately, the reason that so few sales people make any money from their online presence is that they're really focused on using their online presence as a way to reduce their workload, and I hate to be the one to tell you this, but that just doesn't work unless you have a lot of money. Now, if you have a lot of money and you're willing to invest four or $5000 a month into, you know, Facebook advertising, I could give you some different strategies, and I'd be glad to do that. But you know, if you don't have that kind of money to put into it, then you have to put in the work. And so social media. The good news is that it is very simple. Um, it's not easy because it's hard work, but it's very simple. If you know how to cold call on the phone or in person, then you know how to be very successful using social media. And I do think that tools like LinkedIn can make your time much more effective. But it's still time. It's still work. You got to put the work in. So what I want to focus on today is like what work that I do. And so let me give you even a more specific example of this. You know, some of you are like James How could I be successful on LinkedIn or Twitter or Facebook or YouTube? So what you need to do is you need to make a decision that you're gonna put the work in. Now, one of the things I love about linked in especially these different social channels but especially linked in is that I could do my LinkedIn work late at night. So here's what I would challenge those of you to do. Some of you are. You know, you're already putting the work in in the field and you're like, James, I want to do more. I want to be more effective. Here's my challenge to you. My challenge to you is decide that you're gonna put 1 to 2 hours per night into lengthen for a week. So talk to your spouse or significant other about this plan and set aside five days Monday through Friday, where you're going to spend 1 to 2 hours working on LinkedIn. Not just learning about it. Yes, maybe take a little time to learn some things. I've got a great course if you go toe incident. Quote tool dot com um, and click on the training link at the top I've got a course on there and how to generate leads from LinkedIn That will give you more than enough information to know exactly what you need to do as far as tactics. But actually put the work in, sit there at your computer and say, What can I do right now to be profitable and just work on LinkedIn for several hours a night for five nights, you'd be amazed what you can accomplish. So what am I doing that's able to generate leave? So the first thing I dio and that you should dio is look at your existing connections, okay? And just simply scroll through their connections. Now, you know, this might sound really rather boring. So let me reframe this in a different way. Imagine if I told you that all of your clients right now they would like to hand you their role index their address book. And all you need to do is go pick it up and they would give it to you. And then you could use that address book. And you could follow up with any of those people that you wanted and use their name as a reference Now how many of you would be excited about that. How many of you would say Wow. I'm gonna go pick them up right now. How many of you would be super excited if one of your clients said that they would give you the address book, right. That would be amazing. Well, guess what they will. They have many of them already have. It's called length in. You just got to scroll through those connections. And so again, it isn't terribly exciting. But take 2 to 4 hours. Many of you have, you know, 50 to 100 maybe 200 connections on LinkedIn. And, you know, I don't care if their family, friends, relatives, acquaintances, whatever it is, just go through all their connections. If you look on linked in, you can look at all of the people that they're connected to on LinkedIn and just scroll through the list. And as you find people that look interesting, make a spreadsheet and excel or something. I used rodeo, um, and just start putting them in. Here's somebody that looks, you know, interesting. And if they look like somebody, that might be a prospect going and connect with them on LinkedIn so connect with them first, try to engage with them first, so connect with them if they accept your invitation. You know, that's a great thing. Now you have something to talk to them about. So now if you go out there even if all you did was invite them to connect and they connected, you could just go out there the next day and say, Hey, just want to stop by and say Thanks for connecting with me on linked in. That's a whole lot better than stopping by and having nothing to say having a walk in cold turkey, Right? So, um, you know, I use linked in by looking at my connections connections, and I connect with them and then I engage with, um the second thing that I use LinkedIn for is to create a better excuse for walking into the business. Now, e talk about this a lot, and I think it's really overlooked or undervalued in sales. But the reason that you're gonna walk into a business or the reason you're gonna call a business really matters. It's very, very important because, you know, if you are walking in to sell somebody, your odds of success are very low. Um, if you are calling Thio, you know, schedule an appointment so that you could sell something. Your odds are very low. You need to make sure that you understand that the reason or kind of the pitch is extremely important. And so I'd like to use linked in to really leverage that what I'll do is I'll give a couple of ideas of things you could dio, first of all, when somebody connect with me on LinkedIn or connect with you, make sure that your messaging them back always message them back and just thank them for connecting. You don't necessarily wanna ask for anything at that point. Just reach out and say, Hey, thanks so much for connecting. I found your information through Bob, you know, etcetera, etcetera. Now I will give you 11 tactic that I think will be a help to you that I've learned over the years. When you actually invite somebody to connect, there's a message box there where you can put your information. You can put a message in there. Don't do that. Just leave it that generic default one, because people are much more likely to connect with you That way, If they think you have an ulterior motive for connecting, they're not gonna want to connect. So you leave that alone. But then, once they have connected with you then and Onley, then you're going to send them a message through LinkedIn. Now that you're connected, you can send him a message privately and, you know, short message. Hey, thanks so much for connecting with me on LinkedIn. I found your information through Susan, which is a client of mine. I do payment processing. Uh, you know, I really appreciate your connection on here. Let's stay in touch and etcetera. You know, just informational, high introduction type message. Now, once you have that done now, what I'll do is I'll usually wait a couple days and then I'll try toe add value to them. Now I can add value to them a lot of different ways. One of the ways you could do it is by sending them an article. That's one of my favorite ways to do it. So I'll give an example. Let's say that I connect with a pizza shop owner on Linked in. I'll go to news dot google dot com and I'll search for pizza shop. And I may even search for pizza business. And I'll try to find a block article or a news article about a pizza shop that I think they might actually get some value from. Maybe it's a different marketing tactic they could use or way to manage their employees better or something along those lines. And then what I'll do is I'll send them a Lincoln message back. Or even better yet, if you go on Google and search for this or go to my course. If you go to instant quote tool dot com and click on the training. I have, of course, there, and I talk in there about how to download their contact information. You can actually get their personal email address and phone number, and what I'll do a lot of times is I will. After a couple days, I'll email them a link to an article and say, Hey, I saw this article today on pizza shops since you and I just connected. I thought you might enjoy this article. Uh, you know, again, thanks so much for connecting with me on LinkedIn. I appreciate it, you know, just again. You're not selling anything. You're just softening the ground a little bit. But the other thing you're doing is now when you goto walk into that business two days later. Now you walk in and say, Hey, how you doing? My name is James Shepard. I was in the area and I just had to stop by to meet you face to face. I don't know if you realize or recognize my name, but we just connected recently on linked in and then I was able to email you. I found that article about those pizza shops. I was really interesting. Now, I've got this great conversation piece to talk to the merchant about. Okay, So you really, really want to do that and and connected all these people, They're now a couple of things you can do on LinkedIn. I wanna give you two other strategies really quick. I'm not going to spend a lot of time on them, but these are two things that you can dio number one. Excuse me. Um, make sure that you are connecting with everybody that you are connected with in real life, so go back through your emails for the last 30 days go through your phone. Recent calls the last 30 days and just look at everybody that you spoke with is probably gonna be depending on how active you are. Sales could be as many as you know, 75 people, probably closer to 30 40 people that you've, you know, had a really life interaction with these people in the last 30 days on what you can do is make sure that your connect with them on LinkedIn if you need to call them email or whatever, because again, if they connect with you on LinkedIn, you're gonna have their address book and you could do the things we just talked about. Now, one thing that's important, understand? If you're gonna if you're going to deploy that tactic is that when people think about linked in, they all think about it the wrong way. Um, they think of it as a social network when really it's just an address book. So you're gonna get an objection from people that say, You know what, I don't you're like, Hey, let me Let's connect on LinkedIn. And they're like, I'm not really active on LinkedIn. I don't I don't really use LinkedIn. You got to say, Well, I don't really use it much, either in terms of engaging with people. So don't worry, I'm not gonna send you messages on LinkedIn. But the reason I want to connect with you on LinkedIn is because that's where I managed my address book. And I can kind of keep track of my networking there on, and so I would really, really appreciate it if you wouldn't mind. I'd really appreciate it if you just accept my invitation on linked in. And then that way I'll have you there so I don't forget about you and I can follow up with you every month or so. Just see how things were going. So I pitch it that way to people. As you know, That's why they should connect on LinkedIn. So go back to all the people that you know, obviously moving forward, people that you meet connect with him on LinkedIn. That's a great thing to Dio. Um, it's funny to I'll say one other thing. I started doing some of you know this about me. I stopped carrying business cards. Ah, long time ago. Now it's been probably a year and a half since I carried a business card around. Um, now, if I was going door to door again, I might still have some with me. But I kind of doubt it because I don't carry business cards anymore because people are like, you know, yeah, let's exchange business cards. I'm like, Oh, thanks so much. You know what? I'll do you one better. So I always say, I'll do you one better. Actually, I'll send you a connection linked in connection and that we will have all my contact info and everything about me so we can keep in touch. I like Thio manage my connections inside of linked in So I don't lose your business card on, and that's what I do because I'd rather get the link in connection. It's much more valuable than we have in their business cards. So, um, anyway, so that's another thing you could do their little tactic. Um, So we talked about, uh, you know, the people you already have going through their sitting that you're connecting with them, connected with their connections, sending the messages, sending, giving them value through articles. They're gonna be conversation pieces for when you get out there. We talked about going through your existing contact list. That's not in LinkedIn and adding people on LinkedIn that you actually know. Um, that's another really, really good tip for you to dio the last The third and final. What I wanna talk to you about is big accounts. Many of you are trying to break into a bigger accounts like you want to get that 15 location pizza shop or, you know, whatever it is you want to get these larger business is one of the best ways that you could do that is linked in. If you're an active Lincoln user, uh, locally, then look up the name of the company on Linked In, and you will be shocked. When you look it up, you'll find a company page click on the company page over to the right. You can click on view all employees, and you'll be amazed at how well that works. It's amazing you click on that and you can see all their employees, and the odds are you're probably connected to one of them. And again, maybe it's your cousin that works at the local pizza shop, right? That's fine, like at least that's something, right? You're connected with them. Now. You reach out to them and say, Hey, you know who should I talk to over there? Who's the one who's the boss, you know, and you have that connection. But the other thing, too, is it allows you to kind of work your way up the chain. So let's say that I did on my cousin working at the pizza shop. Um Then what would happen is I would go ahead and try to then connect with maybe a manager at one of the locations, one of the branches of that pizza shop, and I connect with them on LinkedIn. And I do the same thing we talked about a little bit ago, where I connected them cinnamon article. Um, but I also let him know after they connected with me that Hey, by the way, the reason I connected with you is that my cousin is, you know, Bill who works with the pizza shop. And by the way, of course, obviously make sure that everybody likes Bill, and he's not like the company pariah, um, you know, but let him know that's why you connected. And so again, It just adds to the storyline of why you're connecting with them. Once I connect with the manager, I'm gonna go meet with them again not to sell them anything. But I'm gonna connect. I'm gonna add value. Then I'm gonna go out there in person and I'm gonna add more value. Hey, I just want to stop by and just let you know who I am and meet you face to face. Thanks for connecting with me on Linked in. If there's ever anything I could do for you, please don't hesitate to ask and you know, and let me know that and I may even do that for a month. I may even go back another month later and just stop back by again and come up with some other excuse. Maybe I sent them an article and I stopped by just to discuss it real quick. And at that second meeting is usually when I'm going to say to them, Hey, by the way, I noticed on linked in that you're connected with Susan, who's the CEO of the company. What do you think? What? What would it take for me to get into a room with her to talk about my credit card processing services. Do you think that's even a possibility? And I'm gonna start engaging in that way. Now, here's what's funny. This is a long process. If you wanna get big accounts. Sometimes a manager like Oh, you know what? I really don't know her that well. She and I are kind of on the outs. You know, I wouldn't know how to, you know, And you're like, Oh, no, that's no problem. No problem. Guess what I do. Then I find another local manager, right? And I'm going So and, you know, you kind of want to do all that simultaneously. Like when I'm in there and linked in. I want to connect with maybe two or three people like Francis yesterday. Uh, there's a company I want to do business with. It's a very large company. I'm talking about a very large company, and they probably have, you know, 700 employees. And so I want to do business with them. Well, it turns out I'm already connected with the CEO and founder from an event, but I don't really know him at all, and so we're connected on LinkedIn. But I don't really know him. He's got, like, thousands of connections, and so it doesn't really stand out. So I am. I'm actually trying to sell them our instant quote tool. And so, uh, you know, what I did was I connected yesterday with several sales people from the organization, and I told them, Hey, look, I want to give you, like, 30 days or 60 days free with the instant quote tool in exchange for your feedback and helping me set it up, because then what I'm gonna do is I'm gonna make a case study from that, And I already was able to connect with their operate their sales director. And so I'm gonna send that case study and say, Hey, look what happened with three of your sales people. Let's jump on a call together. So that's gonna happen. And maybe a month, Right then I talked to him. Then once that's done, I'm gonna say, Hey, by the way, what's it gonna take for me to connect with, you know, the CEO? And then I'm gonna I'm already connected on LinkedIn. So I'm going to send a message thio the CEO. So there again, there's a lot of things that you could do on LinkedIn. But the key thing I want to get across to you today is really just one word, and that is work. Just work at it. Spend a couple hours a day on LinkedIn for a while. Maybe a week, two weeks, three weeks. See how profitable it is for you to do that on Ben. Stay consistent with it and keep networking and keep generating leads. And I think you'll be surprised at what you can accomplish there. I'll give you one of the bonus step and then I'll be done on. This podcast is a little longer than my my average here, but I wanna give you one of the really quick tip. That's kind of an interesting what I've been using. One of things that's funny that I've been doing is that let's say that I get a pizza shop right? I've been using the instant quote tool for this because what I can do is I go to instant quote tool dot com, and I can actually put in just basic info. So I might even just ask him and say like, um, you know, maybe it's a LinkedIn message of phone call. Or even like that first visit. When I go in there to talk about the article and I'll ask him and say, Hey, how much volume do you guys do? Do you know if you don't want me asking like, what was a 15,000 month, 10,000 month? And I kind of guess and they'll correct me. No, it's around, you know, 20,000 month. Oh, it's awesome. Well, sounds you guys are doing a really good business and then I'm done. I don't even really pitch it. Then what I do is I go to instant quote tool dot com. Put in just their volume already know kind of what the average tickets going to be for a pizza shop. Then I run it against, like a program that I would sell them on, and I'll estimate their fees. And what I'll do is I'll create kind of a fictitious PdF proposal from the instant quote tool with just that one piece of info. And then I'll email it to them, either with or without their total fees. And I'm guessing at and I'll maybe I'll send it to him let's say without the total fees and it's got, you know, our fees would be $500 a month, and I email that to him and say, um, you know, give a call the next day. Hey, I just want to send you something, because I wanna make sure you do have this, Um, with my credit card processing company, have a big database of merchants that I ran this against. I just wanted to show you what our total fees would look like, What your total investment would be on a monthly basis to process that 17,000 you told me about yesterday. I know many times pizza shop owners are paying 900 or 1000 or more, and with ours it's only around 700. So I just wanted you to have a written copy of that. Did you get a chance to take a look at that yet? And so it's a great way through LinkedIn, whether you're sitting it as a LinkedIn message with an attachment or like I said, downloading their contact info and sending an email using instant quote tool dot com really is an amazing way toe leverage online marketing because you don't need the statement, it can all be digital
Up Next
Add to playlist
New playlist

Embed

COPY
Embed Options
Create Playlist
Select the Station you want to upload this audio to
Station
0 / 140
0 / 2000
Playlist Icon Image:
(.jpg, .png, min size 500x500px)
Privacy
Subscribers
Your
voice
matters.
Discover & Listen to the world’s largest free collection of audio
Password reset

Enter your email address that you used to register. We'll send you an email with your username and a link to reset your password.



If you still need help, contact Vurbl Support
Password reset sent

You have been sent instructions on resetting you password to the email associated with your account. Please check your email and signing in again.


Back to Sign In
If you still need help, contact Vurbl Support
Your
voice
matters.
Discover & Listen to the world’s largest free collection of audio
Reset password

Please enter your new password below.



If you still need help, contact Vurbl Support
Your voice matters.
Discover & Listen to the world’s largest free collection of audio
Verify Email

Enter your email address that you used to register. We'll send you an email with a link to verify your email.



Cancel
Delete Profile
Are you sure? We will miss you :'(
Delete
Delete Audio
Are you sure?
Delete
Delete Playlist
Are you sure you want to delete this playlist?
Delete
Notifications Mark all as read
    You currently have no notifications
    Edit Snippet
    0 / 140
    0 / 140